One of the main points that come out when talking with fellow searchers is trust, but there might be others.
A few could be:
- Emotional aspect of selling what they built.
- After receiving the money where to invest it and have good returns ( something I see mostly in developing countries where markets are very volatile).
- Uncertainty to pass it to family members.
Sometimes this barrier is so big that through time, the target company is eliminated by competition.
Tell us your experience! What have you faced and what are your proposed solutions?
What are the main barriers faced by owners to sell to searchers?
by a searcher from Cornell University
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While a basic level of chemistry, trust, etc. is a must in a deal, in my experience it could only make a difference when the economical difference is small. You can be the greatest, most capable person, but if another bidder is offering double as much, you will lose the deal.