He went silent for close to a minute. Not five seconds. A full, uncomfortable minute, staring at the screen between us. I’ve sat across from hundreds of owners during a valuation conversation. You learn to read the silences. This one wasn’t disappointment. It wasn’t shock in the usual direction. The number was more than double […]
She had a buyer. She had a deal. She nearly walked away from her retirement. Not because the offer was bad. Because she needed the number to mean something it was never going to mean. I worked with her early in my advisory career. She’d built a real business. Had a real buyer at the […]
