How to Value, Buy, or Sell a Financial Advisory Practice: A Manual on Mergers, Acquisitions, and Transition Planning

Acknowledgments.
Introduction.

Part 1. Defining Value.
1 Uncovering True Worth.
2 Evaluating Fiscal Health.
3 The Income Approach to Valuation.
4 Other Approaches to Valuation.

Part 2. Assessing Value.
5 Case Study: the Multiple-Partner Firm.
6 Case Study: the Solo Practitioner.

Part 3. Coming to Terms.
7 The Art of Negotiation.
8 The Seller’s Perspective.
9 The Buyer’s Perspective.
10 Getting All the Way to Yes.

Part 4. Ounces of Prevention.
11 Essentials of Due Diligence.
12 Antidote to the Postmerger Meltdown.
13 Making It Legal: A Sequence of Steps.

Part 5. Inside Stories.
14 Partnering: A Complex Choreography.
15 Buy-Sell Agreements: The Path to Happier Endings.

Part 6. The Marketplace.
16 Intermediaries: Making the Match.
17 Finding the Ideal Buyer.
18 Building Value: The Firm That Sells Itself.

Appendix of Sample Documents.
Index.