M&A Talk (Mergers & Acquisitions), by Morgan & Westfield: Recent Episodes
Morgan & Westfield
M&A Talk is the #1 show exclusively focused on mergers & acquisitions. At M&A Talk, we bring you interviews with experts in private equity, business valuations, law, finance, and all topics related to M&A. We speak with the most experienced professionals in the industry to share their insights. Our past experts have included CEOs, authors, investment bankers, attorneys, CPAs, private equity partners, business appraisers, VC investors, and more. Brought to you by Morgan & Westfield (www.morganandwestfield.com), a nationwide leader in M&A. Access show notes on all M&A Talk podcasts at www.morganandwestfield.com/resources/podcast/
In this episode, Heather Endresen, founder of Viso Business Capital, joins Jacob Orosz to break down what it takes to secure the best possible SBA financing when acquiring a business. You'll learn how to evaluate lenders, avoid common pitfalls in the SBA loan process, and structure a deal that keeps execution risk low and your odds of closing high.
View the complete show notes for this episode.
Want To Learn More?
- SBA Financing When Buying or Selling a Business
- Small Business Acquisition Financing
- M&A Seller Financing: A Complete Guide
Additional Resources
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
In this episode, you'll learn the difference between selling your business to a holding company versus an operating company. You will discover how your choice of buyer impacts your role after the sale, your team's future, and your second payout. Understanding these buyer styles will help you avoid lowball purchase offers and boost the value of your future sales and bonus payouts.
View the complete show notes for this episode.
Want To Learn More?
- Selling to a PE Firm as Part of a Roll-up
- Earnouts When Selling or Buying a Business | Complete Guide
- M&A Guide | The 4 Types of Buyers of Businesses
Additional Resources
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Learn how outside growth funding can help you expand your operations rapidly and achieve the highest possible price when you sell your company. This episode breaks down practical strategies for using growth capital to scale without giving up total control or straining your cash flow with heavy debt payments. You'll discover how to prepare your financials for strategic investors and avoid misallocating funds before an exit.
View the complete show notes for this episode.
Want To Learn More?
- Accelerate Your Company's Growth
- Seller's Discretionary Earnings (SDE) | Definition & Examples
- EBITDA | Definition, Formula & Example – A Complete Guide
- M&A Guide | The 4 Types of Buyers of Businesses
Additional Resources
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
If you have any topic or guest suggestions for M&A Talk, please email them to podcast@morganandwestfield.com.
How can you get on the path to entrepreneurship by acquiring an established business rather than building a start-up? Harvard Business School professors Royce Yudkoff and Rick Ruback share their insights into the nuances of search fund investing, including the challenges of finding high-quality, enduringly profitable businesses. They focus on the appeal of the lower-middle market, the advantages of finding a founder nearing retirement, and the appeal of the search fund approach toward entrepreneurship.
View the complete show notes for this episode.
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
Managing expectations and understanding what potential buyers look for is critical to selling a business successfully. Jason Hullender offers tips on how to get the sale of your business across the fifty-yard line and into the end zone. He discusses the top areas where buyers and sellers have unrealistic expectations, the importance of a company's valuation, understanding EBITDA, how customer concentration and competitive advantages fit into the mix, and why you should be prepared for the due diligence process.
Learn More:
- Quality of Earnings in M&A – The Ultimate Guide
- Business Valuation Guide: Do I need a Valuation?
- M&A Due Diligence | Checklist & Overview
- How Long Does it Take to Sell a Business?
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Industry roll-ups: What are they? How do they work? What's in it for the business owner? Brandon Blewett, Head of M&A at Pave America, discusses what you can expect when selling your business to a PE firm as part of a roll-up.
View the complete show notes for this episode.
Want To Learn More?
- Why Do Companies Acquire Other Businesses?
- Earnouts When Selling or Buying a Business | Complete Guide
- Net Working Capital (NWC) for M&A – A Complete Guide
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
When you sell your business, co-owner friction can destroy your hard-earned equity. This episode breaks down how internal disagreements affect your exit and why transparent communication with buyers preserves your leverage. You will discover how to resolve deep-seated stalemates through professional mediation, restructure uneven family roles, and implement robust buy-sell agreements.
View the complete show notes for this episode.
Want To Learn More?
- Navigating Partnership Disputes: Lessons from a Valuation Expert
- How to Sell Your Family Business
- Why Do Some Businesses Not Sell?
Additional Resources
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
In this episode, we discuss how financial due diligence is different from your regular compliance bookkeeping and how to clean up your books to secure the highest possible purchase price. You'll discover how simple accounting mistakes can destroy trust with buyers, lead to sudden price reductions, and even kill a deal.
View the complete show notes for this episode.
Want To Learn More?
- The Role of Accountants When Selling Your Business
- M&A Due Diligence Preparation
- Quality of Earnings in M&A – The Ultimate Guide
Additional Resources
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
If your business has multiple divisions or product lines, selling a piece of it — without selling everything — could unlock serious value. This episode breaks down exactly how carve-out transactions work, what makes them complex, and how to prepare before a buyer ever shows up. Walk away knowing what separates a smooth deal from an expensive mess.
View the complete show notes for this episode.
Want To Learn More?
- M&A Reps & Warranties | A Complete Guide
- M&A Due Diligence Preparation
- Adjusting Financial Statements: A Complete Guide
Additional Resources
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Discover why managing human dynamics and transaction timelines is just as critical as the legal paperwork when you sell your company. Learn how an experienced lead advisor protects your purchase price from collapsing when technical gridlocks, net working capital adjustments, or due diligence delays threaten your exit. This episode delivers the actionable strategies you need to keep your advisory team aligned and secure the maximum value for your business.
View the complete show notes for this episode.
Want To Learn More?
- Net Working Capital (NWC) for M&A – A Complete Guide
- M&A Due Diligence Preparation
- The Role of M&A Lawyers When Selling Your Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Discover how the massive influx of retiring owners is shifting the market and why a new wave of highly sophisticated, funded buyers wants to acquire your business. Learn how to spot the perfect buyer who will preserve your legacy, protect your team, and pay top dollar for your company.
View the complete show notes for this episode.
Want To Learn More?
- Entrepreneurship Through Acquisition: Insights from Harvard Business School Experts
- M&A Guide | The 4 Types of Buyers of Businesses
- Should I Use SDE or EBITDA to Value My Business for Sale?
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Unprepared business owners leave millions on the table or watch their deals collapse at the finish line during buyer due diligence. Discover how a proactive financial review shields your profits, forces buyers to take your asking price seriously, and protects your hard-earned wealth post-closing.
View the complete show notes for this episode.
Want To Learn More?
- Quality of Earnings in M&A – The Ultimate Guide
- M&A Due Diligence Preparation
- Preparing Financial Statements When Selling a Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Learn how to keep more of your hard-earned money by outperforming traditional private equity timelines. This episode reveals how to compress your exit strategy from years into months while maximizing your final payout.
View the complete show notes for this episode.
Want To Learn More?
- Selling a Business: A High-Level Overview
- How Long Does it Take to Sell a Business?
- EBITDA | Definition, Formula & Example – A Complete Guide
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Selling your business today requires more than just good financial statements; you need to understand the macro forces that shift buyer behavior. Learn how to navigate shifting interest rates, the AI revolution, and political uncertainty to ensure you exit at the highest possible value.
View the complete show notes for this episode.
Want To Learn More?
- Business Exit Plan & Strategy Checklist | A Complete Guide
- The Role of Family Offices in M&A
- M&A Basics: Building a Sellable Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
In this episode, we explore the rapidly growing world of search funds and why these hungry entrepreneurs might be the perfect buyers for your business. Discover how selling to a searcher allows you to protect your legacy, cash out on your terms, and ensure your company thrives under fresh, dedicated leadership.
View the complete show notes for this episode.
Want To Learn More?
- M&A Guide | The 4 Types of Buyers of Businesses
- What To Expect When Selling Your Business To A Search Fund
- EBITDA | Definition, Formula & Example – A Complete Guide
Additional Resources
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Stop guessing what your business is worth and start understanding what dictates your sale price. This episode reveals how private equity firms categorize companies by EBITDA and why the lower middle market is currently the goldmine for savvy sellers. Learn how to position your company as a high-value platform or a strategic add-on to secure the best possible deal.
View the complete show notes for this episode.
Want To Learn More?
- What's a 'Main Street' vs. a Middle-Market Company?
- EBITDA | Definition, Formula & Example – A Complete Guide
- M&A Guide | The 4 Types of Buyers of Businesses
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Sharing the news of a sale is the one topic that keeps business owners up at night more than taxes or price. If you disclose the news too early or without a strategy, you risk destabilizing your team, triggering key departures, and even killing the deal entirely. This episode provides a tactical roadmap for timing your announcement, building trust with your leadership, and ensuring your staff stays motivated to see the transaction through to a successful close.
View the complete show notes for this episode.
Want To Learn More?
- Informing & Retaining Employees When Selling a Business
- How To Maintain Confidentiality When Selling Your Business
- Everything An Entrepreneur Needs to Know About Selling to PE Firm
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Your business might be a diamond in the rough for the right investor. Learn how private equity firms identify operational gaps and the specific steps you can take to double your value before hitting the market.
View the complete show notes for this episode.
Want To Learn More?
- EBITDA | Definition, Formula & Example – A Complete Guide
- The Role of Family Offices in M&A
- Negotiating an M&A Purchase Agreement | M&A Tips
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
This episode reveals how professional service firms, from accounting to consulting, can break free from the billable hour trap to command massive exit multiples. Learn the exact blueprint for transitioning your firm to a recurring revenue model that attracts private equity and ensures your business survives and thrives long after you hand over the keys.
View the complete show notes for this episode.
Want To Learn More?
- Allocation of Purchase Price & Taxes When Selling a Business
- M&A Guide | The 4 Types of Buyers of Businesses
- Reducing Concentrations of Risk Before Selling Your Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
To net $10 million when you sell, you must grow your company's value to at least $15 million to cover taxes and fees. This episode reveals how to break through the revenue glass ceiling and decentralize your business so it thrives and sells without you.
View the complete show notes for this episode.
Want To Learn More?
- Business Exit Plan & Strategy Checklist | A Complete Guide
- Reducing Concentrations of Risk Before Selling Your Business
- M&A Basics: Building a Sellable Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Stop being the bottleneck in your own company and start building an asset that high-value buyers actually want to acquire. Learn the "golden rule" of sellability and how to transition from a stressed owner-operator to a successful investor with multiple eight-figure exits.
View the complete show notes for this episode.
Want To Learn More?
- M&A Guide | The 4 Types of Buyers of Businesses
- Selling a Business: A High-Level Overview
- The Fungibility of Businesses as an Investment
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Don't let your dream exit turn into a corporate nightmare. Learn how to protect your team and your sanity when staying on post-sale.
View the complete show notes for this episode.
Want To Learn More?
- After the Sale – Planning a Smooth Integration with the Buyer
- Negotiating the Letter of Intent
- The M&A Training & Transition Period
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Stop worrying that selling your company means handing your loyal staff a pink slip. Learn how growth-minded buyers actually protect your workforce to secure their investment and scale the business. This episode reveals the best time and ways to announce a sale to your employees.
