Program Objectives, Contents and Components

The purpose of this program is to:

• Provide a workable strategy for selling smaller, closely held business
  
  
• Provide Business Advisors, Consultants and Coaches with a unique system that creates a competitive advantage over businesses brokers or other exit strategy advisors

• Provide a step-by-step “how to do it” program that can be implemented by those who are currently qualified to be business advisors

Note: This program is designed to be used with the other Focused Management programs such as the Foundation Series, the Leadership Strategy Series, and Assessment Series. This program allows you to utilize the other Focused Management programs to prepare a business for sale and then help the new business owner learn more about leadership and management skills.

You may be able to use this as a standalone program provided you have access to a high-quality leadership and management training series of programs and an analysis tool or survey that allows you analyze problems or potential problems within the organization.

Program Contents:

The program provides an exit strategy that can use the four basic methods of selling a business.  The four methods are close the business and sell the assets; sell the business to a financial investor; sell to a strategic buyer such as a competitor or supplier; and sell the business to the current employees.

To these we have added a fifth method.  Find a young person to buy the business over time.  The key to the strategy being successful is an assessment procedure which thoroughly evaluates whether this young person has the capabilities and the right personality to be successful as an independent business owner. This program includes how to administer an assessment battery and
arrange for an industrial psychologist to personally visit your client and review the results. The cost of the assessment and personal report to the client is not included with this program.  Each assessment is handled individually and can be directly billed to your client or billed to you allowing you to build the assessment cost into your total program fee or increase your fee to your client.

The Exit Strategy program has two PowerPoint presentations, one that can be utilized as a general sales presentation, particularly in a group setting such as a presentation to members of the local Chamber of Commerce.  There is a second PowerPoint presentation which can be utilized both as sales programs to groups, and to individual potential clients, or used as a general orientation to the client after you have closed the sale.

As with all Focused Management programs you can change the PowerPoint presentations and add your own business name and logos to the materials.

Included as part of the program is a step-by-step manual which explains exactly how to guide the business owner through the exit strategy process.  For example, if you use our unique fifth method than there are six major steps to the focused exit strategy.  They are:

1. Prepare the business for sale
2. Locate a "young" person to buy the business
3. Increase the future owner’s knowledge of leadership and business management
4. Assist in determining a fair value for the business
5. Design a plan to transfer business knowledge from the current owner to the future owner
6. Assist the new owner to build business sales and volumes

This program is designed to provide an experienced business advisor with a step-by-step process for doing a traditional exit strategy and, in addition, a unique methodology for selling a hard to sell small business by utilizing the strategy of finding a young person to buy the business and insuring that they are capable of succeeding through a sophisticated assessment system.

Program Format:

This program is designed to be utilized in a classic business advisor or consulting role with the advisor coaching the business owner through the exit strategy process.  Ordinarily, the advisor would be meeting with the client for about a half a day per week.

One of the unique features of this program is that you should end up with two clients and the process may take two years.  The first client is the current business owner who you are going to guide through the exit process.
Your second client is going to be the person who bought the business and you are going to facilitate the passing of knowledge from the current owner to the future owner and then you are going to become the future owners business advisor by taking them through a minimum of 20 hours of training on basic leadership and management techniques.

Hopefully the new owner may continue to utilize you as they face the many problems of becoming oriented to owning and leading their own enterprise.

Program Components:

Business advisor's guide which contains the Focused Exit Strategy.

Table of contents -

• Your role as a business advisor
• Prepare the business for sale
• Basic methods of selling a business
• Hard to sell businesses
• Increase the future owner's knowledge of leadership and business management
• Determine a fair value for the business
• Designing a plan to transfer knowledge from present to future owner
• Assist the new owner to increase business sales, volumes and margins
• Summary
• Exit strategy checklists
• Assessment ordering procedure
• Contact information

PowerPoint presentation "The Five Most Common Mistakes Made by People Who Want to Sell Their Businesses."

PowerPoint presentation "Focused Exit Strategy."

Owners Questionnaire

Sample sales booklet and materials

Price: $400

Save 25% when ordering this program is part of "Package 3"

We highly recommend that you order Package 3 because it contains all 10 of the Focused Management programs and will guarantee that you have appropriate materials that can be utilized both with the current business owner as well is the future business owner.

Price for the complete Package 3: $1500

You do your own numbers but it is not unusual for business advisers to get 10 times their investment on each and every client. 
In many cases the number is much higher.
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