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11 Ways to Increase the Value of Your Practice

RF increase value sales-figures-92297-mWouldn’t it be nice to have the option to sell your business in the future for a hefty price?

The good news is that there are proven strategies you can use to increase the value of your practice and make it attractive to potential buyers.

Whether you want to sell your business next year, in 5 years, or just want to have the option in the future, you should start laying the groundwork today to make it a possibility.

And while this article was originally written for my business clients, I’m confident you will be able to find the parallels with your law “business”, also known as your practice.

With that in mind, I suggest that you keep this list handy and refer to it in your ongoing strategic planning efforts to always be considering how you can improve each of these areas.

Even if you just make a small 5 or 10% improvement in each of these areas per year, you can potentially double or triple your company’s overall value every few years based upon the multiplier or compounding effect of improving within each area.

1. Recurring Revenue

The most attractive business is one where there is recurring revenue coming in from customers month after month. Monthly, quarterly, or annual subscriptions are a great way to create recurring revenue if that makes sense for your type of business. The key is to focus on creating repeat customers who keep coming back to you.

2. Intellectual Property Registrations On Key Brands

A great way to make your company attractive to potential buyers is to have strong intellectual property protection. You do this by obtaining federal trademark registrations on your company name and product/service names, and copyright registrations on your products. (Yes, you can do this with your law firm, too. You have signage, letterhead, folders, etc, right?) Having the proper intellectual property registrations also reduces your future potential liability to third parties by protecting your brand names and documenting your right to use them.

3. Organized And Up To Date Financials

It is also important that you keep your financial records organized and up to date. If your company records are a mess, your company will be unattractive to a potential buyer, or worth a lot less.

4. Well-Documented Systems and Operating Procedures

A company that has well documented systems and operating procedures is much easier to take over than one that does not. It is also far easier to train new employees when you have high quality documentation in place that they can follow.

5. A Clearly Documented Strategic Plan

Companies that create detailed strategic plans and follow through on executing those plans are more successful than companies that operate in the dark and hope to be successful. You should create a detailed strategic plan so that you have a roadmap for your own success, and can also show a potential buyer that your company is going places that they want to be a part of.

6. Unique and Compelling Products and Services In A Strong Industry

If you have unique and high quality products and services, your business will be more attractive to a potential buyer. Also, if you are in an industry that is strong, that is also important to a potential buyer. Some industries become obsolete over time as technology continues to advance. Look at what happened to Polaroid cameras when digital cameras were invented. You know here at Law Business Mentors we encourage setting yourself apart from other lawyers in multiple ways. The potential for a future sale is just another reason why that’s important to do with your firm and services.

7. Steady Cash Flow and Growth

Steady cash flow and annual growth will also make your company more attractive to buy. That might seem obvious, but with a greater vision in mind (the possibility of selling at a later date), it’s further impetus to get your revenues stable and, where possible, recurring.

8. Rate of Return

You should always look for ways to cut unnecessary expenses and increase your profit margins. That will increase your rate of return on the business. The expected return that a potential buyer will be looking for will also vary depending on the risk involved in your line of business. The higher the risk that your business operates under, the greater the return that potential buyers would require in order to assume that risk.

9. Employees That Can Operate The Company Without The Owner Being Present

You need to be able to demonstrate that the business can continue without you. Even if you don’t have a team of people, you should at least have a second in command who could continue assisting the new owner. (See our results page for quite a few testimonials from people who had to step away from their practices but still managed to not only keep running, but flourish.)

10. Proper Financing

Potential buyers will also be concerned about the type of outstanding loans you have, what your relationship is with your bank, and whether you have any demand notes that can be called in and made due at any time. Keep these issues in mind when you obtain new loans for your company.

11. Vendor Contracts That Would Be Easy To Transition

Potential buyers will want to see that you have contracts in place that they could easily take over. So, if you’re outsourcing drafting or admin, say, via a Virtual Assistant, considering the future when you first draw up or renew your contract would help you out later down the line.

One thing in particular that both sets your business apart and contributes to your revenues by way of getting you more qualified clients is an effective marketing hook. Make sure you have yours (and consider #2 above for it, even!).

Interested in learning more?

About the Contributor
Denise Gosnell
Denise is an entrepreneur who also happens to be an attorney. She owns multiple companies, including a consulting company called Denise Gosnell Consulting, Inc., where she writes various courses and books. One of her other companies is her law firm, Gosnell and Associates, P.C. where she serves Technology, Information Publishing, and Coaching companies as Intellectual Property and Internet legal counsel. She formed her own law firm about ten years ago after working for a large law firm prior to that. She also used to be a software engineer for over ten years before she became an attorney. Over the years, she has authored and co-authored 8 books on technology and business topics, and is currently a blogger for the Huffington Post on various legal and business topics.

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