By Tom Schramski, PhD
Volume 1 Issue 10, June 10, 2014
Though it may sound odd, one of the most important tasks for the seller of a healthcare business is enabling the buyer to successfully make the purchase. While there is an incredible wealth of valuation information available to today’s buyer, a successful transition often relies on the ability of the seller to assist the potential purchaser in some critical areas.
I suggest five important ways in which the seller can assist buyers:
We always talk about looking through the “buyer’s eyes” to widen your perspective while maintaining your stance. There is a balance between appreciating the perspective of another, while not necessarily agreeing with the buyer’s view. If you try to maintain the balance, it increases your likelihood of a successful transaction just as it would in any successful relationship.
Tom was the Founder and Managing Partner of VERTESS. He was a Certified Merger & Acquisition Advisor (CM&AA), consultant, and Licensed Psychologist with over 35 years of very successful national experience in the healthcare marketplace, including co-founding and building a $25 million behavioral health/disabilities services company. Tom represented sellers and investors across the healthcare spectrum and was recognized for his executive leadership in the 2005 Entrepreneur of the Year issue of Inc. Tom passed away in December 2018.