Martinka Consulting's Getting the Deal Done Podcast: Recent Episodes
John & Jessica Martinka
Informative insights and conversations with owners, CEOs, M&A dealmakers, and other professionals on lessons learned, tips, current business conditions, and more.
John and Scott discuss Scott's background and his work at Brainrider, a marketing services company he co-founded and is CEO of. Scott explains how he developed his expertise in building client trust after receiving feedback from M&A advisors that his firm needed stronger rainmaking skills in mid-level management.
He also mentions his new venture called Win the Question and shared details about his book titled "A to A: How Ambitious Professionals Lose Trust and What They Can Do to Earn It Back." The book focuses on an insight about not making conversations about oneself and four skills developed by Scott, including slowing down to better understand client problems.
Scott covers four key skills for working with clients: asking questions for discovery, listening to learn, collaboratively framing problems, and managing difficult situations. He emphasizes avoiding the "curse of knowledge" where professionals develop fixed solutions like "seven steps" and apply them universally. John shares examples of business owners resistant to change, particularly older founders, and discussed how they sometimes turn down clients who exhibit "know-it-all-itis." Both participants agreed that professionals often struggle with self-orientation and know-it-all behavior, which can impact their effectiveness with clients.
Scott discusses the importance of effective listening and asking questions in client conversations, noting that high performers talk less than low performers and emphasizing the value of getting quick decisions rather than prolonged discussions. He advised coaching teams to listen to top performers' calls to understand effective questioning techniques before moving into sales mode. The conversation then shifted to the topic of adventure and its impact on business performance, with Scott sharing his personal experiences with backcountry skiing and motorcycle riding as examples of how adventure develops essential business skills like team communication and problem-solving.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Justin explains his journey from working in group benefits to founding Elevated Tax Strategies, which collaborates with business owners and their CPAs to identify specialized tax savings opportunities often overlooked by generalists. He describes how they help clients save tens or hundreds of thousands, and in some cases millions, of dollars through legal tax strategies and incentives that require specialized expertise. The discussion touches on the types of businesses that would benefit most from these services.
Justin explains the challenges of capital gains taxes for business owners and real estate investors, highlighting how states are becoming more aggressive in taxation. He detailed 1031 exchanges for real estate and described a similar strategy using Section 453 for businesses and other assets, which allows for tax-deferred reinvestment without the same restrictions as 1031 exchanges. Justin notes that these strategies can help preserve capital and allow for diversification beyond real estate, with business owners often not needing the full sale proceeds immediately and wanting to preserve wealth for future use or legacy purposes.
He covers tax-deferment strategies for business sellers, particularly using Section 453 structures to defer capital gains taxes. He describs how business owners can capture sale proceeds into an entity (trust or LLC) to pay taxes gradually over time rather than upfront, allowing the full sale amount to work for the owner's long-term financial goals. Justin clarifies that while the minimum gain needed is around $500,000 for the strategy to be worthwhile, the structure can accommodate multiple transactions and provides flexibility in managing both investments and income distributions.
Justin can be reached at justin@elevated.tax.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Lisa Cole, a four-time Chief Marketing Officer and current CMO at 2X, discusses the challenges marketers face in doing more with fewer resources and the misconceptions around AI in marketing. She explains that while AI can automate tactical tasks, human judgment remains essential for creating unique, high-quality content that differentiates companies from competitors. Lisa emphasizes that marketers should be intentional about what tasks to keep in-house, outsource, or automate, rather than relying solely on AI to handle all marketing functions.
Lisa and John discuss the challenges marketers face due to AI, including the pressure to create content that is both understandable to humans and AI models across multiple channels. Lisa explains that marketers now ns to consider both human and AI audiences, leading to increased workload and expectations. She notes this situation is creating tension in organizations of all sizes, with some facing pressure to reduce headcount while others are expected to do more with less.
Lisa advises companies to focus on understanding and mapping their current marketing workflows before implementing AI, rather than immediately acquiring more AI licenses. She recommends conducting a "hackathon" to reimagine and optimize existing processes, aiming to reduce time from idea to execution and eliminate manual review cycles. For John's small business helping people buy and sell businesses, Lisa suggests asking their preferred AI model for specific advice on how to apply AI to grow their LinkedIn following and engage with executives.
You can reach Lisa at www.2X.marketing or Lisa.cole@2X.marketing.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Mark explains their firm's approach to providing tax-advantaged asset protection structures, typically using trusts and LLCs to help families preserve business and financial assets while protecting against risks like divorce and creditors. He describes working with both individuals and business owners, creating structures that can handle business succession and protect assets from various threats. He states clients typically need around $2-5 million in assets for these services, with $2 million being sufficient for retirees and $2-5 million for growing businesses.
Trust Asset Collection Legal Case
Mark also discusses a complex legal case involving a California beneficiary who moved a trust to South Dakota after divorce, with California seeking to enforce alimony and child support judgments against the trust assets. The South Dakota Supreme Court ruled that while it must recognize the judgment under the Full Faith and Credit Clause, collection mechanisms are governed by state law, preventing attachment of real estate assets but allowing collection of movable assets like cash and stocks through Wyoming LLCs. He explained that structuring assets as a non-grantor revocable trust in Wyoming avoids state income tax, capital gains tax, and estate taxes for Washington residents.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Mark shares his journey from helping family members buy a business to becoming a full-time business intermediary. He explained how he sold his company Ethicare Advisors in 2017 and has been helping other entrepreneurs with business transactions for the past 8 years. Mark and his wife Shelby Rhodes run their business together.
Mark discusses his four key rules for business sales, including focusing on profitable businesses and working with sellers he likes, with a preference for deals ranging from $1 to $25 million in enterprise value. He noted that there is significant opportunity in the $1-5 million range on the East Coast and discussed how a generational shift is creating opportunities as boomers sell to his generation and millennials. John agreed with Mark's market positioning, noting that while a predicted tsunami of business sales didn't materialize, there has been a steady wave of opportunities.
Mark stressea the importance of business owners being prepared for exit strategies and emphasizes the value of coaching and accountability in improving business value. He outlines key actions owners should take, including cleaning up financial books and de-risking vendor, customer, and employee relationships.
Mark and John discussed the importance of de-risking a business for potential buyers, particularly focusing on owner dependency. Mark explained his "kidnap test" concept to assess how critical an owner is to the business's operations. They noted that buyers typically look for situations where owners can be replaced, and Mark's typical clients are older business owners looking to retire rather than those planning to work for the buying company.
Mark can be reached at at mark@hartmannrhodes.com and hartmannrhodes.com.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Paul and Brian Riemer are second-generation owners of Riemer Insurance, a family-owned all-lines insurance agency in Miami founded in 1978 by their father Steven. The brothers discuss their transition into leadership roles, with both completing MBA programs while working in the business, and their gradual ownership transition that was gifted to them rather than purchased.
They explain how they grew the company to near 80 employees across five offices licensed in 50 states, operating in commercial lines, personal lines, employee benefits, and life insurance while maintaining a "family first, business second" culture. The discussion covers their competitive advantages including senior-level client attention, quick decision-making, and strong carrier relationships, as well as challenges in people management and maintaining personal service while scaling operations.
They share insights on family business transitions, emphasizing the importance of patience, open communication, and letting team members learn from mistakes, while noting that technology advancement and leadership development were key areas where they exceeded their father's approach. They can be reached at www.riemerinsurance.com.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Chapter six is all about what buyers will ask you, which means everything about every subject. (If they don't, I wouldn't have faith in the buyer.)
Take a listen.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Yarin was an entrepreneur in residence in a venture capital firm, and what that means in simple terms is, he was the in-house entrepreneur for the fund, and his job was to take distressed assets and basically startups that ran out of money and turn them around. For about 3 years, he volunteered as a business mentor in the University of Chicago, and in SCORE, mentoring about 400 different founders, and saw interesting themes.
That led him to kind of quit his venture capital job and start Fraction Partners, to help growth companies grow profitably. So, there's a difference between revenue and profits, we know that, but a lot of companies can grow top line, but have a very difficult time growing bottom line. And Yarin is hyper-focused on bottom line, so what he does is help them find their path of least resistance to growing profitably.
Listen for more on the why and how of what he does.
You can reach Yarin at www.fractional.partners
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Learn how business owners can apply lessons from successful companies to improve their own businesses. Haren shares his experience acquiring a company in Las Vegas, highlighting issues with leadership and suggesting ways to increase business value by reducing bureaucracy and incentivizing employees.
He initially found the publicly traded micro-cap company in 2016 when it was down 99% from its high, and after launching a proxy contest in 2019, he successfully joined the board in 2019. The company faced significant challenges during the COVID-19 pandemic when the entire show business shut down, leading to bankruptcy by 2022, which he and his team then purchased out of bankruptcy.
He identified several operational issues, including lack of website presence, poor management structure, and inadequate incentives for staff. Haren worked directly in one of their retail locations to understand the business better and implemented changes including cutting the CEO's salary and rewarding frontline staff. The pany was successfully sold to a show producer in 2023 after Haren's revival efforts.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
A little different this time. Nick and I discuss and have some pointed discussions on:
- Washington State Economic Policies
- Business Environment Challenges
- Enterprise Value Creation in Light of the New Tax Policies
- What All this Means to local philanthropy
- Boeing's Impact as the Grow
- Will People Actually Leave to Avoid WA Taxes
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Sunstone Health operates as a voluntary employee benefit for self-funded employers, providing a white-glove service to help families with neurodivergent children or missing milestones navigate the healthcare system more efficiently, reducing the typical 7-year journey to 12 weeks.
Josh discussed the importance of building a company centered around delivering something meaningful, rather than just seeking profit. He emphasizes the need to attract passionate people who are excited about the mission, sharing examples from his previous companies including one focused on reducing plastic waste. Josh explains that finding the right people often requires trial and error and being willing to let go of those who don't align with the company's goals.
We discuss the importance of networking in building successful businesses, explaining how personal connections can significantly reduce the effort required to vet potential partners or employees. He emphasizes the common misconception among founders about the "Instagram versus reality" of entrepreneurship, noting that many aspiring entrepreneurs unrealistic expectations about quick success and large exits, when most successful entrepreneurs are typically in their 40s and have built on previous experiences.
One important topic discussed was the challenges of delegating responsibilities to high-performing team members as a founder, emphasizing the importance of learning to share credit and allowing others to grow. He highlights the need for founders to develop resilience and grit, as well as the ability to find and empower talented individuals who can contribute to the company's success. He also stresses the importance of understanding what motivates different team members, whether through equity or other incentives, and adapting management strategies accordingly.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Mark discusses his background in management consulting and publishing, which ed to the creation of Convergence Mitigation Management (CMM) in 2010-2012. He explains how CMM facilitates peer-to-peer engagement between public and private sector leaders to address challenging issues, including environmental liabilities and technology innovation. This conversation ends with John introducing a topic about the transition of business value from baby boomers to the next generation.
Mark then discusses the ongoing generational shift in wealth and business ownership, noting that while the impact of the "silver tsunami" hasn't fully materialized yet due to postponed retirements and COVID-era challenges, a significant transition is expected over the next decade. He highlights challenges in succession planning for family-owned businesses, where younger generations often lack interest in continuing the family business. Mark identifies an opportunity for business owners to preserve their legacy by transitioning to new owners, particularly noting that acquiring small to medium-sized businesses remains one of the best pathways into the business sector.
John and Mark discuss the increased interest in buying businesses, noting that while more potential buyers exist now than in the past, many never follow through with purchases. They highlight the importance for business owners to carefully select qualified buyers who possess the necessary financial resources, management skills, and alignment with the business's values and legacy. Mark shares a specific example of a manufacturing company that successfully balanced profitability with sustainability, only to face challenges during a business transition, underscoring the complexities involved in selling a legacy business.
They finish by discussing the challenges in private equity transactions, particularly the difficulty of selling businesses that have been cut to the bone. They note that while private equity focuses on EBITDA and short-term profitability, this approach can create a bubble that eventually collapses. Mark emphasizes the importance of maintaining the innovative DNA of enterprises beyond just financial metrics.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
This is one of my favorites because Garren talks common sense.
