Astounding fact: Some 80-90% of privately held businesses placed on market will not sell. In his groundbreaking new book, Toby Tatum, MBA, CBA, reveals why, and gives practical advice on how to negotiate a fair price.
PLANTATION, FLORIDA – October 12, 2009 – The Institute of Business Appraisers (IBA), the oldest professional society devoted solely to the appraisal of closely held businesses, today announced its publication of Pricing a Small Business for Sale: A Practical Guide for Business Owners, Business Brokers, Buyers, and Their Advisors, by Toby Tatum, MBA, CBA.
Toby Tatum, MBA, CBA
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Mr. Tatum explains why the marketplace for small businesses (where over 90% of individuals seeking to buy a small business never succeed in their effort) is one of the most inefficient markets in existence. In an overwhelming majority of cases, buyers and sellers bring entirely different perspectives about business value to the bargaining table.
Mr. Tatum breaks through the futility stalled negotiations by explaining, in clear detail, the significantly different perspectives and expectations that business owners and potential buyers (as well as their brokers and advisors) bring to a sales negotiation. Using the insight gained from being a business broker, a certified business appraiser, and a business broker trainer, Tatum shows everyone involved in a transaction how to arrive at a price and terms that are fair for both the seller and the buyer.
Consider what some of the industry’s most experienced and well-regarded figures have to say about the significance of Tatum’s accomplishment in this book:
“I thought I knew everything about business valuation until I read Toby Tatum’s newest book. This will now set the standard for anyone interested in estimating the true value of a business.”
—Len Krick, MBA, SBA, CMEA
Certified Business Intermediary
Merger and Acquisition Master Intermediary
Managing Member and Principal Broker
United Business Brokers of Nevada, LLC
“The vast majority of small businesses offered for sale are never sold. The primary reason being the business is overpriced. If business brokers, business buyers, and sellers apply the information provided in this book, they will be 80 percent of the way to the successful purchase or transfer of a small business.”
—Donna S. Dailey, M.Ed., LRED, CBI, SBA
Founder and President
School of Business Brokerage, Greensboro, NC
You can buy this much-awaited title from acclaimed author Tatum (Anatomy of a Business Purchase Offer, Transaction Patterns: Obtaining Maximum Knowledge from BizComps Database) for just $79 by calling (800) 299-4130, or from the IBA web site (http://www.go-iba.org/new/pricingsmallbusinesses.html ), where you’ll also find a wealth of additional IBA resources including information on the IBA transaction database (the largest database of private business sales available), educational tutorials, sample business appraisal reports, research libraries (with custom research options), newsletter subscriptions, and a library of white papers.
About IBA:
The Institute of Business Appraisers is the oldest professional society devoted solely to the appraisal of closely held businesses. Established in 1978, the Institute was the original pioneer in business appraisal education and professional accreditation. Visit www.go-iba.org