Founder-Dependent Sales

Move the information first, the activity second, and the relationship last. Write a one-page record for each of the top [...]

No. The founder of a relationship-driven company holds assets the business cannot buy: market knowledge, standing with peers, the credibility [...]

Founder-dependent sales means the company's revenue depends on one person's relationships, judgment, and availability. The founder holds the customer relationships, [...]

Six signals indicate the dependency has become structural: deals queue behind the founder's travel schedule; capable new sales hires never [...]

Buyers treat it as key-person risk and price it directly. M&A advisers who write about founder dependency commonly describe discounts [...]