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ltulgtltimgalignquotrightquothspacequot12quotheightquot132quotaltquot1quotsrcquotimagesValueingyourbusinessRHSjpgquotgtltligtltstronggtWegatherinformationtounderstandthedynamicsofyourbusinessltstronggtltligtltligtltstronggtWeviewyourbusinessfromtheperspectiveofthebuyerltstronggtltligtltligtltstronggtValueisnotconstrainedbyfinancialcalculationsltstronggtltligtltligtltstronggtThemotivationofthebuyeriskeyltstronggtltligtltulgtltpgtThefirststepisforNewsagencySalestogatherinformationandundertakeafinancialvaluationofyourbusinessbasedupontheinformationavailableaboutitsperformancetodateanditsfutureprospectsThiswillproducearangeofvaluesthatformthebaselinevaluationThiswouldthenbeusedasthebasisfortheaskingpricefortraditionalbusinessbrokingltpgtltpgtHoweverexperiencehasshownthatabusinesscanattractalargerangeofoffersThisisforthesamebusinessatthesamemomentintimebaseduponthesameinformationprovidedtoallbiddersandthisiswhywewillnotalwaysmentionpriceinmarketingmaterialltpgtltpgtWhydothesebidsvarysosignificantlyThisisbecausethevalueofabusinesstothepotentialpurchaserisnotpurelydrivenbyafinancialcalculationbutisdrivenbythedegreeofstrategicfittotheirexistingbusinessorfuturestrategicdirectionThismeansthatthemotivationforthepurchaseisakeyelementindeterminingthepriceofferedltpgtltpgtltimgalignquotleftquotwidthquot132quothspacequot12quotaltquot2quotsrcquotimagesValuingyourbusinessLHSjpgquotgtltpgtltpgtTheNewsagencySalesmethodologyistoappraiseyourbusinessfromtheviewpointoftheprospectivebuyerwhowantstorealisethefullpotentialofyourbusinessundertheirmanagementanddirectionThisenablesthesellertoltpgtltpgtltpgtltulgtltligtDemonstratetotheprospectivepurchaserstheunderlyingpotentialofthebusinesswhichmaynotbefactoredintotheirofferpricethusimprovingthevaluationltligtltligtDemonstratetothepotentialpurchasersthoseareasofthecostbasethatarecandidatesforlongertermreductiontherebyshowingthattheunderlyingpotentialofthebusinessisgreaterltligtltligtProvidethefactstosupportthefinalnegotiationsabouttheofferpriceandconcludecontractualnegotiationsthusimprovingleverageltligtltulgt
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