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Divesting your business? The top 10 ways to maximise value from your sale

By Andrew Fox, Director, Karumba Consulting



In the intricate dance of divestiture, the path from decision to deal closure is fraught with potential pitfalls and


unprecedented opportunities. At Karumba Consulting, we understand that divesting a segment of your business, regardless of the buyer's size or stature, is a nuanced affair that can either unfold with seamless precision or unravel into a logistical nightmare. Our aim is to ensure that you, alongside your stakeholders, navigate this journey with the utmost efficiency, securing not only the best financial return but also preserving the legacy and continuity of your divested entity with minimal disruption. 


How, then, can you tilt the scales in your favour? Drawing from our extensive experience and strategic insights, we've curated a list of the top 10 focal points to guide you through your divestment process, spotlighting opportunities for success and highlighting common obstacles to avoid. 

 

  1. Crafting a protective contract and effective Transition Service Agreement (TSA) 

By incorporating advanced analytics and digital due diligence practices you’ll make sure that your TSA covers technological integrations and separations with the right level of detail. Also, by using insights you could gather from data analytics you’ll be in a better position to predict potential integration challenges and costs.  By doing having a strong contract and TSA you’ll have a better chance of a smoother transition and be better able to protect your interests as the seller. 

 

  1. Assembling a stellar divestment team 

It’s extremely important to include digital transformation experts within your divestment team. Having specialists who understand the intricacies of digital assets and can navigate the digital landscape of both the divesting and acquiring companies means you can take a more strategic approach to asset transfer and integration. All ensuring a more efficient and cost-effective transition through the divestment. 

 

  1. Safeguarding your customer base 

To protect your existing customer based you’ll need to implement a customer-centric approach during the divestiture process. Using digital platforms and analytics can be a great way to maintain customer engagement and service levels and to ensure a seamless experience throughout the transition. Examples of this include leveraging CRM systems to provide personalised communication and support and to ensure your customer base is reassured about any pending changes and how they benefit. 

 

  1. Leveraging the divestment for organisational growth 

You should be looking at your divestiture as an opportunity to enable digital transformation within your remaining organisation. It’s a great opportunity to reallocate resources towards digital innovation so that you can open new growth avenues, enhance operational efficiency, and improve customer experiences. 

 

  1. Unlocking value through technology optimisation 

Conducting a thorough technology audit to identify opportunities for consolidation and modernisation will be an invaluable exercise. By focusing on adopting cloud-based solutions and eliminating redundant systems will naturally deliver cost savings and operational agility, adding value and efficiency to the day-to-day running of your remaining business. 

 

  1. Optimising third-party relationships 

By focusing on the renegotiation of third-party contracts you’ll be better able to leverage economies of scale and improve service levels. This may involve collaborative negotiations with the acquiring party to ensure continuity and optimise costs for your remaining business. 

 

  1. Retaining essential talent 

Incorporating strategies for talent retention that focus on cultural fit and alignment is critical for any successful divestment. Also, developing clear communication plans and incentive programmes, that address the concerns and aspirations of key personnel, will ensuring their support during and after the transition. 

 

  1. Maintaining clear external communications 

Making use of your own digital platforms, as well as social media, will help you to maintain transparent and consistent communication with all stakeholders. By using these channels to articulate the strategic rationale behind the divestiture, the benefits to stakeholders, and the expected outcomes, you'll have a better chance of minimising uncertainty and maintaining trust. 

 

  1. Relationship with the acquirer 

 

It’s important to plan for potential post-divestiture collaborations that maximise the benefits of your digital platforms and technologies. This could include shared services agreements, technology partnerships, or joint ventures that benefit both parties and foster long-term relationships. 

 

  1. Engaging independent experts 

 

Consider using niche M&A and technology advisory firms as they tend to bring specialised knowledge and an objective perspective to the divestiture process. These experts can provide strategic insights on digital and technological trends, ensuring that the divestiture aligns with the latest industry practices and maximises value for your long-term future. 

 

To discuss anything in this article, or to arrange a no obligation conversation please do drop us a line at enquiries@karumbaconsulting.com or contact us at the button below.

 

 

 

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