{"id":8937,"date":"2026-03-23T10:16:09","date_gmt":"2026-03-23T10:16:09","guid":{"rendered":"https:\/\/rfblegal.co.uk\/?post_type=insight&#038;p=8937"},"modified":"2026-04-07T11:22:44","modified_gmt":"2026-04-07T11:22:44","slug":"faq-achat-et-vente-dune-entreprise","status":"publish","type":"insight","link":"https:\/\/rfblegal.co.uk\/fr\/perspectives\/faq-achat-et-vente-dune-entreprise\/","title":{"rendered":"Q&amp;R : Achat et vente d'une entreprise"},"content":{"rendered":"<p class=\"wp-block-paragraph\">A comprehensive legal resource for <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/contrats-dentreprise-qa\/\">business<\/a> owners, directors and investors&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/rfblegal.co.uk\/fr\/services\/droit-des-affaires\/entreprise-entreprise\/fusions-et-restructurations\/\">Mergers<\/a>, Acquisitions and Business Sales \u2014 what <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/la-loi-de-2025-sur-les-droits-des-locataires-ce-que-tout-proprietaire-doit-savoir\/\">every<\/a> buyer and seller needs to know&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Q. Quelle est la diff\u00e9rence entre une cession de parts et une cession d'actifs ?\u00a0<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">This is one of the most fundamental questions in any business acquisition and the answer has significant tax, legal and <a href=\"https:\/\/rfblegal.co.uk\/fr\/services\/droit-des-affaires\/contentieux-immobilier-affaires\/entreprises-occupantes\/\">commercial<\/a> <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/les-marqueurs-cifas-expliques-causes-consequences-et-solutions\/\">consequences<\/a> for both parties.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">In a share sale, the buyer acquires the shares in the target company. The company itself \u2014 with all its assets, liabilities, contracts, employees and history \u2014 continues to exist under new ownership. The buyer steps into the seller&#8217;s shoes as shareholder. Because the company is unchanged, all existing contracts, licences, leases and <a href=\"https:\/\/rfblegal.co.uk\/fr\/services\/droit-des-personnes\/droit-reglementaire\/\">r\u00e9glementaire<\/a> approvals typically transfer automatically.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">In an asset sale, the buyer acquires specific assets of the business \u2014 its goodwill, equipment, stock, <a href=\"https:\/\/rfblegal.co.uk\/fr\/services\/droit-des-affaires\/contentieux-commercial\/droits-dauteur-medias-et-propriete-intellectuelle\/\">intellectual property<\/a>, customer contracts and so on \u2014 but does not buy the company itself. The buyer creates a <a href=\"https:\/\/rfblegal.co.uk\/fr\/services\/droit-des-personnes\/divorce-famille\/reclamations-financieres-et-ordonnances-sur-consentement\/\">clean break<\/a>, taking only what it wants and leaving behind unwanted liabilities. However, contracts, licences and leases must each be individually novated or assigned, and employees transfer under <a href=\"https:\/\/rfblegal.co.uk\/fr\/services\/droit-des-affaires\/entreprise-demploi\/tupe-et-ventes-aux-entreprises\/\">TUPE<\/a> (the <a href=\"https:\/\/rfblegal.co.uk\/fr\/services\/droit-des-personnes\/lemploi\/reglements-tupe-et-transferts-demploi\/\">Transfer of Undertakings<\/a> (Protection of Employment) Regulations 2006).&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les principales diff\u00e9rences dans la pratique :&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Les vendeurs pr\u00e9f\u00e8rent g\u00e9n\u00e9ralement la cession d'actions : cette solution est plus simple, les taux d'imposition des plus-values peuvent \u00eatre moins \u00e9lev\u00e9s et l'abattement pour les entrepreneurs (d\u00e9sormais appel\u00e9 \u2019 Business Asset Disposal Relief \u00bb) peut s'appliquer.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/le-guide-essentiel-pour-les-acheteurs-dun-premier-logement\/\">Buyers<\/a> often prefer an asset sale \u2014 they can cherry-pick assets and leave <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/revision-des-loyers-historiques-risques-et-remedes-pour-les-proprietaires-et-les-locataires-de-locaux-commerciaux\/\">historic<\/a> liabilities (such as tax disputes or employment <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/reclamations-pour-vetuste-guide-a-lusage-des-proprietaires-de-logements-prives\/\">claims<\/a>) behind.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Third-party consents are generally not required in a share sale but may be needed in an asset sale where contracts <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/pactes-dactionnaires-pourquoi-chaque-entreprise-doit-en-avoir-un-et-ce-quil-doit-contenir\/\">contenir<\/a> change of control or assignment restrictions.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>SDLT (Stamp Duty Land Tax) applies on land <a href=\"https:\/\/rfblegal.co.uk\/fr\/base-de-connaissances\/les-donations-effectuees-de-son-vivant-sont-considerees-comme-des-dons-ordinaires-et-ne-sont-pas-imposables\/\">transfers<\/a> in an asset sale; stamp duty at 0.5% applies on shares in a share sale.