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accounts receivable Advertising analyze approach asking price attorney bank business broker business for sale business opportunity business owners business ownership business plan business sale buyer and seller capital cash flow Checklist competitive concessions consider cost customers debt decision determine difficult employees entrepreneur escrow evaluate EXAMPLE WORKSHEET expenses factors fair market value feel goodwill Gross margin IBM PC important income intangible intangible assets inventory investment Lease Value loan lTEM major Name Company Motivation negotiating process normalized profitability normally offer operation options Ordinary income outcome owner's salary payment Payroll taxes percent potential buyers prepared price and terms problems profit purchase price purchasing a business questions Recap Rent right business risk running the business sell the business selling a business small business Small Business Administration strategy stress suppliers tangible assets type of business valuation valuing a business WORKSHEET 16 WORKSHEET 33