View the complete show notes for this episode.
Want To Learn More?
- M&A Guide | The 4 Types of Buyers of Businesses
- How To Maintain Confidentiality When Selling Your Business
- Informing & Retaining Employees When Selling a Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Learn how to bridge the price gap when selling your company without losing control of your future payments. This episode reveals why you should never rely on verbal promises and how to lock in your earnout through ironclad legal protections. Discover the secrets to maintaining your budget and team after the deal closes so you actually get paid every dollar you deserve.
View the complete show notes for this episode.
Want To Learn More?
- Earnouts When Selling or Buying a Business | Complete Guide
- Negotiating an M&A Purchase Agreement | M&A Tips
- M&A Reps & Warranties | A Complete Guide
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Most business owners unknowingly lower their company's value by staying too involved in daily tasks. Learn how to remove yourself and build a self-sustaining asset that attracts premium offers. This episode reveals the systems and leadership structures you need to attract high-value buyers and ensure a smooth transition.
View the complete show notes for this episode.
Want To Learn More?
- Adjusting Financial Statements: A Complete Guide
- EBITDA | Definition, Formula & Example – A Complete Guide
- Negotiating the Letter of Intent
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Don't let a buyer slash your purchase price during the final days of a deal because you failed to prepare your financials for heavy scrutiny.
View the complete show notes for this episode.
Want To Learn More?
- Quality of Earnings in M&A – The Ultimate Guide
- Most Common Deal Killers When Selling Your Business
- M&A Due Diligence | Checklist & Overview
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Stop running a lifestyle business and start building a high-value asset that investors and acquirers will compete to buy at a premium price.
View the complete show notes for this episode.
Want To Learn More?
- Should I Use SDE or EBITDA to Value My Business for Sale?
- Business Valuation Standards of Value & Fair Market Value
- Increasing the Value of Your Business | The RVD Model
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
When you decide to sell your business, you're entering a high-stakes arena where the person across the table buys companies for a living. To them, you are prey to be out-negotiated; to you, this is the most important financial event of your life. This episode pulls back the curtain on the tactics sophisticated buyers use to lure sellers into lopsided deals, from discouraging the use of advisors to intentionally dragging out due diligence to induce deal fatigue.
View the complete show notes for this episode.
Want To Learn More?
- M&A Guide | The 4 Types of Buyers of Businesses
- Selling a Business | How to Screen Individual Buyers
- Why Do Buyers Disappear When Selling My Business?
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Learn the absolute biggest mistakes sellers make, straight from a buyer who has acquired over 20 businesses and sees thousands of deals. Prepare for your business exit by fixing these mistakes now to secure your ideal closing price.
View the complete show notes for this episode.
Want To Learn More?
- Adjusting Financial Statements: A Complete Guide
- Business Broker & M&A Advisor Agreements | A Complete Guide
- The Role of M&A Lawyers When Selling Your Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Stop letting questionable add-backs and messy books cost you hundreds of thousands on your business sale. Learn exactly what bank lenders, especially those focused on SBA 7(a) loans, will and will not accept when calculating your actual Seller's Discretionary Earnings (SDE). Discover the concrete steps you must take now to ensure your financials are clean, verifiable, and support the highest multiple for your exit.
View the complete show notes for this episode.
Want To Learn More?
- Adjusting Financial Statements: A Complete Guide
- Quality of Earnings in M&A – The Ultimate Guide
- Preparing Financial Statements When Selling a Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Stop guessing what your business is truly worth and learn the core differences between the lower and upper middle markets and what drives a higher business valuation. Discover why professional buyers focus less on revenue and more on durable cash flow and why professionalizing your operations is your ticket to a bigger exit. Start working on your exit plan now to demand a better multiple later.
View the complete show notes for this episode.
Want To Learn More?
- Business Valuation Basics: 9 Critical Concepts to Understand
- Should I Use SDE or EBITDA to Value My Business for Sale?
- Business Valuation Checklist: 3 Traps to Avoid
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Don't miss the boat on massive tax savings when you sell your company—most business owners wait too long and pay millions more than they should. Discover a powerful, decades-old strategy to legally defer nearly all your capital gains taxes and secure a lifelong income stream after your business exit. Learn when to act and exactly which experts to assemble for your winning exit planning team.
View the complete show notes for this episode.
Want To Learn More?
- Allocation of Purchase Price & Taxes When Selling a Business
- Can you sell your business and pay $0 in federal income tax?
- Why You Need To Think About Taxes Early When Selling a Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
This episode is your essential guide to surviving financial due diligence, the number one hurdle in selling your business. Learn how to prepare your company's books before you go to market, ensuring buyers see a clean, consistent EBITDA that justifies your asking price. Stop leaving millions on the table and discover the expert moves that speed up the process and guarantee a successful M&A exit.
View the complete show notes for this episode.
Want To Learn More?
- Most Common Deal Killers When Selling Your Business
- Preparing Financial Statements When Selling a Business
- M&A Due Diligence Preparation
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
You already know about independent sponsors and search funds, but the entrepreneurship through acquisition (ETA) trend is transforming the market. These buyers are sophisticated, well-funded entrepreneurs who buy businesses and ensure a quick succession plan and a smoother closing process for owners ready to retire. Listen to learn why these educated buyers are a powerful, focused group actively looking for businesses like yours.
View the complete show notes for this episode.
Want To Learn More?
- M&A Guide | The 4 Types of Buyers of Businesses
- The Basics of Independent (Fundless) Sponsors in M&A
- Preparing Financial Statements When Selling a Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Finding a buyer for your business is only half the battle, and due diligence can feel like a daunting hurdle. This episode explores three major trends you can expect in your due diligence process. You'll learn how AI is revolutionizing the process, why specialization matters, and how to get ahead of buyers by doing your own sell-side diligence to get a better price and a faster close.
View the complete show notes for this episode.
Want To Learn More?
- M&A Due Diligence | Checklist & Overview
- M&A Due Diligence Preparation
- M&A Closing Process | A Complete Guide
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
—
Did you know that you can sell your business without giving up your brand, your team, and your legacy? This episode introduces a unique type of buyer, one who invests in your business without taking it over. You'll learn how to get paid, keep running your company with its brand and culture intact, and have multiple opportunities for additional cash in the future.
View the complete show notes for this episode.
Want To Learn More?
- Business Exit Plan & Strategy Checklist | A Complete Guide
- M&A Basics: Building a Sellable Business
- M&A Guide | The 4 Types of Buyers of Businesses
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Ever wondered what goes on in a private investor's mind when they're evaluating your business? This episode takes you behind the curtain to get a buyer's perspective on what truly matters in a deal. You'll learn how to overcome a stubborn mindset, the importance of transparency, and why a buyer partnership might be exactly what you need.
View the complete show notes for this episode.
Want To Learn More?
- M&A Guide | The 4 Types of Buyers of Businesses
- 8 Signs You Aren't Ready to Sell Your Business
- Reducing Concentrations of Risk Before Selling Your Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
It's time to stop focusing on the day-to-day of your business and start thinking about how you want to exit in the future. This episode explores the mindset you need to have to exit your business on your own terms successfully. You'll learn how to build tangible value, empower your team, and define your life beyond the sale.
View the complete show notes for this episode.
Want To Learn More?
- M&A Basics: Building a Sellable Business
- 8 Signs You Aren't Ready to Sell Your Business
- What Affects How Easy It Will Be to Sell My Business?
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Ever wondered what a buyer is really thinking when they evaluate your business? This episode takes you behind the scenes with a CEO who's acquired 11 businesses. You'll learn what makes a company more valuable, the financial red flags buyers watch for, and how to prepare your business to attract the right buyer and close the deal.
View the complete show notes for this episode.
Want To Learn More?
- Do Buyers of Businesses Pay for Potential?
- Preparing Financial Statements When Selling a Business
- Adjusting Financial Statements: A Complete Guide
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Are you ready to grow your business fast before selling? This episode breaks down how growth equity can help you boost your company's value and secure a much better business exit. Learn the essential components of these deals so you can control your sale and maximize your final payout.
View the complete show notes for this episode.
Want To Learn More?
- Accelerate Your Company's Growth
- Seller's Discretionary Earnings (SDE) | Definition & Examples
- EBITDA | Definition, Formula & Example – A Complete Guide
- M&A Guide | The 4 Types of Buyers of Businesses
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Selling a family business is a unique challenge that can present unexpected hurdles. This episode reveals the complexities you'll face and gives you actionable advice on how to handle them. You'll learn how to navigate family disagreements, plan for your legacy, and prepare for a successful sale that satisfies all involved.
View the complete show notes for this episode.
Want To Learn More?
- Business Exit Plan & Strategy Checklist | A Complete Guide
- Tips on Preparing Your Business for Sale
- Selling a Business: A High-Level Overview
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Don’t let integration problems shrink your payout. This episode guide you through merger integration, revealing how preparing before closing is the secret to a smooth, profitable exit. Learn to proactively shape the transition, de-risk the deal for buyers, and ensure your team stays focused to maximize your sale value.
View the complete show notes for this episode.
Want To Learn More?
- The M&A Training & Transition Period
- M&A Guide | The 4 Types of Buyers of Businesses
- Informing & Retaining Employees When Selling a Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
When a private equity firm buys your business, what happens if they don’t want to sell it before their fund ends? This episode dives into continuation vehicles, a tool firms can use to extend their ownership of your company. We’ll explore how firms might use this vehicle and how it could affect your post-sale life and earnout.
View the complete show notes for this episode.
Want To Learn More?
- M&A Guide | The 4 Types of Buyers of Businesses
- What Returns Do Private Equity Firms Really Generate?
- Deal Killers and Deal Makers: A Private Equity Perspective
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
If you’re thinking about selling your business, you might attract an independent sponsor, a specialized buyer that operates differently from traditional private equity firms. This episode explores how independent sponsors operate, their deal structuring approach, and what they seek in a potential acquisition. Listen to this episode to learn if independent sponsors are a good buyer for you, or if you should target more traditional buyer types.
View the complete show notes for this episode.
Want To Learn More?
- The Basics of Independent (Fundless) Sponsors in M&A
- M&A Guide | The 4 Types of Buyers of Businesses
- Earnouts When Selling or Buying a Business | Complete Guide
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Please note this show was recorded in May 2025, before changes were made to the QSBS regulations.
Did you know that a tax benefit, the Qualified Small Business Stock (QSBS) tax exclusion, can save you millions? Discover how properly structuring your company from the start can lead to a tax-free sale of your C Corporation, potentially saving you millions. You’ll learn the crucial steps to take now to prepare for a successful and highly profitable exit later.
View the complete show notes for this episode.
Want To Learn More?
- Allocation of Purchase Price & Taxes When Selling a Business
- Business Exit Plan & Strategy Checklist | A Complete Guide
- Why You Need to Consider Taxes Before Selling Your Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Looking to supercharge your business and unlock its full potential? This episode reveals how growth equity can be the key to rapid expansion, even if you don’t think you need the capital. Discover the strategic reasons why a growth equity investment can lead to a more lucrative exit in a shorter timeframe, and learn how to prepare your company for a successful partnership that fuels your future.