&nbsp;<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Q. Quelle est la proc\u00e9dure habituelle pour vendre une entreprise en Angleterre et au Pays de Galles ?\u00a0<\/strong><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">The sale of a <a href=\"https:\/\/rfblegal.co.uk\/fr\/base-de-connaissances\/client-prive\/\">private<\/a> company in <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/expulsions-de-locataires-un-guide-pour-les-proprietaires-en-angleterre\/\">England<\/a> and Wales typically follows a broadly consistent process, though the timeline and complexity <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/un-testament-peut-il-annuler-mes-accords-anterieurs\/\">va<\/a> vary significantly depending on the size of the business, the <a href=\"https:\/\/rfblegal.co.uk\/fr\/wpcode\/temporary-phone-number-overwrite-for-immigration-pages\/\">number<\/a> of parties involved and whether the deal is a negotiated sale or a competitive auction.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les principales \u00e9tapes sont les suivantes :&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Preparation: The seller prepares the business for sale \u2014 organising financial information, instructing solicitors and (usually) a <a href=\"https:\/\/rfblegal.co.uk\/fr\/categorie\/dentreprise\/\">corporate<\/a> <a href=\"https:\/\/rfblegal.co.uk\/fr\/base-de-connaissances\/quest-ce-que-le-credit-relais\/\">financer<\/a> adviser or broker, and preparing an information memorandum for prospective buyers.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li><a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/le-marketing-des-memes-les-responsables-des-medias-sociaux-doivent-se-mefier-des-pieges-juridiques\/\">Marketing<\/a> and buyer identification: The business is presented to prospective buyers, either through a targeted approach or a wider auction process. Non-disclosure <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/conventions-dachat-dactions-qa\/\">agreements<\/a> are signed before detailed information is shared.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Heads of terms: Once a preferred buyer is identified, the parties agree a set of heads of terms \u2014 a non-binding <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/comment-reussir-une-demande-de-jugement-sommaire\/\">summary<\/a> of the key commercial parameters of the deal (price, structure, timetable, exclusivity).&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Due diligence: The buyer investigates the target company thoroughly \u2014 reviewing financials, contracts, employment arrangements, <a href=\"https:\/\/rfblegal.co.uk\/fr\/categorie\/contentieux-immobilier\/\">propri\u00e9t\u00e9<\/a>, IP, tax position, <a href=\"https:\/\/rfblegal.co.uk\/fr\/services\/droit-des-personnes\/droit-reglementaire\/conseils-de-conduite-professionnelle\/\">regulatory compliance<\/a> et <a href=\"https:\/\/rfblegal.co.uk\/fr\/etiquette\/litigation-team-br\/\">litigation<\/a> history. Due diligence typically <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/deniz-oguzkanli-devient-associe-principal-de-rfb\/\">takes<\/a> four to eight weeks for a mid-market transaction.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Negotiation and documentation: While due diligence is ongoing, solicitors draft and negotiate the share purchase <a href=\"https:\/\/rfblegal.co.uk\/fr\/base-de-connaissances\/ai-je-besoin-dune-convention-dactionnaires\/\">agreement<\/a>, <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/injonctions-de-divulgation\/\">disclosure<\/a> letter, and any ancillary <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/guide-du-nouvel-exercice-financier-sassurer-que-les-documents-juridiques-de-son-entreprise-sont-a-jour\/\">documents<\/a> (tax covenant, board minutes, service agreements, <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/qa-clauses-restrictives\/\">restrictive<\/a> covenant deeds).&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Exchange and completion: The SPA is signed and, simultaneously or on a later date, the shares are transferred and the <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/protection-de-la-contrepartie-differee-dans-le-cadre-dune-cession-dactions\/\">consideration<\/a> is <a href=\"https:\/\/rfblegal.co.uk\/fr\/base-de-connaissances\/guide-pour-les-proprietaires-de-logements-que-faire-si-le-locataire-ne-paie-pas-son-loyer-au-royaume-uni\/\">paid<\/a>. Post-completion adjustments (such as completion accounts or working capital adjustments) may follow.&nbsp;<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Une transaction simple prend g\u00e9n\u00e9ralement entre trois et six mois, depuis la signature de l'accord de principe jusqu'\u00e0 sa finalisation. Les transactions complexes impliquant plusieurs parties ou n\u00e9cessitant des autorisations r\u00e9glementaires peuvent prendre beaucoup plus de temps.