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The most expensive thing on your balance sheet is not on itHello, Business owners spend years or decades inside their companies. They know every customer, every product line, every strength, and every weakness they have learned to work around. Buyers do not have that context. They see a set of numbers, a set of risks, and a set of dependencies. Then they decide whether the business is worth paying for, and how much. The gap between those two views is where money is lost. And the largest single item in that gap is usually you. Owner-dependence is the most common reason acquisition offers come in below expectations. If the relationships, the pricing judgement, the key accounts and the institutional memory live in one person, a buyer is not purchasing a business. They are purchasing a job with an uncertain handover. The good news is that it is the most fixable item on the list, provided you find it early. That is the entire argument for benchmarking two to five years out rather than the month you decide to sell. Most of our best client relationships begin years before the transaction itself.
Prefer to speak directly? Call 519-590-8305. | |
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Ontario Business Brokers
180 Northfield Drive West, Unit 4, Waterloo, ON N2L 0C7, Canada
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