View the complete show notes for this episode.
Want To Learn More?
- Selling Your Company to a Private Equity Firm vs. a Family Office
- The Benefits of Selling Your Company to a Family Office
- The Role of Family Offices in M&A
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
One of the biggest mistakes you can make when selling your business is not negotiating the letter of intent (LOI). Join M&A Attorneys Mital Makadia and David Siegel while we discuss your negotiating leverage, common mistakes, and problematic clauses in the LOI.
View the complete show notes for this episode.
Want To Learn More?
- M&A Basics | The Letter of Intent
- Negotiating the Letter of Intent
- The Role of M&A Lawyers When Selling Your Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
How can you build your business with the plan to sell it in the future? Join Saul Cohen, a CPA and acquisitions advisor, as we discuss how saleable businesses are intentionally built for sale and typically have higher valuations, with multiples increasing from 2-3 times those of lifestyle businesses.
View the complete show notes for this episode.
Want To Learn More?
- M&A Basics: Building a Sellable Business
- Preparing Financial Statements When Selling a Business
- M&A Guide | The 4 Types of Buyers of Businesses
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
How much had you thought about what life will be like after you sell your business? Join serial entrepreneur and private equity operator Jim Evanger to learn about the life changes after selling a business. Jim shares his experience of selling his first business, the emotional impact, and the subsequent transition to new ventures.
View the complete show notes for this episode.
Want To Learn More?
- Should I Sell My Business?
- Tips on Preparing Your Business for Sale
- The Importance of Persistence When Selling a Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Have you heard about Search Funds and wondered what sets them apart from other investment-based buyers? Join us and Abdel Rahim, a search fund investor, as we discus the search fund model for selling businesses and how it offers founders a smooth transition, flexibility, and potential equity rollover for sellers.
View the complete show notes for this episode.
Want To Learn More?
- Entrepreneurship Through Acquisition: Insights from Harvard Business School Experts
- The M&A Training & Transition Period
- EBITDA | Definition, Formula & Example – A Complete Guide
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Have you been wondering what the “Big Beautiful Bill Act” means for the sale of your business? Join returning guest Bill Weirsema as we discuss the changes that are designed to make M&A transactions more attractive, reduce tax burdens for both buyers and sellers, and stimulate more activity in the market.
View the complete show notes for this episode.
Want To Learn More?
- Allocation of Purchase Price & Taxes When Selling a Business
- EBITDA | Definition, Formula & Example – A Complete Guide
- Qualified Small Business Stock – Tax Benefit That Could Pay Millions
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
What is the most stressful part of selling your business? Join us as we discuss the recent acquisition of National Pavement Partners and the balance they had to strike between completing due diligence and looking after their customers during their busiest season.
View the complete show notes for this episode.
Want To Learn More?
- M&A Reps & Warranties | A Complete Guide
- Indemnification in Purchase Agreements | M&A Basics
- The M&A Purchase Agreement | An Overview
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Learn all about how the new SBA loan standard operation procedures will influence your sale. Steve Mariani, a financing intermediary, emphasized the importance of understanding these changes, particularly the equity injection rules and the impact on vehicle liens, to navigate SBA transactions effectively.
View the complete show notes for this episode.
Want To Learn More?
- SBA Financing When Buying or Selling a Business
- M&A Seller Financing: A Complete Guide
- Small Business Acquisition Financing
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
What do buyers look for in a business, and how can you increase the value of your business by focusing on these areas? Join us as we discuss strategies for increasing the value of your businesses to attract buyers with Justin Goodbread, a business coach and financial advisor.
View the complete show notes for this episode.
Want To Learn More?
- M&A Guide | The 4 Types of Buyers of Businesses
- Optimizing Your Business for a Successful Exit
- How Involved Will I Be in Selling My Business?
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Sign up for an Assessment and Valuation of Your Business.
- Courses: The Art & Science of Selling a Business
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Once you’ve sold your business, you need to think about how to best secure your future. John Paul Szita, an entrepreneur and real estate investor, suggests allocating at least one-third of your proceeds to real estate investing alongside experienced partners.
View the complete show notes for this episode.
Want To Learn More?
- How to be Happy After Selling Your Company
- How to Be Financially Free after You Sell Your Business
- Critical Financial and Estate Planning Strategies When Selling Your Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Wondering how to build an M&A team that will help you maximize your business’s value? In this episode, Dustin Williamson, CFO, discusses the importance of seeking good advice from experienced professionals. He highlights the critical stages of the M&A process, including the need for financial advice, investment banking, and legal counsel who specialize in M&A.
View the complete show notes for this episode.
Want To Learn More?
- The Role of Accountants When Selling Your Business
- The Role of M&A Lawyers When Selling Your Business
- Do I Need to Hire a Local Business Broker?
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Ever wondered what it’s like to raise capital in a Series A round? Listen to Guillaume Thomas, founder and CEO of Martingale Cognac, discuss his experience raising capital for his cognac startup. Find out how he convinced people to invest, what his greatest challenge was, and what he learnt from his investors.
View the complete show notes for this episode.
Want To Learn More?
- The Impact of AI, Fintech, and Fundraising on M&A
- Raising Value: A Fresh Perspective
- Behind the Scenes – From Startup to a $441 Million Exit
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
One of the biggest challenges of selling your business is figuring out when and how to tell your employees. Announcing too early or too late can create a lot of headaches for both you and the buyer. You’ll need to sort out big questions like: Will existing employee contracts continue, or will new ones be needed? What happens to their stock options and accrued leave? Should you ask them to sign non-competes? This episode of M&A Talk, with attorney Kyle Lawrence, dives into these crucial employee-related questions, helping you prepare for this important part of selling your business.
View the complete show notes for this episode.
Want To Learn More?
- Alternatives to Non-Competes with Employees
- Informing & Retaining Employees When Selling a Business
- How Your Employees Can Impact the Value of Your Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Half of business sales fail due to issues buyers uncover during financial due diligence, but being prepared for due diligence can lead to higher sale prices and a smoother transaction. In this episode, CPA and due diligence expert Bill Wiersema discusses inaccurate revenue recognition, non-compliance with state and local tax laws, and how sellers can increase their business’s value by addressing accounting changes, tax compliance, and non-recurring items.
View the complete show notes for this episode.
Want To Learn More?
- M&A Due Diligence Preparation
- Adjusting Financial Statements: A Complete Guide
- Preparing Financial Statements When Selling a Business
- Top Financial Challenges in Selling a Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Are you prepared for the due diligence phase of selling your business? What sort of information will a strategic buyer want access to? In this episode, strategic buyer Michael Seitz shares his advice on selling your business, from ensuring your landlord is on board with the sale, to setting realistic price expectations, to how you should pick your attorney.
View the complete show notes for this episode.
Want To Learn More?
- M&A Guide | The 4 Types of Buyers of Businesses
- M&A Due Diligence Preparation
- Selling to a PE Firm as Part of a Roll-up
- Preparing Emotionally for the Closing
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
What happens when you and your partner have different ideas about your business’s sale? What if that business partner is also a family member? In this episode, we talk with Chris Younger, an investment banker, about the challenges and potential solutions when selling a company due to partner conflict.
View the complete show notes for this episode.
Want To Learn More?
- M&A Basics | Why Do Business Owners Sell Their Business?
- Family Offices and Management Buyouts – What You Need to Know
- Navigating Partnership Disputes: Lessons from a Valuation Expert
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
What really makes a buyer take notice of a business? This episode delivers actionable steps to make your business irresistible to buyers and highlights what matters most to them. Guest Jon Martinka, a veteran M&A Advisor, also offers practical advice on how to attract buyers and maximize your exit.
View the complete show notes for this episode.
Want To Learn More?
- Increasing the Value of Your Business | The RVD Model
- Reducing Concentrations of Risk Before Selling Your Business
- Why Do Some Businesses Not Sell?
- M&A Due Diligence | Checklist & Overview
- Optimizing Your Business for a Successful Exit
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
How much money do you need to live the life you want after you sell your business? How can you make sure that you get it? Wealth manager Joe LoPresti discusses how you can prepare for the future you want and how to build a team of advisors who proactively help you manage your wealth after the sale.
View the complete show notes for this episode.
Want To Learn More?
- The Role of Family Offices in M&A
- Critical Financial and Estate Planning Strategies When Selling Your Business
- Will Selling Your Business Make You Happy?
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Did you know that you can use your retirement funds to buy a business? Jeremy Ames, co-founder and CEO of Guidant Financial, explains how individuals can invest in a business using a 401(k) rollover. This episode of M&A Talk covers the basics of a 401(k) rollover, including the requirements, the risks, and how to replenish your 401(k) after the sale is done.
View the complete show notes for this episode.
Want To Learn More?
- Retirement Funds Financing When Buying or Selling a Business
- Small Business Acquisition Financing
- Morgan & Westfield’s Buyer’s Guide
- Guidant Financial
Additional Resources
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
When are you obligated to disclose information about your business to the buyer? In this episode, attorney Darshan Kulkarni emphasizes the need to understand risk and be transparent about material information.
View the complete show notes for this episode.
Want To Learn More?
- Negotiating an M&A Purchase Agreement | M&A Tips
- M&A Due Diligence | Checklist & Overview
- The Role of M&A Lawyers When Selling Your Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
What is happening in the world of corporate finance? How did we get where we are today and what does the future hold? Jeff Hooke returns to M&A Talk to continue the conversation about the most important lessons he has learned over 40 years in the investment banking world. He discusses trends over the past 10-20 years and relates where he thinks the markets are heading today.
View the complete show notes for this episode.
Want To Learn More?
- The Myth of Private Equity: An Inside Look at Wall Street’s Transformative Investments by Jeffrey C. Hooke
- 18 Differences Between Valuing Public and Private Businesses
- How to Sell an Online Business: A Case Study
Additional Resources
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Do you know how an investment banker can help you sell your company? Do you know the questions to ask to find the right one to help close the transaction? Bill Snow, an experienced Investment Banker, offers his insights into the top five myths surrounding hiring and working with an investment banker.
View the complete show notes for this episode.
Want To Learn More?
- Net Working Capital (NWC) for M&A – A Complete Guide
- Do I Need to Hire a Local Business Broker?
- What Percentage of Businesses Sell?
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Take a look behind the curtain at how Acquire.com got started and how it is changing the M&A marketplace. Andrew Gazdecki, CEO of Acquire.com, discusses his platform’s role in helping bootstrap SaaS startups be acquired and selling multimillion-dollar software companies. He shares stories, insights, tips, and predictions of AI in the M&A world.
View the complete show notes for this episode.
Want To Learn More?
- How to Sell an Online Business: A Case Study
- Top 5 M&A Value Drivers for Tech & Software Companies
- Preparing Emotionally for the Closing
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
How do you increase your company’s value? Is it as simple as raising prices? Pricing expert Mark Stiving explains how to explore the value that your product or services offer your customers and how you can turn that value proposition into more value in your company.
View the complete show notes for this episode.
Want To Learn More?