Garren shares his entrepreneurial journey, starting with a background in business and biotech sales before co-founding a company with a PhD partner. He describes growing the business from initial funding to eventually selling it for $190 million in 2021, after which he began coaching other entrepreneurs. He notes that many entrepreneurs make similar mistakes, particularly those who grew up with limited financial resources.
Garren discusses his journey of transitioning from running the business himself to hiring a CEO, ultimately recruiting Tracy Mullen as COO and later CEO. He explains this decision significantly increased the business's value and attracted more customers and talent. He also shared his personal challenge of overcoming the ego associated with being a CEO, which led him to step down from the role while remaining involved in managing sales.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
David Schnurman got the entrepreneurial bug at a young age and is now the owner of Lawline, which provides online legal continuing education with about 2,000 courses and 500 hours of new content annually.
David shares lessons on:
- Overcoming the imposter syndrome
- Learning to say "yes"
- Taking 100% responsibility
- Taking risks and making decisions
Wrapping up, he talks about creating his company's culture that prioritizes core values, collaboration, and work-life balance.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Sam shares his background growing companies over 30 years and explained how founders often hit a "ceiling" around 10-15 employees and $3 million in revenue due to owner dependency. He outlines his formula for operational scalability: clarity plus repeatability plus time, emphasizing the need to codify best practices in written playbooks before scaling.
He also discusses M&A lessons learned from selling two businesses and acquiring ten, including the importance of knowing your exit number, using professional help like investment bankers, and considering deal structure beyond just valuation. We cover how to build true organizations that can operate beyond founder dependency and the critical need for clarity in business direction across executive teams.
Sam is the author of Like Clockwork: Run Your Business with Swiss Army Precision and it is 30 chapters, each a lesson he learned in the Swiss Army and how they apply to business.
You can reach Sam at www.samgoodner.com.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
After 20+ years in corporate life, he purchased a manufacturing company in Massachusetts that fabricates outdoor structures, garden trellises, and pergolas. Kris explained that he serves as CEO while his brother, who lives locally, serves as president and handles day-to-day operations. The discussion focuses on business restructuring and systematization.
Kris discussed the challenges of taking over a business from its previous owner, who was primarily an artist without systematic processes. He implemented new systems, including a CRM system, order tracking, and inventory management, as well as upgrading time cards to an automated system, which significantly reduced weekly workload. The most difficult aspect of the transition was change management, particularly getting the team to fully utilize the new systems and track custom project details in the ERP system.
Kris uses these lessons, especially about being undercapitalized, with his business acquisition program that serves underserved people who desire business ownership. He leads and investment and coaching operation to help these people.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Lisa Forrest is a regular guest on our show because she's one of the best and most knowledgeable business acquisition lenders.
The SBA keeps changing the rules so we keep discussing acquisition loans.
One big change in 2026 is that once a borrower or minority investor (even at 1%) is part of a bad SBA loan the are banned from anymore SBA loans for life. Believe me, investors have added another level of caution to their process.
Another fascinating discussion with Lisa.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Peter Swimm, founder of ToilVille, discusses workplace automation and AI implementation strategies for small businesses. He emphasizes that successful AI adoption requires human oversight and proper measurement of outcomes, rather than treating AI as autonomous agents.
Peter shares examples from various industries, including contact centers and advisory services, demonstrating how AI can streamline operations while maintaining human touch points. He stresses the importance of understanding workflow patterns and measuring work to ensure AI implementations provide actual value rather than creating new problems.
He also highlights the need to consider both direct and indirect costs of AI adoption, and emphasized that AI should augment human capabilities rather than replace them.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Jermaine Ee is a serial entrepreneur whose latest venture is www.heirlight.com.
Jermaine got the idea and spark for this venture because of his mother. She worked hard all her life and yet didn't understand retirement, its planning, estate plans, etc.
His business is not about wills and trusts, it's about people's health, their peace of mind, and having a good life.
This episode is not our usual and yet I found it fascinating because he's tackling a subject many people prefer to ignore, and then they or their heirs pay the price later.
It's really a story about an entrepreneur taking charge.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Chapter Five covers the following:
Do It Yourself or Hire a Pro
There’s Value and There’s the Price
Marketing Materials—First Impressions Matter
Get the Word Out
Then There’s the Message
The Process
The Offer
Conditions
Conclusion
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Matthew Wyatt, founder of TechTorque, shares his expertise on growing B2B software and consulting businesses through strategic marketing and personal branding. He outlines four key elements for scaling:
- Target market definition,
- Building a circle of influence
- Nurturing client relationships
- Creating compelling offers
Matthew emphasized the importance of consistent content creation, using AI tools to streamline the process, and engaging with LinkedIn's new algorithm through thoughtful commenting and responding. He advised businesses to focus on discipline and clarity in their marketing strategies, rather than chasing trends, and highlighted the value of targeting ideal clients based on shared values and preferences. Our discussion concluded with Wyatt encouraging listeners to maintain daily content creation habits and leverage tools to manage the workload effectively.
You can reach Matthew at: www.techtorque.co or https://www.linkedin.com/in/matthewwhyatt/
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
John and Nick discuss the importance of giving back to the community and how it can benefit businesses, particularly small and family-owned enterprises. They explore how philanthropy can enhance a company's reputation, attract customers, and foster employee engagement. The conversation highlighted the need for businesses to clearly define their mission and align it with their actions. They also touched on the challenges faced by nonprofits in executing their strategic plans and the importance of mission alignment in attracting dedicated staff. The discussion concluded with an emphasis on building relationships as a key aspect of effective philanthropy and business success.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Brian Samson is the founder of Plugg Technologies, a nearshore talent broker that facilitates 100 placements annually for small to medium-sized companies. Brian explains how Plugg helps clients access skilled talent in Latin America, offering both cost arbitrage and access to experienced people capable of handling complex technical work. The discussion highlighted how Latin America has become an attractive destination for tech talent, with Brian noting that the region's startup ecosystem and cultural similarities to the US make it an ideal location for nearshoring operations.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Scott discusses the current trends in technology and cybersecurity, highlighting the growing interest in AI and the movement of businesses towards local providers due to cost concerns and reduced service quality from private equity acquisitions. He emphasizes the increasing sophistication of cyber threats, particularly email spoofing and phishing attacks that exploit human vulnerabilities. Scott stressed the importance of the human firewall as a key defense against such threats, noting that there are currently no technical solutions to prevent email impersonation.
Scott Wittstock and John discuss email phishing scams, emphasizing the importance of verifying suspicious emails through alternative communication methods rather than replying directly. Scott shared that he receives about one phishing email per month and explained how their company teaches customers to use a "trust but verify" system and to be kind to employees who question suspicious emails.
John and Scott also discuss the importance of reliable MSP services, with John sharing a horror story about a client whose MSP was hacked, causing significant issues with a buy-sell deal.
Scott discusses cybersecurity challenges, emphasizing that many breaches, including those affecting governments and large companies, also occur in small businesses. We discussed the increasing threat of state-sponsored cyberattacks, noting that smaller companies are often targeted due to their lack of reporting requirements compared to larger organizations. He emphasized the role of AI in cybersecurity, explaining how AI-driven security platforms can detect and respond to threats in real-time.
You can reach Scott at www.fidelisnw.com.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
John and Marc discuss branding for private equity and its role in acquisitions.
Marc discusses his background in economics and his passion for finance and marketing, emphasizing his role in explaining complex financial concepts and aligning internal and external messaging for businesses. He highlights his focus on private equity and their portfolio companies. He states private equityis moving away from quick flips to a more sustainable approach of nurturing companies for long-term growth through acquisitions and mergers.
He explains how branding is often an afterthought in private equity transactions but emphasizes its importance in managing "acquisition turbulence" and aligning employees with new ownership. He shares an example of helping an optics company merge five entities into one by redesigning their brand, which resulted in a stronger market position and clearer messaging. Marc highlights that effective branding can lead to reduced acquisition costs, increased revenue growth, and improved employee alignment, while also enhancing investor perception.
We cover the power of branding, using examples like Goodyear and Michelin to illustrate how strong branding transcends product categories and builds trust through clear messaging and consistent storytelling.
Clarity over cleverness in brand messaging, particularly in taglines is important. He criticizes vague taglines like "Bright Minds, Brighter Outcomes" and advocates for brands to ask their audiences what they stand for.
All in all, a fascinating discussion.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Chapter four is about different buyer types:
- Individuals
- Inside buyers - family and management
- Professional buyers
- Strategic buyers
- What makes a buyer tick?
- What turns buyers heads?
- Screening buyers
A great summary of each highlights of each buyer type.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Paige Wiese, owner of Tree Ring Digital, discusses her journey from architecture to digital marketing, highlighting her agency's focus on addressing client pain points related to website development, marketing strategy, and ownership of digital assets. She emphasizes the importance of clear ownership and access to digital tools, warning against vendor misunderstandings that can limit client control.
Regarding M&A, Paige explained her agency's unique approach of focusing on go-to-market strategies and ROI demonstration to enhance valuation during transactions.
We also discussed the challenges of transferring digital assets in mergers and acquisitions, emphasizing the importance of smooth tech transitions. We explored how digital marketing, including SEO, social media, and search engine marketing, plays a crucial role in company valuations and performance. Plus, how proactive diligence by the seller will prevent post transaction issues.
Quote - I never wanted to box clients into a platform that limits their growth.
You can reach Paige at www.treeringdigital.com
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
As this was recorded there was a "battle" between Netflix and Paramount to buy Warner Bros. Discovery.
This M&A deal has a lot of lessons for small-business buyers including:
- You must guarantee your loans
- Proof of funds is a requirement
- Honesty and transparency rule
Listen to this short episode to learn some valuable lessons on business buying.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Kelly Finnell is an ESOP (Employee Stock Ownership Plan) advisor with 40 years of experience. He shares:
- The benefits of an ESOP
- Why it's not for everyone
- Tax strategies and benefits
- Why an ESOP can be better than a 401k plan for owners
If you or anybody you know would like to sell to employees this is a must listen.
You can reach Kelly at www.execfin.com or kfin@execfin.com.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Spoiler alert - these tips are the same ones as for 2025 and will (probably) be the same for 2027.
Get your affairs in order, grow, and Exit With Style, Grace, and More Money®, which is also the title of our latest book.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Ashley Tison founder of OZPros discusses tax strategies with an emphasis on Opportunity Zones, and he does a great job of explaining what they are.
- "THOSE OPPORTUNITY ZONE THINGS, THAT SOUNDED LIKE 1031 AND PRIVATE EQUITY GOT MARRIED. AND HE'S LIKE, OH, THEY HAD A BEAUTIFUL BABY NAMED OPPORTUNITY ZONES."
- "WE'VE SEEN A MASSIVE AMOUNT OF PRIVATE CAPITAL GO INTO THIS-ABOUT $150 BILLION AT LAST COUNT-AND WE'RE SEEING MASSIVE POSITIVE EFFECTS IN THESE COMMUNITIES."
- "THE 30-YEAR TAX HACK: USING OPPORTUNITY ZONES FOR GENERATIONAL WEALTH."
Our time together flew by because it was a fascinating conversation.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Caleb Christopher is a serial entrepreneur with a plan to think of this exit when he starts a company.
Here are a couple insights from our discussion:
- “The investor's edge: creative tc, risk management & scaling without owner dependency.”
- "Every company is a risk decision. my job is to make each one safe, legal, and ethical."
Listen for tips on planning your exit, no matter where you are in your business' life cycle.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Eli Igra Serfaty's agency, MAIA (www.team-maia.com) specializes in helping people get more from LinkedIn. Their talents assist:
- Business owners
- Professionals
- Employees
As Eli says:
"OPPORTUNITY DOESN'T SHOW UP UNINVITED. ON LINKEDIN, YOU EARN IT BY BEING PRESENT, CONSISTENT, AND INTENTIONAL."
