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Selling Your Business for All It's Worth

Due Diligence

Mark Blayney worked for one of the UK's leading accountancy firms as partner in charge of strategic consultancy and turnaround business. He now runs a strategy consultancy and financing brokerage which specialises in turnarounds and business revenues.

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WHAT IS DUE DILIGENCE?

Due diligence is the term used to describe the detailed investigation and audit undertaken by the purchaser prior to exchanging contracts. It is akin to the way in which once you have seen a house advertised and you make an offer to buy it, before exchanging sales contracts you have a survey carried out to ensure there is nothing untoward that might affect your decision to complete the purchase.

In moving towards closing a sale, having achieved heads of terms, due diligence and the negotiation of the detailed sales contract will tend to run in parallel as the treatment of issues arising out of the due diligence process will need to be negotiated for inclusion in the contract.

Traditional due diligence has always focused on legal and financial matters. Over the last few years however a broader ‘commercial’ due diligence has increased in importance.

There is significant crossover between these three broad areas as shown in Figure 7.

The areas to be considered under each of these broad headings are set out below and are all areas that should be addressed during your grooming of the business for sale so that due diligence goes as smoothly as possible.

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