- Increasing the Value of Your Business | The RVD Model
- Selling Value: How to Win More Deals at Higher Prices by Mark Stiving
- Instant Profits: How to Raise Prices Without Losing Customers by Mark Stiving
- Impact Pricing: Your Blueprint for Driving Profits by Mark Stiving
- Win, Keep, Grow: How to Price and Package to Accelerate Your Subscription Business by Mark Stiving
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
How can preparing for due diligence help sell your company? Will being prepared actually help close the deal? Rosco Graves, an accountant and due diligence expert, shares his insights into why preparing for due diligence is crucial to a smooth sale process.
View the complete show notes for this episode.
Want To Learn More?
- M&A Due Diligence | Checklist & Overview
- The Importance of Preparing for Due Diligence
- M&A Guide | The 4 Types of Buyers of Businesses
Additional Resources
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Industry roll-ups: What are they? How do they work? What’s in it for the business owner? Brandon Blewett, Head of M&A at Pave America, discusses what you can expect when selling your businesses to a PE firm as a part of a roll-up.
View the complete show notes for this episode.
Want To Learn More?
- Why Do Companies Acquire Other Businesses?
- Earnouts When Selling or Buying a Business | Complete Guide
- Net Working Capital (NWC) for M&A – A Complete Guide
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
When you’re considering selling your company, you want to get the most value for your business, right? Well, some exit paths are more lucrative than others. How can you determine the best path for your situation? Are PE firms an option? Get inside tips from M&A expert Adam Coffey about why the world of private equity has been growing so rapidly in recent years, learn the general blueprint on how PE firms grow capital, and how to maximize your asset diversification.
View the complete show notes for this episode.
Want To Learn More?
- Can I Time the Sale of My Business?
- Three Things To Consider When Deciding If It’s The Right Time To Sell Your Business,
- The Private Equity Playbook: Management’s Guide to Working with Private Equity
Additional Resources
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Thinking of selling your company? What is your plan for the windfall of money you’ll get once you complete the sale? Wealth advisor Jason Gordo discusses seven points to keep in mind as you create a financial plan and a wealth strategy before beginning the sale process. Build the right team of advisors to discuss your post-transaction life plan, set goals, and think about the things you should do to prepare for the financial outcome of your sale.
View the complete show notes for this episode.
Want To Learn More?
- Allocation of Purchase Price & Taxes When Selling a Business
- Preparing Emotionally for the Closing
- Crossroads: Deciding to Sell Your Business vs. Doubling Down
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
When you’ve finally sold your business, can you jump on the next cruise ship and sail away? Nope. You’ll leave money on the table, or worse still, sink the deal if you do that. Matt Coyne, an experienced M&A Advisor, explains how planning ahead for the transition period can make the deal go more smoothly and potentially add value to your company.
View the complete show notes for this episode.
Want To Learn More?
- What’s involved with the transition period: Who is impacted by the transition; how can it lower risk for the buyer; can it impact the value of the business?
- What variables are there: How might the plan differ between a PE firm, a family office, or a strategic buyer; what compensation to expect; how long will it take?
- What are the steps in a transition period: how do you tell your employees; when do you tell them; what’s it like on the buyer’s side?
- How can you prepare: how far ahead should you start planning for the sale and integration; how long should you expect the integration period to be?
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
If you are selling your business, you need an attorney. But do you know how to hire one? Get insider tips from Jude David, an Investment Banker and former M&A Attorney, on the biggest mistakes to avoid, what experience to look for, how to set expectations, tips on fees, and much more so you can get the right M&A attorney to help sell your business.
View the complete show notes for this episode.
Want To Learn More?
- Negotiating the Letter of Intent
- M&A Negotiating Tactic #1 – Honesty
- The M&A Purchase Agreement | An Overview
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
As an owner, what’s your biggest block to improving sales? How can fixing this improve the value of your company? We discuss the biggest problem that companies face in their sales and marketing teams with sales and marketing expert Derek Johnson. He says that many companies fail by focusing on tactics, not vision. Start with a vision, develop a strategy, then execute the strategy with precision. This can lead to improving your sales and ultimately improving the value of your company.
View the complete show notes for this episode.
Want To Learn More?
- The Strategic Sales Leader: Mastering the Art of Vision, Strategy, and Execution by Derek Wellington Johnson
- The Wisdom of Leaders: History’s Most Powerful Leadership Quotes, Ideas, and Advice by Derek Wellington Johnson
- Increasing the Value of Your Business | The RVD Model
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Jeffrey Hooke, a former investment banker and private equity executive, discusses his career trajectory, emphasizing the challenges and lessons learned in finance. He highlights the complexities of working in large organizations like Lehman Brothers, the differences in deal-making between developed and emerging markets, and insights from his time at the World Bank. Jeff stresses the importance of finding a stimulating job, being well-organized, and maintaining interest in one’s work for career success.
View the complete show notes for this episode.
Want To Learn More?
- Business Exit Plan & Strategy Checklist | A Complete Guide
- M&A Basics | Why Do Business Owners Sell Their Business?
- The Myth of Private Equity: An Inside Look at Wall Street’s Transformative Investments
- Security Analysis on Wall Street: A Comprehensive Guide to Today's Valuation Methods
- M&A: A Practical Guide to Doing the Deal
- The Dinosaur Among Us: The World Bank and Its Path to Extinction
- Emerging Markets: A Practical Guide for Corporations, Lenders, and Investors
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
The purchase agreement – getting it right from the beginning with the LOI helps a smooth closing. Gerry Williams, an M&A attorney, outlines a purchase agreement’s key components and four main sections: the preliminary section (purchase price, working capital, earnouts, post-closing adjustments), reps and warranties, covenants, and indemnification. He emphasizes the importance of understanding the implications of deal structure (asset vs. stock) and the role of reps and warranty insurance in mitigating seller liability.
View the complete show notes for this episode.
Want To Learn More?
- Anatomy of an M&A Purchase Agreement | Complete Guide
- M&A Reps & Warranties | A Complete Guide
- Net Working Capital (NWC) for M&A – A Complete Guide
- M&A Basics | Asset vs. Stock Sale
- Earnouts When Selling or Buying a Business | Complete Guide
- Indemnification in Purchase Agreements | M&A Basics
Listen to Other Episodes: * The Role of Your Accountant in the Sale of Your Business * How an M&A Attorney Can Help Sell Your Business * Transferring Risk and Achieving a Smooth Exit: The Role of Reps and Warranties Insurance in M&A
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Why do some companies struggle to raise funds while others don't? Investment banker Richard Luftig explains how mid-sized companies can access the funds they need. We discuss the challenges and strategies for raising money through either equity (i.e., selling shares) or debt capital (i.e., borrowing).
View the complete show notes for this episode.
Want To Learn More?
- The M&A Purchase Agreement | An Overview
- Small Business Acquisition Financing
- 18 Differences Between Valuing Public and Private Businesses
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Is valuing your business simply a numbers game? If not, how do subjective factors impact the value of your business? Jacob Orosz and Joe Bergin discuss the complexities of business valuation, which extends beyond simple EBITDA multiples. They discuss the impact of subjective factors, such as clean financials, a solid leadership team, and diversified customer base on the value of your company. They also look at a few key actions you can take to dramatically improve your business’s value.
View the complete show notes for this episode.
Want To Learn More?
- Should I Use SDE or EBITDA to Value My Business for Sale?
- EBITDA | Definition, Formula & Example – A Complete Guide
- Quality of Earnings in M&A – The Ultimate Guide
- Earnouts When Selling or Buying a Business | Complete Guide
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com
Luke Smith, CEO and founder of Croud, a digital marketing agency with five global offices, discusses the unique nature of M&A deals. He shares Croud’s M&A journey, detailing five acquisitions ranging from small data businesses to larger digital marketing firms. Luke highlights the importance of flexible deal structures and maintaining trust with founders. He advises sellers to value their businesses and time their sales strategically and stresses the significance of cultural fit in successful acquisitions.
View the complete show notes for this episode.
Want To Learn More?
- M&A Reps & Warranties | A Complete Guide
- Indemnification in Purchase Agreements | M&A Basics
- M&A Negotiating Tactic #1 – Honesty
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Should I sell my business to a competitor? How do I know if they’re sincere, or trying to steal my information? Jonathan Baker, an M&A advisor specializing in marketing firms, discusses the nuances of selling your business to a competitor. Jonathan highlights the risks of sharing sensitive information with competitors and how to tell if their interest is sincere.
View the complete show notes for this episode.
Want To Learn More?
- Punctuation
- M&A Guide | Selling Your Business to a Competitor
- How To Maintain Confidentiality When Selling Your Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
What’s your role in the transition process when selling your business? Expert Joan Helmer discusses the transition period from the seller’s perspective – how to prepare, expectations, what can go wrong, and its phases, from the LOI to the closing. He emphasizes that the pre-closing phase involves aligning strategic elements, departmental roles, and operational gaps, while the post-closing phase focuses on integrating systems and roles, often requiring a 100-day plan. He also highlights the importance of alignment on expectations, having a clear plan, and the seller’s role in due diligence.
View the complete show notes for this episode.
Want To Learn More?
- The M&A Training & Transition Period
- M&A Negotiating Tactic #1 – Honesty
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Why can selling a business be such an emotional process, and what can you do to make it less stressful? Nate Pratt, a financial services wealth advisor, discusses the emotional journey of selling a business. He highlights the importance of cultural alignment, focusing on retaining the top talent in a company, and the long-term impact of an acquisition on the business’s teams and clients. Nate notes that successful sellers start early, educate themselves, and share their passion and enthusiasm with potential buyers. Nate also stresses the need to be honest about the motivation to sell and to prepare emotionally.
View the complete show notes for this episode.
Want To Learn More?
- Informing & Retaining Employees When Selling a Business
- Why is Selling a Business so Hard?
- M&A Negotiating Tactic #1 – Honesty
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Mina Haque, CEO of Tony Roma’s, spent almost nine months on legal due diligence, learning the ins and outs of the corporation, and building strong relationships with franchise owners. This led to her being named CEO of the company, focused on continuing the stabilization and growth of this global brand. She highlights the challenges of maintaining brand consistency and shares her insights through the acquisition, emphasizing the importance of staffing, integration, and franchisee relationships.
View the complete show notes for this episode.
Want To Learn More?
- The Role of a Franchisor When Selling a Franchise
- M&A Due Diligence | Checklist & Overview
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
VC investor Sandeep Patil discusses the nuances of selling a company to a VC-backed business. VC acquisitions often prioritize growth potential and talent quality over immediate returns. Sandeep emphasizes the importance of understanding the acquirer’s objectives, the integration strategy, and the long-term growth prospects. He notes that VC-backed companies typically prefer equity swaps due to limited cash reserves and advises sellers to perform thorough due diligence on the acquirer’s growth potential and exit strategy.
View the complete show notes for this episode.
Want To Learn More?
- A Guide to Valuing Tech, Software & Online Businesses
- Business Valuation Methods in a Nutshell
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Blake Hutchinson, CEO of Flippa.com, discusses the evolution and challenges of the online business marketplace. The Flippa platform facilitates the sale of online businesses in five core business models: online publishing, e-commerce, SaaS, iOS/Android apps, and YouTube channels, with 425,000 AI matches weekly. Blake highlights the importance of supply acquisition, the growing interest from institutional investors, and the demand for quality assets focusing on traditional, recession-proof industries.