Listen for many more tips and, hear Eli review Jessica's LinkedIn page and offer comments that can help all of us.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
In Chapter Three we delve into:
- Management reports
- Don't forget the balance sheet
- Clean books rule
- Multiples of earnings
- Why AAA (add-backs, adjustments, assumptions) not to the rescue
- And more
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Will there be a recession (or are we in one now, at least in some areas and market segments)?
Nick and I talk about "Future Proofing" your business, as much as possible.
Remember, there are companies doing very well in down times and some struggle in boom times.
Doing well in all economies is the goal.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Jim Effner now has a dynamic sales training business after years of being a top producer and manager.
We discuss:
- How having a team helps increase business
- Why referrals are worth their weight in platinum
- The path to sustainable change isn't found in one-day workshops, but in learning, applying, and reinforcing over time
- Why professional persistence matters
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our blog pages with new posts weekly.
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Alan Franks is the author of Empowered Money (www.empowered-money.com) and its premise is to give you a "step-by-step blueprint to living your fullest life through financial planning."
He wants you to see your business as asset to increase your personal net worth as you understand its value.
In other words, too many owners have a business as a lifestyle not an asset on their personal balance sheet.
He comes to this by experience, stating he got to where he is, a financial services business owner, through pure and utter desperation when he entered the job market at one of the worst possible times - and he had to hustle.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Stacey Bullman has 25 years of corporate experience and saw too many consultants "do nothing." She now uses her experience in giving practical and meaningful advice to small and mid-sized companies.
She says, "Follow the numbers, the data, and processes and it will work."
She and her team unlock the hidden value using their "wheel assessment" and says her firm works 83% faster than others.
Working smarter and growing faster is one of her secrets to business success.
She knows employees want to be heard and when they feel heard the company does better. She unlocks their voices.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
There's a lot more to a business and its value than the numbers. There are the:
- Customers
- Employees
- Suppliers
- Technology
- The facility and lease
And a big one is - what does the owner do that's below their pay grade. Things like bookkeeping, make deliveries, making routine sales calls, and more
You can get the complete audio book on Audible/Amazon or on Apple Books.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Dave Burnett is a serial entrepreneur who has started many companies, operates more than one, and also helps other business owners grow their top and bottom lines. Some of Dave's practical marketing tips include:
- "Forgive AI for being bad at the start - it's not the tool that's the problem, it's your prompting"
- "Fly the machine before you scale it; there's no point spending more on marketing if your delivery is broker."
- “Scale smarter, not harder: fix bottlenecks and harness AU for your business”
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
From our audio book here's chapter one - It's All Personal.
Hope you enjoy it.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Christine Blosdale is an expert on:
- Becoming an expert
- Mastering storytelling
- Branding
She works with clients on standing out and being seen. Based on her years of experience in media, she's developed strategies that we call can learn from and implement.
Entrepreneurs, if you want to build your brand or your company's brand listen to Christine.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Robert Plank is the founder and owner of DFY Podcasts. DFY does podcast production (we are a client of their's), social media, and more.
Robert also is the host of the "Marketer of the Day" podcast. And yes, there's a new episode every day (over 1,400 episodes) with guests with a wide variety of expertise. From Robert:
- Growth without financial clarity is just chaos with more zeros attached.
- Learn how to scale your business without losing control.
- A business doesn't fail because of lack of ideas - it fails because the numbers are ignored.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Jenny Groberg started doing fractional (outsourced) accounting and CFO work to pay the bills. It's grown into a female business providing all levels of accounting services to clients nationwide.
Like with Jenny's business you want to grow and smarter finances help scale. As Jenny says, "Delegation isn't a luxury - it's a necessity. The moment I learned how to offload, growth came possible, and the company started compounding like interest."
Don't think you can afford good accounting help? Think again because without good numbers you can't make good decisions.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
In this episode @Nick Anderson and I discuss deal killers (that kill or reduce value), including:
- The wicked owner dependency issue - the buyer is not buying the business owner, they're buying the business
- Hidden toxic culture
- Bad financials
And how to spot the above and more in advance and fix them.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Most business owners have secrets. Not bad ones, just those they never think about because they are "unconscious competent's."
When it comes time to sell, buyers want to see processes that everyone can follow. Derek's company uses AI to document what's in the owner's mind and help create systems and processes in short time.
He says, "The best deals aren't about winning - they're about creating value that lasts for both sides."
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Two more categories of silent deal killers.
Every business is about the people and we discuss how they can affect a deal. The good news is, there are ways to make the deal soar because of your people.
Owner dependency doesn't just slow a business down - it can slash value when it's time to sell.
The wrong negotiating tactics, like nibbling for a more and more, can turn trust into tension and put deals at risk.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
There are all kinds of deal killers and they're the ones owners never see coming.
Most deals don't fail because of price - they fail because of surprises.
The best way to protect your deal is to uncover issues before the buyer does.
Listen to uncover two categories with real life examples for each.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Bob Hild is the owner of ACT Capital, a Seattle area investment bank. In this episode we discuss:
- Market conditions - sellers only sell when comfortable and the last 18 months haven't been comfortable
- The effect searchers have on the small business buy-sell market
- Taking care of customers
- Getting the company ready years in advance
Great conversation with an M&A industry pro
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Apollo Emeka works with business owners and executives to:
Make big decisions
Avoid analysis-paralysis
Reducing owner dependency
He shares tips, strategies, and stories. You can reach him at apolloemeka.com.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Patrick Lonergan is an expert on how to legally reduce and defer taxes. He discusses numerous strategies that many business owners and sellers can apply with an emphasis on what business seller's can do.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Mark Osborne is a marketing guru and the author of "Maximize the Multiple," 13 Key Levers to Improve Your Sale Price.
We have a fascinating discussion about some of his 13 levers. One that stood out is what we and others preach - get rid of owner dependency, especially in sales.
Mark divides the levers into categories of what affect they can have on a business' multiple of earnings.
- Good - .3X-1.5X improvements
- Best - 1.5X-3X improvements
We couldn't cover all 13 in one episode so expect Mark back in the future.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
As a guest on Mark Osborne's B2B Growth Blueprint podcast John discusses how business owners can:
- Exit With Style, Grace, and More Money®
- Avoid value hurting traps
- The top things owners should do to increase value
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Most of us have had a (bad) experience with Chatbots used by cable, phone, and other companies.
Enter Thynk.ai and their revolutionary use of AI for customer service, ordering, troubleshooting, and more.
Founder John Long discusses situations where their service and improve productivity.
One example is how AI can handle 80 phone calls at the same time, immediately providing product info, quotes, ordering, delivery dates, and more. Plus, an unlimited number of simultaneous interactions via text of email.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Vance Morris goes by the "The Disney Guy" given his years with Disney and brining the customer service and systems he learned there to his three small businesses.
He explains Disney has a system and process for everything, allowing them to hire a lot of young, inexperienced people and still "get the jobs done."
Among other things, we talk about:
- Price elasticity and being outside the norm
- How word of mouth marketing is the best
- Creating customer loyalty and retention
You can connect with Vance at www.vancemorris.com. He's a great guy who talks common sense.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Another in the continuing series of business discussions with John and Nick Anderson, CEO of OneAccord. We discuss:
- The challenges of making money
- Revenue generation
- Margin discipline so revenue makes it to the bottom line
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Sounds great. Sounds hard to achieve. But Cary Prejean offers simple explanations to complex issues every business faces.
Cary starts with the numbers and shares how he breaks down all aspects of lower middle market businesses to find those hidden gems to increase profits.
On this episode he gives a us a case study, tips, strategies, and insights.
You can reach Cary on LinkedIn or https://strategicbusinessadvisors.us/ or https://strategicbusinessadvisors.org
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Lisa Forrest, a regular guest of ours given how often the SBA changes their rules, joins John for a fun episode.
We cover over 30 items on business acquisition loans (emphasis on SBA loans) with Lisa answering "Myth or Fact" for each one When there are nuances, she goes into detail. Some of the 30+ are:
- All seller notes have a standby period
- The buyer can use a HELOC for their down payment
- Investors owning under 20% don’t have to personally guarantee the buyer’s loan (a few nuances here)
- An SBA loan can have a claw back
She clarifies a lot of rumors, many of them myths, and anybody thinking of buying or selling a business (or advising clients on it) needs to listen to this.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
I like to find lessons in the news and this episode has three of them.
- A major organization beset by financial mismanagement.
- A government agency that didn't keep up on cap ex and now is in trouble.
- Attracting and retaining good people (in manufacturing where there's a huge shortage of workers.
Please enjoy and pass it on to others.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Monica Duggal is an entrepreneur who learned many lessons when she at first couldn't sell her business. One lesson was, get the business ready to sell from day one.
She stepped back and realized she had to:
- Get out of the day-to-day
- Put in systems
- Grow
Achieving the above she was able to make a successful and lucrative exit. As part of it, she goes over putting in golden handcuffs for her key people.
You can reach Monica at https://www.monicagarciaduggal.com/ and download a her free, Financial Bites Blueprint.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
I love John's line, "Excellence Only Happens on Purpose."
We discuss the above plus:
- How John coaches execs and owners for better performance via inspiration and encouragement
- Developing leaders, their team, and their processes
- Creating sustainable growth
- His 7-step problem solving process
- The 7 D's of success
So good I sent it to a client (CEO) within an hour of recording it.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Nick Anderson is the CEO of OneAccord and Nick and I have started a monthly podcast, alternating the hosting, plus alternating monthly articles for our blogs, websites, newsletters, etc.
In this episode we discuss Nick's recent article, From Growth to Scale: Building Enterprise Value Beyond the Founder.
We discuss the "common" principles a company should have to grow, including reducing owner dependency, systems, culture and more. Plus, how OneAccord helps clients put their strategy into action.
There's also a fascinating case study about a client whose sales, profits, and culture all improved.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Doug Gray is a business psychologist who has used AI to springboard what he does to support leaders in family businesses.
In this episode he discusses he's adapted the traditional 360 review for family businesses and their leaders plus what he does to aid succession.
Fascinating discussion from someone truly devoted to improving leadership.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Want to Exit with Style, Grace, and More Money®?
This podcast discusses some of the features of those that create a good liquidity event compared to all the (advertised junk) companies that don't sell.
Combine this short episode with the interview with Jeffrey Feldberg on his Deep Wealth Nine-Step Roadmap and Create a Large Exit for Your Small Business®.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Entrepreneur Jeffrey Feldberg turned down a seven-figure offer for his business, created the Deep Wealth Roadmap, implemented it for his company, and two years later got a nine-figure liquidity event.
Enough said.
In this episode we discuss the basics of the Deep Wealth Roadmap and what it can do for other business owners.
To reach Jeffrey, email success@deepwealth.com. Mention the Getting the Deal Done Podcast or John Martinka and get a free strategy call.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Since 2005 I (John) have led 19 Rotary projects titled, Improving Education Through Technology.
The Bellevue Breakfast Rotary Club along with the Cisco Networking Academy at Newport High School partner to donate computers and setup Wi-fi networks in schools, the last 16 projects in Antigua and Barbuda.
So far we've donated over 10,000 computers and setup Wi-fi in scores of schools in Antigua.
This episode discusses the project and five lessons critical to both charity projects and business.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Todd Schuchart (www.razorridge.com) is an entrepreneur who has figured out marketing to generate leads. He discusses this plus give the following wisdom:
- Do your homework. Know what you want and with whom.
- There's tremendous value in your industry knowledge.
- Establish your voice, regularly.
- You know your business better than anyone.
- Don't try to please everyone.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Learn large companies have similar succession planning issues as small ones.
- The owner/CEO has to address the issue.
- Who, what, when, why, and how are important.
- Know your options. A company making $1 million a year probably won't sell to a professional buyer (PE or Family Office) and one making $5 million probably has to sell to a professional buyer.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Adam Goldman is, The Franchise Coach and sees a big part of his mission as de-mystifying franchising.
Adam owned a Vanguard Cleaning and Restoration master franchise for 8.5 years and sold it when he received an unsolicited offer.
