Structure – The Final Variable in Your Selling Equation By Brian Goodhart The final component of Your Selling Equation is Structure. The very word gives me the chills as structure is such a big topic and covers so many potential areas. I often hesitate to treat it as a singular component because it’s just not. …
Operations – The Fourth Variable in your Selling Equation By Brian Goodhart The essence of the Operational component of your selling equation is the fundamental question of whether the owner’s departure upon sale would cause a material disruption in the performance of the business. In a perfect world, a business owner would be able to …
Timing – The Third Variable in Your Selling Equation By Brian Goodhart Timing, as they say, is everything. Well not exactly everything, but it is very important. And it is yet another deeply personal factor that comes into play whenever deals are contemplated. In my last post I discussed Involvement and how each business owner …
Involvement – The Second Variable in Your Selling Equation By Brian Goodhart Involvement is perhaps one of the most complex and personal variables involved in the selling equation. Unlike valuation, there are no trained professionals in this field who use proven methods to arrive at a mathematically sound option. Involvement is inherently personal and as …
Value – The First Variable in Your Selling Equation By Brian Goodhart Value is the first variable in your selling equation and for good reason – it is the one talked about the most and the metric by which most people determine the success or failure of a deal. In order to adequately discuss value, …
Introducing Your Selling Equation By Brian Goodhart, Director of Capstone’s M&A Advisory Services Your Sales Equation = ∑ (V, I, T, O, S) Recently I was re-reading Successful Acquisitions, by Capstone CEO David Braun and I happened across his comment that “All businesses are for sale, if you have the right equation.” That question about …
In the ACHR News, Capstone CEO and Founder David Braun offers up advice for owners in the HVAC industry interested in selling their businesses. For decades, family-owned HVACR companies have had succession plans established by birthright. When the current leadership retired, the predestined next in line, whether one relative or a few, took up the mantle for …
NY Times – DealB%k