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  Home > Blog > 3 Ways To Make Your Business Worth More When Selling

Blog Post 3 Ways To Make Your Business Worth More When Selling

Contributor: Tim Cunha at 650-600-3751, 650-204-1802 (Cell) - Log In To Message/Email This Contributor

What decides the realistic estimated market value of your small business?

Conceivably, you have found out about "dependable guidelines" and “typical ratios,” and you assume that your business will be worth around what a comparable size organization in your particular industry or field is valued at.

In any case, it just isn't that simple.

There's what your business is worth to you today.

What its value is to a potential purchaser, presently or later on.

And, then, there's what it could be worth with a touch of proactive strategizing.

There are eight factors that drive what your business is worth, and every one of them is conceivably more essential than the particular industry or field your business is in.

Would you like to know what your business value is? What's more, what its value could be? Business brokers have a variety of valuation methods. Our firm uses several. One is a suite of complex specialized algorithms – SWOT assessment programming that has been utilized by more than 50,000 organizations around the world. Another is a comprehensive line-by-line analysis of your recent business tax returns. Some brokers may offer those services for you free of any charge or obligation.

Want to build the value of your business? Here are three of the most critical steps to building business worth:

1. Develop Your Differentiation from the Pack—Develop Your Unique Selling Proposition

Buyers don't buy what they could build easily on their own. If your major claim to competitive business value is that you can offer the market the lowest price for products or services, a prospective business buyer could instead decide to become a competitor and “poach” your customers for far less expense than buying you out. You have to build up a one-of-a-kind association with the market, or a unique aptitude for serving your clients, or an exclusive process or method for solving your customers’ problems, or an advantageous system or technology, or a cadre of uncommonly skillful employees—at least one extraordinary quality that makes purchasing your business unmistakably more appealing than endeavoring to contend with it.

2. Create Recurring Revenue

A key factor in any business acquisition decision is the purchaser's appraisal of how the business will perform after they take over. There is nothing more soothing and consoling than repeating or "programmed" streams of revenue from such things as memberships, benefit contracts, or month-to-month, monthly, or yearly renewals. Practically any organization can structure itself so that at least a portion of its income is repeating; and, the more "programmed" revenue there is, the more profitable (and the more valuable) the business will be.

3. Achieve Customer and Market Diversification

Dependence on one or only a couple of clients for the success of your business is incredibly shaky and raises a serious and earnest "warning" for potential purchasers. The most profitable and feasible organizations have numerous clients, each contributing a small amount to total sales, as opposed to one or a couple of huge customers generating a disproportionate amount of the income. Most potential acquirers will either abandon the deal or greatly underestimate the value of your business if any of your customers is responsible for more than 15% of your total gross revenue.

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Contact: Tim Cunha at 650-600-3751, 650-204-1802 (Cell)   Log In To Message/Email This Contributor
Profile: I am an experienced entrepreneur, attorney, & business professor. I & my EvergreenGoldĀ® team offer business owners sound advice & expertise to build business value & achieve profitable sales. Call me today for a FREE business evaluation & SWOT analysis for your business anywhere in the USA.
Key Words: tim cunha, cunha, EvergreenGold, california, sf bay area, business broker, brokerage, san francisco, palo alto, santa clara county, contra costa county, alameda county, marin county, sonoma county, san mateo county
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