By Tom McKaskil
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Additional info for Ultimate Exits – The secret behind selling entrepreneurial ventures at staggering prices
You also need to know whether the advice you are receiving from your professional advisors is good advice. Once you have a better understanding of how buyer value is created and the manner in which you can change your business to substantially impact its valuation, you might very well question the advice you have received in the past. We start this exercise by examining the way in which valuation formula work. In this way we can identify those aspects of the business which we can change which will have the greatest impact on its valuation.
Thus a higher risk would reflect either greater uncertainty about the external environment or a higher fear about the ability of the business to sustain its current performance into the future. You can try this formula within Microsoft Excel. Just use the NPV formula with some simple numbers until you understand how it works and then you can try modeling your future profits using different discount rates. Where there is no clear method which is being implemented to determine valuation and where the parties are ignorant of the underlying logic, the seller is at the mercy of advisors and brokers who may not know any better.
In some cases it is worth bringing in a consultant, but only do so when you can see where they can make improvements – that is, have a good idea of where an improvement can be made even if you don’t know exactly how to go about it yourself. 42 Chapter 4: Increasing Sustainable Profits ULTIMATEEXITS This chapter is not a silver bullet for increasing profitability but will guide you to where you might find some nuggets. What I am going to set out here are some common approaches to expense reductions, revenue increases, process improvement, better asset utilization and more productive use of personnel which can help you build a roadmap for your business improvement.