Once your agency is on the market and buyers show interest, the spotlight shifts to you. This stage is less about numbers on a page and more about how you present your agency’s story, culture, and future potential. Buyer inquiries and management meetings are where deals gain momentum — or stall. Preparation and positioning are key.
Anticipating Buyer Questions
Buyers want clarity, not surprises. Expect them to probe into:
- Financial performance: Revenue trends, margins, and recurring income.
- Client concentration: How dependent you are on a few accounts.
- Candidate pipeline: Your sourcing strategies and fill rates.
- Compliance: Employment law, contracts, and risk management.
- Leadership depth: Who runs the day‑to‑day if you step away.
Presenting Your Agency with Confidence
- Tell your story: Highlight your agency’s origin, growth, and differentiators.
- Show your team: Buyers want to see capable leadership and staff continuity.
- Demonstrate systems: Walk through your ATS/CRM, compliance processes, and reporting tools.
- Be transparent: Address weaknesses honestly, but frame them as opportunities for growth.
Handling Sensitive Topics
- Client concentration: If one client represents >20% of revenue, explain mitigation strategies.
- Turnover: Share retention initiatives and training programs.
- Pending issues: Disclose legal or compliance matters early to build trust.
Reading Buyer Signals
Not every buyer is the right buyer. Watch for:
- Strategic alignment: Do they understand your niche and value proposition?
- Preparedness: Are they financially capable and serious about closing?
- Engagement: Do they ask thoughtful questions and respect confidentiality?
Your Next Step
- Prepare a Q&A document with answers to common buyer questions.
- Rehearse your agency’s “story pitch” with your broker or advisor.
- Treat management meetings as two‑way conversations — you’re evaluating them as much as they’re evaluating you.
At SAB, we guide staffing agency owners through this critical stage of preparing tailored management meetings with qualified buyers who align with your agency’s strengths and their acquisition strategies. Our goal is to help you build trust, maintain leverage, and move confidently toward the next step in the sale process.
Next in our series → Negotiating the Letter of Intent (LOI)