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Q. Qu'est-ce que la diligence raisonnable, et pourquoi est-elle importante ?<\/strong>\u00a0<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">La diligence raisonnable est le processus par lequel un acqu\u00e9reur examine la soci\u00e9t\u00e9 cible avant de s'engager dans une acquisition. Elle constitue pour l'acqu\u00e9reur la principale occasion de comprendre ce qu'il acquiert \u2014 et d'identifier les risques, les passifs et les probl\u00e8mes susceptibles d'influencer soit le prix, soit la structure de la transaction.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">La v\u00e9rification juridique porte g\u00e9n\u00e9ralement sur :&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Structure de l'entreprise \u2014 examen des statuts, du registre des actions et de la structure du groupe.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Contracts \u2014 examining material customer, <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/les-risques-de-fraude-dans-les-relations-commerciales-lorsque-votre-partenaire-ou-fournisseur-nest-pas-ce-quil-semble-etre\/\">supplier<\/a> and third-party contracts for change of control provisions, termination rights and unusual obligations.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Employment \u2014 reviewing <a href=\"https:\/\/rfblegal.co.uk\/fr\/services\/droit-des-affaires\/entreprise-demploi\/contrats-de-travail\/\">employment contracts<\/a>, bonus schemes, pension arrangements and any <a href=\"https:\/\/rfblegal.co.uk\/fr\/services\/droit-des-personnes\/lemploi\/\">employment disputes<\/a> ou <a href=\"https:\/\/rfblegal.co.uk\/fr\/services\/droit-des-personnes\/lemploi\/recours-au-tribunal-du-travail\/\">tribunal claims<\/a>.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Property \u2014 examining leases, <a href=\"https:\/\/rfblegal.co.uk\/fr\/base-de-connaissances\/achat-dun-bien-immobilier-au-royaume-uni-propriete-libre-ou-propriete-louee\/\">freehold<\/a> titles, and any <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/rediger-un-testament-et-planifier-son-avenir\/\">planning<\/a> or environmental issues.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Propri\u00e9t\u00e9 intellectuelle \u2014 v\u00e9rification de la titularit\u00e9 des principaux \u00e9l\u00e9ments de propri\u00e9t\u00e9 intellectuelle, des marques, des noms de domaine et des licences logicielles.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Fiscalit\u00e9 \u2014 examen de l'historique fiscal de l'entreprise, de son dossier de conformit\u00e9 et de toute enqu\u00eate en cours aupr\u00e8s du HMRC.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Litiges \u2014 recensement de toute proc\u00e9dure judiciaire en cours ou susceptible d'\u00eatre engag\u00e9e.&nbsp;<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Due diligence findings inform the <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/litiges-relatifs-aux-contrats-dachat-dactions-liste-de-controle-des-reclamations-pour-violation-de-garantie\/\">warranty<\/a> and indemnity negotiations in the SPA. Matters that are identified and disclosed by the seller may qualify the warranties, meaning the buyer accepts the risk of those matters. Issues that are not disclosed but later come to light may give rise to a warranty claim.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Un processus de v\u00e9rification pr\u00e9alable rigoureux est essentiel pour les acqu\u00e9reurs. N\u00e9gliger cette v\u00e9rification pr\u00e9alable \u2014 en particulier dans le cadre d'une proc\u00e9dure concurrentielle \u2014 peut conduire \u00e0 l'acquisition de passifs impr\u00e9vus pour lesquels l'acqu\u00e9reur ne dispose d'aucun recours contractuel.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Q. Qu'est-ce qu'un protocole d'accord et a-t-il une valeur juridique contraignante ?<\/strong>\u00a0<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Heads of terms (also called a letter of intent or memorandum of <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/comprendre-les-prets-relais-un-filet-de-securite-pour-les-emprunteurs-dans-le-besoin\/\">understanding<\/a>) are a written summary of the key commercial terms that the parties have agreed in principle before the formal legal documentation is drafted. They typically cover the price, payment structure, the identity of the seller and buyer, any deferred or contingent consideration, <a href=\"https:\/\/rfblegal.co.uk\/fr\/details-du-compte-du-client\/\">conditions<\/a> to completion, and the proposed timetable.