Concrete steps you can take to attract a buyer and get more money when you sell.

Khali Henderson, Senior Partner

January 27, 2017

6 Slides

If you’ve been following our series on selling your business this month, including our kickoff column, “Is it Time to Sell Your IT Services Business?” and our infographic, “9 Steps To Selling Your Business,” you already know that valuations in any industry tend to fall into a range.

The goal for any business owner selling his or her business should be to sell at the high end of that range.

However, some factors that impact the value of your business are not in your control. That’s because they can vary with the needs of the buyer.

Literally, beauty, or in this case, value, is in the eyes of the beholder.

Maybe your company is not geographically positioned advantageously to meet the scope and scale requirements of the buyer.

Maybe the buyer will acquire your direct competitor instead of your company. Or maybe you don’t have proprietary business processes or technologies that can drive premium value. Or you don’t have a big brand in your space.

These are a few in a long list of factors often associated with premium valuation for the right buyer.

The good news is there are universal moves you can take to increase the value of your company regardless of (or in addition to) these factors.

Here are six concrete steps you can take to attract a buyer and get more money when you sell.

Read more about:


About the Author(s)

Khali Henderson

Senior Partner, BuzzTheory Strategies

Khali Henderson is senior partner with BuzzTheory Strategies, a marketing consulting firm specializing in the channel.  She has more than 25 years of marketing, communications and content development experience in the technology industry.

Well known for her leadership at Channel Partners, the telecom and IT industry’s leading channel media and events brand, Henderson is one of the country’s foremost experts on channel strategy and marketing. She also has developed and managed marketing and public relations programs for a range of technology companies and trade associations.

At BuzzTheory, she heads up business development and serves as the chief content officer. Henderson serves on the boards of The Telecom Channel Association, Cloud Girls and Women in the Channel.

An avid fan of science as well as science fiction, you’re as likely to encounter Khali at a Comicon or Star Trek event as you are a cutting-edge technology symposium. Her favorite pastimes are reading and hanging out with her husband, four sons and their dog, Willy. 


LinkedIn at /in/khalihenderson.

Free Newsletters for the Channel
Register for Your Free Newsletter Now

You May Also Like