Bridging the Value Gap

We’ve all had a client who reports that they met another business owner on the golf course who had just sold his or her business. The buyer paid 8 times EBITDA and the seller is out playing golf. Your client wants to understand what it would take to make a deal like this.

But what’s the right number for your client’s business? Is it the same number that he or she needs to retire comfortably? What could the number be if the company worked for a few years to tune things up? The answers to these three questions are rarely the same which means that there a Value Gap between your client’s aspirations and the reality of the market.

It’s your job as an exit planner to make sure your client understands his or her own numbers and knows what’s behind them. Mary Adams will share with you good techniques for helping you do that by arming you with talking points on:

• How companies get valued
• Why most of the drivers of value today are intangible
• How your clients can build, measure and monetize their Intangible Capital
• How to help your clients identify and close their own Value Gap

You will leave with concrete ways to talk with your client and help them identify and overcome their Value Gap.