Articles Valuation
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...
Articles Valuation
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...
Articles Valuation
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.
Articles Buy-Side
The most common reason Canadian business sales collapse or lose value has nothing to do with price. It has everything to do with the owner being the wrong person to negotiate their own deal.
Articles Valuation
The first number in a business sale negotiation exerts a gravitational pull on every number that follows. Here is what the research says about who should set it, when and why most Canadian sellers get this wrong.
Articles Valuation
Why the ability to walk away credibly is the single most important source of leverage in a business sale, and why most owners surrender it before negotiations even begin.
Articles Sell-Side
The Unspoken Crisis: Mental Health and Suicide Among Retired Canadian Entrepreneurs Amid the Silver Tsunami
Speaking Past
Last week, I had the privilege of joining Miranda Lievers, co-founder and advisor at Thinkific, and Nicky Senyard, CEO and founder of Fintel Connect (formerly Income Access, acquired by Paysafe), on a panel at TechExit V...
Articles Valuation
Part 1 of 6: BUILDING AND DEMONSTRATING ENDURING VALUE WHEN SELLING YOUR CANADIAN BUSINESS
Articles Valuation
If you own a privately held Canadian business generating between $5 million and $50 million in annual revenue and you are considering a sale, this article is for you. Not for the publicly traded company with a board of d...
Articles Valuation
Part 5 of 6 Building And Demonstrating Enduring Value When Selling Your Canadian Business
Articles Valuation
Part 6 of 6 Building And Demonstrating Enduring Value When Selling Your Canadian Business