In the modern world of business, it is useless to be a creative original thinker unless you can also sell what you create. Management cannot be expected to recognize a good idea unless it is presented by a good salesman.
David M. Ogilvy
|The occasion of the management presentation not only is an opportunity to gain a deeper understanding of the commercial side of the sales object but also and as important it is usually the first occasion to meet the involved people personally. And here the slogan "you never get a second chance to make a first impression" has a fundamental truth. Apart from the additional information a potential buyer gets, it is the important opportunity to judge the quality of the management of the company for sale. A serious and professional preparation of this presentation therefore is absolutely crucial. In many cases the result of the management presentation is a modified non-binding offer, which now is based not only on figures and facts, but also on mutual impressions and knowledge of culture and people.
The consultant's task in this phase is simply to coach the crew in the preparation. Based on his experience in comparable situations and on his information he received in previous discussions with the bidders, he can advise the management team what is important in terms of content and behavior. In addition to that, he can also help to prepare those questions management wants to ask the potential new owner about intentions and ideas he has regarding the integration of the two companies.