The Value Proposition

Why would someone buy your company?  The real answer is that it is cheaper or faster for them to buy your company than to recreate your business themselves.  The challenge for you in selling your business for high multiples is to convince them of this. If you can convince them, the stage is set for a […]

The Point of Difference Analysis

I often feel that business owners view marketing as just day-to-day advertisements and communications.  This is as wrong as it is short-sighted. There are some strategic marketing techniques used by multinational companies that make a huge difference when applied to a mid-sized business before a sale.  If you are selling a mid-sized business, just one or two of […]