The owner wants to sell in three years. Every major account calls their mobile.

Owner-held relationships feel like an asset right up to the moment someone tries to buy them, and then they quietly become a discount.

By Steve 4 min read
Abstract bridge artwork for The owner wants to sell in three years. Every major account calls their mobile.

A business with strong customer relationships and a departing owner is two different assets depending on where those relationships actually sit. If the top ten accounts renew because they trust the firm, a buyer is purchasing cash flow. If they renew because they trust the person who is about to leave, the buyer is purchasing an introduction and hoping it holds. Those two things do not command the same price, and the gap between them is usually wider than owners expect. This is not a negotiating trick. It is the…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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