Gary Poster, with essential assists from Galyn Norwood, Phiroon Phihakendr, Jose Quijada, Pavandeep Kalra. You can receive a free newsletter by e-mail. The Time Is Right Focus on the price, says Niederhoffer-Henkel executive Doug Hubert, but a good cultural fit between buyer and seller is more important than you think. Most entrepreneurs are only going to sell their business once.
Buyers typically buy several businesses over the course of a year.
So sellers need the help of a pro who understands how to position their company, how to locate the right acquirer, and then create a competitive atmosphere for the best price. Focusing exclusively on price. Sellers often overlook the need to regard culture and fit as a very important aspect of the sale. 2001 Time Inc. All rights reserved. Reproduction in whole or in part without permission is prohibited.