{"id":5167,"date":"2023-06-28T10:26:43","date_gmt":"2023-06-28T08:26:43","guid":{"rendered":"https:\/\/www.conpair.de\/magazine\/selling-a-business-what-are-the-typical-mistakes-and-why-is-consulting-so-important\/"},"modified":"2025-10-17T07:52:35","modified_gmt":"2025-10-17T05:52:35","slug":"selling-a-business-what-are-the-typical-mistakes-and-why-is-consulting-so-important","status":"publish","type":"magazine","link":"https:\/\/www.conpair.de\/en\/magazin\/selling-a-business-what-are-the-typical-mistakes-and-why-is-consulting-so-important\/","title":{"rendered":"Selling a business: What are the typical mistakes and why is consulting so important?"},"content":{"rendered":"\n\n\n<section id=\"block_0f915b226e4b95b2fe704cd7dfa7925f\">\n\n    <div class=\"container magazine_checkmark_list\">\n        <div class=\"row\">\n            <div class=\"col-xs-12\">\n\n                                        <ul class=\"list-unstyled\">\n                                                            <li class=\"checkmarkListItem\">Allow sufficient time.<\/li>\n                                                            <li class=\"checkmarkListItem\">Formulieren Sie klare Ziele, die Sie mit dem Verkauf verfolgen.<\/li>\n                                                            <li class=\"checkmarkListItem\">Formulate clear goals that you want to achieve with the sale.<\/li>\n                                                            <li class=\"checkmarkListItem\">Familiarize yourself with important technical terms.<\/li>\n                                                            <li class=\"checkmarkListItem\">Conduct a thorough company analysis.<\/li>\n                                                            <li class=\"checkmarkListItem\">Ensure that your asking price is realistic.<\/li>\n                                                            <li class=\"checkmarkListItem\">Ensure transparency during the sales process.<\/li>\n                                                            <li class=\"checkmarkListItem\">Plan the handover and integration of employees at an early stage.<\/li>\n                                                            <li class=\"checkmarkListItem\">Rely on professional support.<\/li>\n                                                    <\/ul>\n                               <\/div>\n        <\/div>\n    <\/div>\n\n\n\n<\/section>\n\n\n\n<p>Selling a business is a crucial step for entrepreneurs and can have a significant impact on their financial and professional lives. In addition, it is usually a very complex process that requires a great deal of preparation and expertise. If everything is done correctly and goes according to plan, selling a company can provide financial security and new opportunities for the owner. But the problem is that without professional support, a lot can go wrong. In this article, we discuss typical mistakes made when selling a company and the importance of expert advice.<\/p>\n\n\n<div class=\"container-fluid anchor-section mb-4 mb-lg-7\">\n    <div class=\"h-100\">\n        <div class=\"anchor-navigation article-nav fade-up mt-3 mt-lg-5 mb-3 mb-lg-5\">\n    <h5 class=\"mt-0 mb-3\">Inhaltsverzeichnis<\/h5>\n    <ul class=\"list-unstyled\"><\/ul>\n<\/div>\n\n\n    <\/div>\n    <div class=\"row\">\n\n        <div class=\"col-md-12 as-content\">\n            <p class=\"fade-up \"><div id=\"typische-fehler-beim-unternehmensverkauf\" class=\"anchor\" data-name=\"Typische Fehler beim Unternehmensverkauf\"><\/div>\n\n\n\n<h2 class=\"fade-up wp-block-heading\">Common mistakes when selling a business<\/h2>\n\n\n\n<p class=\"fade-up \">Without careful planning and a strategic approach, mistakes can occur that ultimately jeopardize the success of the sales process. Here are some typical problems that frequently arise throughout the process:<\/p>\n\n\n\n<p class=\"fade-up \"><strong>Lack of preparation<\/strong><\/p>\n\n\n\n<p class=\"fade-up \">Those who fail to prepare adequately for the process may make serious mistakes. Careful planning, on the other hand, can increase the credibility and transparency of the company and facilitate the sales process.<\/p>\n\n\n\n<p class=\"fade-up \"><strong>Unrealistic company valuation<\/strong><\/p>\n\n\n\n<p class=\"fade-up \">Unrealistic asking prices set by owners are also a common problem. They deter potential buyers and can lead to disappointment for you as the owner. In this case, you should seek a reputable business valuation.