What is your business really worth—and how much of that value could depend on decisions you make years before you ever think about selling? In this candid conversation, DAK Group Founder and CEO Alan Scharfstein, an investment banker with more than 40 years of experience and over 800 completed transactions, joins Dan Prisciotta of Equity Strategies Group to look beyond the usual rules of thumb and EBITDA multiples. They explore why two similar companies can command dramatically different prices, why the right buyer may see value an owner never anticipated, and how one business that had struggled to attract an $18 million offer ultimately sold for more than $40 million when it was positioned differently and brought to the right market.
Just as important, Alan and Dan get into the decisions that can have a major impact long before a transaction begins—from knowing when the time is right to sell, to creating competition among buyers, protecting confidentiality and understanding what you will actually keep after deal structure and taxes are taken into account. Alan’s advice to owners is simple: run your company as though you will own it forever, but have it ready to sell tomorrow. Whether a sale is several years away or not yet on your radar, this conversation offers a valuable look at what sophisticated buyers notice, what can drive a premium valuation and why preparing early can leave you with far more choices when the right opportunity comes along.
