Why it might pay to become a buyer

I was introduced to a new client recently who had taken great pains to set his business up for a successful sale.  Growth was solid, management strong, systems up to date and contracts in place with top clients at good margin.  The financial profile suggested an...

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The 7 Deadly Sins of Business Sellers

I was reminded again recently by a now former client of how little most business owners know about and appreciate selling a privately-owned concern, how unrealistic their expectations are, and how loath they are to recalibrate their expectations based on market...

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Do you run a Business… or a Practice?

This may seem like an abstract question at first, however it is abundantly evident that the exit options available to a business differ significantly from those of a practice.  This is a particularly vital distinction in the business & professional services...

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Killing off cash flow constraints

Someone once told me: Revenue is vanity. Profit is sanity. Cash flow is reality. How often do we hear about small, growing businesses that were making great profits but were strangled by cash flow?  It is summed up well in the old saying: "they went broke making a...

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Why the majority of businesses never sell

Recent information shared by my US-based brethren suggests that only a minority of businesses they work with ever find a buyer.  The actual figures vary per advisor and are heavily influenced by their current economy, location, industries serviced and size of business...

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Get big, get niche or get out

Lunching with an associate recently I was reminded of this phrase in relation to business strategy: get big, get niche or get out.  To me, it encapsulated beautifully one of the key drivers of exit-readiness: appeal. Why is it so pertinent?  Fundamentally, if your...

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