<\/p>\n\n\n\n<p class=\"fade-up \"><strong>Inadequate company presentation<\/strong><\/p>\n\n\n\n<p class=\"fade-up \">First impressions count&mdash;and this also applies to how you present your company. A rough outline of your company&rsquo;s key figures won&rsquo;t get you very far. The most important aspects should be mentioned right at the start of your presentation.<\/p>\n\n\n\n<p class=\"fade-up \"><strong>Wrong time to sell<\/strong><\/p>\n\n\n\n<p class=\"fade-up \">When is the right time to sell a company? There is no general answer to this question. Basically, you should keep in mind that selling a company can take an average of 6 to 18 months, depending on the size of the company, the industry, and the transaction structure. Ideally, the sale should take place when the company is in a healthy state.<\/p>\n\n\n\n<p class=\"fade-up \"><strong>Insufficient documentation of processes<\/strong><\/p>\n\n\n\n<p class=\"fade-up \">Before a sale, a company must be examined in terms of its economic, legal, business, and tax circumstances as part of due diligence. It often happens that the documentation of such records gets lost in day-to-day business.<\/p>\n\n\n\n<p class=\"fade-up \"><strong>Lack of support<\/strong>\r\nConducting the sales process independently without professional support proves difficult, and many entrepreneurs fail at it. A great deal of expertise, experience, and a broad network are necessary to avoid mistakes and achieve the optimal sales price.<\/p>\n\n\n<p class=\"fade-up \"><div id=\"fehler-vermeiden-checkliste-fr-den-unternehmensverkauf\" class=\"anchor\" data-name=\"Fehler vermeiden: Checkliste f&uuml;r den Unternehmensverkauf\"><\/div>\n\n\n\n<h2 class=\"fade-up wp-block-heading\">Avoiding mistakes: Checklist for selling a business<\/h2>\n\n\n\n\n\n\n\n<p class=\"fade-up \">It doesn&rsquo;t hurt to create a checklist to record the most important points for a successful company sale.<\/p>\n\n\n<p class=\"fade-up \"><div id=\"vorteile-einer-professionellen-beratung\" class=\"anchor\" data-name=\"Vorteile einer professionellen Beratung\"><\/div>\n\n\n\n<h2 class=\"fade-up wp-block-heading\">Advantages of professional advice<\/h2>\n\n\n\n\n\n\n\n\n\n\n\n<p class=\"fade-up \">Those who rely on professional advice when selling a company can benefit from a number of advantages:<\/p>\n\n\n\n<p class=\"fade-up \"><strong>Expertise and know-how<\/strong>\r\nA professional team of advisors is familiar with current trends, market conditions, and best practices for a successful sales process. The necessary expertise to identify potential risks and overcome potential challenges is also crucial here.<\/p>\n\n\n\n<p class=\"fade-up \"><strong>A broad network of potential investors and experts<\/strong><\/p>\n\n\n\n<p class=\"fade-up \">A pool of the right contacts makes many things easier. Potential buyers who are the best fit for your company can be identified and contacted more quickly. You have the opportunity to achieve the best possible price for your life&rsquo;s work.<\/p>\n\n\n\n<p class=\"fade-up \"><strong>The opportunity to have the company evaluated objectively<\/strong><\/p>\n\n\n\n<p class=\"fade-up \">A team of experts can determine a realistic market value. This involves the use of sound valuation methods and techniques. Relevant factors in this context include industry trends, the competitive environment, and financial indicators.<\/p>\n\n\n\n<p class=\"fade-up \"><strong>Negotiations conducted with the necessary skill<\/strong><\/p>\n\n\n\n<p class=\"fade-up \">Thanks to our extensive and long-standing experience in the field of M&amp;A, you can benefit from the professional team&rsquo;s excellent negotiating skills. This also makes it easier to resolve any potential problems that arise during the process.<\/p>\n\n\n\n<p class=\"fade-up \"><strong>Professional project management<\/strong><\/p>\n\n\n\n<p class=\"fade-up \">You can rely on expert planning, coordination, and supervision of all necessary steps and deadlines. A professional project team ensures that everything runs smoothly and takes care of all administrative tasks.<\/p>\n\n\n\n<p class=\"fade-up \"><strong>A team of contacts for all relevant questions<\/strong><\/p>\n\n\n\n<p class=\"fade-up \">During the sales process, you are bound to have some questions. When you hire a team of consultants, you always have a competent contact person at your side who can explain each step to you in a way that is easy to understand.