Build “As If” to Sell

By Rick Gould, CPA, JD

The mindset of managing your PR/PA firm “as if” you were about to sell it not only maximizes value—but also maximizes profitability. This mindset forces an owner to put his or her best foot forward each day by believing that an external sale is imminent and that buyers are courting them. Firms become more disciplined with profitability-building from a day-to-day operations perspective, and they also become more disciplined with financial and managerial controls when they know someone on the outside is watching. These levels of accountability don’t usually happen without this “as if” mindset.