View the complete show notes for this episode.
Want To Learn More?
- Tech & Software M&A Dynamics
- Top 5 M&A Value Drivers for Tech & Software Companies
- A Guide to Valuing Tech, Software & Online Businesses
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
SBA loan expert Tom Lyons talks about everything related to SBA loans. He discusses recent changes to SBA guidelines, such as allowing partial ownership changes and zero down payment options. Tom shares advice and insights into the process of acquiring a business, qualification and compliance challenges, guidelines for an owner to remain involved in the business, contingent seller notes, how landlords impact the loan terms, and the importance of working with a preferred lender for smoother compliance and approval.
View the complete show notes for this episode.
Want To Learn More?
- SBA Financing When Buying or Selling a Business
- Small Business Acquisition Financing
- Business Valuation Guide: Do I need a Valuation?
Additional Resources
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Show Summary: Marc Adams, a private investor with a background in private equity, discusses the challenges business owners face when selling their companies and ways to look at how to sell a business and minimize or eliminate the amount of taxes owed. He highlights the impact of taxes and fees, which can reduce the selling price by 30-45%. Marc emphasizes the importance of planning ahead, increasing prices, improving digital marketing, and possibly outsourcing to boost EBITDA.
View the complete show notes for this episode.
Want To Learn More?
- Secrets To 10Xing Your Business: And Cashing Out Tax-Free by Marc Adams (Free PDF)
- Why Do Some Businesses Not Sell?
- Art of the Exit
- Acquired
- Business Exit Plan & Strategy Checklist | A Complete Guide
- Business Valuation: A List of Factors to Consider
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Show Summary: Geoff Coltman, Senior VP at Catena Solutions, discusses M&A integration in the food and beverage sector. He emphasizes the importance of understanding the human element and the “why” behind decisions. Geoff highlights the challenges of maintaining regular communication and the need for open communication and partnership with organizations to ensure successful change management. He also discusses the importance of starting with the end goal in mind and ensuring alignment and communication throughout the integration process.
View the complete show notes for this episode.
Want To Learn More?
- M&A University
- Art of the Exit
- Acquired
- M&A Basics: Building a Sellable Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Show Summary: Derek Johnson, author of “The Strategic Sales Leader,” discusses the importance of optimizing sales and marketing as you prepare your company for sale. Many companies leave money on the table due to ineffective sales and marketing strategies. Derek discusses leveraging competitive intelligence, understanding the buying journey and the psychology of change and persuasion, and stresses the importance of hiring experienced sales and marketing leaders and understanding the marketplace ecosystem.
View the complete show notes for this episode.
Want To Learn More?
- The Strategic Sales Leader: Mastering the Art of Vision, Strategy, and Execution (The Leadership Development Series) by Derek Wellington Johnson
- M&A Roundtable
- M&A University – The Art & Science of Selling a Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Show Summary: Patrick Stroth returns to M&A Talk to discuss the ins and outs of directors and officers insurance – also known as D&O insurance – and why it is a standard component of a transaction for buyers of middle-market businesses. Patrick highlights how the D&O tail can work along with reps and warranties insurance and tips on how to make it fairly painless for a seller to get D&O insurance even if they have never had this type of insurance before. This must-know topic applies to sellers now or planning to sell in the future.
View the complete show notes for this episode.
Want To Learn More?
- M&A Roundtable
- M&A Reps & Warranties | A Complete Guide
- Indemnification in Purchase Agreements | M&A Basics
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Show Summary: Kevin Moyer returns to M&A Talk to discuss EBITDA multiples, emphasizing their importance in valuing companies in the middle market. EBITDA multiples measure a company’s enterprise value against its current EBITDA or run rate, either as reported or adjusted, and can vary widely by industry. The discussion covers the role of CapEx, the importance of accurate EBITDA adjustments, the need to ensure that EBITDA multiples are based on recent, relevant transactions, and the significance of net working capital in purchase price calculations.
View the complete show notes for this episode.
Want To Learn More?
- M&A Roundtable
- EBITDA | Definition, Formula & Example – A Complete Guide
- Business Valuation & Return on Investment (ROI)
- Net Working Capital (NWC) for M&A – A Complete Guide
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com
Show Summary: How much do M&A advisors and investment bankers charge? Bill Snow returns to M&A Talk to explain why there is not a straightforward answer to this common question. He shares insights into the difference between finding a buyer and closing the deal, the positive aspects of monthly retainer fees and how they are a sign of shared risk, how success fees are calculated in various transactions, the importance of understanding the scope of work, and the single most important skill needed for an M&A advisor.
View the complete show notes for this episode.
Want To Learn More?
- M&A Roundtable
- The Art of the Exit
- Acquired
- Business Broker and M&A Advisor Fees: A Comprehensive Guide
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Show Summary: Guest Mark Tarchetti rates the importance of preparing a company for sale at 10 out of 10, saying that inadequate preparation can lead to rapid buyer loss and diminished competition, potentially reducing a business’s value by 20-30%. Mark highlights the power of a clear, compelling business story and shares his experiences from doing $40 billion in M&A deals, stressing the importance of strategic planning, team readiness, and having a robust growth plan focused on potential rather than past performance.
View the complete show notes for this episode.
Want More? Related Resources: * Pick a Lane: Growth strategy in a fast-changing world by Mark Tarchetti * Tips on Preparing Your Business for Sale * Preparing Emotionally for the Closing * Strategies for Successfully Preparing Your Company for Sale with Jim Stevenson
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Show Summary: Get the inside scoop on how to maximize the sale of your business and help the process run smoothly through the help of an M&A advisor during the critical preparation stage. Simon Leroux, a serial entrepreneur and founder of Optionality.AI, discusses the importance of early collaboration with M&A advisors. He highlights the inefficiencies in the M&A process, particularly for lower mid-market businesses, and emphasizes the need for advisors to help business owners prepare mentally and financially for an exit.
View the complete show notes for this episode.
Want To Learn More?
- Tech & Software M&A Dynamics
- Tips on Preparing Your Business for Sale
- M&A Basics | Why Do Business Owners Sell Their Business?
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Show Summary: Josh Springer, head of M&A for Hawke Media, discusses the acquisition and integration strategies he has used in closing 18 deals over the past 4 years, offering sellers a perpetual revenue share instead of a lump-sum payment. He shares insights into how this approach works, the benefits for sellers, lessons learned for the acquirers, how creative deal-making can beat market multiples, and how this strategy aims to provide stability and growth opportunities for sellers. This is all about the art of M&A.
View the complete show notes for this episode.
Want To Learn More?
- Business Valuation: A List of Factors to Consider
- Earnouts When Selling or Buying a Business | Complete Guide
- Acquired – The Art of Selling a Business With $10 Million to $100 Million in Annual Revenue
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Show Summary: What is a fractional CFO? How can they help grow a business? Can they help sell a business? Get all the details on this growing position in the middle market with fractional CFO John Hannum. He offers a wide-ranging discussion with insights into how a fractional CFO can fit into a company’s growth plans, the role of different financial team members, how they play a role in preparing a company for sale, and how sellers can avoid the most common mistakes in dealing with finances during the M&A process.
View the complete show notes for this episode.
Want To Learn More?
- The Role of Accountants When Selling Your Business
- Quality of Earnings in M&A – The Ultimate Guide
- Preparing Financial Statements When Selling a Business
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Show Summary: Rich Kottmeyer, investment banker and food and agriculture turnaround specialist shares his extensive knowledge of M&A activity and growth potential in the food and agriculture industry. This complex industry is experiencing fundamental changes driven by consumer preferences, technological advancements, and global conflicts. This is leading to new avenues for investments, and multiples ranging from 5-30 times EBITDA across different sub-sectors in the food and agriculture markets.
View the complete show notes for this episode.
Want To Learn More?
- Food and Beverage M&A Overview
- The Importance of Preparing for Due Diligence
- Predictably Irrational, Revised and Expanded Edition: The Hidden Forces That Shape Our Decisions by Dr. Dan Ariely (Author)
Additional Resources
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Show Summary: Katrina Nacci, a cross-border accounting advisor, discusses the complexities of converting accounting standards in international M&A transactions. Katrina offers a high-level look at the differences between U.S. and international accounting standards. She highlights when it might be necessary to convert from local GAAP to U.S. GAAP or IFRS, and the importance of having detailed documentation and a strong internal team familiar with local GAAP.
View the complete show notes for this episode.
Want To Learn More?
- Adjusting Financial Statements: A Complete Guide
- EBITDA | Definition, Formula & Example – A Complete Guide
Additional Resources
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Show Summary: Exit options – what are your options? Understanding your own goals and the goals of potential buyers is key to achieving a successful sale of your middle market company. Buyer Jude David offers insights into the most common exit options, the differences between financial and strategic buyers, questions to consider in a self-inventory before preparing for the sale, and considerations for deal structure and leveraging M&A expertise to ultimately close your transaction.
View the complete show notes for this episode.
Want To Learn More? * M&A Basics | Why Do Business Owners Sell Their Business? * Business Exit Plan & Strategy Checklist | A Complete Guide * The Role of Family Offices in M&A
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.
Show Summary: In this episode of M&A Talk, Marc Beginin shares his rollercoaster entrepreneurial journey. In early 2020, he was poised to sell his company for $80 million, but the COVID-19 pandemic abruptly halted the deal. Undeterred, Marc navigated through a series of challenges, including a merger, an acquisition, and a costly oversight on the other party’s side. He reveals how these experiences ultimately led him to launch a brand-new business. Join Jacob and Marc as they discuss the resilience and adaptability required to thrive as an entrepreneur in the face of unexpected setbacks.
View the complete show notes for this episode.
Want to Learn More? * M&A Due Diligence | Checklist & Overview * M&A Closing Process | A Complete Guide * M&A Non-Compete Agreement | A Complete Guide * Culture, Cash, and Cannabis: Lessons from a Serial Entrepreneur
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Show Summary: Matt Sharrers joins us to discuss the challenges of replacing a CEO or founder of a company, with a focus on the need for a well-thought-out plan to ensure a smooth transition and maximize value. He emphasizes the importance of self-awareness and ego management for founders, as well as the need for a clear value creation plan and metrics to measure success.
View the complete show notes for this episode.
Want To Learn More?
- Will Selling Your Business Make You Happy?
- The M&A Training & Transition Period
- Why Do Business Owners Exit?
- The Second CEO by Matt Sharrers
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Show summary:
Historically, reps and warranties insurance was only available to very large M&A transactions. In this episode, Patrick Stroth discusses how this product is now available to small and middle-market businesses. He explains that the objective is to provide sellers and buyers with a solution that is reliable and actionable and avoids conflict between the parties. The significant benefit for sellers is that they don’t need to deal with escrow accounts, legal disputes, or earnouts and experience a clean exit so that they can move on with the next chapter of their lives unencumbered. This episode is especially important for sellers who are tackling reps and warranties for the first time.
