Why business sellers need to look beyond the label and understand who is really carrying the risk. Earn-outs are becoming an increasingly common feature in business sale transactions. From a buyer’s perspective, the argument is usually straightforward: “We need an earn-out to protect ourselves and make sure the business transitions successfully.” There can be very good commercial reasons for that. But there is another side to the equation that business owners need to understand. If part of...

What buyers are really paying for isn't just profit—it's certainty. One of the biggest myths in business ownership is that if two businesses generate similar revenue and profit, they should be worth roughly the same amount. In reality, that's rarely the case. We recently completed the sale of two businesses operating in the same industry. On paper, they looked remarkably similar. Annual revenue of approximately $3.5 million EBITDA of around $750,000 Similar market conditions Similar customer...

One strategic advantage that can significantly elevate your business’s marketability is having structured Australian workforce agreements.