<\/p>\n\n\n\n<p class=\"fade-up \"><strong>Confidentiality and discretion<\/strong><\/p>\n\n\n\n<p class=\"fade-up \">You can rest assured that your data and all information relevant to the sale will be treated confidentially and only passed on to serious prospective buyers. Confidentiality and discretion are the basis for successful cooperation between an M&amp;A consultancy and its clients.<\/p>\n\n\n\n\n\n<section id=\"block_3dcd93ef873605606279330853d0828c\" class=\"fade-up \">\n\n    <div class=\"container our-tip-container\" style=\"background: #f1f6d1;\">\n        <div class=\"row\">\n            <div class=\"col-xs-12\">\n                    <h3>Fazit:<\/h3>\n                    <ul>\n                                            <\/ul>\n                                            <p>Der Unternehmensverkauf ist ein umfangreicher Prozess, der ohne das n&ouml;tige Fachwissen zu zahlreichen Fehlern f&uuml;hren kann, welche den Erfolg des Prozesses gef&auml;hrden. M&ouml;glich sind zudem finanzielle Verluste. Wer sich diesem Vorhaben eigenst&auml;ndig annehmen m&ouml;chte, steht vor einer gro&szlig;en Herausforderung. Durch eine professionelle Beratung l&auml;sst sich der Verkauf deutlich effizienter und erfolgreicher gestalten. <\/p>\n                    \n            <\/div>\n        <\/div>\n    <\/div>\n\n\n\n<\/section>\n\n\n<p class=\"fade-up \"><div id=\"brauchen-sie-untersttzung-beim-unternehmensverkauf\" class=\"anchor\" data-name=\"Brauchen Sie Unterst&uuml;tzung beim Unternehmensverkauf?\"><\/div>\n\n\n\n<h2 class=\"fade-up wp-block-heading\">Do you need assistance with selling your business?<\/h2>\n\n\n\n\n\n\n\n<p class=\"fade-up \">Are you facing the challenge of selling your business? We would be happy to assist you. We have been providing M&amp;A consulting services for over 20 years and can therefore support you with the necessary experience, expertise, and a broad network of experts. Make an appointment for an initial personal consultation&mdash;we look forward to hearing from you!<\/p>\n        <\/div>\n    <\/div>\n<\/div>\n\n\n\n\n\n<section id=\"block_967c7b5fa60a1aca57df8e23c456c09e\">\n    <div class=\"container have-questions-container\">\n        <div class=\"row\">\n            <div class=\"col-xs-12 col-md-3\">\n                <div class=\"round-author-image\" style=\"background-image: url('https:\/\/www.conpair.de\/wp-content\/uploads\/2022\/12\/IMG_9968_Teamseite_BB-300x200.jpg')\"><\/div>\n            <\/div>\n            <div class=\"col-xs-12 col-md-9\">\n                <h4>Any questions?<\/h4>\n                <span class=\"divider_color mt-2 d-block\" style=\"background-color:#C8DC4B\"><\/span>\n                <p>Call us or arrange a non-binding consultation <\/p>\n                <div class=\"row have-questions-request-row\">\n                    <div class=\"col-xs-12 col-lg-6\">\n                        <a href=\"https:\/\/www.conpair.de\/en\/contact\/\" class=\"btn btn-primary\">request advice<\/a>\n                    <\/div>\n                    <div class=\"col-xs-12 col-lg-6\">\n                        <div class=\"tel--contact-footer d-flex\">\n                            <div class=\"left-tel--contact-footer me-3\">\n                                <img data-src=\"https:\/\/www.conpair.de\/wp-content\/themes\/conpair\/assets\/images\/Path%20276_xl1.svg\" class=\"object-fit-contain lazyload\" width=\"30px\" height=\"30px\">\n                            <\/div>\n                            <div class=\"right-tel--contact-footer\">\n                                <p class=\"title1--right-tel-contact-footer mb-1 fw-bold\">\n                                    <a href=\"tel:+49 201 89689-0\" class=\"d-inline-block text-reset text-decoration-none\">\n                                        +49 201 89689-0                                    <\/a>\n                                <\/p>\n 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Weitere interessante Beitr\u00e4ge                        <span class=\"divider_color mt-2 d-block mx-auto\"\n                              style=\"background-color:#C8DC4B\"><\/span>\n                    <\/h2>\n                <\/div>\n            <\/div>\n        <\/div>\n        <div class=\"row justify-content-center mt-5\">\n            <div