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Insights

Thought Leadership

How to position your firm in its marketplace is strategically important. Learn how to position yourself well in your market which is a critical way to determine the strength of your value proposition.

There are 7 common mistakes made when trying to sell a professional services firm. Learn how this theory is proved and how to avoid making these mistakes.

The first step in selling a professional services firm is knowing why you are selling, before you sell. Learn from an owner who figured this out and executed a massively successful exit.

If asked, most business owners would probably say that it’s their goal to sell or transfer their business in order to fund their retirement. And the first question they have is: “How much is my business worth?” They may have a vague idea of what they think it should be worth, but often don’t...

Buyers pay more for quality professional services firms. If you work diligently to grow and improve your business, buyers will be willing to pay more for it. There are many factors that will pique a buyer’s interest and drive the best possible price. While owners tend to focus on the top line,...

For business owners who may be thinking about planning a business transition in the near future, it is important to understand how personal and one-time expenses in the business will impact the value that they will receive. Because the business is worth only what a future owner expects to...

Buyers are interested in acquiring businesses that are transferable with sustainable profits. A solid management team and successor are critical components of a transferable business but are not always present in closely held businesses. Developing a contingency plan and a strong management team...

The process of selling a business has become more complex today. Buyers are more cautious and much more rigorous in their due diligence efforts due to current economic uncertainty. A big reason why a deal fails is that owners do not plan early enough to sell their business. It’s clear that CEOs...

Business owners and their advisers sometimes fixate on the multiples, usually of EBITDA, obtained in transactions. Normally, these are transactions involving other professional services firms and other owners. To maximize business value, however, that focus is misplaced. The reason is simple:

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