The Valuation Gap: What Buyers See That Sellers Miss - Couverture souple

Touati, Muriel

9798996241002: The Valuation Gap: What Buyers See That Sellers Miss

Couverture souple

ISBN 13 : 9798996241002

Editeur : Muriel Touati LLC, 2026

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Most businesses never sell. This is why.

Between 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.

The 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.

This book is for any service business owner who wants to build a stronger business, not just the ones about to list. Not to present it better. To build it differently, whether you sell next year or never sell at all.

What You'll Learn

Why 70% of businesses never sell and what they all have in common
What a 6–8� EBITDA multiple actually looks like, reverse-engineered from the buy side
How add-backs inflate valuations and why SBA lenders and PE firms dismantle them
Why a business on 3-month cancel-anytime contracts is not a recurring revenue business, regardless of what the broker calls it
Why a weak digital presence (outdated website, no inbound traffic, no social media activity) signals risk that buyers price into your multiple, whether you're selling this year or just building for the long run
The founder dependency discount: calculated, deliberate, and non-negotiable

The Gap Is Not Created at the Negotiating Table

The distance between what founders expect and what buyers will pay is created years before the business ever 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.

Who This Book Is For

Service business owners generating $100K to $5M or more in revenue who want to build something that could sell for a premium, whether or not they ever plan to sell it. If you're within 1 to 5 years of a sale, this book shows you exactly what buyers and lenders will find before you go to market. If you have no plans to sell, it shows you what is quietly limiting your growth right now.

The founders who exit at a premium didn't get lucky. Neither did the ones who built something worth keeping. They built differently and started earlier than most.

Learn more at exit3dstudio.com or connect on LinkedIn: linkedin.com/in/murieltouati

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� propos de l'auteur

Muriel Touati is the founder of Exit 3D Studio, a New York-based growth and exit strategy firm that helps founder-led service businesses build toward premium valuations, from the buyer's side of the table.In 2025, she shifted her focus to acquisitions, signing over a hundred NDAs, accessing data rooms, submitting letters of intent, and working through SBA financing on deals that revealed the same structural problems, again and again. That experience became the foundation of The Valuation Gap.A French entrepreneur based in Manhattan since 2021, Muriel previously built L'Acc�l�rateur LinkedIn, a training program for independent consultants across Europe. She is still looking to buy a business, and hosts a bi-weekly gathering for entrepreneurs in New York.

Les informations fournies dans la section � A propos du livre � peuvent faire r�f�rence � une autre �dition de ce titre.