Business Valuations Decline as Increased Boomer Business Owners Exit

Business Sales Ripe for The Picking

It’s a well known factor that when supply increases, prices usually fall.  Think of fruits in season.  When they are in abundance, they are available at the cheapest prices. 

It’s no different for business, and with the amount of increasing numbers of business coming on the market for sale due to their Boomer Owners retiring out, it’s no surprise to learn that business valuations fell by 1.6% for the year ending June 2012 (Bizval Index).

A combination of Factors Forced Sellers to Take Less Than Hoped for Their Business.

1. Buyers are not as flush with cash – as financiers just aren’t lending on business they way they used to.  That means even if you can find an interested buyer, they probably can’t find enough funding to pay your price, forcing you to take what you can get if you wish to release your business equity in cash.

2. Buyers have more choice -  because your business for sale in market is now more likely to be one ofMoney Wasted Through Lack of Planning many similar.  If your business is not set as the ‘quality option’ in market with niche assured recurring revenue, your business valuation will be scrutinised heavily.  To gain your best price, you will want to be prepared across several key valuation factors, to maximise and boost your business valuation and sale price.

3. Even when highly profitable, owner-centric businesses fail to attract desired business valuation multiples  -  That’s because removing you as the owner is likely to negatively impact ongoing sales to the business, and adversely impact profitability and the business valuation. The rule of thumb for maximising your business valuation, is that you will want to build a business that is less reliant on you personally.

4. Your Business must be Relevant to future demand  - If your business is not keeping up with changes in technology and market demand, then profitability of the past is irrelevant to future performance.  Buyers are buying the future potential of your business.  For example, if you manufacture televisions, and you have not yet developed the ‘3 D’ version currently now in demand, then past sales results will be irrelevant to future potential sales, and your business valuation will be adversely impacted, negatively affecting the price you will receive for the sale of your business.

How Well is Your Business Tracking to Maximise Valuation When You Sell?

Find out by Taking the Business Valuation Quiz – Business Valuation Quiz

Take action now to boost your business valuation – contact The Exit Experts on 1300 499 225 to discover how you to prepare your business for maximum cashflow, profit and sale price.

Here’s to your profitable business exit!

Leigh Riley

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Take Care of Your Family By Planning for Your Succession

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Family and Your Business Succession

Protect Your Family BusinessOne of the reasons that many people get into their own business is to provide an ongoing income and financial security for their families. Whether its a partner, our children, nieces or nephews, siblings or parents, it’s normal for us to want to provide a stable environment for them to grow and flourish both now and into the future. Their smiles, laughter and love keep us going through rough times and make our spirits soar during times of joy.

But what would happen if you were to become seriously injured, diagnosed with a serious illness or if you died suddenly? Would your Will or Insurance cover it? Well, no – often it wont. Your family could be caught in a web of red tape, your business activities slowed or halted, or debt fall on the shoulders of those you’ve been trying to protect.

Detrimental Effects to Your Business of Disability

There are many different problems that could befall you or your partners which could affect your business. Take for example a car accident that leaves a business holder comatosed. Aside from the emotional anguish for that person and their loved ones, how would it affect the business you’re in?

  • Is your signature required for authorisation of work completed?
  • Who handles the accounts, would your signature be required on cheques?
  • Can your business keep up with the workload and demands without you?
  • Are your staff able to access information you’d usually handle such as supplier contacts, business methods or documents you’ve produced or negotiated?

Without access to business funds your business may be stuck, unable to provide payment to suppliers, staff and debtors – consequently your clients and customers may not have orders filled for products and services, leading to loss of reputation and future financial impact that affects your business valuation.

Detrimental Effects to Your Business upon Your Death

Alternatively, consider an untimely death of yourself or a business partner. Along with the questions above, ask yourself:

  • Who would have to pick up businesses debts?
  • Could the business keep functioning without me or that other key person?
  • Would my or my business partner’s family need ongoing financial support with income from the business, or will they be looking to claim realise their share of the business in cash to see them through life?

