Head Value vs Heart Value

The challenging debate between the heart price and book price of a business often elicits strong emotional responses from business owners as they face the prospect of selling their life’s work. In the U.S., although a majority of business owners recognize the importance of succession planning, very few actively engage in it. This gap is highlighted by the daunting statistic that out of the 2.5 million businesses listed for sale, only a fraction successfully change hands. The heart price reflects the personal investment and emotional attachment owners have to their businesses, encompassing years of hard work and dedication, while the book price is grounded in financial realities—profit margins, tax returns, and balance sheets.

To bridge the gap between heart price and book price, business owners must adopt a strategic approach, particularly in their tax planning and profit reporting. For a business to appeal to potential buyers, it must not only show profitability but also demonstrate operational efficiency through systematized processes and structured procedures. The lack of such systems can significantly reduce a business’s market value.

Read our blog on The Impact of Implementing a Price Increase on Your Business if you’re looking for similar content.

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