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However, the foregoing is still not the largest component of risk in privately held businesses As I have stated in several places earlier in this book, and as Linda Feinholz states in the downloadable Web site chapter, the largest single risk to most privately held businesses is overdependence on the business owner If you want to make your business valuable, you need to wean your employees away from dependence on you How By hiring and training excellent employees, creating a logical system of organization with good structure and procedures, being computerized (with an impeccable backup system) and very professional just like big business, but hopefully without the cumbersome bureaucracy Many people think of their business as their baby A child is a good metaphor for a business Babies need near constant attention or they won t survive As children grow, a responsible parent will make sure to give them life skills and responsibilities, so they learn to be independent Eventually, they will need to live their own lives A parent who does everything for an older child is crippling the child The same is true of a business Your young business may be your baby, but if you want to sell your
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CHAPTER 9 Increasing the Value of Your Business
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business for a lot of money someday, make sure it becomes your big boy or girl wean it off of dependence on you The more turnkey you can make your business, the more you can enjoy life, and the more you receive when you sell it I remember valuing a business in 1987 that was so turnkey, the president was preparing to leave for a one-year fishing trip on his own ship He was leaving his various generals, captains, and lieutenants in charge and going off for the time of his life and he had the chutzpah not to invite me to join him! While you may or may not like fish, that degree of independence from the owner is the model for any private business to become valuable
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In this chapter you have learned the methodology to value your business as of a future date Additionally, we have analyzed the future valuation equation to understand how you can maximize your company s value over time Here are the actions you can take to maximize value, in descending order: 1 Reduce the risk of your business a Reduce its dependence on you Make it a turnkey operation, to the extent possible Become well-organized, systematic, and professional b Strike the proper balance in fixed versus variable costs Only take on high fixed costs when your expected gain from higher income outweighs the additional risk of the higher volatility of income that goes along with high fixed costs c Use debt wisely, remembering that relatively smaller amounts will increase your expected return and decrease your risk, while large amounts of debt decrease expected return while increasing risk All other things being equal, the higher the operational risk of your business, the lower should be your financial risk Thus, startups, cyclical businesses, and businesses with high fixed assets should use little or no debt
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PART ONE Business Valuation
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2 Create the highest possible sustainable growth in cash flows This includes weaning yourself away from hiding income and charging personal expenses 3 Manage net working capital carefully This includes managing your credit policy 4 Manage fixed asset purchasing carefully Strike the right balance between buying too much, which lowers the Payout Ratio, and buying too little, which at some point will reduce net income This is the final chapter in Part One The chapters in the next part will discuss valuation and the sale of a business from the viewpoint of an appraiser (myself), as well as the points of view of a business broker, an investment banker, and a venture capitalist There is also a chapter on the taxation of a business including the sale of a business and a chapter on valuation controversy written by the Internal Revenue Service s top valuation official
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