Debts and obligations don’t disappear when you die, so those you’re trying to protect may end up being responsible for them in the long run unless you have plans in place specifically designed to shelter those you love from the burdens left behind.

Consider your function or that of your business partner – what steps do you have in place to fill their roles? Are there others trained to handle their areas of expertise?  Will replacement people have access to documentation specifically related to their role within the business? If your business partner was to die, would you have enough capital to pay out the spouse or children of the deceased for their share of the business?

Protecting Your Family and Business

Protecting your Family BusinessIts important to think ahead and plan for your business succession so that your family is covered now and into the future, ensuring that they are debt and obligation free in the wake of your disability or passing – or that of your business partners.

Consulting an expert to put in a plan of action can offer you peace of mind, knowing that your loved ones are protected by providing you with the security you need to keep your business functioning and your family protected during times of crisis and emotional stress – the last thing you should have to be worrying about is your business.

Learn More About Protecting Your Family and Business

Download 3 FREE chapters of Your Business Succession, a publication that demonstrate Proven Strategies To Boost Business Profits From Start Up to Step Down.  Go to Your Business Succession Homepage and fill in your details to collect your free chapters.

Alternatively you can call us on 1300 499 225 for a confidential discussion.  There is not a day to lose for protecting your business and your loved ones. We are here to help you.

Here’s to your profitable business succession

Leigh Riley

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How Much Will Your Business Be Worth When You Exit?

Different Business Succession Valuations

Have you asked yourself how much your business would really be worth if you had to exit in a week, a month, a year or ten years from now? Would there be buyers available with the necessary funds to give you what you think your business is worth? There are countless ins+tances where successful business owners failed to receive their desired price. But why?

Whilst there are several reasons for businesses to sell for less than they are worth, the one we’ll focus on today is the ability to grow.

EPI Vice President, Dennis Gano recently wrote “Why would two companies in the same industry, with the same financial performance, command vastly different valuations? The answer often comes down to how much each business is likely to grow in the future.”

Looking to the Business Mistakes of the Past

It’s all very well having a wonderful product that sells well now, but in ten years time, will your product or service be obsolete or outdated? Think back to companies or stores from your past that have dried up and drifted off because there was no longer a viable, profitable market place for them. Take for example, a company that developed cathode tube televisions or VCR’s – an inability to think ahead and develop new products would have pushed them out of the market entirely. Whilst this may seem obvious to us now, would it have been visible to the business owners back then?

The company failing to look ahead would have had it’s value depreciate significantly over time as the product became old technology. Conversely, a company that was able to envisage and apply new technology and market that to its client base would be in a far better position to ask a premium price now, particularly if they were able to show even more planned growth ventures into the future.

Making Your Business More Valuable

Continual development and implementation of products and services within your business doesn’t always have to be hard, expensive or time consuming and can boost the value of your business so you’re in a better position to ask a premium when you exit. It’s a smart step to look at what the buyers in your market are seeking.

Growing your business into the future

You may have current products or services that you’re not using correctly. A service or product that is not well known within your business may offer you an increase in revenue with better placement within your store, on your website or within your business brochures.

You may have new related products or services that you can implement to current or new customers, utilizing updated technology or an additional niche service.

Alternatively you may venture into a new field entirely and branch out into other unrelated sectors entirely.

Showing the ability to grow, develop and continually strive for profit makes your business far more valuable to a potential buyer by showing them that the business is able to deliver profits meeting or exceeding those of businesses around you well into the future – even if you have to exit early.

How is Your Business Tracking Toward Maximized Valuation?

To gauge how you are tracking to extract maximum value from your business, Go to the online Business Valuation Checkup Quiz to receive your customised report about how you are tracking to extract maximum value from your business

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Will 2012 Be The Year You Exit Your Business?

