The Empathetic Buyer™ Process

The Empathetic Buyer™ Process, refined over more than a decade, is designed to surface interested sellers or buyers who are cultural fits, create trust between buyer and seller, negotiate to as near to a win-win as possible; critical for a successful transition, complete a comprehensive due diligence process on both sides of the table, and achieve an extraordinarily high transition rate of clients, post-Close. Below are outlined each step of the process. Select the Learn More links to obtain further information about each step.

Value Proposition

Make a case as a desirable buyer to sellers who fit your firms criteria. Answer a seller’s concerns about the buyers ability to finance an acquisition and commitment to good faith bargaining. Answer a seller’s concern about the buyer’s commitment to service clients in a manner that would cause the seller to be proud of the decision to sell to him or her. Learn More.

Research

Identify, approach, and begin due diligence on possible sellers who match the buyer’s criteria. Perform an analysis of sellers to include valuation, culture, and other characteristics of sellers. Explore the wants and needs of said sellers. This is where we discover what the post Close transition will look like. Learn More.

Introductions

Introduction of potential buyer and seller. Sharing of objectives, deal killers, and wants. Additional due diligence performed with ultimate objective of Letter of Intent. Learn More.

Letter of Intent

Unlike simple “good faith negotiating,” LOIs, this is a detailed outline of the entire transaction, as well as the transition that is to follow the Close. Commitments on the part of each party and the responsibilities of same. Timeline of events leading up to and following the Close. Learn More.

Close

A legal document, (the Definitive Agreement), codifying the Letter of Intent. Attorneys do not negotiate; they write in legal terms what has already been agreed to. Almost a non-event, except that money changes hands. Learn More.

Transition

According to commitments, the clients are transitioned to the new owner in a manner that is best for the clients. Learn More.