Phase II - Marketing

Preparation of Confidential Information Memorandum
The professionals of BBC are experienced in the preparation and delivery of marketing materials to accomplish marketing objectives with professional integrity. Based on the information gathered and evaluated in Phase I and on the owner’s decision to proceed with a Sale, BBC shall prepare an information memorandum (Confidential Information Memorandum or "CIM") and collateral materials for distribution to potential buyers. Among other matters, the CIM shall contain descriptions of the operations, markets, properties, organization, financial condition and future prospects of the business. No value will be mentioned in the CIM or at any point throughout the marketing process.

Prospective Buyer Research
BBC shall use its best efforts to identify prospective purchasers for a client’s business. The professionals at BBC strive to identify acquirers most aptly suited to each situation so as to maintain confidentiality, minimize deal obstacles, and maximize transaction value. We will be prepared to review with our client our assessment of the merits of the many qualified prospects we propose to introduce to the opportunity.

Over the years, the owners of BBC have developed their own databases, capabilities and resources (financial and intellectual), particularly for buyer prospecting. A network of thousands of corporate personnel (including CEO’s, CFO’s, and Corporate Development Officers) and service professionals (lawyers, accountants, and bankers) provides BBC with the necessary real time market intelligence to deliver maximum value-added service to our clients.

Active Marketing
BBC conducts a selective, but extensive and pro-active campaign to approach buyers. BBC requires the client’s prior written approval of potential buyers to be contacted and of the CIM and all other marketing materials. Potential buyers will receive the CIM only after the execution of a Confidentiality Agreement. Through the use of our Automated Prospective Buyer Tracking System, our clients are in a position to review our marketing progress with as much frequency and scrutiny as desired. As interest in the transaction is fostered, BBC will screen prospective buyers based on their level of interest. Written indications of value will be requested from buyer candidates in order to assist the client in judging the merit of conducting a visit with a particular party.

Buyer Visits and Solicitation of Offers
Once it has been determined that a buyer visit is warranted, we will work with the client to coordinate the setting, timing and agenda to maximize the positive perceptions of the buyer. While each case is unique, we often prepare a formal presentation that the business owners can communicate to the buyer in a conference setting. We have found that this keeps the visit focused, assures that we cover those highlights that are important in the transaction context and creates an atmosphere of professionalism that often buoys value.

In most transactions, we seek to attract sufficient interest so as to conduct several buyer visits and to elicit multiple offers. One of the most important aspects of the marketing phase is to attempt to keep all prospects at the same stage in the process with comparable information. We generally intend to communicate a call for offers to all bona fide parties at one time. Each buyer is instructed by BBC, in writing, on all matters appropriate to be addressed in their proposal.

Continue to Phase III - Letter of Intent to Closing.