If you’re thinking you might like to exit your business this year, there are a few things you will want to pay attention to in preparation of your business exit strategy.

Check out this article published in My Business Magazine to learn more.

Here’s to your profitable business exit!

Leigh Riley

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Melbourne Derby Day Business Secrets for Innovative Entrepreneurs

While at Derby Day Races in Melbourne on Saturday, I met a person named Fran who’s brother had created a new essential and innovative building tool that is soon to be released. I cannot tell you too much about it because that would be breaching a confidence, but I can share with you exactly what I told her when she enquired about what they must do to make their business idea work for them.  Here’s the ten points I made to her:

exit-experts-start-up-to-step-down

Protect Your Intellectual Property

1. The innovation is unique and must be patented to boost your business valuation and protect the uniqueness of the product from being copied.  Anything really good will undoubtedly be copied even with a patent in place.  The trouble is, intellectual property thieves know exactly how much they can modify a new idea to legally re-produce a modified version and move in on your market share.  You have only a short space of time to gain enough market share before competitors move in on your territory.

Start With The End In Mind

2. You’ll want to understand your target audience (who wants to buy your product) and co-ordinate your marketing plan to help you gain that preferred market.  Being ‘first to market’ is a big plus for product sales as people love to embrace new and different time saving and safety ideas.  Having a strategy to engage with your target audience will be the difference between carving your market share quickly and being superseded or over-run by advanced and improved versions of your product by competitors.  You have a short  window of opportunity is to carve your corporate footprint and build your market share.  Never underestimate your competitors who will be quick to move into your space if it is a lucrative market.

3. Set a budget to meet the costs of marketing, distribution and selling costs.  Track expenditure against results.  This will help you to establish the market price of the items to be sold.  If you don’t have the budget to do this, find assistance so you can launch it well.

4. Make a big splash and noise about the product to launch the idea with a compelling up-beat story that attracts attention from media and purchasers.  You have to spread the word about your new product, and the best way to get the word out is to leverage from others that can help share your story.  Gaining some coverage on programs such as ABC’s “new inventors” can be a great way to spread the word about the new product without spending a lot on advertising.

Leverage Your Message To Boost Your Business Profits

5. Develop a Public Relations campaign to build a plan to engage all types of the media.   Send press releases to magazines and newspapers that your target audience frequently reads.  Radio and TV interviews are also very helpful to inform your market quickly.  Don’t forget to utilize the internet with YouTube and with other social media to demonstrate your offering.     

6. Install a lean but effective Sales and Distribution arm of your business by engaging positive people that share your vision and passion for your product.  You’ll want them to be proactively chasing sales by implementing a sales strategy aligned to your corporate vision.

7.  Stay ahead of the curve by continually researching and developing your product so you may maintain market leadership.  Remember your competitors lack the creativity that you have and at best be able to replicate your offering.  If you continue to modify and improve your product, competitors will always remain one step behind. 

8. If you don’t have the capital to support your strategy the way you must to succeed, and banks are not willing to take the risk on your new innovation, then seek out government grants and capital raising opportunities to assist with funding a strategy to promote your product.  If you’re not sure how, take the opportunity to utilize skills of someone that can help.

9.  Take a business approach from start up to step down.  That means having a vision and direction, like plotting a course with a succession strategy.  You’ve done all the hard work for a reason, and you’ll want to be rewarded financially for the effort and risk you’ve endured.  Utilize my PROFITS™ Keys system (Your Business Succession Book) to put yourself on a path of success through to exit.

10. Dare to dream, and drive your passion to make it become a reality!  You get one chance to get it right, so run forth with ‘informed’ reckless abandon!  It’s the only way to build your business into a valuable asset that will one day sell.

Government Grants May Help

The Exit Experts has access to number of grant opportunities you might like to explore to source some assistance with getting your innovative products and business off the ground and running sooner.  Help is just a phone call (1300 499 225) or email away.

Here’s to your profitable business succession!

