A Practical Guide for Business Owners, Business Brokers, Buyers, and Their Advisors BY TOBY TATUM, MBA, CBA
The marketplace for small businesses is one of the most inefficient markets there is. Business brokerage professionals generally agree that approximately 80 to 90 percent of small businesses placed on the market for sale will not sell and that over 90 percent of individuals seeking to buy a small business never succeed in this effort. The single biggest reason small business buyers and sellers fail in their respective efforts is an inability to negotiate a mutually acceptable price. Pricing a Small Business for Sale breaks this marketplace logjam by showing small business owners, business brokers, buyers, and their advisors how to develop a price and terms of sale for a small business that are fair for both the seller and the buyer.
Mr. Tatum is also the author of Anatomy of a Business Purchase Offer: Step-by-Step Procedures for Preparing a Successful Offer, 2nd Edition and Transaction Patterns: Obtaining Maximum Knowledge from the BIZCOMPS Database. (Transaction Patterns is on the recommended reading list of the American Society of Appraisers).