Process Integrity

Whether we are buying or selling we always adopt a disciplined approach

You only ever get to sell your business once. For many it is perhaps one of the most important decisions they will ever make, which is why process refinement and improvement has been the backbone of our business since 1960.

The quality and effectiveness of our strategies has evolved over time and today comprises a Six Stage Process that generally runs over three to four months, or longer depending upon the complexity of the business &/or our client's requirements. Each stage reinforces the former and is built to generate more value and success for our clients, maximising their returns.

The Johnsons Corporate Sales Process

1. Research & Planning Our Sale Process starts with a Research Phase that casts the net over a much broader range of prospective buyers across more commercial and geographic markets. We reach potential buyers that others would not even contemplate; it is sometimes the less obvious purchasers who are willing to pay a premium to enter a market.

2. Marketing Campaigns Strategic Marketing Campaigns then build on that research to generate simultaneous activity from multiple sources. This creates greater competitive tension, which is designed to achieve higher offers and more favourable sale terms for our clients.

3. Byuer Qualification Our Buyer Qualification and discovery process burrows more deeply, uncovering vital intelligence about each buyer’s business and their reasons for making a purchase. As a consequence we don't simply negotiate by asking for a better deal (as others do) and keeping our fingers crossed. We negotiate from a position of unique knowledge and understanding.

4. Negotiation & Indicative Offers Negotiations and Indicative Offers are always undertaken pre-due diligence. When we secure Indicative Offers for the purchase of a business, along with an appropriate deposit, we do so on the basis that due diligence is utilised as a confirmation process only. This precludes purchasers from using the due diligence process as a discovery tool for subsequent negotiation tactics.

5. Due Diligence Throughout Due Diligence Johnsons may continue discussions with other candidates identified during the Marketing Campaign until the sale has completed. This encourages prospective candidates to remain afoot so that competitive tension continues and back up options remain in play, should the proposed purchaser be unable to complete for any reason.

6. Sale Agreement & Settlement Execution of the Sale Agreement and Settlement are seldom clear-cut. Numerous stakeholders are involved, often with conflicting agendas. Johnsons is experienced and has well established techniques for massaging the key issues and managing expectations of the various stakeholders right through to completion.