class=\"col-lg-11\">\n                <div class=\"row row-gap-40\">\n                                                                        <div class=\"col-lg-4 d-flex\">\n                                <div class=\"magazine-single\">\n                                    <img decoding=\"async\" width=\"1120\" height=\"590\" src=\"https:\/\/www.conpair.de\/wp-content\/uploads\/2025\/11\/ruecklagen-unternehmensverkauf-wird-durch-zwei-aeltere-geschaeftsleute-symbolisiert.jpg\" class=\"attachment-medium-large size-medium-large wp-post-image\" alt=\"Zwei \u00e4ltere Gesch\u00e4ftsleute symbolisieren R\u00fccklagen beim Unternehmensverkauf\" srcset=\"https:\/\/www.conpair.de\/wp-content\/uploads\/2025\/11\/ruecklagen-unternehmensverkauf-wird-durch-zwei-aeltere-geschaeftsleute-symbolisiert.jpg 1120w, https:\/\/www.conpair.de\/wp-content\/uploads\/2025\/11\/ruecklagen-unternehmensverkauf-wird-durch-zwei-aeltere-geschaeftsleute-symbolisiert-300x158.jpg 300w, https:\/\/www.conpair.de\/wp-content\/uploads\/2025\/11\/ruecklagen-unternehmensverkauf-wird-durch-zwei-aeltere-geschaeftsleute-symbolisiert-1024x539.jpg 1024w, https:\/\/www.conpair.de\/wp-content\/uploads\/2025\/11\/ruecklagen-unternehmensverkauf-wird-durch-zwei-aeltere-geschaeftsleute-symbolisiert-768x405.jpg 768w\" sizes=\"(max-width: 1120px) 100vw, 1120px\" \/>                                    <div class=\"magazine-single__body\">\n                                        <p class=\"magazine-single__category\">Unternehmensverkauf<\/p>\n                                        <h3 class=\"magazine-single__title\">What happens to my reserves when the company is sold?<\/h3>\n                                        <p class=\"magazine-single__extras\"><small>05.11.2025                                                | Marco Stricker<\/small><\/p>\n                                        <a href=\"https:\/\/www.conpair.de\/en\/magazin\/what-happens-to-my-reserves-when-the-company-is-sold\/\" class=\"magazine-single__link\">Beitrag lesen<\/a>\n                                    <\/div>\n                                <\/div>\n                            <\/div>\n                                                    <div class=\"col-lg-4 d-flex\">\n                                <div class=\"magazine-single\">\n                                    <img decoding=\"async\" width=\"1120\" height=\"590\" src=\"https:\/\/www.conpair.de\/wp-content\/uploads\/2025\/10\/management-buy-out-mbo-wird-durch-haendeschuetteln-dargestellt.jpg\" class=\"attachment-medium-large size-medium-large wp-post-image\" alt=\"H\u00e4ndesch\u00fctteln zweier 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alt=\"Gesch\u00e4ftsmann mit Tablet symbolisiert Unternehmensnachfolge im Mittelstand\" srcset=\"https:\/\/www.conpair.de\/wp-content\/uploads\/2025\/08\/unternehmensnachfolge-im-mittelstand-geschaeftsmann-mit-tablet.jpg 1034w, https:\/\/www.conpair.de\/wp-content\/uploads\/2025\/08\/unternehmensnachfolge-im-mittelstand-geschaeftsmann-mit-tablet-300x171.jpg 300w, https:\/\/www.conpair.de\/wp-content\/uploads\/2025\/08\/unternehmensnachfolge-im-mittelstand-geschaeftsmann-mit-tablet-1024x584.jpg 1024w, https:\/\/www.conpair.de\/wp-content\/uploads\/2025\/08\/unternehmensnachfolge-im-mittelstand-geschaeftsmann-mit-tablet-768x438.jpg 768w\" sizes=\"(max-width: 1034px) 100vw, 1034px\" \/>                                    <div class=\"magazine-single__body\">\n                                        <p class=\"magazine-single__category\">Unternehmensverkauf<\/p>\n                                        <h3 class=\"magazine-single__title\">Business succession in small and medium-sized enterprises: Your comprehensive guide to proper planning<\/h3>\n                                        <p class=\"magazine-single__extras\"><small>17.10.2025                                                | Marco Stricker<\/small><\/p>\n                                        <a href=\"https:\/\/www.conpair.de\/en\/magazin\/business-succession-in-small-and-medium-sized-enterprises-your-comprehensive-guide-to-proper-planning\/\" class=\"magazine-single__link\">Beitrag lesen<\/a>\n                                    <\/div>\n                                <\/div>\n                            <\/div>\n                                                            <\/div>\n            <\/div>\n        <\/div>\n    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