{"product_id":"the-valuation-gap-what-buyers-see-that-sellers-miss-paperback","title":"The Valuation Gap: What Buyers See That Sellers Miss - Paperback","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eMuriel Touati\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eMost businesses never sell. This is why.\u003c\/p\u003e\u003cp\u003eBetween 70 and 80 percent of businesses that go to market never close. Not because the market was tough. Because buyers found structural problems the seller never fixed and priced them accordingly.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eThe Valuation Gap is written from the other side of the table. After signing over 100 NDAs, accessing data rooms, normalizing financials, and working through SBA financing on deal after deal, Muriel Touati kept finding the same problems in every business she evaluated: founder dependency, client concentration, revenue that didn't hold up under scrutiny, and financials that collapsed once a lender ran their own numbers.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eThis book is what every business owner should read before going to market. Not to present their business better. To build it differently.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eWhat You'll Learn: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eWhy 70% of businesses never sell and what they all have in common\u003c\/li\u003e\n\u003cli\u003eWhat a 6-8× EBITDA multiple looks like, reverse-engineered from the buy side\u003c\/li\u003e\n\u003cli\u003eHow add-backs inflate valuations and why lenders dismantle them\u003c\/li\u003e\n\u003cli\u003eWhy cancel-anytime contracts are not recurring revenue, regardless of what the broker calls it\u003c\/li\u003e\n\u003cli\u003eThe founder dependency discount: calculated, deliberate, and non-negotiable\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eThe distance between what founders expect and what buyers will pay is created years before the business goes to market. Every chapter includes a Buyer's Lens Diagnostic, a scored self-assessment showing exactly where your business stands on the criteria buyers and lenders actually evaluate.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eWho This Book Is For: Service business owners who want to understand what buyers and lenders actually look for, whether you're planning an exit or simply building a business that could run without you.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eThe founders who exit at a premium built differently and started earlier than most.\u003c\/p\u003e\u003cp\u003eLearn more at exit3dstudio.com or connect on LinkedIn: linkedin.com\/in\/murieltouati\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 260\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.59 x 8 x 5 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e July 27, 2026\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":48628927267037,"sku":"9798996241002","price":25.9,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0811\/9867\/8237\/files\/5Z-naQWf1N9798996241002.webp?v=1789789843","url":"https:\/\/handfulofbooks.com\/products\/the-valuation-gap-what-buyers-see-that-sellers-miss-paperback","provider":"Handful of Books","version":"1.0","type":"link"}