View the complete show notes for this episode.
Want More? * M&A Reps & Warranties | A Complete Guide * Indemnification in Purchase Agreements | M&A Basics * M&A Due Diligence | Checklist & Overview
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
Show Summary: The private equity secondary market has grown significantly in recent years, with increasing acceptance and flexibility, but what is it exactly? Who is involved, and how do these funds operate? Jeff Bollerman has spent years in this evolving aftermarket for private equity interests, where investors can buy and sell stakes in private partnerships. He provides insights into the market’s maturation, the role of professional advisors, the fierce competition among large syndicated funds, and predictions for the future.
View the complete show notes for this episode.
Want More? * M&A Guide | The 4 Types of Buyers of Businesses * 18 Differences Between Valuing Public and Private Businesses * Business Exit Plan & Strategy Checklist | A Complete Guide
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.
If you have any topic or guest suggestions for M&A Talk, please email them to podcast@morganandwestfield.com.
How can you get on the path to entrepreneurship by acquiring an established business rather than building a start-up? Harvard Business School professors Royce Yudkoff and Rick Ruback share their insights into the nuances of search fund investing, including the challenges of finding high-quality, enduringly profitable businesses. They focus on the appeal of the lower middle market, the advantages of finding a founder nearing retirement, and the appeal of the search fund approach toward entrepreneurship.
View the complete show notes for this episode.
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
- Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
If you have any topic or guest suggestions for M&A Talk, please email them to podcast@morganandwestfield.com.
The auction process is standard for M&A transactions, but that doesn’t mean it’s the only way to facilitate an acquisition. Get the inside scoop on a new way of bringing companies together for the best fit. Allen Darby details how his wealth management firm matches M&A buyers and sellers by focusing on long-term cultural fit. He explains why soft factors are critical and provides valuable insights into the M&A process, helping entrepreneurs make informed decisions about their businesses’ future.
View the complete show notes for this episode.
Additional Resources:
- Selling your business? Schedule a free consultation today.
- Download The Art of The Exit: The Complete Guide to Selling Your Business
- Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
View the complete show notes for this episode.
What impact can a partnership dispute have on the value of a company? What is the difference between a legal valuation and a market-based valuation for M&A purposes? Expert appraiser Andy Frew answers these questions and more as he discusses what’s involved and what can go wrong with valuations involving companies that have a partnership dispute arise. He covers the complexities of valuing partnership interests and establishing a thorough valuation methodology to prevent disputes from escalating.
What You’ll Learn * Standards of Value: An explanation of the three types of standards of value – fair market value, investment value, and fair value – and when each is used. * Triggers: What can cause a partnership split or a dispute and the complexities involved in valuing minority interests in privately held businesses. * Experience: The critical role of experience and credentials for appraisers, especially when their work may be challenged in court or by regulatory bodies like the IRS. * Differences in Valuations: The distinction between valuations for legal purposes (e.g., partnership disputes, estate taxes) versus market-based valuations for M&A transactions.
Want More? Related Resources: * Business Valuation Standards of Value & Fair Market Value * Business Valuation Basics: 9 Critical Concepts to Understand * Business Valuation Checklist: 4 Questions to Ask First * Business Valuation Checklist: 3 Traps to Avoid
Books Mentioned: * Buy-Sell Agreements for Closely Held and Family Business Owners by Z. Christopher Mercer * Quantifying Marketability Discounts by Z. Christopher Mercer * Business Valuation: An Integrated Theory (Wiley Series in Finance) by Z. Christopher Mercer and Travis W. Harms * Valuing a Business, 6th Edition: The Analysis and Appraisal of Closely Held Companies by Shannon P. Pratt and the ASA Educational Foundation * Cost of Capital, + Website: Applications and Examples (Wiley Finance) by Shannon P. Pratt (Author), Roger J. Grabowski (Author), Richard A. Brealey (Foreword) * 30-Second Economics by Donald Marron
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
Listen to Other Episodes * M&A Valuations in the Real World with Abhi Mathews * The Art and Science of Valuing a Middle-Market Business with Kevin Moyer and Megan Sartor * What Does the Future Look Like for Middle Market Valuations? with Bill Wiersema
View the complete show notes for this episode.
The successful completion of an M&A transaction often comes down to the rapport that is built between a buyer and seller and how that impacts the ultimate deal structure. Investor Matt Bodnar offers rapport-building strategies and insights into the finer points of crafting a transaction’s structure. He talks about the variables that go into an LOI, understanding and prioritizing the seller’s objectives, goals, and desires, and how this knowledge influences the various components of the final deal structure.
What You’ll Learn * Ways to Build Rapport: Tips on how to do this through actively listening, finding common interests, and understanding a seller’s goals and pain points. * Different Perspectives: The value in understanding the seller’s needs, desires, motivations, and objectives in order to structure a deal that works for both parties. * Deal Structure Components: An overview of components including cash, earnouts, seller notes, and rolled equity, that can be used flexibly to bridge valuation gaps. * Influences on Deal Structure: Examples of what can influence deal structure and the impact of different circumstances.
Want More? Related Resources: * M&A Basics | The Letter of Intent * M&A Seller Financing: A Complete Guide * Net Working Capital (NWC) for M&A – A Complete Guide * M&A Seller Financing: A Complete Guide
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
Listen to Other Episodes * What Exactly is a Rollover and Why Should a Seller Care? with Trevor Crow * The Basics of Selling a Middle Market Company with Rob Brighton * 48 Deals in 2.5 Years – Here’s What I Learned with Jonathan Jay * How to Avoid Mismatched Expectations with Buyers with Dan Tamkin
View the complete show notes for this episode.
The acquisition process presents a rollercoaster of emotions for all involved, and how an acquisition is announced can dramatically impact integration. Loreta Tarozaite offers insights and lessons learned from an employee’s perspective during an acquisition and integration. She discusses the importance of effective communication, transparency, employee well-being during times of change, the influence of executive communication especially during integration, and the critical need to build trust within the company.
What You’ll Learn * Trust: The importance of transparency and open communication with employees throughout an acquisition process to build trust. * Communication: How to address employee concerns about conflicting messaging and help them understand the rationale for an acquisition. * Integration: Strategies for integrating different company cultures after an acquisition. * Emotions: The emotional journey employees experience and how leadership can support them.
Want More? Related Resources: * Informing & Retaining Employees When Selling a Business * M&A Guide | Selling Your Business to Employees * Alternatives to Non-Competes with Employees
Additional Resources
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
Listen to Other Episodes * Managing Personality and Cultural Differences When Selling Your Business with Danya Shakfeh * How Your Employees Can Impact the Value of Your Business with Marco Robert * A Buyer’s Perspective — Why the Human Side is More Important Than Money in M&A Transactions with Austin King
View the complete show notes for this episode.
The Federal Trade Commission (FTC) has issued a new ruling (as of May 2024) regarding the enforceability of non-compete agreements. This ruling will impact every business, regardless of industry, so attorney Darshan Kulkarni joins M&A Talk to discuss the legal and economic implications of this controversial decision. He highlights how employers and attorneys can handle this situation, discusses the potential effects on employees and the legal hurdles still to come, and offers advice for business owners and sellers.
What You’ll Learn * Enforceability: Insights into the situation since the FTC ruling is facing significant legal challenges and its long-term impact remains uncertain. * Usability: Discussion about how non-compete clauses are commonly overused but have valid applications, particularly in M&A transactions, and reasonable restrictions may be enforceable. * Legal Counsel: Business owners should promptly address employment agreements with legal counsel to understand compliance obligations and alternative protections. * Implications: Thoughts on the future ramifications of this ruling in an overview of the potential legal and economic impact on business owners and employees.
Want More? Related Resources: * M&A Non-Compete Agreement | A Complete Guide * Alternatives to Non-Competes with Employees * “State Noncompete Law Tracker, Economic Innovation Group,” Map showing non-compete laws by state in the United States, June 25, 2024 * “Federal Register – Non-Compete Clause Rule,” National Archives document with a summary of the FTC non-compete ruling, May 7, 2024 * “Comparative Perspectives on Non-Compete Clauses in the United States, United Kingdom, and Singapore,” Moynihan, Nadia; American Bar Association, September 14, 2023 * “FTC Announces Rule Banning Noncompetes,” Federal Trade Commission announcement, April 23, 2024
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
Listen to Other Episodes
- How an M&A Attorney Can Help Sell Your Business with Jessica Fairchild
- A Lawyer, a Banker, and a Seller Walk Into a Bar … with Michael Frankel
- Navigating Food and Beverage Regulations for Mergers and Acquisitions with Darshan Kulkarni
View the complete show notes for this episode.
“If you build it, they will come” is an expression that applies to starting a company as well as a baseball field. Thinking about what buyers want and avoiding the pressure to sell in a specific timeframe can help you increase your company’s value when the time comes to sell. With 25 years in corporate M&A, Guillaume Thomas helps sellers understand what the M&A process looks like for buyers. He also shares how he has used these same lessons to start his own company, which has grown out of his four-generation family business.
What You’ll Learn * Valuation: The importance of realistic valuations, the impact they have on negotiations, and why it is critical to understand the buyer’s motivations. * Multiples: What the drivers are behind multiples and how they change. * Due Diligence: The critical role of financial transparency and organization throughout the due diligence process to show professionalism and build trust with the buyer. * Entrepreneurship: Insights into the emotional challenges and rewards of transitioning from corporate executive to entrepreneur.
Want More? Related Resources: * Business Valuation Basics: 9 Critical Concepts to Understand * Business Exit Plan & Strategy Checklist | A Complete Guide * Preparing Financial Statements When Selling a Business
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
Listen to Other Episodes * How to Build Maximum Strategic Value in Your Business with Mac Lackey * The Emotional Rollercoaster of Buying or Selling a Business with Drew Bisping * Financial Due Diligence – Why It’s Important to Prepare for the Sale of Your Company with Patrick O’Connell
View the complete show notes for this episode.
What is it like to source M&A deals with a focus on B2B software technology companies? Mahmoud Hmouz answers this question and many more as he discusses what a PE firm looks for when sourcing companies to consider for acquisition. He offers insights into the metrics a PE firm first looks at, gives advice for entrepreneurs on preparing for a “first date” conversation with a potential investor, and the importance of being honest about what an owner wants and mapping that to what an investor has to offer.
What You’ll Learn * Success Stories: Discussion on how this PE firm impacts the companies they have acquired with examples of some of their platform and tuck-in acquisitions. * Enticing Numbers: Details on some of the key metrics private equity looks for in businesses, including growth, retention, and profitability. * Good First Impression: Tips on what common mistakes sellers make in initial conversations that can waste time or damage relationships and how to avoid them. * Growth and Evolution: The importance of experimentation, open-mindedness, and addressing inertia to continuously improve growth strategies.
Want More? Related Resources: * Tech & Software M&A Dynamics * Top 5 M&A Value Drivers for Tech & Software Companies * How to Sell an Online Business: A Case Study
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
Listen to Other Episodes * M&A for Virtual and Augmented Reality Companies with Jeff Meisner * The Good, The Bad & The Ugly of Growth by Acquisition with Elizabeth Cholawsky and Taylor Viens * Case Study – Lessons Learned From Selling Multiple Tech Companies with Ryan Buckley
View the complete show notes for this episode.
