are all prerequisites necessary for success

Commitment to independence, change of professional life, opportunity... the motives of the buyer of enterprise are multiple. Las, less than a third of the reported buyers actually resumed business. "Often summarizes the recovery in three points: access to the market, the assessment and negotiation." However this greatly masks the reality of the route. It overlooked the importance of the objective of the Act under perform. "This is not an act of pure management, it is a disruption of life", explained Yannick Hoche, Recovery Manager and transmission of business to the Agency for start-ups (pace).

Define the project

It must therefore define his project and take the measure of a turmoil in little advance by candidates in recovery, which is often agree that shortly the definition of their personal ambitions. Speculate on his motives; identify its strengths and its personal constraints; assess skills and consider; where appropriate, training; measure the family turmoil likely to be caused by this new professional life and to ensure adherence and the support of his family... are all prerequisites necessary for success. The project-human adequacy is vital and also requires a precise targeting of the company: desired activity, location, its potential, its size, range of transfer pricing, the terms of the recovery. "The difficulty is to find a balance between a vague target and the quest for the"five-legged sheep"," explains pace. "It has no single definition and above all, deny all approaches and don't let you lock in a"single-minded"sectoral approach", says Didier Chambaretaud, buyer of Let Services and author of "recovery of business: how to circumvent the pitfalls of a mined market" (ed. Pearson).

Multiply the tracks

Once only these steps, the actual exploration phase can begin. The market potential is estimated at 60,000 transmissions a year, of which 5,000 are undertakings with more than 5 employees. It is precisely the latter affecting the largest number of buyers. The market is therefore greatly reduced and more difficult to access. Because, except for small craft, and commercial enterprises less exposed to the difficulties related to privacy, there is no organized market for a global reconciliation of supply and demand. And "the good shots are often customers and suppliers that make", adds Yannick Hoche. Hence the need for the buyer to multiply the tracks. It must enable its network family, friendly and professional neglecting no opportunity to talk about his research. The privileged interlocutors include traditional intermediaries such as ITC, the Chambers of trades, professional federations and usual business advisors: accountants, lawyers, notaries, insurers, etc. In addition to the clubs of purchasers, independent Council offices in mergers & acquisitions national, regional or sectoral, commercial banks, specialized structures of commercial banks or investment, etc. Opportunity newsletters (see below) are also Legion, including on the Net, but "to be able to take flight in their published announcements, as is the case in real estate", prevents Didier Chambaretaud. The easiest when the profile of the company to resume was well defined, is to identify companies and to act upstream, even before that transfer projects are reported: is mandating an intermediate specialized, either by acting online via targeted letters. "The ideal being created its holding of resume upriver to maximize his chances," added Yannick Hoche. Do not lose patience.

Not to lose patience

Recovery presents, while a gain of the enterprise creation time, but it is still a long-term project. And it is not uncommon to study more than 40 records in the research. "With more than two hundred appointments in one year, and 50,000 kilometres, it was a trade full time", says Younick Naudou, who took over in January 2008 Omnes developments, cabinet Council HR and recruitment. "Records move, with appointments and breakfast without day, direct approaches to business leaders, and in the end a dozen of cases studied in detail.".Once the (or the) target group (s) found (s), the obstacle course is not to be completed. One of the main steps is the meeting with the transferor and the negotiation phase. Beyond the price, it is above all a story of people: one sells his past and the other bought its future. And except stroke of luck, it is rare that the first business is good. "The constant challenge of the buyer is to advance discussions in parallel and implement phase to be in a position to negotiate several Affairs without feeling scare to sign the only remaining", explains Didier Chambaretaud. The transferor remains master of timing and rhythm. To the buyer to show that he himself occupied by other opportunities and that the time is going...