Maximizing the Value of the Sale

April 12th, 2010

Considering an unsolicited offer for your company?
Consider this:

Having an interested buyer is only a small part of the sale of a company and does not guarantee a successful closing. How do you know if the offer is competitive? Can you preserve the value of your business during the transaction?

Challenge:
The principal owners of Mutual Hospital Services, Inc. (MHS), decided the timing was right to sell their collection agency. They already had interested buyers, but the owners wanted to make sure they maximized value from the sale.

They needed an M&A advisor who understood the unique nature of healthcare accounts receivable management (ARM) transactions and could navigate through the intricacies of a sale of a member-owned, not-for-profit agency.

Solution:
MHS hired Kaulkin Ginsberg. Our experience in conducting healthcare ARM transactions enabled us to cultivate interest from the right buyers and facilitate a competitive process. Through our extensive network of decision-maker contacts in the healthcare ARM community, we identified a select group of buyer candidates who hadn’t already approached MHS. We narrowed down the list of candidates to include only those candidates that met the owners’ value expectations and quality assurance standards.

Unforeseen circumstances often arise during a sale. In this case, there was a reduction in placement volumes from one of MHS’s largest clients that impacted the agency’s value. If that wasn’t enough, several executive-level management changes took place. With over 125 transactions completed in the ARM industry, we knew how to handle these circumstances and move forward with our sale process to assure the transaction closed and we maximized the value of the sale.

Net result: MHS merged with Kadent Corporation, a leading provider of healthcare ARM services and a buyer we identified for MHS.

What can we do for you?

Contact Mike Ginsberg,  at 240-499-3800 or by email to discuss your interests in confidence.

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