Startup Funding Espresso – Painting the Vision of the Value Proposition

Painting the Vision of the Value Proposition

Hello, this is Hall T. Martin with the Startup Funding Espresso -- your daily shot of startup funding and investing.

In preparing to sell your business it’s important to paint the vision of the value proposition.

The value proposition is the reason a company wants to buy you.

To gain the best price you must show how your company combined with the acquirer provides a better future for the buyer.

If the buyer only sees a price based on the multiple of your revenue or assets, then the negotiation will revolve around the price for that revenue or asset.

Move the negotiation away from the revenue and assets to the vision of the combined companies.

This focuses the discussion around potential gains the buyer can achieve. 

This includes resolving current problems the buyer has or taking the buyer’s company to a new level.

Show the proposed outcome of a combined company with new capabilities and prospects.

Align the vision around the buyer’s goals and aspirations and not yours.

Articulate the branding opportunities as well as the growth prospects.

Focus the negotiation on the opportunities the combined company will bring. 

 

Thank you for joining us for the Startup Funding Espresso where we help startups and investors connect for funding.

Let’s go startup something today.

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