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FAQ: How important is confidentiality and can it be maintained during the process?

A: It is imperative to maintain confidentiality throughout the sale process and to take measures that will guard against competitors, employees, vendors and customers learning of an impending sale. Experienced buyers often attempt to exploit the absence of a qualified advisor by requesting more information than they should be entitled to see without proper qualification. Our involvement is critical to maintaining confidentiality.

These measures include well written Confidentiality and Non-Disclosure Agreements; generalized, non-descript marketing and educational documents and thorough buyer identification and qualification procedures, among additional steps. The use of a third party business intermediary greatly enhances the probability of maintaining confidentiality throughout the process by providing a communication layer outside of the company and managing buyer access to information. It is virtually impossible for a business owner to maintain confidentiality when selling independently given the natural inclination to share information and speak freely about the business.

Information should be given in stages, as necessary and more sensitive matters do not need to be shared with potential buyers until well advanced in the process.