He is now a franchise coach and consultant who places about 30 people per year in over 100 territories. He works with about 75 industries.
We talk about the right type of person for various franchise opportunities, watching your exit opportunities before signing any agreement, and while changes to your agreement won't happen consider changes to your territories.
You can reach Adam at www.franchisecoach.net.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Listen as John discusses key factors to increase value so owners can Exit With Style, Grace, and More Money®.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
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https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Lisa Forrest with Live Oak Bank is a regular guest. Given there were only a few, but extremely important, changes in the latest SOP she shares:
- Tips to buyers when dealing with a bank (FYI, don't just throw a CIM or financial statements at them and ask how much they'll lend)
- Buyers need to look at more than the financial statements, i.e., the non-financial factors
- Buyer mistakes
- Things sellers can do make it easier to fund (and get more)
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
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https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Jim Stevenson offers a lot and discusses it here. He helps people with:
- Fundraising
- M&A - know your objectives and be flexible
- Strategy
- Transformation (restructuring, growth, getting ready to exit)
We discuss mistakes owners make and how he helps fix them. He's also affiliated with Medimusic, a company using imbedded music to help dementia patients and those in pain.
You can reach Jim at https://www.bletchleygroup.com/
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Mitch Francis is truly a visionary. He shares how he sees opportunity where others don't.
This has allowed him to take companies from startup to going public. He is also an inventor with seven patents.
Listen as he discusses overcoming roadblocks and successfully solving problems.
He is the author of Bad-Ass Solutions, a non-partisan primer on solving major problems.
You can reach Mitch via https://bad-asssolutions.com/
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
On this episode of "The Exit Plan" John discusses the Seven Key Factors to Increase Value and a lot more about Exiting With Style, Grace, and More Money.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
After a career with Deloitte and Booz Allen La Tanya Roberts went solo as a fractional COO.
She not only helps business owners on operational matters she helps them use AI to scale.
Listen as she also shares three mistakes many owners make, which keep them from growing.
You can reach La Tonya at www.harmonyconsultinggroup.org
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Adam Koos is the founder of Libertas Wealth Management Group and Elevate and Exit, which helps owners build a 12-step transition plan.
Given studies show:
- 80% of a majority of business owners wealth is the value of their business and,
- 80% of businesses don't sell (FYI, this is not true for mature, profitable, and fairly priced businesses).
- Any increase in profits and the multiple will aid in selling the company.
Adam's advice includes don't procrastinate on getting informed and educated, involve family, and start a plan.
You can see more about and reach Adam at https://www.libertaswealth.com/ and/or https://www.elevateandexit.com/.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
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https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
John discusses increasing value, selling a business, and it's all centered around the importance of the business' people.
Why founders need to rely on others, the best use of great employees, why relationships rule, and more.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Ken Rusk is the founder and president of Rusk Industries, which owns and runs multiple construction companies with over 200 employees.
Ken shares his thoughts on business and leadership including how a true owner needs to be a visionary, working in clouds not the trenches.
To build value, and you've surely heard this before, he says to get as unnecessary to the business as possible. In other words, delegate and let others do more work.
Ken is the author of Blue Collar Cash and it's accompanied course, The Path to a Successful Life.
He is also the founder of the Comfort Peace Freedom Foundation. They offer scholarships to people seeking to learn a skill or trade not requiring a four year degree. Their most recent honoree did a course in cybersecurity and immediately got a job.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
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https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
A fascinating discussion with Matt Tait, who:
- Is a recovering lawyer
- Comes from a family of entrepreneurs
- Is a multiple time entrepreneur
- Is currently the CEO of Decimal
- Hosts a podcast titled, "After the First Million," which is for startups, those in the "messy middle" of growth, and people in a large company
At Decimal he leads a team of over 100 people who provide clients services in accounting (from bookkeeping up to the controller level), HR, and IT.
Even though Decimal is 100% virtual he has been intentional about culture. We discuss getting his people working together by creating team situations. Our discussion takes us to using AI to streamline his services.
You can reach Matt at https://www.decimal.com.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Todd Greenbaum is the founder of Input 1, goto Premium Finance, and Aja Winery. Todd's advice includes:
Never give up; run through the wall
Don't keep too much (responsibility) to yourself, i.e., delegate
You have to always work on staying ahead of the competition
You will face challenges, it's what you do to overcome them
Always hire smart(er) people
Constantly work on aligning your people
Todd also shares a little on the family winery and how it came to be.
You can reach Todd at www.gotopremiumfinance.com, www.input1.com, or wwwajavineyards.com/.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Michael McLean has owner numerous businesses and now works with men to help them achieve fulfillment in life. He's a former professional hockey coach turned into an 8 figure entrepreneur.
He's also a marketing expert, helping many clients scale their business.
Key takeaways include:
Many successful people worry more about legacy than money.
They don't want to be forgotten.
He helps them find fulfillment my explaining, no service = no significance.
He encourages to help others to benefit themselves.
You can check out Michael and learn more at www.brassballssecrets.com.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Lior Arussy left the corporate world to start his own business focusing on better serving clients. His firm had well over 100 employees and helped many major corporations.
We discussed:
- Only taking on the right clients (my saying is, the only thing worse than no client is a bad client)
- Don't be jealous of the big guys - have a better product and agility
- Be passionate
- Be an execution based business
Lior went through the selling process and shares stories and gives tips on dealing with large strategic and private equity buyers (this is very informative).
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
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https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
From the headlines: Cuba's electrical grid went down and the whole country went dark.
There are lessons in this for lower middle market companies, including:
- You must make capital expenditures before they're needed
- If you have FFE&V you need to spend money to grow
- EBITDA is misleading where there are fixed assists
The episode ends with some great quotes from Warren Buffett
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
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https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Mike Horne leads the "People Dividend" movement and is the host of The People Dividend Podcast.
His new book is aptly titled, "The People Dividend." He joins John to discuss:
- Work in the new era
- What exactly is The People Dividend
- Why dignity, kindness, and respect are keys to success
- His work helping fix people, teams, and organizations
Mike works with founders, C-suite leaders and those aspiring to be leaders. He likes to work with goal oriented people and strives for "Integrity by design."
You can reach Mike at www.mike-horne.com.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Sean Grace is the author of, "The Art of the Question." Sean is the owner of Peak LUMA (www.peakluma.com) and an advisor and coach to people in all levels of business. He offers comprehensive training sessions on using questions (and more) to help people advance their careers and improve their business operations.
During our discussion we cover:
- The difference between leadership, management, and coaching
- The importance of questions and the different type of questions
- The three sections of his book: Knowledge, Interpersonal, and Innovation and how questions play an important part
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Jim Creagan is a second generation owner who has grown the business organically and by acquisition. He discusses:
- Joining (buying) the business from his dad (and working with dad)
- Learning management on the fly
- Acquiring other companies
- Outsourcing with industry partners
- How his risk profile has changed
Fascinating discussion with tips for any and all small business owners. Check out Jim's firm at www.crossingwell.com.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Fascinating discussion with Joshua Monge who does fractional COO work for small businesses (up to about $10 million in sales. We cover:
- Empowering Business Owners to Step Away from the Day-to-Day
- How Fractional COOs Can Transform Mid-Sized Businesses
- The Role of Technology in Scaling Service-Based Businesses
- Building a Business That’s Ready for Sale – Even If You’re Not Selling Yet
- The Importance of Leadership Development in Growing Businesses
- Process Mapping and Visualization as IP and Assets
We cover a lot - of great information - in 25 minutes.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
There's a Seattle area school district in a deep financial hole, as per the state auditor and their own management team.
I don't know the whole story but often well meaning people like the mission and don't understand the workings. Large business, small business, school district, or non-profit, you can't spend more than you take in (for very long).
In this episode I talk about debt issues, understaning financial statements, and how they're tied together.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Business buyers look for areas where they can improve and add value.
Business owners should be looking to see where they can add value.
Too many owners do too many things below their pay grade. Listen to learn:
- Things buyers look for that they can do better than the current owner (and easily add value).
- Eight common areas an owner works on that are under their pay grade.
- Eight common things an owner should do to increase value.
Sometimes it just means don't go into coast mode and for a buyer to see these things as opportunity not as a blemish.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
In our soon to be released book, Exit With Style, Grace, and More Money we cover things an owner should think about (besides getting the business soaring and in tip-top shape).
Buyers should want the seller to think through these things because if no thought is given the chances seller remorse increase.
Listen to learn and here some examples.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Jonathan Bennett did the corporate thing, started his own advisory firm, sold it to management, and now helps owners and C-level leaders improve. We discuss the following topics and get into detail on being emotionally ready to sell your business and preserve its legacy.
- Navigating the Emotional Journey of a Merger or Acquisition of Your Company
- Creating a workplace culture with psychological safety and accountability
- Leveraging your Board for performance, profit and social good
You can reach Jonathan at;
Jonathan Bennett, C.Dir.
Principal, ClearlyThen Inc.
clearlythen.com
jonathan@clearlythen.com | 705-313-3395
linkedin.com/in/bennettjonathan
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
It's easy to find good business tips and examples of great competitive advantages. Just as easy to find examples of mistakes and no competitive advantage (competing on price is one that is not-so-good).
Listen to hear everyday examples of both.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
It's the Wild West with non-compete agreements. Michelle explains what's going on with:
Non-compete agreements
Non-solicitation agreements
In Washington state
On the federal level
Exempt versus non-exempt employees
And much more
A very timely and fast changing topic relevant to all business owners and buyers.
This was recorded prior to July 3, 2024 and on this date, a federal judge in Texas hearing the case against the FTC allowed an injunction for the plaintiffs only and plans to make a full ruling by August 30. There remains a chance that the judge will rule on August 30 that the FTC overstepped its authority and halt the implementation of the law. Because we cannot be sure, all companies, other than those participating in the lawsuit, should expect the law to go into effect on September 4 and be prepared to notify employees that their noncompetes are no longer valid.
Legal Disclaimer: The contents of this presentation are solely informational and not legal advice. Seek counsel from an attorney familiar with the specifics of your situation before taking or refraining from action.
For the Equinox Business Health Checkup use this link: https://bit.ly/3XKot10
For the Equinox matrix of non-compete agreements use this link: https://bit.ly/4bpFjp3
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Both the local (Seattle) and national press recently had articles on the drama around Rite Aid's buying of local favorite Bartell Drugs. FYI, it hasn't gone well with 1/3 of the Bartell stores closing in the few years since the acquisition.
A majority of business owners I talk with comment on how they want their employees taken care of when they sell.
Listen for tips on preserving legacy.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
There are a lot of exciting things in life, or at least there should be.
But should it be your business (or the one you want to buy)?
Listen and learn what makes the best business type to own or buy.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
After serving 4 years in the US Navy, he earned his Masters in Social Work and founded Housing Matters of NY, an organization that provided transitional housing to formerly incarcerated male nonviolent offenders. With a vision to continue his family’s legacy of entrepreneurship, Phillip went on to redefine the signing service industry when he founded his company in 2016.
Phillip and I discuss his basic tenets, which include:
- Courage, determination, and planning
- Recruiting the right people
- Providing proper training
- Empowering employees
- Constant evaluation and offering room to grow
As you can see, and will hear, it's all about the people, which it usually is.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
What's the multiple is a common question. There's a lot more to it than just picking a number. In this episode we cover:
- Multiple versus price/earnings ratio
- Terminology for earnings
- Why multiples don't come out of the air
- Sanity checks
- Historic ranges
The multiple is really how you calculate return on investment, so pay attention.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Trever Acers joins John to discuss:
- Trends in M&A
- Getting a business seller a higher value and price
- Biggest mistake owners make with being solicited by buyers
- How sellers can motivate the best buyers to take action
Objective, Investment Banking & Valuation (“Objective”) is a leading investment banking and valuation firm that services middle market companies in select industries of focus: Business Services, Consumer, Healthcare Tech & Services, Life Sciences Services & Tech, Manufacturing & Distribution, and Technology. Within our industries of focus we offer an investment banking group providing sell-side advisory, and a full-service valuation group providing tax compliance, financial reporting, transaction opinion, and strategic advisory services. Founded in 2006, Objective’s seasoned professionals have collectively executed over 500 M&A advisory engagements and thousands of business valuations throughout their careers. Our firm’s name embodies our core mission: to help business owners achieve their objectives. Learn more and find additional resources at objectiveibv.com.
