Marketability: Questions to gauge it — or lack thereof

The discount for lack of marketability (DLOM) is often a contentious issue. Why? First, the DLOM can have a significant impact on the value of a business interest, reducing it by, say, 15%, 30% or more. Moreover, quantifying the appropriate discount… Read More
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Categories: Blog, Sale Process, Valuation

How Should I Handle an Unsolicited Offer for my Company?

Let’s ask a question: How many times have you received a solicitation to buy your company in the mail, by email or a phone call? What did you do? The buy direct strategy of many and varied buyers puts an owner in an uncomfortable position, especial… Read More
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How “Selling” Your Customers Can Help You Sell Your Business

Are you selling?   What are you selling….? Over the years, after experiences with many business owners and their advisors, we tried to identify the best determinates of profitability and the ability to transfer the business. From these discussion… Read More
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Valuation Basics - What You Need To Know Before Transferring Ownership

Over the next 10 years or so, studies estimate that as much as $30 trillion in wealth will transfer to the next generation. Much of this wealth will come in the form of private business interests. How much is your business worth? That’s important i… Read More
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Categories: Blog, Valuation

Ensure Your Company’s Secrets Remain That Way

Buyers and sellers might disagree about many things, but one concern shared by both parties is the risk of sharing too much proprietary data. This is particularly true early in the deal process, when neither party wants to give inside information to… Read More
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Six Power Ratios to Start Tracking Now

Doctors in the developing world measure their progress not by the aggregate number of children who die in childbirth, but by the infant mortality rate – a ratio of the number of births to deaths. Similarly, baseball’s leadoff batters measure thei… Read More
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Efficiency Can Be A Persuasive Selling Point

Business sellers are always well advised to highlight their strengths — such as experienced management, distinctive products or a strong brand — when marketing their company to prospective buyers. One potential key value driver that’s often ove… Read More
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Trouble Ahead: Finding the Value of an Underperforming Company

Underperforming companies present special valuation challenges. Financial distress adds an element of risk, which lowers value. So, compared with healthy companies, distressed businesses tend to have higher discount rates (under the income approach)… Read More
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When It’s Time To Sell

Sometimes, An Owner Just Knows There are times when putting a business up for sale is the best — or only — next step. All owners need to recognize the signs that they’ve reached this expiration date so they can properly prepare for a sale and s… Read More
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Categories: Uncategorized

How Much Goodwill Do You Have In Your Business?

The term “goodwill” is often thrown around in conversation as though it is a subjective description of how much your customers like your business. In fact, when it comes to valuing your business, there is nothing subjective about the definition o… Read More
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Categories: Uncategorized

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