Company sales are often poorly prepared

Not only corpo­rate finance advi­sors but also private equity firms find that company sellers are often inade­qua­tely prepared and often make unrea­li­stic assump­ti­ons. — Raffel Corpo­rate Deve­lo­p­ment evalua­ted the respon­ses of 48 private equity firms as part of a study in 2011 and found that the pros­pec­tive buyers surveyed in the German SME sector frequently stated that the compa­nies offe­red for sale were in many cases poorly prepared for the sale or not prepared at all. — In which areas do the defi­cits lie here?