“What is your total revenue?”
“Beyond that amount, how much cash does the owner take each day?”
It’s a very revealing song and dance, this building of trust. But, the seller (business owner) usually quickly realizes that they will never meet their asking price on stated income alone, especially if the asking price is based on a multiplier of income.
This is an issue beyond instances where the owner is hiding paper. Differing acounting practices may show different paths to an EBIDTA figure.
“David offers an incredible amount of diversity in developing marketing and sales programs, and has the hallmark of great managers - he asks questions and probes before devising a winning strategy.”
~ Business Manager, Miele 