CHAPTER 5

Selling Your Business

Who Will Get Your Baby?

“Bruce, this is the last client that I will act as an intermediary for in selling a business.” I wish I would have said that one project earlier.

In 1999, my partner and I decided to expand our consulting practice to include the service of selling businesses for a success fee. The majority of our fees were based on whether we successfully located a buyer for our clients’ businesses.

The experience that I gained providing this service was invaluable and has enabled me to provide better advice to business owners about how buyers value their business and the selling process. This is because  of the experience in dealing with the realities of the marketplace, I now advise my clients from “real-world” ...

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