Every January, the local gym fills up with new faces. For many, it’s a triumph of hope over experience. However, by mid-February, life on the mats is back to normal. It’s a testament for how sustained effort—not good intentions—is key to delivering results.
The same is true in business.
We recently caught up with a MarshBerry client who had smashed the earn-out in a deal. Interestingly, the principal chose not to see it through to the end. Instead, he had taken the opportunity that selling had provided and pursued a new career while he still had the enthusiasm and energy (he was well short of retirement age).
So, what made this deal such a success? Nothing radical. For the last decade, the business had done the following consistently and to the highest standards:
- Invested in staff;
- Invested in client relationships;
- Invested in systems, processes and so much more.
Many owners think the hard work ends when heads of terms are signed. In reality, that’s just the beginning. Heads of terms set out the broad commercial agreement and give the buyer exclusivity to complete due diligence, legal documentation, and obtain FCA approval. But due diligence, which delves into the past to ensure there are not undiscovered issues in the future, is exhaustive and the legal complexities are considerable.
In this particular transaction, the buyer of the business (and they have bought a great many businesses) said they have never had the due diligence process run so smoothly. Everything was there when they asked for it, everything was documented and in good order. Whilst our client worked hard to deliver what was asked, the ability to deliver it so effectively reflected the exemplary standards that had been in place for many years.
So, what will the new year bring for this client? Like the gym, results come from sustained effort. Great businesses aren’t built overnight—they’re the product of years of investment and care. For our client, that meant leaving the business in the hands of the next generation, confident they would continue to deliver. The performance of a business post sale is the acid test of the many years of work before.
MarshBerry won’t be involved in their next venture (it’s outside financial services) but we’re certain it will succeed. Why? Because the same exacting standards that built their first business will build the next.
We are always keen to talk to business owners many years before they sell, as that is when much of what makes for a successful sale is being put in place. Being involved in the journey helps us to ensure that for our clients the final destination is optimal.
