Insights

The Preparation Most Sellers Skip — And Why It Costs Them

The single most common mistake we see sellers make is going to market too early. Not because they are in a rush, but because they underestimate how much the positioning work done before the first buyer conversation determines the outcome of every conversation that follows. This piece covers what that preparation actually looks like, why most advisors skip it, and how the work done before going to market is often where the most value in a transaction is created or lost.

What Your Business Is Actually Worth — And Why It Probably Isn’t What You Think

Most business owners in the emerging and lower middle market have a number in their head. It is usually based on a conversation they had years ago, a multiple they heard someone else received, or simply what they feel the years of work are worth. Rarely is it grounded in what the market will actually pay today. This piece walks through how businesses in the $1M–$30M range are valued, what drives that number up, and what quietly erodes it — and why understanding the difference before you go to market is one of the most important things you can do.