This podcast episode is for informational purposes only and does not constitute an offer, invitation or recommendation to buy, sell, subscribe for or issue any securities. While the information provided herein is believed to be accurate and reliable, Objective, Investment Banking & Valuation, makes no representations or warranties, expressed or implied, as to the accuracy or completeness of such information. All information contained herein is preliminary, limited and subject to completion, correction or amendment. It should not be construed as investment, legal, or tax advice and may not be reproduced. Securities and investment banking services are offered through BA Securities, LLC Member FINRA, SIPC. Principals of Objective, Investment Banking & Valuation, are Registered Representatives of BA Securities. Objective, Investment Banking & Valuation, and BA Securities are separate and unaffiliated entities.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
The most important question a business buyer can ask a seller is:
Why are you selling?
The trite answer, "To pursue other interests" doesn't cut it. It just raises skepticism.
List for the best and worst answers, i.e., reasons to sell.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Too many business owners run the business for themselves (lifestyle, immediate cash flow, etc.) when they should run it for their eventual buyer.
I cover five very important things all owners should be doing and doing correctly to make their business more attractive to buyers - all types of buyers from the individual to private equity to strategic.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Sir Isaac Newton's 3rd Law of Motion is, for every action there is an equal and opposite reaction. In this episode we discuss how it applies to business, specifically:
- Supply and demand and price elasticity
- Growing a business
- Reaction to government actions
- In a buy-sell deal
Take a listen, it's under 5 minutes.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Sports teams are just that, a team. It's rare one player can do it all. Even Michael Jordan, LeBron James, Tom Brady, etc, didn't win every year.
In business a solid team that reduces the owner's role (no owner dependency) is a key value driver.
Listen for some examples and stories about great teams and strategies.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Nick Anderson is the (fairly new) CEO of OneAccord in Kirkland, WA. His task is to streamline their value proposition, which is now helping companies increase value.
They do it through fractional C-level people, coaching, and strategic planning. Each client gets a "Success Manager" in addition to their on-the-ground advisor. This assures accountability is maintained.
They have a roster of seasoned advisors with different specialties, all to benefit the client.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
There are value drivers galore and in this episode (recorded in beautiful Antigua, West Indies where you can hear the roar of the surf) we cover why having an exit plan increases a company's value.
From the financials to the employees and customers to showing how you've grown over the last few years it let's a buyer know you're serious and motivated.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
In 2012 I published two posts, one with tips for business buyers and one with tips for sellers. When I came across it in my files I realized those tips are just as relevent today as they were in 2012 (and many decades prior).
For buyers it's about being aggressive throughout the process.
For sellers, it's getting educated on what's involved (like massive amounts of information to provide the buyer and his/her lawyer), that the right buyer is the most important factor, and more.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Recorded in beautiful Antigua, West Indies (hear the roar of the surf).
It's always a great and interesting story when talking about sloppy bookkeeping,, inaccurate financial statements, and anything similar. But let's not forget that many companies have very clean books and the financial statements actually reflect the performance of the company.
In this episode, I discuss a handful of clients who have books and in one case, the financial statements and tax returns, actually match.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Nick Pili is the Senior VP in charge of Merger Vault, as service of www.businessesforsale.com, which is the largest marketplace in the world for businesses for sale.
He has been with the company since day one, in the UK. Now based on Charlotte NC, runs Merger Vault, a managed listing service for business brokers. Nick discusses their value add services, buyers, and the market.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Wyatt Wheeler is a former business owner who now helps companies reduce costs. With P3 Cost Analysts he reviews overhead costs and finds savings and contract breaches that reduce costs, now an in the future.
He shares some examples of saving companies from a few thousand dollars a year to well into six figures.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Don't do things the same old way because that's the way you've always done them. I give an example of how I "got smarter" plus examples of doing it smarter and better with:
- Marketing
- Sales
- Operations
- Customer Service
- Technology
Hope you enjoy this fun episode.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
No, I'm not crazy, there are lessons from the recent Boeing airplane popping a door plug and business operations improvement.
Listen to hear an example of how a small business, 20 years ago, had a better tracking system than Boeing seems to have had in 2024.
Plus a few tips from things companies have done or didn't do to help improve your situation.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
After reading a blog post where the author said interest rates shouldn't affect the price of a business I realized that's not true. It may not affect the value an appraiser would put on the business but the price is different - it's the market at work.
I go through interest rate history, why it matters, and give examples of loan payments and total interest paid for SBA and conventional loans in 2021 and now (early 2024).
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Craig Halena îs the owner of Buyken Metal Products and Valley Nut & Bolt. He bought Buyen at the end of 2016 and has doubled sales and tripled profits, all with 2/3 the number of employees from when he bought it.
He purchased Valley in 2023 and is implementing the same improvements. Listen as he discusses:
- Know your strategic advantage
- Acting like an owner not an employee
- Don't say yes to everything (be willing to shed customers)
- Move faster, eliminate bottlenecks
- Improve and document systems
- Delegate and don't be cheap (with employees)
It's not easy owning a business an especially dynamically growing one while making better margins. Craig is truly a success story.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Third time is the charm! Normally Lisa joins me in Q1 to discuss SBA changes, lending practices, and the market. With the SBA just having released their third update this year (plus one backroom one) Lisa is back. We discuss:
- Majority stock purchases (seller retains some shares) with an SBA loan.
- New minimum buyer equity injection rules (scary to think some banks will lend to buyers who don't have any money).
- What Live Oak Bank is seeing in the market.
- Other loan types for lower middle market buy-sell deals.
Lisa is always super informative and entertaining. Give a listen and you'll learn a lot about SBA and other business acquisition loans.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
My special guest Suzan Sturholm is the owner of All Things HR. In this incredible discussion she covers:
- Staff challenges
- DEIB (the B is belonging)
- Remote/Hybrid work and related polices
- AI-empowered workforce evolution
- Exempt vs. non-exempt salary thresholds
- Compliance - wage & hour laws, employee leaves and time off, discrimination laws, and more
There's a lot here for all business owners and upcoming owners.
Suzan can be reached at 425-248-4978 ext 3001 or ssturholm@allthings-hr.com.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Jon Stoddard is the Host of "Top M&A Entrepreneur's Podcast" and joins me for a fascinating discussion on business buying, search funds, make-believe deals, and a lot more. He is also the author of, How to Buy a Million Dollar Business.
You can connect with Jon at jon.stoddard2016@gmail.com or (520) 488-6704. See his podcasts at https://www.youtube.com/c/JonStoddard.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
My friend Billy Poll with NAI-Puget Sound Properties joins me to discuss the turbulent commercial real estate market. Billy gives his insights on:
Retail, industrial, and office market conditions
Landlord relations
Leases and lease traps
The benefits of using a broker
The property and its lease can make or kill a buy-sell deal (we've had three potential deals die because of the landlord). What's going on in real estate definitely affects business transactions.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
A little different in this episode as I'm joined by my friend Chris Boland, a promotional products expert.
We're all used to the junk we get at conferences, right?
Chris takes a different approach, as we can attest to have been his customer many times. He strives to get unique and high quality items.
Listen as he discusses industry changes, the benefits of promotional products, and some customer experiences.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Mario Juarez is a born story teller and helps others get their story out to the public. A journalist by trade, he's always been attracted to good stories. At Microsoft he helped co-workers craft their message to make sales. in this episode (which just flew by as we recorded it) we discuss:
- Why tell stories
- Leveraging stories in (small) business
- What makes a good story
- The powerful impact stories have had with his clients.
Mario can be reached at: (206) 650-1056 or mario@mario-juarez.com or https://mario-juarez.com/.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Taken from a story in the headlines I discuss how business buyers and sellers often do the easy things not the tough things.
Of course, when they do the tough things (the right things) their process goes faster, smoother, and better.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Danya Shakfeh is a Chicago and Florida based buy-sell attorney for small businesses. She discusses deals and what sellers can do to make it go smoother.
She also works with franchisees.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Malcolm Peace is an Austin, Texas based entrepreneur who has bought an improved numerous companies.
He explains what his team and he have done to "modernize" these businesses to improve efficiencies, create systems, and growth.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-515-4903
Gregory Kovsky joins John to discuss their experiences, what makes a good client (aka good deal), and more based on their combined 50+ years of experience in the buy-sell industry. Specific topics include:
- What they each like most about the intermediary business.
- What makes a salable business.
- What makes a good buyer.
- Banking and bankers - what they each look for.
- Changes in the market and the process.
All in all, great insights.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
What exactly is a competitive advantage? Watch and listen for some practical examples from large, medium, and small businesses. And why you need to have and refine your competitive advantage.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
Lisa Forrest with Live Oak Bank discusses the sweeping changes in the May 2023 SBA Standard Operating Procedures. We discuss SBA 7A loan business acquisition loan basics plus changes to:
Life insurance requirements
Buyer equity (cash) injection to the deal
Seller equity post-close (now allowed)
The seller's role post-close
This podcast will make you quite knowledgable about SBA loans.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
Business buyers and owners often don't pay as much attention to location as they should. Location is important for not just retail.
Hear some real life examples of why it's important for others businesses and some exceptions to the rule.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
Warren Buffett was quoted in the Wall Street Journal about his biggest mistakes in analyzing companies and missing on growth potential was on the top of the list.
There are a lot of things for a buyer to analyze and for an owner/ seller to concentrate on. Hear why growth should lead the pack (and why it's about having great people).
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
Cerebro Capital is a technology platform to expedite the lending process for their clients. With well over 1,000 lenders in their system they can match the borrower with the best partner and analyze the terms and conditions.
Robert Schaeffer is on their Capital Markets Team and shares his thoughts on his firm's value, process, the market, interest rates, anymore.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
The first thing many people do when looking at a profit and loss statement is check out the bottom line and move on. But that's just part of the story. There are a lot of things within the statement that shed light on the net income amount.
And year-to-date statement are full of their own traps.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
It's an industry we all frequent, hospitality. Whether it's a restaurant, resort, hotel, or airline, we use them and they should be customer service friendly.
Hear some lessons on what doesn't work, a correction, and what business buyers often bring to the customer service equation.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
In our never-ending political season it seems the politicians get further and further away from helping their constituents and more into nothing but reelection.
Listen for three key lessons politicians can learn by paying attention to the M&A industry.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
When buying (or selling) a business the landlord and/or a bad lease can kill a deal. Unless the business can be easily and inexpensively be moved the buyer needs a lease, including options, at least as long as the term of their loan. The buyer and especially the bank don't want the buyer forced out while still owing money - it can be very expensive to move.
Here about some deal killers and an exception to the rule.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
Most small businesses don't do a statement of cash flows and when the CPA does one it's often not paid attention to. Yet, it can be very insightful. Plus, I share a hilarious story about a guy at a PE firm who completely doesn't understand them.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
A lawsuit by Chase bank against a startup they bought, Frank, caught my attention because if even half of what Chase claims is true it means they did one heck of a sloppy job on diligence. Buyer fever anybody?
My experience is buyers of small to lower middle market businesses are over the top on their diligence, which is good.
And of course there's one of my favorite lines, "Just when a seller thinks they've answered every possible question the bank or investor asks more." As they should.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
Lisa Forrest with Live Oak Bank joins John for a discussion of what's going on with business acquisition loans. One of our most popular guests, she's back for her third visit, and it's always informative.
During our talk she covers:
- New SBA rules and rumored rules
- What Live Oak Bank doesn't want to see (or lend on)
- What's happening to business buyers as interest rates have risen
- Why their debt coverage ratio benefits borrowers
- What the more than doubling of the prime rate means to price and equity
As always, Lisa shares her wisdom in a very entertaining way, showing what a professional she is.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
Laurie learned a lot of lessons when her partners and her sold their business. She now works with clients, mainly in professional services, on succession planning (with heart). Listen as she discusses:
Her lessons learned and the #1 detailer - from navigating the tricky pathfrom independence to sale.
