Ranked #1 sell-side M&A advisor in sub-Saharan Africa (2014 Zephyr/Bureau van Dijk)

Think differently!

At Xigo we firmly believe that selling a business is a sales and marketing issue – not an accounting one. By marketing your company to potential acquirers, we generate excitement about buying your company. We show these potential acquirers all the advantages that they’ll actualise by buying your company.

We know that there are four key factors that are vital to the successful sale of a business:

1. Proactively contact potential acquirers
Successful selling involves actively generating enquiries. Xigo have developed a local and international database of over 150 million companies. Using this facility for each client, we actively contact between 200 and 300 companies to arrive at between five and twelve acquirers worth considering. There are no short cuts. As the best buyers are rarely actively considering an acquisition, the only way to find these buyers is to be proactive in identifying a number of candidates.

2. Identify what motivates the acquirer
We know that the value of your business is ultimately determined by how much the buyer is interested in the purchase, consequently, we ask questions such as: “Are they buying for strategic reasons?”, “Are they financially strong?”, “What motivates them in this acquisition?” We’ll pre-qualify each prospect and arrange exploratory meetings with five to 12 potential acquirers to further define the motivation in each case.

3. Generate bidder competition
No other factor maximises the value of your business more than having a choice of potential acquirers, competing to acquire a business. Competition not only improves the speed and terms of the sale but ensures that deadlock is never an issue in negotiations and ultimately has the most significant positive impact on the sale price. The greater the number of potential acquires competing for a business the greater the effect on the sale price.

4. Selling the future
An acquirer never purchases a business’s past; an acquirer only purchases its future or, to be more precise, its future potential under their new ownership. With the benefit of a new acquirer’s skills, financial investment and customer base, a business can be transformed in terms of performance and profitability.
For each business taken to market, we produce a Synergy business plan that outlines the future performance level of the business under new ownership and it is this performance that forms the basis for the sale, not the current performance.

30 May 2017 | Time: 09h30 to 13h00 | Registration: 09h00 | Johannesburg: The Fairway Hotel - Randburg

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31 May 2017 | Time: 09h30 to 13h00 | Registration: 09h00 | Durban: The Oyster Box Hotel - Umhlanga

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1 June 2017 | Time: 09h30 to 13h00 | Registration: 09h00 | The Crystal Towers Hotel and Spa - Century City

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