What sellers often miss
Many owners expect buyers to pay for unrealized opportunities that have never been pursued. Buyers often view those opportunities differently. Their response is simple: “If the opportunity is so attractive, why hasn’t it already been captured?” Potential becomes valuable when there is evidence the business can execute against it.
The takeaway
Opportunity generates interest, but proven performance generates value. If you want buyers to pay a premium, demonstrate results rather than possibilities. The more evidence you provide, the less faith a buyer must have.
Illustrative, not your deal. Where the book uses dollar figures, they are there to show how something works, not to describe your business. Your banker, your accountant, and your attorney will put real numbers to your own situation. Full note.
Terms this chapter uses
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