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[SOP] Seller Funnel Delivery of Value Call Scheduled to Seller & AE Call_2024-05_Draft

Objective

  • To move an Owner to agreement to enter our ecosystem of business buyers and become a Seller.

Begin

  • The process begins when the Valuation Expert holds a Delivery of Value call with the Owner.

End

  • An AE has been identified to purchase the off-market business and a Seller & AE call has been scheduled.

Stakeholders Involved

  • Acquisition Advisor 
  • Business Valuation Team
  • Valuation Expert
  • Director of M&A
  • Customer Experience
  • Acquira AE
  • Off-Market Owner Lead

Explanation of Steps

  1. The scheduled Delivery of Value call is held with the Owner and the Valuation Expert.
  1. The Valuation Expert presents the valuation breaking down the range of value, the drivers for that range, where/why this business is adjusted and what a buyer is looking for when purchasing.  Use the Delivery of Value Call sales document.
  1. If the Owner disagrees with the valuation or otherwise believes it to be too low, and the Valuation Expert cannot move the Owner forward.  Determine if the owner desires to sell now (refer to a broker) or would like to be introduced to a consultant in helping increase the value of the business.
  1. If YES to either Broker or Consultant.  Detail in the CRM and notify the Director of M&A for next steps.  Insert Process – Refer to Broker and Process – Refer to Consultant.
  1. If No to either Broker or Consultant.  Detail in the CRM and set follow up for 90 days.
  1. If the owner agrees with the valuation or otherwise is able to be moved forward, inform the Owner that the next steps will be requesting that the Director of M&A search potential AEs matching this business today.
  1. Next, when an owner has agreed to move forward with Acquira, the Valuation Expert will complete as much as possible of the Acquira Business Owner Questionnaire, and then provides the Seller with a standard list of diligence items we would like compiled to build our data room.  The Valuation Expert must explain that this acquisition will likely use SBA financing, so diligence items obtained early make the process faster and smoother once the Right AE is identified.
  1. The Valuation Expert creates the initial business CIM using the Deal Intro Template, and communicates the deal – with pertinent information and links to the data room to the Director of M&A who updates all reporting requirements.
  1. The Director of M&A communicates with the Customer Experience rep who searches the current roster of Accelerator+ AEs to determine compatibility with an existing AE.  The Customer Experience rep communicates with the Valuation Expert about progress in identifying an AE.
  1. The Owner is communicated with by the Valuation Expert to discuss if any current AEs fit the business profile and is interested in discussing the acquisition of the business.  If an AE is not immediately identified, the Valuation Expert follows up with a cadence agreed to by the Seller to notify them of progress in identifying the right AE for their business.
  1. The Valuation Expert will continue to monitor the documents provided by the Seller ensuring the list of requested documents is collected, and continues updating the business CIM using the Deal Intro Template as more information is collected and questions are asked/answered by the Seller.
  1. If an existing AE is not identified the process No Existing AE for Off-Market deal is followed.
  1. If a compatible AE is identified the deal is presented to the AE as outlined in the A+ Expectations for Deal Intro document.
  1. Once an AE is identified and has agreed to a Seller/AE call, the Valuation Expert notifies the Seller that the Valuation Expert and the AE would like to attend a Q&A call with the Seller to discuss the business and determine the next steps in moving towards an LOI as outlined in the Process – Seller & AE Call to LOI
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