As competition for quality deals keeps intensifying, investors are working hard to ingratiate themselves with founder-owner sellers to be perceived as their investor of choice. Yet no matter how much investors desire to capitalize on founder-owner demographic trends, many investors lose out on founder-owner deal opportunities because they often misunderstand them.
The fundamental difference between investors and founder-owner sellers goes beneath the surface to how each conceives of value. Investors must understand how sellers conceptualize value and what’s needed to align with them. If not, investors risk talking past them and missing out on profitable investment opportunities.