52% of owners who sold in the last two years got less than they expected.
The buyers know why.
In research from City law firm Marriott Harrison, 46% of acquirers said mid-market businesses are "rarely well-prepared" for sale.
That's something I definitely agree with.
But the sellers themselves also agree. Asked what they'd do differently, their number one answer wasn't a better broker or a trying to time the market. It was strengthening the management team before the sale.
Buyers tend to discount businesses that can't run without the person selling them.
It's not just owner-dependency that reduces your valuation. But fixing it is a good start.
Want to find out how your own business scores? Take the quiz: lnkd.in/e6yG6GbP
Research:
By Gavin Gibbons
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