Leigh Riley

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Did Steve Jobs Really Die?

I was listening to my iPod when I read the news of Steve Jobs passing earlier today due to pancreatic cancer.  It rocked me, at the sad loss to his family and the company he’d built over 30 years of his 56 years of life.

But Did Steve Really Die?

I’m not trying to be glib about such a sad event in history, but I am serious with my belief that Steve lives on because of the incredible legacy he has left to the world with his creations.  Steve not only placed his very own special mark on the Apple company that is now a world-wide household name, his legend will continue for generations ahead.

At age 21, he started Apple with two colleagues from his parents garage with minimal start up capital.  They dreamed big, then made those dreams a reality. A business rollercoaster unfolded, with mistakes made and disputes unravelling a power struggle that forced Steve out of the company in 1985.  Never being one to be held back, Steve forged forward developing the animation studio Pixar that he acquired, and in 1997 returned to Apple, completely turning around the then struggling company, boosting its value off the charts.

The resurgence of Apple under Steve Job’s vision and management saw it become the USA’s most successful company with more cash than the US government, but it is the innovation that has completely revolutionised the computer world that resonates most.

Steve understood very well the impact of succession, continuity and legacy.  He has exited from Apple twice.  The first time proved to almost be the company’s demise, but the second time around, he’d learned the lessons and this time he built it for continuity. He knew how to boost his business by reaching for the stars, but also how to inspire a team to follow on and implement to make it all a reality.  I say that Steve lives on through his legacy, as he will go down in history as having been an inspiration to all entrepreneurs with a dream and as having had a lasting profound impact on society for decades to come.

My team “The Exit Experts” send our most sincere and heart-felt condolences to Steve’s wife and 4 children whose loss must seem indescribable right now.  Steve’s body may rest in peace, but his legacy continues on.

The Ultimate Succession Plan

For me Steve has become the guidepost for what I would term the ultimate ideal business ’continuity strategy’, because there aren’t too many phenomenal leaders that can leave their post without so much as a hint of financial hitch in sight like Steve has.

What are you doing today that will build your business legacy so it can continue on well after you exit?

Here’s to your successful business exit!

Leigh Riley

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Stand Out In Crowd Of Business Competitors

Business is a Competition

I’ve not revealed this before, but earlier this year I was invited to be on the panel of judges for the “ActionCoach My Business Magazine Awards”.  I felt it was a great honour to be asked so could not refuse the request.  The task was not easy for many reasons.  The number of entrants was significant and thousands of pages of data had to be considered carefully to form an assessment of each candidate.  With most being of such an incredibly high standard, this truly made the task for judges very difficult.  Amazingly though, most of us formed a fairly similar opinion of those candidates that really stood out from the crowd.

Your Business Succession : Woman Receiving an award

It got me thinking about how important it is to stand out from the crowd when you’re in business, and not just to win competitions.  It demonstrated to me yet again, that it’s no accident when a business is successful.  It does become obvious to everyone when you stand out from others in business, and there is a lesson in it for each of us in business.

As a follower and regular reader of this blog, you already know that I bang the drum (rather loudly) about business succession, and I do so because you are operating a business that I know you will one day hope to sell.  You’re working hard building an asset, and often you’re so hard working ‘in’ it, that you can overlook working ‘on’ it.

I want to see my followers succeed and stand out from the crowd, especially the crowd that is gathering around the ‘for sale’ post.  I’m referring to the tsunami I mention in my book “Your Business Succession”, because the average demographic age group of small to medium sized business owners are so near to retirement and are looking for ways to extract their equity to move on to another phase in their life.  With so many about to do this (80% in the next 5 to 10 years) there will be quite a crowd of businesses selling.  It will become a buyer’s market and only those that ’stand out’ from the crowd will gain the most when they exit.

