April 14, 2016
A 1 minute excerpt from a recent interview. Hear the full interview by entering the Guest's name into our search index at www.ExitCoachRadio.com. We upload new content daily so check back often!
Kevin: I want to get a sense of how sustainable is this company? If a buyer buys it, closes on it, are they going to be able to run the company and experience the same profitability like the current owner? So, how to we prove that? We look at management team. If the current owner goes away, is there a second tier management that's high quality? Do they have customer dependency? Customer dependency kills a lot of deals right out of the gate. So, if you're overly dependent on any one customer, that's a problem. Sometimes, you can be overly dependent on one vendor, that's a problem. Sometimes you can be overly dependent on a superstar sales person, and that can be a problem. Those are all things that need to be looked at and reviewed with whoever is preparing them with their exit.
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