Frequently asked questions about M&A, company sale and succession

A structured sale process runs in stages: preparation and valuation, confidential outreach to suitable buyers, letter of intent (LOI), due diligence, contract negotiation and closing. The guided flow protects value and negotiating position. Full sequence in "The course of a company sale"; IGCP advises independently and discreetly.

Realistically six to twelve months from preparation to closing, longer for complex deals. The biggest time factor is not the sale itself but clean preparation. Starting early means negotiating from strength, not under time pressure.

Through curated, discreet outreach rather than a public marketplace: prospects are selected and only included after signing an NDA. If a sale becomes known too early, it unsettles employees, customers and suppliers. IGCP is bound to strict confidentiality.

A strategic buyer from your industry often pays the highest price but tends to change more after closing (structures, locations, brand). A financial investor often emphasises continuity with the existing management. Which fits depends on your goals — more in "Strategic buyer or financial investor".

In a GmbH sale, either the shares are sold (share deal) or individual assets (asset deal) — with significant tax implications to clarify with your tax advisor. The share transfer also requires notarisation. Details in "Selling a GmbH: the process".

External succession is now the norm: handover to the existing management (MBO), an external manager (MBI), a strategic buyer or an investor. Which route works is decided by an early and honest standpoint check. More: "Succession without family" and our succession service.

Earlier than most think. Succession is a guided process over years, not a single event — preparation ideally begins three to five years before the planned handover. More: "The right time for succession".

In a Management Buy-out (MBO) the existing leadership team takes over; in a Management Buy-in (MBI) an external manager does. MBO offers continuity, MBI brings fresh leadership — both stand and fall with financing and the right person. Comparison in "MBO vs. MBI".

In practice mainly via the multiple method (adjusted EBITDA × industry factor) and the income value method; the net asset value matters for low-earning or asset-heavy businesses. The robust value, however, emerges in negotiation, not in a formula. Fundamentals: "What is my company worth?" and our valuation service.

It depends on size, complexity and purpose (sale, succession, financing). An initial reading comes from our free business value calculator; a confidential first conversation with IGCP is also free of charge.

For initial orientation yes: with our free business value calculator you get a realistic value range in minutes. For banks, investors or a sale, however, a professionally prepared, recognised valuation is required.

The most effective levers: reduce owner dependence, strengthen recurring revenues, lower customer concentration and cleanly document numbers and processes. That needs lead time — five concrete levers in "Increasing enterprise value".

Through structured, confidential outreach to suitable private equity firms, family offices or strategic partners — aligned to your goal (growth capital, partial sale or succession). More: our investor search service.

A minority investment brings capital and a partner but leaves you in control; a majority usually means a clearer transition. The right answer depends on capital need, time horizon and your role after the entry.

An M&A advisor structures the process, values the company, approaches counterparties and runs the negotiation — on your side and without conflicts of interest. It is worth it as soon as it concerns the most important transaction of an entrepreneurial life and experience, network and discretion make the difference. More: our strategic advisory service.

M&A mandates are usually compensated through a combination of ongoing fee and a success fee; the specific structure depends on scope and transaction. The first confidential conversation is non-binding and free.

We are exclusively committed to our clients — no bank ties, no product interests, no commissions from the buyer side. This avoids conflicts of interest and ensures that every recommendation serves your goal.

The focus is on owner-led companies and family businesses in Germany, Austria and Switzerland. IGCP brings more than 20 years of experience and over 100 supported transactions, including cross-border.

Confidential, non-binding and free: you describe your situation, we frame options and realistic routes. Only once the direction is clear do we talk about a possible process. Contact via the contact form or office@igcp.at.