Who controls the process controls the outcome
Who controls the process controls the outcome
In a business sale, silence is not empty space
The most underused tool in any negotiation costs nothing, requires no preparation and is available to every seller at every moment. Most Canadian business owners never use it because the discomfort of not filling it is m...
How much is a Canadian business worth today?
What lower-middle-market businesses are selling for, and the three factors, profitability, growth opportunity and owner independence, that move the multiple most.
Give buyers options and watch what they choose
Most business sale negotiations move one issue at a time. Research at Harvard Business School shows this is the worst way to structure a deal conversation — and that presenting multiple complete offers simultaneously pro...
Sell smarter: Find what buyers really want
Most business sale negotiations get stuck because both sides argue over positions. The owners who get the best outcomes are the ones who stop arguing over what and start asking why.