The triple win succession formula - Doing succession planning the “right” way.
Creating true buy-in - Essential conversations to engage your team in your succession plan.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
Tom Granger tells us exactly what digitalization and digital transformation, why it's important for all of us, and does so only after his very interesting story of how he got into business.
FDG Web takes on complicated projects and successfully completes them. Sure, they can do a basic website but their clients want them to help with CRM and ERP integration, have APIs for seamless transactions, help with 3PL, Shopify, and more.
They are also experts on compliance, keeping clients with sensitive information out of trouble. Listen to how their team streamlines the processes.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
Jim Eschweiler has a deep hospitality industry background and currently heads Top Pot Donuts in Seattle. We discussed:
(This is the most important) Top Pot's special Christmas donut for 2022
His objectives at Top Pot
The future of businesses like coffee shops, donut shops, etc.
Things he's done and lessons learned
We know you'll like it!
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
Bill Hanlin is an old and dear business friend - and, he's a business valuation expert who teaches classes on valuation worldwide.
Bill shares with us insights on:
- What's beyond the financial statements
- The tricky subject of accelerated depreciation
- Why EBITDA isn't what really matters
- Covid headwinds and tailwinds
- Best things to do to increase value
Above all, Bill discusses the above and more so non-experts can understand what he's saying.
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
Lessons from little kids and how balancing the old versus the new is important in business (and life). I cover five areas and compare old ways versus new ways (often technology) and how they can work together.
And, spoiled alert, relationships (still) rule in buy-sell deals.
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
Business buyers often want the largest company possible. But what if a smaller one is a better fit? Then, the buyer gets all the benefit of their hard work as the company grows.
Recorded in Antigua, West Indies with the sounds of surf and ocean breezes in the background.
For more about Martinka Consulting go to www.martinkaconsulting.com. Our sister company is at: www.nokomisadvisory.com (a sell-side representation firm). We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
I annoy family members by always asking, why? But it gets to the heart of the matter.
Questions are what let salespeople figure out the customers problem and are great when buyers and sellers meet.
Listen for some examples business buyers and sellers should ask each other.
Recorded in Antigua, West Indies with the sounds of surf and ocean breezes in the background.
For more about Martinka Consulting go to www.martinkaconsulting.com. Our sister company is at: www.nokomisadvisory.com (a sell-side representation firm). We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.youtube.com/c/JohnAMartinka/videos
425-576-1814
When times are tough the first thing many owners think is, "I'll sell it."
Here's two examples of owners who did the opposite and how it worked out.
Recorded in Antigua, West Indies with the sounds of surf and ocean breezes in the background.
For more about Martinka Consulting go to www.martinkaconsulting.com. Our sister company is at: www.nokomisadvisory.com (a sell-side representation firm). We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
My doctor is one of the smartest people I know. Let he doesn't follow prudent health advice (too busy).
Learn how to take care of your business to make it healthier and more valuable.
Recorded in Antigua, West Indies with the sounds of surf and ocean breezes in the background.
For more about Martinka Consulting go to www.martinkaconsulting.com. Our sister company is at: www.nokomisadvisory.com (a sell-side representation firm). We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
The Antigua roads and drivers make it difficult to get anywhere in a timely manner.
Make it as easy as possible for your customers plus your business buyer or your seller.
Recorded in Antigua, West Indies with the sounds of surf and ocean breezes in the background.
For more about Martinka Consulting go to www.martinkaconsulting.com. Our sister company is at: www.nokomisadvisory.com (a sell-side representation firm). We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
Meeting a business seller?
Meeting a business buyer?
Have a customer visit?
A stunning first impression really makes a difference. Listen and hear examples the good and the bad.
Recorded in Antigua, West Indies with the sounds of surf and ocean breezes in the background.
For more about Martinka Consulting go to www.martinkaconsulting.com. Our sister company is at: www.nokomisadvisory.com (a sell-side representation firm). We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
Communication with a buyer for one of our client companies brought back memories and not good ones. He thought he was pretty special when really he was more like a scam artist.
For more about Martinka Consulting go to www.martinkaconsulting.com. Our sister company is at: www.nokomisadvisory.com (a sell-side representation firm). We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
This followup to a previous podcast on the same subject covers some different and more serious issues with erratic and inaccurate accounting. Serious enough to scare away business buyers.
For more about Martinka Consulting go to www.martinkaconsulting.com. Our sister company is www.nokomisadvisory.com (a sell-side representation firm). We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
This is being posted on August 29, one day before NFL teams cut down their rosters from 80 players to 53. There's a lot that goes into it and it's heartbreaking for some players and a dream come true for others.
This episode gives business lessons from an NFL coach on what goes into keeping or cutting players and covers:
- Having the best team.
- Balancing now with the future.
- How players fit in the locker room.
For more about Martinka Consulting go to www.martinkaconsulting.com. Our sister company's new website will be up around Labor Day, www.nokomisadvisory.com (a sell-side representation firm). We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
As I say in my opening, apologies to Charles Dickens for copying (modifying) one of his most famous book titles.
Listen to a comparison of two companies. One is fully invested in management and the future and the other has an owner in control of everything (aka, an owner dependency).
For more about Martinka Consulting go to www.martinkaconsulting.com. Our sister company's new website will be up in June 2022, www.nokomisadvisory.com (a sell-side representation firm). We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
Some people think buying or selling a business is similar to buying or selling a car (or a house). It's not - it's much more complex, there are frustrations, and that's before it gets to the attorneys.
Listen and learn, including a real life example.
New podcast just released. In "Overpay for a Business? Not Getting Enough When Selling" I discuss why price shouldn't be the most important factor to buyers and sellers.
For more about Martinka Consulting go to www.martinkaconsulting.com. Our sister company's new website will be up in June 2022, www.nokomisadvisory.com (a sell-side representation firm). We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
Richard Parker is a veteran intermediary, purchaser of over a dozen businesses, seller of all but one of them, and the author of "Buy a Good Business at a Great Price."
Richard shares his story and provides:
- How he came to write his buyer operational guide.
- Insights into his most memorable clients.
- Tips to business buyers so they can buy the right business at the right price and avoid bad deals.
- Advice to business sellers on what to do the couple years prior to selling.
For more about Martinka Consulting go to www.martinkaconsulting.com. Our sister company's new website will be up in June 2022, www.nokomisadvisory.com (a sell-side representation firm). We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
This episode starts with a story about a know-it-all client who didn't think he needed a transition plan until day one of business ownership.
This is one of, if not the top, forgotten items in buy-sell deals. Why? Because everybody is scrambling to get it closed.
Learn the four key elements every transition plan should have. And, if you want a copy of our plan template, call or email us.
For more about Martinka Consulting go to www.martinkaconsulting.com. Our sister company's new website will be up in summer 2022, www.nokomisadvisory.com (a sell-side representation firm). We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
- When you make it easy for people you get better results. Listen to John discuss making it easy for:
- Business buyers
- Business sellers
- Operations, including:
- Employees
- Customers
- Suppliers
For more about Martinka Consulting go to www.martinkaconsulting.com. Our sister company's new website will be up in June 2022, www.nokomisadvisory.com (a sell-side representation firm). We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
A friend was lamenting how he really wasn't needed at any of his locations. He questioned his value, his usefulness, and he had a damaged ego.
Listen to my response (the first part being, don't worry about adding value because you're creating value, by not being needed).
For more about Martinka Consulting go to www.martinkaconsulting.com. Our sister company's new website will be up in June 2022, www.nokomisadvisory.com (a sell-side representation firm). We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
A speaker at John's Rotary Club reinforced how simple business can be, if you do it right.
Spend less than three minutes to hear these lessons.
For more about Martinka Consulting go to www.martinkaconsulting.com. Our sister company's new website will be up in June 2022, www.nokomisadvisory.com (a sell-side representation firm). We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
Three stories.
- A buyer client.
- A seller client.
- A friend.
Different strategies on being ready to go to market. Guess what works the best. Yep, it's have all relevant information and being organized so the buyer's job is easier.
For more about Martinka Consulting go to www.martinkaconsulting.com. We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
Or, at least wreck your life.
Listen to a story about a buyer who left his common sense at the door and regretted it.
Don't get enamored by the shiny object (what the business does). Get excited if it fits your skill set and you can add value.
For more about Martinka Consulting go to www.martinkaconsulting.com. We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
The title of this episode explains a lot of what goes on in small business and their accounting departments.
To say accounting is often like Cinderella, the little step-sister off in the corner, is true way too often.
It's why a good CFO and CPA add value and make buying or selling a business faster, smoother, and easier to finance.
For more about Martinka Consulting go to www.martinkaconsulting.com. We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
Every business buyer and most owners simply look at the P&L. Heck, good operators know what it means to make a profit, hit your margins, etc.
Good dealmakers and leaders know how important the balance sheet is because it sheds light on all the little things going on in the business.
For more about Martinka Consulting go to www.martinkaconsulting.com. We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
Founder's Syndrome - the feeling only the business owner/founder (or their team) can do what they do. Are they right? Sure, a lot of others can do it better!
Learn an important lesson in only two minutes.
For more about Martinka Consulting go to www.martinkaconsulting.com. We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
You're selling your business. Know what you want from your potential buyer, and it's a lot more than just the price.
Listen to find out the top things you should know about your buyer and their behavior.
And you'll get all this in only two minutes!
For more about Martinka Consulting go to www.martinkaconsulting.com. We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
Jordan Carter is the owner of an operating business and a partner is Search Investment Group (www.searchinvestgroup.com).
He discusses why business buyers should consider getting equity investors and how SIG helps them find investors.
This allows buyers to acquire a larger business than they could on their own while still having super-majority control.
Take a listen and learn about equity raises.
For more about Martinka Consulting go to www.martinkaconsulting.com. We're also at:
425-576-1814
john@johnmartinka.com
jessica@martinkaconsulting.com
Lisa Forrest is the co-director of the search/sponsor channel at Live Oak Bank, specializing in funding business acquisitions using SBA and conventional loans.
On this episode she discusses what LOB looks for in a deal, discusses the differences in types of loans, and gives some client examples. There's a lot of great info here and it's well worth your time to get an update on financing options.
Lisa and her co-director Heather also hold weekly "Office Hours" to educate people on acquisition loans (see below). You can reach Lisa at Lisa.forrest@liveoak.bank.
FAQs SBA BUSINESS ACQUISITION: https://info.liveoakbank.com/search-fund-financing-faqs-download
Self Funded Searcher Lender Office Hours Call, Every Wednesday morning 8 AM PST
Register here: https://liveoakbank.zoom.us/meeting/register/tJIsdumtqjIvHNUBSYO6eFSGQfO-rHqsrZuG
Self Funded cashflow model & investment memo training, Every Thursday Morning 8 AM PST
Register here: https://liveoakbank.zoom.us/meeting/register/tJEqd-6vqTsuHNDI4N1-qbR0eteS3b5nS2MP
For more about Martinka Consulting go to www.martinkaconsulting.com. We're also at:
425-576-1814
john@johnmartinka.com
Jessica@martinkaconsulting.com
George Wu has an incredible and interesting background (listen to find out). He pivoted to small business ownership in 2017, has bought two firms, and is looking to make minority investments in small businesses.
His first acquisition was The Catering Company and his second was Fans Direct. The latter was done with the seller of The Catering Company as they became great friends during the transition.
George has streamlined the "backroom" functions and hopes to bring them to the firms in which he invests.
For more about Martinka Consulting go to www.martinkaconsulting.com. We're also at:
425-576-1814
john@johnmartinka.com
Jessica@martinkaconsulting.com
I was recently a guest of Lisa Downs (www.yournewaspect.com) on her radio show, Reigniting You. Lisa is a career coach for people 40+ and escaping the corporate world to own your own business is one of the options for her clients.
