The client was ready to retire so that they could spend more time with their grandchildren at their new beach home in Florida. They asked us to help them sale the business but wanted to restrict marketing effort to middle Tennessee to protect the market.
We advised them to run ‘through’ the finish line not ‘to’ the finish line. They did just that. While the first offer was for the agreed-upon walk away price, a third offer exceeded walk away price by 40%. As a reult the Client received what they wanted, and the buyer bought a business with plenty of backlogs.