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">In English law, heads of terms are generally not <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/un-guide-pour-un-contrat-executoire-comment-sassurer-que-votre-contrat-dentreprise-est-juridiquement-contraignant\/\">legally binding<\/a> as to the principal commercial deal \u2014 they are a record of where the parties have got to, not a contract of sale. However, specific provisions within the heads of terms are often expressed to be legally binding, including:&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Exclusivit\u00e9 \u2014 engagement du vendeur \u00e0 ne pas d\u00e9marcher d'autres acheteurs pendant une p\u00e9riode d\u00e9termin\u00e9e.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Confidentialit\u00e9 \u2014 obligations r\u00e9ciproques de pr\u00e9server la confidentialit\u00e9 des termes de l'accord propos\u00e9.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Frais \u2014 une clause pr\u00e9voyant que chaque partie supporte ses propres frais (ou, dans certains cas, que l'acheteur verse une indemnit\u00e9 de rupture s'il se retire).&nbsp;<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Le fait que les clauses pr\u00e9liminaires soient, pour l'essentiel, non contraignantes ne signifie pas pour autant qu'elles soient sans importance. Dans la pratique, il est tr\u00e8s difficile de revenir sur les conditions commerciales convenues au stade des clauses pr\u00e9liminaires au cours de la proc\u00e9dure judiciaire sans que cela n'entra\u00eene un co\u00fbt important en termes de r\u00e9putation. Il est donc essentiel que les deux parties sollicitent un avis juridique avant de signer les clauses pr\u00e9liminaires, et non apr\u00e8s.&nbsp;<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Q. Qu'est-ce qu'une clause d'indexation sur les b\u00e9n\u00e9fices futurs et dans quels cas est-elle utilis\u00e9e ?<\/strong>\u00a0<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">An <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/litiges-relatifs-aux-accords-dachat-dactions-litiges-relatifs-aux-clauses-dindexation-sur-les-benefices-earn-out\/\">earn-out<\/a> is a deferred consideration mechanism by which part of the purchase price for a business is contingent on the future financial performance of the acquired company after completion. Rather than paying the full price on day one, the buyer agrees to pay <a href=\"https:\/\/rfblegal.co.uk\/fr\/base-de-connaissances\/droit-de-timbre-sur-les-proprietes-supplementaires\/\">suppl\u00e9mentaires<\/a> consideration if agreed revenue, profit or other performance targets are met over a defined period (typically one to three years post-completion).&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Les clauses d'indexation sur les b\u00e9n\u00e9fices sont couramment utilis\u00e9es lorsque :&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>There is a <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/what-is-my-business-worth-a-guide-to-sme-valuation-methods\/\">valuation<\/a> gap \u2014 the seller values the business at a higher level than the buyer is willing to pay on day one, and the earn-out bridges the difference.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>L'entreprise conna\u00eet une croissance rapide : un compl\u00e9ment de prix permet au vendeur de tirer profit de la plus-value qu'il avait anticip\u00e9e, mais que l'acheteur n'\u00e9tait pas dispos\u00e9 \u00e0 payer d'avance.&nbsp;<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Key person risk is high \u2014 if the business value depends heavily on the founding management <a href=\"https:\/\/rfblegal.co.uk\/fr\/etiquette\/equipe-contentieux-dj\/\">team<\/a>, an earn-out incentivises them to remain and perform post-completion.&nbsp;<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">Earn-outs can be a source of significant dispute post-completion. Common areas of <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/litiges-entre-actionnaires-dans-les-entreprises-familiales-gerer-les-conflits-avec-prudence\/\">conflict<\/a> include how the earn-out metrics are calculated, whether the buyer has operated the business in a way that artificially suppressed performance, and what accounting policies apply. Careful, detailed drafting of the earn-out mechanics \u2014 and specific <a href=\"https:\/\/rfblegal.co.uk\/fr\/perspectives\/droits-et-protections-des-actionnaires-minoritaires\/\">protections<\/a> for the seller regarding how the business is managed during the earn-out period \u2014 is essential.&nbsp;<\/p>","protected":false},"author":12,"featured_media":8938,"parent":0,"menu_order":0,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"_uf_show_specific_survey":0,"_uf_disable_surveys":false,"footnotes":""},"categories":[65],"tags":[87],"class_list":["post-8937","insight","type-insight","status-publish","format-standard","has-post-thumbnail","hentry","category-corporate","tag-richmond-office"],"acf":[],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO 4.9.10 - aioseo.com -->\n\t<meta name=\"description\" content=\"A comprehensive legal resource for business owners, directors and investors Mergers, Acquisitions and Business Sales \u2014 what every buyer and seller needs to know Q. 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