The show is in three segments and I am in segments two and three. In segment two we talk a bit about my background and experience and how I got to where I am now. In segment three we talk about what it takes to be a good business owner, a good business buyer, and what makes a good acquisition.
We feel business ownership is a viable option for the right person, although it is not for everybody. Often it takes somebody like Lisa to help a corporate executive realize what they really want to do in their next great adventure in life.
If it's business ownership, those and the management and executive level often have the skills of managing people, processes, money, and enthusiasm and therefore buying a mature, profitable, and fairly priced business is their best option. It's faster, cheaper, safer, and easier to finance than a startup.
Robbie Bach is a former Microsoft senior executive, the author of Xbox Revisited and the Wilkes insurrection, a modern day thriller, and the owner of a small business, Manini's gluten free pasta, www.maninis.com.
He shared with us the experience of buying and growing a small business, entrepreneurship, and doing something completely different, writing a novel. Doing something completely different is what many business buyers are doing as it's a huge change in your life.
Listen to Robbie as he shares his insights on business, strategy, and growth. Learn more about Robbie and his books at https://wilkesinsurrection.com and www.robbiebach.com.
For more about Martinka Consulting go to www.martinkaconsulting.com. We're also at:
425-576-1814
john@johnmartinka.com
Jessica@martinkaconsulting.com
In just three minutes I go over what exactly is working capital and how does it fit into a Buy-Sell deal. A confusing topic too many buyers and sellers and even some intermediaries.
- What it Working Capital?
- Why is it confusing?
- What about cash?
- A cash free, debt free deal structure.
- What about WIP, deposits, and deferred revenue.
For more about Martinka Consulting go to www.martinkaconsulting.com. We're also at:
425-576-1814
john@johnmartinka.com
Jessica@martinkaconsulting.com
It's 2.5 minutes a cover the basics of what representations and warranties are in a Buy-Sell deal.
- What exactly are they?
- Why are they important?
- What does knowledge have to do with them?
- Why is it indemnification a very important word?
- And how come even some professionals don't understand the importance of them?
For more about Martinka Consulting go to www.martinkaconsulting.com. We're also at:
425-576-1814
john@johnmartinka.com
Jessica@martinkaconsulting.com
Short and sweet - only two jammed packed minutes!
I've been saying for years 50 to 80% of small and midsize business by selling deals are in companies never advertised or listed by an intermediary. Listen to this podcast to find out why this is true, the three ways and only three ways you can find a business, and the most important word to a business seller.
For more about Martinka Consulting go to www.martinkaconsulting.com. We're also at:
425-576-1814
john@johnmartinka.com
Jessica@martinkaconsulting.com
Using the word "fact" got Dave Chappelle in some hot water. Not paying attention to these buyer and seller facts, aka musts will get you in trouble and may cause your deal to blow up (listen to get the metaphor about blowing up).
Enough said and I hope you enjoy it.
www.martinkaconsulting.com
425-576-1814
john@johnmartinka.com
Steve Ressler: Serial entrepreneur, founder, operator, search fund investor, and more.
Steve’s first company was a startup he describes as “A LinkedIn for government employees.” He sold it to Gov Delivery, stayed on as CMO, helped grow it to 300 people when it sold to Vista PE, the largest software PE firm. He learned how to buy, grow, and improve businesses.
Listen to Steve and learn:
- The type of deals he likes (he’s invested in 30 search funds and over 30 deals).
- What businesses he doesn’t like.
- What makes a good searcher-buyer-operator?
- Different ways to invest in deals and the different levels of investment.
- What he’s looking for during due diligence.
- Signs a buyer “doesn’t have it.”
Steve can be reached at:
sressler@gmail.com
twitter.com/steveressler
You can also sign-up for his monthly newsletter - bit.ly/etamusings
He’s created a number of templates (2-page investment memo, example model) that he’ll share with searchers – just email him.
You can also see his Searchfunder post on "5 Cautionary Tips for Dealing with Friends & Family Investors at https://www.searchfunder.com/post/5-cautionary-tips-for-dealing-with-friendsfamily-investors
For more about Martinka Consulting go to www.martinkaconsulting.com. We're also at:
425-576-1814
john@johnmartinka.com
Jessica@martinkaconsulting.com
Tampa based Sam Rosati left the world of accounting and law to buy and invest in small businesses. He loves the challenge and the rewards. Listen as he tells his story including:
- How there (still) are good businesses at good prices.
- Why a sexy business may not be your best option.
- How a good search will equal a larger number of potential deals.
- Why relationships with intermediaries is key (don't look at them as a transaction).
- If you're a white collar buyer search is easy but will you be comfortable if your office is a warehouse.
- Quit planning and do it.
Great discussion from a seasoned buyer. Take a look at Sam's website, www.pursuantcapital.com and you can reach out to him at sam@pursuantcapital.com or on Twitter and LinkedIn,
For more on Martinka Consulting contact us at:
john@johnmartinka.com
jessica@martinkaconsulting.com
425-576-1814
www.martinkaconsulting.com
The caller said my client wasn't the right fit for the business. Why not given he had both manufacturing operational and sales and marketing experience and it was a manufacturing business needing to grow?
In a short and direct episode we cover what goes into being considered qualified, what the most important element is, and why the highest price doesn't always get the deal.
For more on Martinka Consulting contact us at:
john@johnmartinka.com
jessica@martinkaconsulting.com
425-576-1814
martinkaconsulting.com
Due diligence for business buyers is more thorough than ever given Covid, supply chain issues, employee unrest, HR minutia and more.
Hear about what's changed and what hasn't changed. And, as mentioned in the podcast, if you'd like a copy of our Initial Disclosure form (over 30 questions to uncover early red flags) contact John or Jessica at:
john@johnmartinka.com
jessica@martinkaconsulting.com
425-576-1814
martinkaconsulting.com
Young, smart, entrepreneurial, and aggressive describe Lance Barnard, the owner of Ward Road Pharmacy in Arvada, CO (an institutional not retail pharmacy). Listen to Lance discuss:
- Why Ward Road Pharmacy?
- Working with Lisa Forrest and Live Oak Bank and the value they brought to the deal.
- Due diligence lessons learned.
- His first few days and the little things he did to build a relationship with the employees.
- Advice to other buyers.
- Is there a bolt-on acquisition in his future?
You'll hear a very genuine and heartfelt story about his journey.
Business buyers (good ones anyway) are known for being a breath of fresh air at the company. They do it in a variety of ways, as I discuss.
But what about for ongoing owners, not new owners? You'll learn four techniques to make yourself as exciting to the employees as a new owner is.
Tying this to selling a business, I discuss some tips from a (now retired) business broker, one of the best. I also cover some statistics on business owner and their (lack of) exit planning and what this means for business buyers.
Neville has an interesting background. From being a Chartered Accountant in South Africa, to working for Deloitte in the US, to realizing his biggest value add is helping small businesses plan their sales and execute the plan.
He uses his knowledge of numbers to make sure margins are hit, compensation is correct, and profitable sales are made.
You can reach Neville at (206) 850-4086 and check out his website at www.solidifysolutions.com.
Todd Eberhardt is a serial entrepreneur having owned five companies. He's taken that experience and the interviews with over 7,000 CEOs and owners to help others.
His speciality is working with owners in their first three years and last three years. That's where he's found he can make the biggest impact.
In this episode Todd talks about:
- What kind of leaders look for a coach.
- Why they do so.
- His Dynastic Catapult.
- What it takes to grow 5X in 5 years.
- Who should have an advisory board and a formal board.
And lots more. Have a listen and check out www.dynastylc.com.
Christine Martin is a co-founder of The Valtas Group, www.valtasgroup.com. They filled a huge market gap by helping non-profit organizations with:
- Recruitment of C-Level people
- Interim/fractional CEOs and other executives
- Project work on succession planning, strategy, and more
She shares insights on:
- Why and how Valtas was started
- The market need
- Market conditions for non-profits
- The mistakes many non-profits make
- How businesspeople can best add value to a non-profit
This episode shows there is very little difference between running a for profit or a non-profit organization.
You can reach Christine at Christine@valtasgroup.com.
There's an old saying, "You can't buy a business until you find one" and in this episode I cover the top three roadblocks to Getting the Deal Done related to search.
It's a busy world for business buying and selling and a buyer has to set themselves apart from the crowd. In 8 jammed packed minutes learn why it's so important to search 100% of the market, how to set yourself apart from other buyers, and why relationships rule.
We all love lists and here's a great one. Our top business buying rules that every business buyer (and seller) should pay attention to. Spoiler alert, the top three are:
- It's a relationship business, more than anything.
- Cash is King, as is cash flow.
- It's work. It's a sales effort just like finding customers.
Watch and learn what savvy buyers know.
Mario Juarez works with individuals and companies to improve their storytelling. As he says, he feels like the luckiest guy in the world because of what he does, which is truly his passion.
Stories elicit emotion and Mario tells us a bit about why this is not known in the corporate world, especially with data driven companies (and any sales pro will tell you people buy baed on emotion and then justify it with logic, aka data).
Hear about mistakes, successes, and heartwarming stories. And start working on your next story!
Mario can be reached at mario@mario-juarez.com or 206-650-1056. As he says in the podcast, he's really expensive - to spend an hour with him will cost you a latte.
From my book, Company Growth by Acquisition Makes Dollars and Sense, I cover the top 10 reasons to consider this growth strategy (there are 19 reasons in the book).
Many give examples of clients who were motivated by that particular reason.
Doug Hall with Resources for CEOs is an expert on getting business owner's operating plan out of their head and into a form useful for their team.
Doug has come to realize owners' typical frustrations are:
- Lack of freedom (time)
- Lack of profits
- Boredom, i.e. losing interest
- Lack of an inspiring purpose
Drawing on proven techniques, he's created strategic and specific action items to improve success. Obviously passionate about what he does, his enthusiasm about helping owners is contagious.
You can reach Doug at (425) 760-8103 or doug@resourcesforceos.com.
The Golden Rule - whoever has the gold (money) makes the rules.
In most SMB buy-sell deals the bank has most of the money and, therefore, they make the rules. And like everything else in life, the rules aren't static.
I go over:
- The main differences between conventional and SBA loans.
- What you can and can't do with an SBA loan.
- Why debt coverage is so very, very important
- The 5 C's of banking and why they've reappeared
- A bank president's opinion on a borrower putting up their home equity
All in non-technical (no bankese) language
Goodwill is legitimate accounting term. Blue Sky and Air Ball are not.
To some people they mean the same thing, which is completely wrong. Learn the differences and what it means to a SMB buy-sell deal.
Most importantly, business buyers and banks should want a LOT of goodwill because it means the business' value is based on profits (not assets).
Over and over I talk with owners who haven't done the little things to be able to sell for maximum value. Plus, they haven't prepared themselves by thinking through the personal side of selling a business.
Listen and find out the first three questions an owner should ask themselves and the four most important things they can do to exit with style, grace, and more money.
And for business buyers, these things may be opportunity or peril depending on how serious they are to the business.
Washington State just passed a bill into law mandating payroll deductions for a mandatory long term care insurance policy. All ages from teens to people in their 80's, very few ways to opt out, and very skimpy benefits.
One opt-out is to have your own LTC coverage but the rules keep changing. Plus, some rules aren't defined yet and won't be until it's too late for those thinking of opting out to get their own policy.
Learn all the gory details from our guest, Carol Guilbault, who for 20 years has worked exclusively with LTC insurance.
Odd Dog Media, www.odd.dog, is one of Seattle's leading digital marketing agencies. Adam shares thoughts on:
- Uses of social media for businesses
- Paid search
- Organic search
- Mistakes to avoid
- Why reviews are so important for small businesses
- The Odd Dog app, free to clients to generate instant reviews from happy customers
- Exactly what Odd Dog does to benefit their clients
I learned a lot of this as Adam speaks in non-technical language, no industry jargon, and I'm sure you'll learn a lot also. You can reach Odd Dog Media at 206-569-8998.
