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They ask their accountant what their company may be valued at and use that number - You accountant is probably a very smart individual, however when coming to valuing a working or having one in on the sales process, I have one rule. I make sure they've been in on a minimum of 10 business sales on the inside past 12 months, no exceptions. I've seen more deals killed by well meaning accounting firms. Don't make this confuse.

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