By Paul Collins
Every firm leader knows that they need to market and sell to survive. The successful firm leader knows that he or she not only needs a strong marketing and sales process as a hand-to-mouth necessity, but also as the sine qua non of a company that receives premium interest from buyers and investors.
How Your Sales Affects Your Selling Price
The most important factor, by far, in maximizing value in your consulting firm is your ability to forecast sales revenues. In very simple terms, a consulting business valuation is calculated on a multiple of the last 12 months' profit. The multiple can be anything from 1 to 30 and this is based on a range of factors, most of which can be linked in some way to your ability to predictably grow profit.
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