Straight from my book, Buying a Business That Makes You Rich, here are my top 10 mistakes buyers make. Listen to find out what they are and they cover:
Search
Due diligence
Transition
Valuation
Looking for perfection
Cynthia Kaiser has a 20 year background in helping people improve their communication and attachment style. This means better relationships, in business and personally.
She is the author of Understanding Attachment Styles and her work helps increase a company's messaging and, more importantly, increase sales.
Learn the following:
- How to better resolve conflict.
- Finding the right words for the situation.
- Getting people to listen to you.
- Why attachment style is important.
- And much more.
She can be reached at cynthia@kaiseradvisors.com and 206.420.2923.
Who's right for a franchise? Why get one? What should a franchisee expect from their franchisor?
Charlie gives us insights into the franchise world, which has been more popular than ever since Covid hit.
Charlie talks about the things he looks at to determine a good fit for a potential franchisee, red flags in a franchise model, and a success story of a past client.
Profit, Net Operating Income, EBIT, EBITDA, SDE, Adjusted or Recast Earnings, and Free Cash Flow (which is the most important) - what do they all mean?
I dissect all of these terms and what they mean to business buyers, sellers, lenders, and valuation people.
A few things covered:
- Using EBITDA to calculate return on investment on an asset heavy business is foolhardy.
- Owner compensation is not discretionary, just like your mortgage, utility bills, etc. are discretionary.
- Free cash flow is what it's all about.
And, this is covered in all my books including Chapter 45 in Getting the Deal Done!
Joe is a true entrepreneur. Hear about how he came to start Tutta Bella, his passion for food, quality, and people, how he supports the community, and actually gets government officials to listen to him (sometimes).
As we know, the restaurant industry was devastated by Covid. Tutta Bella was fortunate to be able to pivot to being a food provider and having a strategic partner (QFC) to allow that pivot to be successful.
As all businesses should be, Tutta Bella is constantly looking on how to evolve, be nimble, and expand.
Best of all, they have the best pizza you'll ever have.
This real life example is a great story about an owner who experienced one or more factors for each of the the top three roadblock categories to selling for maximum value.
- There was a huge dependency.
- No financial planning.
- Bad relationship (with the buyer).
Hear the details.
Hackers - Scammers - Phishing - the Dark Web - Ransomware - Yikes!
Listen to cybersecurity expert David Henderson as he talks about the above, protecting your company and yourself, and technology mishaps his firm has helped prevent and fix.
Not sure this is for you? Think about recent hacks of Microsoft Exchange, Solarwinds, and LastPass. A client recently got hit with a ransomware attack. Not only scary but really expensive.
John provides a synopsis of Chapter one of the book, If They Can Sell Pet Rocks Why Can't You Sell Your Business (For What You Want?) .Filled with real life stories of success and not-so-successful exiting situations and:
- Why this book is important.
- If your business has become a prison...
- Number one difference between selling a house and a business.
- Be ready when the phone rings.
- Three questions to ask yourself when thinking of selling.
- Who's the real decision maker.
- Types of buyers
- ACTION (tm) to sell a business
This is a great overview of the start of the process to exit with style, grace, and more money.
David is the author of eight books on business buying and selling plus a YouTube channel with hundreds of episodes.
He specializes in Main Street businesses, which he defines as those with EBITDA of under $500,000 and in this episode he discusses the positives and negatives of buying and selling companies in this size range. These are really businesses in need of an owner-operator.
David also covers:
- Buyer mistakes
- Earning definitions
- Seller misconceptions
- Provides a great success story (with it's ups and downs)
You can find out more about David at www.davidcbarnett.com or on You
Tube. #davidbarnett, #@dbarnettmoncton
Marty has been entrepreneurial as long as he can remember. After realizing his VP job was not as fun as developing leadership teams, he “cashed out” from big corporate and got back to his entrepreneurial roots. He founded a business, grew it to over 100 people, and got an offer to sell it, which he accepted.
He then got back to his passions – Developing entrepreneurial leadership teams and making a larger impact on many small businesses.
We discussed how to develop an organization and manage people energy through EOS (Entrepreneurial Operating System) and he will expand on the key components:
- Vision
- Traction
- Healthy
What structure are you going to use? Are you and your team going to implement it? Marty talks about why the key to a successful business process is implementation.
You can see more about Marty and EOS at www.vondrellleadership.com.
An owner asked John about what really is goodwill and he discusses goodwill and what it means in buy-sell deals. Learn about:
- What is goodwill
- Different types of goodwill
- Personal versus company goodwill
- How its components affect valuation
- Goodwill in a buy-sell deal's asset allocation
- Goodwill and the C-corp trap
This is a practical explanation along with some examples to give novices and experienced people valuable insights.
Jim is the 2nd generation owner of Randob Labs in the Hudson Valley area in New York. Randob manufactures and distributes a variety of over-the-counter pharmacutical products including:
- Sting Kill
- Balmex
- Dormin
Jim discusses growth in an industry where it's very expensive to create and market a new product (hint, growth by acquisition has worked for him). This is just one of the changes he brought to the company when he took over.
2020 brought its own challenges including factories at reduced capacity, material shortages, and the lack of in-person meetings with customers. Listen how he overcame these issues and what he did to use the changes for his benefit.
You can see more about Randob at www.randob.com.
Chameleon Technologies is a 20-year-old company servicing both traditional and technology businesses and they have three divisions. They work with small, mid-sized, and large companies. Their divisions are:
- Chameleon Staffing is a seasoned executive search and IT recruiting agency.
- Chameleon BI is focused on delivering solutions in the data services space.
- Reporting as a Service (RaaS) is their newest division.
Melissa discusses her three divisions and how she keeps two teams motivated, while working remotely. You can see more about the firm at www.chameleontechnologiesinc.com.
Jennifer is the business development manager for Dataworks Consulting in Newcastle, WA. They are a managed service provider with clients throughout the Puget Sound area. Listen to her discuss:
- Ransomware (just happened to a client of mine)
- What to watch out for when moving to the cloud
- What does working from home mean to employers
- What is the number one cyberthreat to your business?
- How secure are your passwords (probably not very)
- Is anti-virus software still important?
- The dark web and what it means
This is a fascinating and sometimes scary discussion about things we now all depend on.
A synopsis of Chapter One of Buying a Business That Makes You Rich; Toss Your Job Not the Dice covers:
- The leap of faith buyers (and others) make.
- Why consider business ownership?
- Is business ownership for you?
- How the corporate world trains people to be successful owners.
- Different paths to ownership.
- What it takes to be a successful buyer and operator.
- A story of what happens when buyer fever rages.
In a short, concise, and insightful discussion Morgan Rogers talks about some of the problems the firm solves for clients, how they help clients increase profits and productivity, as well as what they do to assist in raising or borrowing money.
Morgan also shares some examples of clients who changed their business model due to Covid.
Will companies return their workers to high-rises? If so, how many and when? What about office rents in Seattle versus the Eastside?
Will industrial space remain a strong market?
Eric Postle is a tenant and buyer agent for commercial real estate. He doesn't list properties for sale or represent landlords so he brings the perspective a tenant or buyer needs.
With three decades of experience Eric is truly an expert. He is the Seattle representative for ITRA Global, an international firm with offices in about 30 cities.
Rick Locke left the corporate world, bought Windows Doors & More in Seattle and a few years later he bought Montana Sash & Door. Both companies are thriving under his leadership.
He candidly talks about the buying process, the improvements he made, and some of his mistakes as he transferred from corporate American to small business. Hint: not everything done and done well in the corporate world translates to a small business. There's a reason employees work there - they don't want to work for a huge company.
Lisa Forrest tells us what makes Live Oak Bank special with a big part of it being their channel experts for over 20 industries including pharmacy, dentists, HVAC, government contracts.
Lisa is a great SBA lender and a lot more. She talks about the different loan structures she has available in addition to and besides the SBA program. And, what relationship means to a lender (it's not just the numbers).
We also discuss search funders and all the variations, how her bank's expertise saves clients on due diligence expenses, and what the new SBA policies mean to a business buyer, while providing a real life example.
Dan Weedin is with Emerging Risk Solutions and is an expert on risk prevention, response, and recovery. He shares insights on identifying areas of risk, assessing the impact of each risk, and preventative actions.
While most of us think about things like floods or earthquakes he tells us why they are not what we should worry about.
To steal a bit of his thunder, the top risks these days are not floods or earthquakes.
Listen and learn from Dan's experience.
Gregory Kovsky with IBA (www.ibainc.com) is an experience business broker. He and his team sell businesses and only sell businesses. They are, as Gregory says, a hired gun that doesn't do consulting, advising, or prepping the business. They sell businesses.
Rob Kaplan shares his thoughts on modernizing the business he bought in 2015. Over the past few years he's moved the business, upgraded the technology, streamlined the product lines, and was forced to change his sales and marketing due to Covid.
Supply chain issues have affected his industry (order a hot tub in early 2021 and probably get it in early 2022) and he shares how he stayed ahead of the curve.
This is a great story from a very dynamic business owner.
Ted Hoffman is the owner of Clothworks, a firm that designs, manufacturers, and distributes fabric, primarily to quilting industry stores.
Ted bought the business, which is over 50 years old, in 2006. He and his wife Candace have grown it and expanded its reach. Like most of us, he faced challenges with Covid and he shares what they do.
Scott went through a frustrating process of trying to buy a non-operational company whose product he loved. He shares his thoughts on how it's important to:
- Know what the other side really wants.
- Don't let the lawyers get involved in business discussions.
- Communicate regularly (weekly) with scheduled calls or meetings.
- Look in the mirror so you know your options.
- Use advisors to keep from getting buyer fever
There's a lot going on in the Puget Sound area with commercial real estate. Downtown Seattle is empty during normal business hours, scores of companies are having anybody who can work from home do so, and Amazon and others are expanding into Bellevue (and elsewhere). My good friend Billy Poll shares his thoughts on the market in 2021. Some of his insights will surprise you if all you've seen or heard so far are the attention seeking headlines. Pay attention to the following:
- Buyers and tenants are looking for "great" deals and are those deals out there.
- Why industrial is the hottest sector.
- Both sides should be realistic and be willing to ask for help.
- Landlord and a business buyer and seller need to have a solid relationship.
Chris is the VP of The Fearey Group, Seattle's (and the West Coast's) premier PR firm. He shares lessons from their clients, seeing the market, and moving forward. Their wide variety of clients gives them a variety of industries, including the new Seattle Hockey team, the Kraken.
He also covers the use of technology for all businesses and its use after the pandemic, remote working for those firms who have this option and the ability to attract talent nationwide (worldwide actually).
John Pletsch is the founder and president of Electric Pen, one of Seattle's best marketing and branding companies. They also to presentation design, website design, and offer comprehensive marketing services.
Their clients include local firms like Sunrise Plumbing and the law firm of Helsell Fetterman, and Paratex along with national names like DocuSign and VMware.
Listen as John shares his thoughts on business in 2021 including:
Keeping his staff in-the-loop.
- Why dropping marketing money in tough times is dumb.
- How digital marketing lets you speak to very specific targets.
- Why being aware of personal health - mental, physical, and spiritual - is important.
Brian is the VP and former third generation owner of Aqua Quip with 10 locations in the Puget Sound area. They are now owned by Leslie's, the largest seller of pools, spas, and supplies. Aqua Quip has been through a lot in 2020, including growth, supply chain issues, safety concerns, and more. Brian is one of the most articulate and knowledgeable businesspeople I know so pay attention to what he says. For more on Aqua Quip go to www.aquaquip.com.
His insights cover:
- How customers have accepted the Covid changes.
- How he keeps his team together.
- Why vendor relationships and loyalty to them pays off.
- The benefits of buying locally.
Business Buyer Advocate Ted Leverette shares his insights on what business sellers can do to make their business more attractive to buyers, risks in buy-sell deals, 2020 surprises, and, most importantly, tells owners the number one thing they can do NOW to improve their situation and future.
Join us for this fast-paced, compact, and highly informative session and to contact Ted go to www.partneroncall.com.