How to Maximize Sale Price with Shared Risk | Business Valuation Tips from Med Meurer

Many sellers are exhausted and act as the primary point of escalation for every issue, which is undesirable to buyers who see this as a sign of a poorly equipped team and a business reliant on its owner. Meghan Meurer, Chief Commercial Officer at Tenney Group, advises that to achieve a higher valuation, sellers should be willing to accept shared risk and contingent considerations, as demanding 100% cash at close is high-risk for buyers and will result in a lower valuation.