Articles Valuation
WHO CONTROLS THE PROCESS CONTROLS THE OUTCOME
Who controls the process controls the outcome
Articles Sell-Side
Articles Valuation
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...
Articles Valuation
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...
Articles Valuation
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.
Articles Valuation
ANCHOR HIGH: WHO SETS THE PRICE SETS THE DEAL
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
THE NEGOTIATING SECRET CANADIAN SELLERS MISS
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 DEADLY SIDE OF BUSINESS EXIT NOBODY TALKS ABOUT
The Unspoken Crisis: Mental Health and Suicide Among Retired Canadian Entrepreneurs Amid the Silver Tsunami
Articles Valuation
THE NEW EXTERNAL ENVIRONMENT
Part 1 of 6: BUILDING AND DEMONSTRATING ENDURING VALUE WHEN SELLING YOUR CANADIAN BUSINESS
Articles Valuation
WHY SELLING YOUR BUSINESS ALONE COSTS YOU MORE
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
RISK MANAGEMENT AND STRATEGIC OPTIONALITY
Part 5 of 6 Building And Demonstrating Enduring Value When Selling Your Canadian Business
Articles Valuation
INTEGRATION AND EXECUTION
Part 6 of 6 Building And Demonstrating Enduring Value When Selling Your Canadian Business
Articles Valuation
PEOPLE, GOVERNANCE AND ALIGNMENT
Part 4 of 6 Building And Demonstrating Enduring Value When Selling Your Canadian Business