The Importance of Personal and Interpersonal Dynamics of the Sale
Helping a client sell their company—especially when they've been a reluctant seller in the past—takes not only experience executing a successful transaction, but also involves being a true advocate for the client—with a highly personal touch.
During the very recent sale of a client's software business for cash of multi-millions dollars, and another multi-million dollars earn out, Steven Konowitz's fifteen years of experience as a mergers and acquisition attorney for multi-national, multi-hundred million dollar companies wasn't the only reason the sale of this client's company was successful. It was equally important that Steven took time to understand his client's perspective from a personal side. As a result, he focused first on the personal and interpersonal dynamics of the sale, and then on the transaction.
This client was referred to Konowitz & Greenberg when their large Boston based, multi-national law firm was unable to negotiate the sale to the client's satisfaction. The owner had seriously considered selling his business several times, but wasn't given the personal support he needed to pull the trigger and complete the sale.
What did it take to finally close the deal? Here are five lessons learned that leveraged personal attributes and interpersonal skills on both sides of the table:
In the end, caring responsive teamwork, and personal attention that was lacking at this owner's former law firm helped this client sell his company. Remaining confident and optimistic, doggedly persistent, strategic in leveraging all of the advisors whether buyer's or seller's, and always advocating for the client's best interests was the real key to this owner's confidence in finally selling his business.
Steven Konowitz is the Managing Partner, Konowitz & Greenberg. For more information, please contact Steven at: firstname.lastname@example.org, or 781.237.0033 X236.