The right buyer is one ready, willing and able to pay a full, fair market price for the business. The right buyer is one expecting to receive and deliver full disclosure of all material information. And, for every viable business for sale, in our experience, there is probably more that one such ‘right buyer’ out there looking for it, today.

By and large, when a sustainably viable business does not sell in reasonable time, either:

• Business buyers cannot not find or recognize the opportunity represented by the ads, or;
• The relevant facts are not available to them or are just too difficult to obtain, or;
• The relative facts do not support the price and terms.

In our program, finding the right buyer begins with a fair market valuation that can be justified by the relevant facts, and then with a good business-for-sale ad describing the business in the manner that enables a buyer to in a material way recognize the opportunity, and it continues with the provision of only material information thereafter.

Our view and experience has been, “meet these thresholds and you’ll find the right buyer and/or the right buyer will find you.”