Online News--Sale of A/E Firms on the Rise, Survey Shows
- Define the competitive advantage. "The seller must be able to convey what is happening in the market and what type of competitive advantage will allow it to maintain above-average earnings."
- Turn a weakness into a benefit. "A weakness could be a plus to a potential buyer, if the buyer believes that it can cut costs or increase revenue."
- Identify potential buyers. "A selling firm's goal should be to identify a diverse, but manageable, number of firms that it sees as being compatible in services and markets, and that has the resources available to complete a deal."