Pricing a Small Business for Sale

Pricing a Small Business for Sale
A Practical Guide for Business Owners, Business Brokers, Buyers, and Their Advisors
BY TOBY TATUM, MBA, CBA

The marketplace for small businesses is one of the most inefficient markets there is. Business brokerage professionals generally agree that approximately 80 to 90 percent of small businesses placed on the market for sale will not sell and that over 90 percent of individuals seeking to buy a small business never succeed in this effort. The single biggest reason small business buyers and sellers fail in their respective efforts is an inability to negotiate a mutually acceptable price. Pricing a Small Business for Sale breaks this marketplace logjam by showing small business owners, business brokers, buyers, and their advisors how to develop a price and terms of sale for a small business that are fair for both the seller and the buyer.

Mr. Tatum is also the author of Anatomy of a Business Purchase Offer: Step-by-Step Procedures for Preparing a Successful Offer, 2nd Edition and Transaction Patterns: Obtaining Maximum Knowledge from the BIZCOMPS Database. (Transaction Patterns is on the recommended reading list of the American Society of Appraisers).

The price of the book is $79.95.
Click here to order this book online or contact IBA by calling 800-299-4130.

“I thought I knew everything about business valuation until I read Toby Tatum’s newest book. This will now set the standard
for anyone interested in estimating the true value of a business.”
—Len Krick, MBA, SBA, CMEA
Certified Business Intermediary
Merger and Acquisition Master Intermediary
Managing Member and Principal Broker
United Business Brokers of Nevada, LLC

“The vast majority of small businesses offered for sale are never sold. The primary reason being the business is overpriced. If
business brokers, business buyers, and sellers apply the information provided in this book, they will be 80 percent of the way
to the successful purchase or transfer of a small business.”
—Donna S. Dailey, M.Ed., LREB, CBI, SBA
Founder and President
School of Business Brokerage, Greensboro, NC

“Mr. Tatum’s book represents a significant contribution to the theory and practice of pricing small businesses for sale. This
book should be of interest to any serious would-be seller or buyer of a closely held business. It should be of special interest to
business brokers and to business appraisers who attempt to value small businesses.”
—Raymond C. Miles, FIBA, MCBA, FIBBA, MS
Founder and former Executive Director of the Institute of Business Appraisers

“Every book Toby does on business valuation is a winner—his new book is no exception!”
—Tom West
Business Brokerage Press

“Toby Tatum has again provided the transaction industry with another substantial work. His Transactions Patterns in BIZCOMPS
is still in demand today. Pricing a Small Business for Sale will be a similar must-have resource. This book is a must for anyone
considering the purchase or sale of a business.”
—Jack R. Sanders, CBA, CBI

The price of the book is $79.00.
Click here to order this book online or contact IBA by calling 800-299-4130.