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5 Things to Know About an NDA in a Business Sale

Jonah Pollone

Sellers Seller Articles Seller FAQ

If you've been thinking about selling your business, you've probably heard of the importance of keeping the sale confidential, or not letting word get out. 

The idea of sharing information about your business with prospective buyers might worry you.

Enter the non-disclosure agreement (NDA), a tool used to help filter for quality buyers and protect your information. 

At MidStreet, we require each prospective buyer to sign an NDA and fill out a questionnaire before we disclose information about any of our business listings. This process has helped us achieve zero breaches of confidentiality in the history of our company.  

This article will explain what a non-disclosure agreement is, why it’s important, and how it can prevent knowledge of the sale from falling into the wrong hands. You will be able to use this information to protect your confidentiality and sell your business successfully. 

Let’s jump in. 

1. What is a Non-Disclosure Agreement in The Sale of a Business? 

A non-disclosure agreement (NDA) prevents buyers from leaking information about your company during the sale of your business by legally binding them to keep what they learn about the business confidential

The NDA stops prospective buyers from telling people who could potentially leak the information to customers, competitors, or employees, which could threaten the stability of your business and the sale. 

Read this article about why maintaining confidentiality in your business sale is important: “Confidentiality When Selling Your Business: The Ultimate Guide.” 

2. Who Drafts The NDA and Who Signs it?

Once your business is listed on broker sites, merger and acquisition sites, or online business listing sites such as bizbuysell.com, buyers will inquire. 

As part of the buyer vetting process, prospective buyers will be asked to sign an NDA and fill out a buyer questionnaire. 

Buyer Vetting Process in Business Sale

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The NDA is usually provided by your broker and then reviewed by your attorney, but your attorney can also draft one for you if you would like.

If you aren’t represented by a broker or M&A advisor, you can also find an NDA online and have your attorney review it. Regardless of where you get your NDA, you should have your legal counsel review it to ensure that it does not contain language that legally binds you to terms you do not explicitly agree to. 

3. Why is a Non-Disclosure Agreement Important?

As we mentioned above, a non-disclosure agreement will protect the confidentiality of your sale. The NDA reduces the likelihood that customers and employees leave, stabilizing the business. 

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Even if you trust a buyer, you should still have them sign an NDA. This ensures that if something goes wrong and information is leaked, you are protected.

Non-disclosure agreements also serve as a way to remind buyers of the promise they are making to keep your information confidential and the repercussions they will face if they don’t. 

NDA’s can be tough to enforce since it’s often difficult to determine where the leak of information came from. However, although NDA’s can be difficult to enforce, they are still a crucial part of the buyer vetting process. 

If a buyer does not sign an NDA, they can legally do whatever they want with the information they learn about your sale. 

Non-disclosure agreements can also help build anticipation to learn more about your business. 

4. What Information Does an NDA Contain?

A non-disclosure agreement will usually cover the following items: 

  • A non-solicitation period
  • The broker’s role/ the advisor’s disclaimer 
  • Use of information 
  • Return of information 
  • Exceptions for certain information 
  • No obligation 
  • Circumvention 
  • Term 

Knowing what an NDA typically includes will help you determine what parts of your NDA you are and are not willing to negotiate.  

5. Can a Non-Disclosure Agreement be Negotiated? 

Are the terms of an NDA usually negotiated? 

It will come down to the size of your business and each buyer. 

For larger deals, some buyers will have attorneys on staff to review the legal documents such as NDA’s. If there are any terms they want to negotiate, they will redline the NDA and send it back. 

However, as the seller, you will ultimately get to choose if you agree to a buyer’s revisions on your NDA. In some cases, negotiation of the NDA’s terms can set the tone for negotiations throughout the entire deal. 

If the buyer suggests large revisions to the NDA and you accept all of them, they may feel as though they have the upper hand in negotiations. If you accept a few suggestions and push back on some, it can warrant more respect from the buyer for future negotiations. 

What if you don’t want to agree to any of the suggested terms? 

You can decline the revisions and the buyer may still sign the NDA. Use your own judgment based on how good of a fit you feel the buyer is for your business. 

Protect The Confidentiality of Your Sale With an NDA

The confidentiality of your sale is important, which is why it is key that you have prospective buyers sign a non-disclosure agreement to keep information about your sale private. 

Now that you know what an NDA is, why it is useful, and how it can protect your confidentiality, the next step is learning how to properly vet buyers.

Find out more about the different types of buyers that could purchase your business by reading our blog “The 5 Types of Buyers for Your Business” 

If you are interested in selling your business and want to learn about how you can maintain your confidentiality, call us at MidStreet Mergers & Acquisitions today.  

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