Assessment criteria in a transaction
Buyers assess companies differently depending on strategy and objective. A private equity fund will typically focus on stable and demonstrable earnings, scalability and future optimisation potential. A strategic buyer may place greater emphasis on capacity, market access, customer base or synergies with its own activities. Regardless of buyer type, the assessment is based on normalised earnings — often EBITDA adjusted for one-off items and special circumstances. It is the sustainable earnings and the risk profile that influence the multiple and valuation — not a single unusually strong year.
Three typical buyer types
Different buyers look at your business with different goals. Some focus on stable operations and earnings, others on growth and scaling – and some on integration into an existing business.
Each buyer type values different factors, and this affects price, process and terms. When you understand their logic, you can work specifically on the areas that create the most value – and position your company correctly in the market.
This gives you better control over the process and increases the likelihood of finding the right match.
What does it mean for you?
Insight into the logic of different buyer types makes it possible to prioritise the initiatives that genuinely affect value, timing and terms in a transaction.
Exit Strategy Programme creates clarity, structure and documentation, enabling the company to stand out to the right buyer — on the desired terms and at the right timing.
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