Selling a business is often viewed as a straightforward process of finding a buyer and negotiating a price. However, according to advisory firm Deal Leaders International, many business sales fail long before reaching completion because owners underestimate the level of preparation, positioning and execution required to achieve a successful outcome.

These challenges will be the focus of an upcoming webinar, Navigating the Minefield of Selling Your Business: A Practical Masterclass for Business Owners Considering an Exit, on July 21 at 14:00.

Hosted by Creamer Media Webinars, the webinar will provide practical guidance for engineering, manufacturing and mining services business owners exploring succession, strategic partnerships or a future sale.

Drawing on its experience advising businesses on local and international transactions, Deal Leaders International will unpack the factors that influence both valuation and deal certainty, while highlighting the common mistakes that can significantly reduce value or derail a transaction altogether.

The webinar will challenge one of the most common misconceptions among business owners – that selling begins only when they decide to exit. Instead, the session will demonstrate how business value is built over several years through deliberate preparation, robust governance and strategic positioning.

Among the topics to be explored are the realities of selling a business, including the impact of emotional attachment, market timing and the differing perspectives of buyers and founders when assessing value and risk.

The masterclass will also examine why identifying the right acquirer is often more important than securing the highest initial offer. Participants will gain insight into the differences between strategic and financial buyers, as well as the opportunities presented by international acquirers, many of whom view South African engineering, manufacturing and mining services businesses as attractive investment prospects because of their specialist capabilities, skilled workforces and regional market access.

The session will further explore the attributes buyers assess beyond financial performance. Deal Leaders International will also explain how early preparation can create stronger negotiating leverage by reducing perceived buyer risk, attracting multiple interested parties and improving the likelihood of a successful transaction.

In addition, attendees will learn about some of the most common mistakes made by business owners preparing for an exit, including delaying the sale process, relying on a single buyer, weak financial reporting, excessive dependence on the founder and pursuing valuation expectations without a clear transaction strategy.

Register here: