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Targeting strategic buyers

Entrepreneurs in Texas can take certain steps to position their businesses for acquisition. By targeting strategic buyers, such as a competing business, another company in a related industry, or a larger business in the same industry, entrepreneurs can reap more than one benefit.

Strategic buyers tend to focus on acquisitions that can enhance the operations, products or services of businesses that they already own or work for. As a result, they are able to receive better returns on the investments they make. This often leads them to pay more for their acquisitions.

Another benefit of focusing on strategic buyers is that the transition of ownership tends to be easier. These buyers typically operate in the same industry and have the knowledge and ability to grow the business after the sale. However, this ease of transition does not occur in every case.

Even though the benefits of a strategic acquisition may be apparent, a majority of small business owners opt to sell to financial buyers. This is because strategic exits can be difficult to implement. In fact, such exits have the lowest rates of success.

Business owners who attempt to sell to others who operate in the same marketplace or industry have little or no leverage. Unless there is interest from multiple potential acquirers, strategic buyers can then use their position to dictate terms of a deal that is in their favor.

An attorney who practices commercial law can assist clients with business dissolutions. The attorney will be able to suggest which types of exit strategies may be ideal and help negotiate the contract terms for the sale.

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