Mark Osborne explains why many business owners miss a crucial risk when selling: buyers may not replicate the owner's personal sales performance. A profitable business looks attractive, but if revenue depends on the current owner's efforts, the new owner could struggle to maintain it.
That lens of thinking through the risk associated with the business is so powerful because it really changes the perspective of, you know, a lot of business owners are like, I have— I've built this great business, it provides a great life for me, surely someone else would want to buy that. And what they don't think through is the risk of, well, if it's dependent on you to go out and make the sales, and you don't want to be the top salesperson for the new owner, well, then there's a lot of risk for that new owner that maybe they're not able to to go out and make those sales.
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