Learning from your mistakes is an important life lesson. Learning from the mistakes of others is smart business. Jim Stevenson shares a high-level overview of two M&A transactions that have gone wrong and points out the lessons that can be applied to any transaction. His suggestions include going after the smart money, not just the most money, performing risk assessment and research on the buyer’s track record, running a company while managing the sale, and creating an integration plan, not just a timeline.
What You’ll Learn * What: Lessons from two struggling transactions involving overleveraging debt, creating an integration plan rather than a timeline, and expecting too much from a cultural merger. * Why: Common reasons why M&A deals fail and what to look for before closing the deal. * How: Suggestions on how to avoid potential problems or deal killers in the transaction. * When: Lessons around the implications of deals gone wrong, managing risk, and steps to take.
Want More? Related Resources: * Most Common Deal Killers When Selling Your Business * Earnouts When Selling or Buying a Business | Complete Guide * Process for Screening Buyers When Selling a Business
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
Listen to Other Episodes * Understanding Private Equity – A Primer for Sellers with Jeff Hooke * Expert Advice on Avoiding Disputes Post-Closing with Bill Wiersema * An Expert’s Views on Effective Post-Merger Integration Strategies with Ben de Haldevang
View the complete show notes for this episode.
A fairly new investment model for investing in online businesses is gaining strength and interest. Justine Cooke discusses this fractional ownership program, which is accessible online and available to retail investors. In this model, investors seek passive income through fractional ownership of online businesses, with operators receiving equity and investors receiving majority returns. Justin highlights the benefits of this model for both investors and operators, including increased exposure and investment capital.
What You’ll Learn * Online Businesses: Hear about the differences in investing and operating online businesses. * Investment Fund: Learn what sets an investment fund apart when it focuses on matching passive investors with operators. * Challenges: Focus on finding operators and investors, then putting together the right team. * Business Growth: Hear about the growing pains and opportunities that came with starting Empire Flippers and WebStreet.
Want More? Related Resources: * How to Sell an Online Business: A Case Study * A Guide to Valuing Tech, Software & Online Businesses * Top 5 M&A Value Drivers for Tech & Software Companies
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
Listen to Other Episodes * Preparing to Sell a Digital Company with Yury Byalik * The Inside Scoop on Tech M&A with Barr Blanton * Case Study – How Two College Kids Monetized Social Media and Made Millions with Harry Gestetner and Simon Pompan
View the complete show notes for this episode.
What You’ll Learn * M&A Evolution: Learn about the M&A transactions that resulted in the formation, growth, sale, and reformation of two multi-million dollar companies. * ASME Certification: Insights into the challenges involved in working with international suppliers and the importance of confirming valid certification. * Cannabis Industry: An overview of the layers of the cannabis industry and its evolution, from manufacturing through to consumer sales. * Corporate Culture: How the culture of a company can be organically grown and fostered through the hiring process to bring passion to the workplace.
Want More? Related Resources: * Crossroads: Deciding to Sell Your Business vs. Doubling Down * Why do Companies Acquire Other Businesses? * Business Valuation: A List of Factors to Consider
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
Listen to Other Episodes * Cannabis M&A – The Highs and Lows of an Emerging Market with Charles Alovisetti * A Buyer’s Perspective — Why the Human Side is More Important Than Money in M&A Transactions with Austin King * How Your Employees Can Impact the Value of Your Business with Marco Robert * Everything You Want To Know About the Cannabis Industry with Nick Brandis * Cannabis Drinks – The Latest Craze in an Evolving Market with Paulo Sobral
View the complete show notes for this episode.
What You’ll Learn * Major Deal Killers: A look at the risks private equity firms consider, such as customer concentration, off-balance sheet liabilities, cyclicality, business size, and creative accounting. * Address Risks: Tips on how to proactively address risks and liabilities like customer concentration through sales and marketing strategies to diversify and grow the business. * Exit Planning: Hear why it’s important to begin preparing for your exit almost as soon as you start your company. * Private Equity Firms: Gain insight into private equity fund sizes, typical deal sizes, and requirements for platform vs. bolt-on acquisitions.
Want More? Related Resources: * Reducing Concentrations of Risk Before Selling Your Business * M&A Reps & Warranties | A Complete Guide * M&A Guide | The 4 Types of Buyers of Businesses * Quality of Earnings in M&A – The Ultimate Guide * How to make your company attractive to Private Equity by Nick McLean
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
Listen to Other Episodes * Do You Need Reps & Warranties Insurance When Selling a Business? with TJ Noonan * Reps and Warranties Insurance is Good for Buyer and Seller with Kirk Sanderson * Understanding Private Equity – A Primer for Sellers with Jeff Hooke * The Basics of Selling Your Company to a PE Firm with Matt Coyne * Quality of Earnings in M&A Explained in 30 Minutes with Nicholas Spezio
View the complete show notes for this episode.
Accountant Kyle Smith shares expert insights into optimizing a business’s financial health before going to market. This includes understanding and tracking five key performance indicators (KPIs) and financial metrics to evaluate a business’s financial health and valuation, the need for cost control analysis, benchmarking against industry averages, and monitoring revenue, gross profit, and sales mix to identify areas for improvement and maximize profits.
What You’ll Learn:
- Pre-Sale Financial Due Diligence: Strategies for optimizing your company’s financial performance before a potential sale.
- KPIs: Critical key performance indicators (KPIs) every business owner should track regularly.
- Revenue Metrics: Techniques for understanding trends in your gross profit percentage and revenue drivers.
- Financial Documents: Importance of analyzing discrepancies between your income statement and cash flow statement.
Want More? Related Resources: * Quality of Earnings in M&A – The Ultimate Guide * M&A Due Diligence Preparation: The Importance of Preparing for Due Diligence * Adjusting Financial Statements: A Complete Guide * Business Valuation & Return on Investment (ROI)
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
Listen to Other Episodes * What You Need to Know Before Selling to a PE Firm with Brent Paris and Jim Evanger * Avoiding Pitfalls in Financial Due Diligence When Selling a Business with Bill Wiersema * How to Maximize Your Company’s Value with Jon Taylor
View the complete show notes for this episode.
Thinking about retirement is different for a business owner. You want to ensure you continue living life with purpose and intent to make sure you are happy once you sell your business. Expert Elliot Kellen discusses how to avoid the vacuum that occurs after you sell your business. He offers strategies for clarifying your goals and vision for retirement to guide financial decisions, the components of an action plan, and putting together a team of advisors to help achieve a successful sale and retirement.
What you’ll learn
- Exit Planning: The decision-making process for using the proceeds from selling your business.
- Retirement Plans: Consider what you want to do once you sell your company, from personal plans to leaving a legacy to charitable efforts.
- Action Plan: Learn the steps to take after you have defined your goals and are ready to put your money to work.
- Wealth Management: Tips for selecting the right team of advisors to assist throughout the sale process and tax planning for a business owner.
Want More? Related Resources:
- M&A Basics | Why Do Business Owners Sell Their Business?
- Business Exit Plan & Strategy Checklist | A Complete Guide
- Should I Sell My Business?
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
Listen to Other Episodes:
- Will Selling Your Business Make You Happy? with Marco Robert
- Why Don’t Most Business Owners Plan Their Sale? with Wendy Dickinson
- What To Consider When Timing the Sale of Your Company with Dan Shea
View the complete show notes for this episode.
What are the most common mistakes sellers make when it comes to selling a middle-market company? M&A expert Jim Stevenson shares tips and strategies for preparing a company for acquisition. He discusses common mistakes such as not planning for an exit or not presenting a company in the best possible light, the importance of cultural fit, the need for a clear and compelling business story to attract potential buyers, and the value of hiring experts in the M&A process to increase value and successfully sell.
What you’ll learn:
- Preparing for Sale: Strategies to groom your business and prepare a go-to-market strategy.
- Company Culture: Why it’s important to consider cultural fit between companies for operations and post-merger integration.
- Customer Needs: The importance of understanding customer needs and how your product or service solves problems.
- Expert Advice: Why you need expert help to maximize value and sell your company.
Want More? Related Resources:
- Business Exit Plan & Strategy Checklist | A Complete Guide
- Tips on Preparing Your Business for Sale
- M&A Basics: Building a Sellable Business
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
Listen to Other Episodes:
- An Expert’s Views on Effective Post-Merger Integration Strategies with Ben de Haldevang
- A Buyer’s Perspective — Why the Human Side is More Important Than Money in M&A Transactions with Austin King
- A Lawyer, a Banker, and a Seller Walk Into a Bar … with Michael Frankel
- Expert Advice from a Buyer – Why You Should Prepare Your Business for Sale with Scott Hile
A major consolidation in the Bitcoin mining industry occurred in November 2023 with the merger of Hut 8 and US Bitcoin. Learn what went on inside this deal from Asher Genoot, CEO of the newly formed Hut 8 Corp. He discusses what led to the decision to raise capital by merging a public Canadian company with a private US company, the mechanics of merging, the challenges of integration, the operational and financial objectives for each side, and how this will help with driving diversified growth going forward.
View the complete show notes for this episode.
Want more?
- Hut 8 and USBTC Announce Completion of Business Combination
- Why do Companies Acquire Other Businesses?
- Tech & Software M&A Dynamics
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
Listen to Other Episodes:
- An Expert’s Views on Effective Post-Merger Integration Strategies with Ben de Haldevang
- The Role and Impact of Human Nature in M&A Transactions with Julienne Baron
- The Basics of International M&A Transactions with Amit Thakur
- The Inside Scoop on Tech M&A with Barr Blanton
View the complete show notes for this episode.
In an M&A world dominated by PE firms and family offices, there are a few private investors who march to their own beat when it comes to looking for companies to buy. Rami Cassis is one such investor, and he shares his insights into what he looks for when acquiring a company and offers tips on common mistakes that sellers make. This candid conversation covers what appeals to a private investor, the differences between working with a PE firm, and the critical nature of chemistry in M&A transactions.
What you’ll learn
- Types of Buyers: Learn about the differences between a family office, private equity, and private investors.
- Chemistry: Consider the importance of chemistry in M&A relationships from the initial meeting with a buyer through final integration.
- Tips on Private Equity: There are pros and cons to consider before selling to a private equity firm.
Want More? Related Resources:
- EBITDA | Definition, Formula & Example – A Complete Guide
- The Role of Family Offices in M&A
- M&A Due Diligence Preparation
- The Benefits of Selling Your Company to a Family Office
- Family Offices and Management Buyouts – What You Need to Know
- The Basics of Selling Your Business to a Private Equity Firm
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
Get an insider’s perspective on what buyers look for in M&A transactions with multi-million and billion-dollar corporations. What do companies this size look for when making an acquisition? How do they make the decision to build, buy, or partner with a company? How do middle-market companies fit into the acquisition picture? Nadia Gil shares her passion for the M&A industry and stories from corporate development successes to give middle-market sellers insight into corporate acquisitions.
View the complete show notes for this episode.
