Let's look at this question from the seller side first. In most cases, the business intermediaries is listing the business for sale. In most cases the business intermediaries is representing the seller and is duty-bound to represent the seller honestly and fairly, A business intermediary is also charged with trying to get the highest possible price - and the best deal - for the seller. However, sellers must understand that, no matter how hard the business intermediary tries, it is the marketplace that ultimately determines the price and terms - not the business intermediary or the seller.

The business intermediary will keep the seller informed, on a regular basis, of the status of the listing and will do everything possible to maintain the confidentiality concerning the sale of the business. However, selling a business is a two-way street and requires cooperation on both sides - seller and business intermediary. The intermediary needs to be kept aware of current information regarding the business, such as sales trends, major equipment purchases, inventory fluctuations and the like. The business intermediary and the seller must work together; they are on the same side, and they should work as a team.

No one likes to waste their time, and business intermediaries can show buyers businesses that fit their pocketbook and still can provide the necessary income to provide for their families. Buyers want candor in the presentation of the business, The business intermediary is an expert in problem resolution - he or she can resolve issues and misunderstandings easily and quickly.

Professional business intermediaries bring value to the process of buying and selling businesses. They understand the issues and the details involved in the business transaction. They have the knowledge and experience to bring the sale to a successful close. If the buyer and seller are honest with the business intermediary - a win-win situation will result.