Why making the right impression with buyers counts

During the last few years, more than a third of Catalyst Partners' new clients have attempted to sell their firms before they appoint us to assist them. When I ask about what happened there are a number of recurring reasons why the sales failed to take place; some of these could, with a different approach, have been mitigated or avoided. I am fond of alliteration, so here are "The 10 Rules for Sellers" to act as an aide memoire. 1.      Readiness To be "sale ready," there are key elements that must have been fully addressed. They include having comprehensive data; that used to b...