Your Business Succession: How to Exit Your Business for Maximum Cash Flow and Profits

You Business Succession
Leigh Riley

Too Young To Exit?  Think Again

Now before you zone out because you think you’re too young for formal exit strategies and succession plans to matter, think about these two very important points:

  • 50% of business owners leave well before retirement because of factors they could not have imagined, such as dispute, divorce, disability and death.  You don’t want to get caught out in a weakened position trying to liquidate your business equity in a crowded market, so take steps to ensure you have an action plan that will keep you in control to capitalise when you exit despite your circumstances.
  • Raising Capital to grow your business or release your equity when exiting your business takes time to organise.  In fact it’s damn hard for an SME like yours to get finance for anything related to business if you don’t have a clearly demonstrated and formal exit strategy in place. That means your business growth could be stifled or you could get stuck without any funding when you do leave.  Either scenario is one you definitely want to overcome well beforehand, so get ready now.

Time For Your Business To Stand Out In The Crowd!

The  reason I’ve commenced a series of FREE educational webinars, is so you can see what you can do to ’stand out’ and make the difference for maximised cash flow and profits, with an enhanced  business valuation and a strategy to ensure you get paid what you deserve for your lifetime of effort in business, through most circumstances.

I’m pleased to reveal the finalists have been chosen for the ‘ActionCoach My Business Awards’ .  You may see those that ’stood out’ for yourself by clicking here.

My Business Magazine Awards

Here’s to your business success and profitable exit!

Leigh Riley

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Ride The Web Wave To Wealth To BOOST Your Business Valuation

Australian Websites Sales Are Booming, Is Your Business Cashing In?

Australian Internet sales rose to $51 billion (3.6% of GDP) during 2010 and this is rising.  If you’re trying to BOOST the value of your business, that’s a business statistic you simply cannot ignore.  If you haven’t already made an attempt to learn how to ride the web wave, it’s likely your customers or clients could soon be choosing competitors over you, leaving you with that ‘dumped by a wave’ feeling or worse, with a dramatic fall in sales adversely impacting your business valuation.

Ride the Web Wave to Wealth for Your Business

The web wave has been building for a while, but many businesses have been caught out by failing to understand how the internet has enabled a broader trading field with global wide competitors rather than those only in the immediate community.  Some of you may have thought too narrowly and failed to realise your customer base has potentially widened significantly.  Without a strong internet presence you are failing to capitalise on that potential and not boosting your business valuation the way you could be.

man surfing a wave - ride the web wave to wealth to boost your business valuation

If you’ve established a website, you’ve started paddling toward the web wave to wealth and success for your business, but this alone is not enough if your business is to stand out and be found online amongst the trillions of sites already in cyberspace.  You might be surprised to learn that having website prominance in your niche is not just about expensive advertising.  There is a lot you can do to organically lift your search engine ranking and get found.  It just takes a little knowledge with some training to make the difference.

FREE Webinar to Learn How to BOOST Your Website Traffic for Increased Online Sales

I want to help you take every opportunity to BOOST your business valuation and profits however I can.  That’s why I’ve decided to have a FREE Webinar on the topic: How To BOOST Your Business Valuation With Your Website! The FREE webinar will be held this Thursday at two different timeslots, 11:30am and 7:30pm.  I’ll be interviewing special guest and website expert, Karyn Clarke from HubsiteBuilder.com.  During the sessions, Karyn has promised to reveal 6 of her best secrets about how to BOOST your website ranking organically, so you can get your business found and start to make more sales online.

If you’re looking to ride the web wave to wealth and success for your business to BOOST its valuation, you really can’t afford to miss this session with me and Karyn.

Register by clicking here now. Who knows, it could turn out to be the most profitable 45 minutes you spend learning about your business website presence.  Don’t delay because places are limited to just 14 attendees.

Here’s to your BOOSTING Your Business Valuation With Profits From Your Website!

Leigh Riley

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Raising Capital The Smart Way For Entrepreneurs!

