The Right Buyer – It’s About More Than Just the Price

The purchase price is a central element of any transaction – but not the only one. Especially for owner-managed businesses, other factors play a major role: company culture, treatment of employees, strategic direction, and personal outlook. Anyone who wants to place their company in good hands should not underestimate these aspects.

A buyer who pays well but dismantles the company or destroys its culture can cause more harm than good in the long run. Participation rights, governance rules, and the seller’s role after closing are also crucial. Many buyers expect the owner to stay on board for a while – whether operationally or in an advisory capacity. This must align with the seller’s life plans.

A good deal is multidimensional. It considers not only the price but also the people, the vision, and the future of the company. The “right” buyer is the one who fits the business – not just the balance sheet. Those who adopt this perspective make more sustainable decisions.