An entrepreneur with businesses across several sectors in Espírito Santo owned a mature telecom company in Serra, with revenue of about R$ 240 thousand a month and excellent performance. His other businesses had nothing to do with telecom, and they urgently needed capital, either to expand or to cover bottlenecks.

The decision was to sell the telecom business, his most valuable asset, to generate fast liquidity.

The challenge

The problem was time. At the market's usual pace, selling a company takes 9 to 12 months. For this client, that would have serious consequences. Since the companies were independent, cash couldn't move freely between them, and expansion projects, modernization and even working capital in the other ventures were frozen. Every extra month of negotiation was a month less of growth.

There was also a subtler risk. In the corporate market, time works in the buyer's favor. If the process dragged on and the buyer noticed the need for liquidity, it could deliberately stretch out the talks to force a lower price or worse payment terms. Taking too long to sell meant devaluing the company and stalling all the other businesses.

How Vispe worked

Instead of opening talks with dozens of funds and curious competitors, Vispe mapped the ideal strategic buyer in Espírito Santo: a player interested in regional consolidation that needed that infrastructure to expand its own network without building from scratch.

The negotiation was built on two technical arguments. First: if the buyer built that network from scratch, with branches, poles, licenses and fiber optics, it would take years and cost twice as much. Second: the region was strategic and defensive. If the deal wasn't closed within 60 days, Vispe would open talks with the buyer's biggest competitor.

The greatest care was not to reveal the seller's hurry. Strategic buyers are experienced and would use any sign of urgency as leverage. With the right strategy, the urgency changed sides: the buyer realized that if it didn't close quickly, it would lose the territory.

The results

  • Timeline: deal closed in 60 days.
  • Upfront payment: 40% of the value at signing.
  • Multiple: improved in the transaction, with a payment structure that favored the client.

What changed

Before, the client didn't know how to sell the company quickly without losing value. Afterwards, he sold in record time and was able to reinvest the proceeds in the other businesses he already wanted to grow.