The buyer is typically concerned with losing key people - a very valid consideration. Ultimately, after closing a deal, the buyer has paid for the "good will" of the company, which includes the work performance of employees.

There is no question that it appears tempting to save on the fee of professionals by trying to sell the business on its own", say Achim Neumann, President A Neumann & Associates, New Jersey, "however, as the old saying goes 'good advice.

Business owners need to plan well ahead in an always increasing competitive "business-for-sale" market, requiring more thorough preparation starting from proper documentation, to financial analysis, to third party valuations.