We’ve all had a client who reports that they met another business owner on the golf course who had just sold his or her business. The buyer paid 8 times EBITDA and the seller is out playing golf. Your client wants to understand what it would take to make a deal like this.
But what’s the right number for your client’s business? Is it the same number that he or she needs to retire comfortably? What could the number be if the company worked for a few years to tune things up? The answers to these three questions are rarely the same which means that there a Value Gap between your client’s aspirations and the reality of the market.
It’s your job as an exit planner to make sure your client understands his or her own numbers and knows what’s behind them. Mary Adams will share with you good techniques for helping you do that by arming you with talking points on:
■How companies get valued
■Why most of the drivers of value today are intangible
■How your clients can build, measure and monetize their Intangible Capital
■How to help your clients identify and close their own Value Gap
You will leave with concrete ways to talk with your client and help them identify and overcome their Value Gap.
Mary is the co-author of Intangible Capital: Putting Knowledge to Work in the 21st Century Organization. Her firm, Trek Consulting, works with the owners of privately-held businesses to increase the performance and value of their companies. Since 1999, Trek has helped over 50 client companies to grow, prosper and prepare for ownership transition. The firm’s work is at the intersection of two emerging fields: exit planning and intangible capital, having founded networks in each of the two fields: the Exit Planning Exchange and the IC Knowledge Center. Prior to founding Trek, she worked for 15 years as a high-risk lender at Citicorp and Sanwa Business Credit.
What: Professional Educational Meeting – for those who assist business owners with Succession, Exit, and Transition Planning
WHEN & WHERE: Tuesday, November 13, 2012
7:15am to 9:15am
The Centre Club, 123 South Westshore Blvd., 8th Floor, Tampa, Florida
- Members: $30
- Non-Members $40
- Walk-ins at the door – $45
- REGISTRATION LINK: http://exitplanningexchange.com/events/bridging-the-value-gap
For additional Information or questions about registration: Contact XPX Tampa Chapter Administrator , Angie Ellis (781)706-0654.
About XPX Tampa Bay
An association… “Where ‘Thought-FULL’ Experts Create Business Value and Drive Successful Transitions”™ (XPX Tampa Bay, Inc.)
- XPX Tampa Bay is a professional association of key advisors who work with business owners within the complex arena of strategic value-creation; succession; exit; and overall business transition planning and implementation.
- This emerging field brings together CPAs, estate planning attorneys; consultants; investment bankers, wealth managers; financial planners; valuation specialists; insurance and tax experts; mergers and acquisitions attorneys; business consultants and coaches; and marketing specialists and others who provide business owners with a comprehensive, client -centered approach to their eventual business transition.