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VALUE: JOHN WARRILLOW

Nine terms consultants should avoid. Oops, there's one Add to ...

A lot of businesses start off providing a service and then fall into the trap of using the buzzwords of the consulting world.

The problem is, consultancies are not usually valuable businesses because acquirers generally view them as a collection of people who peddle their time on a hamster wheel.

The most common way to sell a consultancy is for the consultants themselves to trade their equity for a job in the form of an earn-out that may or may not have an upside.

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