Navigating the Business Sale Minefield – Introduction

This article is the first in a series exploring the issues that hold up or blow up business sales. So, you want to sell your business. You have a letter of intent in hand, a ready buyer and a proposed closing date. Then the due diligence process begins, and everything starts to go sideways. Unexpected… Read more »

Add Millions to Your Business Value with One Powerful Technique

If you are like most business owners that I work with, you want to know what your business might be worth.  You probably have lots of questions.  What is EBITDA, and why is it important?  Moreover, what are acquirers paying for companies like yours these days. A little internet research will probably reveal that a… Read more »

The Law of Competitive Balance – Smart Business Advice from America’s Leading Sabermetrician

 In his bestseller Moneyball, Michael Lewis introduced his readers to sabermetrics. The Google Dictionary defines sabermetrics as “the application of statistical analysis to baseball records”.  He also introduced his readers to Bill James, who began evaluating baseball through the use of innovative statistics in the late 70’s. Unlike most of the first generation of sabermetricians,… Read more »

Lose These Destructive Misconceptions – An Open Letter to Business Owners

Dear Business Owner, You have a lot to be proud of. You have built a solid business from the ground up and it’s a wonder to behold if you do say so yourself. But be careful. Even the most apparently stable situations can deteriorate and collapse in shockingly short order. In ancient Greek tragedy, the… Read more »

Beware the “Country Club Price” A Letter to Business Owners Selling their Business

Dear Business Owner, You’re thinking about selling your business and you’re excited. You were sitting in the club room after a round of golf last week-end and one of your fellow club members let drop that he had just sold his business for 10 times earnings.  You’ve mentally applied that multiple to your earnings and… Read more »