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How to negotiate an extra $1M in the sale of your business overnight

July 15, 2015 |  

About this episode


After building his business for twenty years, Stuart Crane sold it for $43M, which includes an extra million he got by using this one simple technique.

In this episode of Built to Sell Radio, you’ll hear the story of how Stuart achieved a great exit after a number of mistakes and missteps and he shares those with candour and humility.

Stuart built his software company for twenty years and recently sold it for forty-three million dollars, which equates to a little more than nine times earnings. Stuart also reveals one negotiation technique that netted him a million dollars in twelve hours — how’s that for an hourly wage!

Check out our full M&A Glossary

About Our Guest

Stuart Crane is a seasoned entrepreneur of 25+ years. Stuart began his career in 1986 working at Battelle Memorial Institute, the world’s largest non‐profit research organization, in Columbus, Ohio. Specializing in technologies such as smart cards and automatic vehicle identification, Stuart moved into database management and software development work. After leaving Battelle and building numerous database applications for business clients in the Columbus area, Stuart founded Definitive Homecare Solutions (DHS), a software company focusing on specialty pharmacy, in 1993. Stuart and his partner started the company with $400 and an office in Stuart’s basement, and they grew it successfully for over 20 years. Stuart is currently retired and enjoys activities with his family, including two kids ages 12 and 14.

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