Lasday: Treat customers as a financial asset

Treat customers as a financial asset

By: Lou Lasday

Most business and professional service organizations will list real estate, equipment, accounts receivables and cash as assets. When the business is eventually sold, however, it is the "future growth pattern" that often will end up as the category for which the buyer will usually pay the most. It's a less tangible asset in that it's more difficult to value. But certainly it's a most exciting valuation, that by itself can make any company especially enticing to a prospective buyer.