When an SBA valuation comes in below the purchase price, many people immediately assume something went wrong. Often, what actually happened is much simpler: the valuation applied discipline to a number that was built on momentum. Here are 10 common reasons a valuation may not support the agreed price: 1. Earnings are not strong enoughThe … Continue reading 10 Reasons an SBA Valuation Comes in Below the Purchase Price
Author: Certified Business Appraiser
The Most Dangerous Number in a Business Acquisition is Not the Purchase Price
People spend a lot of time arguing about purchase price. But in many small business acquisitions, that is not the most dangerous number in the room. The most dangerous number is the one underneath it: the cash flow everyone assumes is there. That is where bad deals hide. Not in the headline number. Not in … Continue reading The Most Dangerous Number in a Business Acquisition is Not the Purchase Price
The Valuation Didn’t Kill the Deal. The Price Did.
One of the most common things I hear when a transaction starts to wobble is this: “The valuation killed the deal.” In my experience, that usually is not true. The valuation did not create the problem. It revealed it. If a business cannot support the agreed purchase price based on its normalized earnings, risk profile, … Continue reading The Valuation Didn’t Kill the Deal. The Price Did.
Time Is The Most Flattering Thing People Can Give You
One of the things I have reflected on lately is how meaningful it is when someone tells you they have been reading your work. Not just because they liked it. But because they gave it their time. And time is no small thing. In business and in life, people can offer compliments, encouragement, introductions, and … Continue reading Time Is The Most Flattering Thing People Can Give You
The Best Writing Does More Than Sound Good
Someone at my club mentioned recently that he had been reading my LinkedIn posts and found them insightful and profound. I was grateful for that. Not because I am trying to sound impressive, but because when I write, my goal is not performance. It is usefulness. There is a lot of polished language in the … Continue reading The Best Writing Does More Than Sound Good
Leadership Is Not Just Direction. It Is Atmosphere.
A colleague said something to me recently that meant a great deal. He told me how much he enjoyed working with me, how much better the environment felt than where he had been before, and that he viewed me as a strong and inspirational leader. I appreciated that more than he probably realized. Because the … Continue reading Leadership Is Not Just Direction. It Is Atmosphere.
What People Remember Is Not Always What You Say
One of the clearest tests of character in business is what you do with information that was never yours to use. Recently, I found myself in a situation where I could have ignored something, benefited from silence, or simply looked the other way. Instead, I did what I believed was right and passed it along … Continue reading What People Remember Is Not Always What You Say
Some Feedback Means More than Praise
Over the last couple of weeks, I received a few comments that stayed with me. Not because they were flattering, but because they spoke to things that matter more than achievement alone: character, leadership, and substance. It made me reflect on what people actually remember about us in business. Usually, it is not the polished … Continue reading Some Feedback Means More than Praise
Highland Global Marks 20th Anniversary of The Robert M. Clinger III Invitational at The Dunes Golf & Beach Club
Myrtle Beach, South Carolina — February 17, 2026 — Highland Global proudly celebrates the milestone 20th Annual Robert M. Clinger III Invitational, contested Monday, February 16, 2026 at The Dunes Golf & Beach Club in Myrtle Beach, South Carolina. The event reflects the same principles that define Highland Global’s work: disciplined preparation, composure under pressure, … Continue reading Highland Global Marks 20th Anniversary of The Robert M. Clinger III Invitational at The Dunes Golf & Beach Club
The Window Is Empty
Charlotte came into my life as a very small cat with very big challenges. I adopted her in 2019 after she had already been through more than most little creatures ever should. From the beginning, she required extra care, extra attention, and extra love. And over time, that care only deepened. There were surgeries, setbacks, … Continue reading The Window Is Empty
Highland Global Business Valuations 