The key to a successful sale is to understand that any given point in time, the value of your business can be different depending on who, or why it is being “valued”. In fact, there are 5 different Value lens:

There is Owner Value World.

Buyer Value World

Estate Planning Value World

Divorce Planning Value World, and

IRS Value World.

You, as the Owner, want to operate under Owner Value World. A Buyer will want to acquire you in Buyer Value World. And there is a gap, make no bones about it.

You take for granted many risks in the business. You assume your best customers will “show up”. You assume your long term suppliers will always be there to support you. You assume your key employees will show up for work tomorrow. You assume many things, rightfully so, because you have been doing this for years.

A Buyer will not make these assumptions. In fact, he will see risk where you do not. Accordingly, he will assign a lower multiple reflecting perceived risk, thereby deflating the value of the business.

Your job is to close the gap of perceived risk to a new Buyer. It is that simple. Knowing how he views your business, through his lens, is the key to a successful valuation negotiation.

Owner Businesses are not in the position to sell for their intrinsic value. That’s a fact. Our mission is to close the gap between Owner value World and Buyer Value World. Most family-owned businesses sell for 30-40% or more below their actual worth because owners don't know how to access the value - but we have the solution.

So the first thing we do is help you realize how a buyer views value- your value, and what you can do to increase the value of your business to a new buyer.

And make that happen.

Then we work with you to find the right buyer and consummate the transaction.

This is what makes us different. Vastly different.