Small to Medium sized business (SME’s) often struggle to raise capital for expansion plans, especially since the Global Financial Crisis.  It’s even harder for SME’s to liquidate part of their business when they need cash to fund other activities, which is one of the reasons having an SME is considered risky.

Financiers are more reluctant to loan on SMEs because of the illiquid nature of them.  If Financiers find themselves having to foreclose on the business they’ve loaned funds to that is struggling financially, the last thing they want to do is run the business.  They prefer to liquidate quickly to regain the capital loaned.  This is typically harder to do for SME’s, and that is why more and more Financiers are demanding SME’s have a clear path of succession and a formal exit strategy to enable them to recoup the funds loaned more quickly if the business folds.

A team looking at figures - Capital Raising Webinar

But what if my team could show you a way for SME’s to fund capital raising easily and provide a facility to liquidate the business quickly if needed?

That’s exactly what I intend to do in my next Webinar:  “How Smart Entrepreneurs Raise Capital to Grow or Go From Their Business”.

When you register for the Webinar, you’re going to discover some of the most innovative techniques you’ve ever heard about raising capital for your business, and you’re going to see a live case in action to demonstrate how easy it is to raise capital.

You’re going to uncover things like:

  • 8 Funding Solutions for Growing or Going
  • 2 Proven Legal Methods to Raise Capital in Australia
  • How the valuation process is crucial for raising capital for your company, and how being able to raise capital easily can help BOOST your business valuation
  • 5 Essentials for Good Capital Raising
  • 7 Risk factors you’ll want to overcome to ensure you attract the capital you require
  • There’ll be a live case demonstrated to show you how easy it is
  • We’re going to make you an offer to get started raising your business capital right away.

The best bit is that it’s totally FREE to attend!  You can join our 45 minute Webinar/Teleseminar by registering here now.

The Capital Raising Webinar/Teleseminar will be held on:

Wednesday 5th October 2011  at 7.30pm

Or

Thursday 6th October 2011 at 11.30am.

If you’re looking to Grow or Go from your business soon, you can’t afford to miss “How Smart Entrepreneurs Raise Capital to Grow or Go From Their Business”

Here’s to your profitable exit strategy with easy capital raising!

Leigh Riley

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What Could You Learn From Steve Jobs Apple Succession Plan?

Background: Apple Founder Steve Jobs made the iPod and iPad famous household names to build a business that has more cash than the whole of the USA government. But with all that success, Steve knew that one day he would leave the business he’d put his heart and soul into.

Strategy: Steve’s successor, Tim Cook has been groomed to fill Steve’s shoes for the past 13 years and consequently has the confidence of Steve, Apple’s board and the market in general.  No one knows more than Steve Jobs the events that can personally lead to ‘exiting a business’ well before time.  The first time he was forced from Apple was due to dispute.  The second, due to illness.  As a result, Steve is a strong advocate of succession planning for your business.

Outcome: We could all pick an apple out of Steve’s orchard to gain some insight into how our own businesses should be operated, because it is a recipe for success that cannot be put down to luck alone.  For years Apple floundered until Steve’s innovation turned it around.  Steve is not only an inspiration in business, but also in life.  Check out this video:

Click to view video

I’ll leave you with these wise words from Steve: 

“No one wants to die, even people who believe they will go to heaven don’t want to die to get there; and yet death is the destination we all share, no one has ever escaped it….  Your time is limited, so don’t waste it living someone elses life, don’t be trapped by dogma which is living with the results of other people’s thinking, don’t let the noise of others opinions drown out your own inner voice, and most important, have the courage to follow your heart and intuition, they somehow already know what you truly want to become, everything else is secondary”.

Time to wake up and get on with it.

Boost your business valuation in preparation for your eventual departure.

To Your Profitable Business Succession!
Leigh Riley

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Leigh Riley, author of "Your Business Succession", provides strategic, tactical, practical and educational support for business owners who want to exit their business with maximum cash flow and profits. For speaking engagements or Succession Plan Audits contact Leigh here.