If a medium-sized company is being sold to a corporate group, two very unequal negotiating partners are confronting one another.

For a group, on the one hand, a transaction of this kind is often everyday business, involving typical business procedures. On the other hand, the owner of a medium-sized business often only experiences a sale process of this kind once. He is selling his life’s work.

The entrepreneur can counterbalance what he lacks by using external consultants. The entrepreneur often only gets on the defensive, however, because he absolutely has to sell. It is one of the most important tasks of a consultant to avoid such a predicament as far as possible, or at least to avoid revealing it.