Want More? Related Resources * Why do Companies Acquire Other Businesses? * Top 5 M&A Value Drivers for Tech & Software Companies * Tech & Software M&A Dynamics
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
Listen to Other Episodes:
- Corporate Development – Can Someone Explain This To Me? with Alessandro Cozzi
- Using Outsourced Corporate Development to Make Acquisitions with Ryan Goral
- Case Study – Lessons Learned From Selling Multiple Tech Companies with Ryan Buckley
- M&A Process: A Buy-side Perspective
Private equity (PE) firms are the most active buyers in the market, so sellers need to understand how they operate. Matt Coyne offers expert advice on how to make selling your middle-market company to a PE firm the best option. He discusses what PE firms look for in a company, the benefits and concerns when considering selling to a PE firm, tips on how to work with them, how the finances are typically structured, and what an owner can expect once they sell.
View the complete show notes for this episode.
What You'll Learn
- The Basics of PE Firms: Learn about private equity, who the investors are, and the 10-year plan once they’ve bought your company.
- What PE Firms Look For: PE firms are often the best buyers for hard-to-sell companies, whether they are making a platform acquisition or an add-on acquisition.
- Considerations for Owners: Sellers need to consider how long they are willing to stay on after the sale and how they will be compensated when selling to a PE firm.
- Benefits and Challenges: PE firms are very good at growing companies, but they won’t buy 100% of your business.
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes * What Returns Do Private Equity Firms Really Generate? * The Basics of Selling Your Business to a Private Equity Firm * Understanding Private Equity – A Primer for Sellers
M&A integration expert Ben de Haldevang shares insights into what can make post-acquisition integration smooth and successful. The integration structure evolves through the diligence process and can help defy false optimism and outlooks that are not based on reality.
View the complete show notes for this episode.
Want More? Related Resources:
- M&A Post-Closing Technical Aspects - Morgan & Westfield
- M&A Due Diligence | Checklist & Overview - Morgan & Westfield
- M&A Post-Closing Technical Aspects - Morgan & Westfield
- Save the Silver Bullet: The small steps to successful transformation by Ben de Haldevang
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Managing Personality and Cultural Differences When Selling Your Business - Morgan & Westfield
- How Your Employees Can Impact the Value of Your Business
- Helping the Buyer Integrate Your Company with Theirs - Morgan & Westfield
M&A disputes post-closing are more common than people realize. Disputes arise from different sources for different reasons and can result in hundreds of thousands of dollars in litigation costs. Bill Wiersema returns to M&A Talk to offer expert advice on how to best prepare during the sales process to avoid potential disputes after the closing. He discusses the three most common areas of dispute and the value of having expert advisors to navigate financial due diligence to prevent issues from arising.
View the complete show notes for this episode.
Learn More About This Episode:
- M&A Basics | The Letter of Intent – Morgan & Westfield
- Earnouts When Selling or Buying a Business | Complete Guide – Morgan & Westfield
- The M&A Training & Transition Period – Morgan & Westfield
- Net Working Capital (NWC) for M&A – A Complete Guide – Morgan & Westfield
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Expert Advice on Preparing for Due Diligence in Middle-Market M&A - Morgan & Westfield
- How to Avoid Mismatched Expectations with Buyers - Morgan & Westfield
- Avoiding Pitfalls in Financial Due Diligence When Selling a Business
Don’t underestimate the role and impact of human nature in M&A transactions and the power of collaboration. Julienne Baron discusses connecting the dots in M&A, including communication, the importance of advisors understanding the details in a deal, and knowing the right questions to ask to make it all a success. She shares tips on successfully navigating risk, how cultural differences impact communication, and the importance of hands-on experience in addressing the complexities of any M&A transaction.
View the complete show notes for this episode.
Learn More About This Episode
- Business Valuation: A List of Factors to Consider
- Business Valuation Process: What is Your Process?
- Can I Sell my Business to a Non-US Citizen or Foreigner?
- M&A Basics | Why Do Business Owners Sell Their Business?
- M&A Purchase Agreement | A Complete Guide
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- How an M&A Attorney Can Help Sell Your Business
- Managing Personality and Cultural Differences When Selling Your Business
- Maximizing Profits: Key Insights on Preparing a Company for Sale from an Experienced M&A Attorney
- The Practical Side of M&A They Don’t Teach in Law School
M&A is part art and part science, and sellers and buyers can benefit from considering the view from the other side of the negotiating table. Andrew Morbitzer goes into detail about where the art and science lie in M&A transactions. He discusses the concept of proactive vs. reactive M&A strategies, what to learn from past failed acquisitions, the lifecycle of an acquisition – from strategy to alignment, to commitment, to integration – and how to transfer this science to successful transactions.
View the complete show notes for this episode.
Learn More:
- M&A Guide | The 4 Types of Buyers of Businesses
- Why Do Some Businesses Not Sell?
- What Affects How Easy It Will Be to Sell My Business?
- M&A Due Diligence | Checklist & Overview
- Selling Your Business? Hire an Attorney to Increase the Bottom Line
- Allocation of Purchase Price & Taxes When Selling a Business
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- A Buyer’s Perspective — Why the Human Side is More Important Than Money in M&A Transactions
- A Look Inside the Head of a Strategic Buyer
- How an M&A Attorney Can Help Sell Your Business.
The world of alternative investments is complex but compelling for middle-market business owners and entrepreneurs to understand. Kimberly Flynn discusses how M&A fits into the world of asset management. She defines alternative investments, explains how they fit into investment portfolios, discusses institutional money management, looks at how private equity and VC firms utilize M&A, considers options for raising capital, and speculates on the future of alternative investments and the potential impact on M&A.
View the complete show notes for this episode.
Learn More:
- Business Valuation & Return on Investment (ROI)
- M&A Basics: Building a Sellable Business
- M&A Seller Financing: A Complete Guide
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- A VC’s Advice on Increasing the Value of Your Business
- How to Determine When a Business is Ripe for Investment
- Understanding Private Equity – A Primer for Sellers
Buyers trade money for value. Understanding this is key to a company getting better tomorrow. Pricing expert Mark Stiving talks about the easiest way to increase a company’s value and looks at how pricing adjustments impact value, sales growth, and the perception of a business. He discusses developing strategies for an effective price increase, managing the timing, how a company can confidently raise prices without the fear of losing customers, and other strategies that can increase a company’s value.
View the complete show notes for this episode.
Learn More:
- Business Valuation & Return on Investment (ROI)
- Business Valuation: A List of Factors to Consider
- Business Valuation Guide: Do I need a Valuation?
- What’s a ‘Main Street’ vs. a Middle-Market Company?
- Marketing a Small Business for Sale
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Learn about the M&A growth of two start-ups in a new virtual business – mental health services online. William Masih discusses questions for sellers to ask themselves before considering an M&A transaction, raising capital, building relationships, and finding synergies with a potential partner business. He talks about making mental health therapy accessible, the mechanics of his acquisition, details on the scorecard method of valuing a business, and applying it to a company in the early stages of growth.
View the complete show notes for this episode.
Learn More:
- Business Valuation Guide: Do I need a Valuation?
- M&A Due Diligence | Checklist & Overview
- Marketing a Small Business for Sale
- Non-Disclosure Agreement (NDA) | A Complete Guide for M&A
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- An Insider’s Perspectives on Growing a Business Through Acquisitions
- Expert Advice on Preparing for Due Diligence in Middle-Market M&A
- How To Buy A Good Business At A Great Price
This edition of M&A Talk offers a refreshing perspective on what really matters in a business – the people. Austin King discusses topics that impact a seller and what his investment firm considers when making acquisitions in the industrial services sector. He discusses how cultural diligence can ensure people and culture will mesh, how to balance qualitative decisions with traditional quantitative measurements, working with owners who want to remain with the business part-time, and how building relationships impacts business.
View the complete show notes for this episode.
Learn More:
- The Basics of Independent (Fundless) Sponsors in M&A
- The Role of Family Offices in M&A
- Net Working Capital (NWC) for M&A – A Complete Guide
- M&A Basics | Why Do Business Owners Sell Their Business?
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Family Offices – What They Look for When Buying a Company
- Independent Sponsors or Search Funds – Which is Right for You?
- The Basics of Selling Your Business to an Independent Sponsor
Is it possible to time the sale of a middle-market company to optimize returns? How do current market conditions impact the timing and the company’s value? Dan Shea offers expert advice on considerations sellers need to look at when planning the timing of selling their business. He discusses gauging the health of the market, the economic indicators owners need to consider, the art versus the science of valuation, and the importance of considering personal circumstances and getting advice from experts.
View the complete show notes for this episode.
Learn More:
- M&A Basics | Why Do Business Owners Sell Their Business?
- M&A Reps & Warranties
- Quality of Earnings in M&A – The Ultimate Guide
- What’s a ‘Main Street’ vs. a Middle-Market Company?
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- The Art and Science of Valuing a Middle-Market Business
- Expert Advice on Preparing for Due Diligence in Middle-Market M&A
- The Benefits of Selling Your Company to a Family Office
Everything buyers and sellers need to know about negotiating a $25 million to $500+ million purchase agreement. Drew Polekoff discusses the elements of a purchase agreement for middle-market transactions, including how to lay the groundwork with the LOI, details on each section of the agreement, common mistakes that can cause issues with negotiations, the process of preparing and signing the purchase agreement and who is involved, and advice to buyers and sellers on how to get the transaction closed.
Learn More:
- Negotiating the Letter of Intent
- M&A Basics | Asset vs. Stock Sale
- M&A Reps & Warranties
- The Role of an Escrow Agent when Selling or Buying a Business
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Top 4 Issues for Sellers to Avoid with an LOI
- Guidance for Writing a Buy-Sell Agreement
- Exit Planning Strategy
Managing expectations and understanding what potential buyers look for is critical to selling a business successfully. Jason Hullender offers tips on how to get the sale of your business across the fifty-yard line and into the end zone. He discusses the top areas where buyers and sellers have unrealistic expectations, the importance of a company’s valuation, understanding EBITDA, how customer concentration and competitive advantages fit into the mix, and why you should be prepared for the due diligence process.
Learn More:
- Quality of Earnings in M&A – The Ultimate Guide
- Business Valuation Guide: Do I need a Valuation?
- M&A Due Diligence | Checklist & Overview
- How Long Does it Take to Sell a Business?
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Expert Advice from a Buyer – Why You Should Prepare Your Business for Sale
- Top 4 Issues for Sellers to Avoid with an LOI
- The Emotional Rollercoaster of Buying or Selling a Business
- Why You Need to Consider Taxes Before Selling Your Business
The Corporate Transparency Act may require small businesses to report information about their ownership to the government. Bill Wiersema returns to M&A Talk to discuss the positive aspects of the CTA and the challenges it presents to small business owners. Designed to combat illicit activity and funding for terrorism operations, Bill discusses who is impacted, what information is gathered, the limitations of how the information is used, concerns to be aware of, and the enforcement mechanisms that are in place.
Learn More:
- Strategies for Maintaining Confidentiality
- How Does Entity Type Affect the Sale of My Business?
- M&A Due Diligence | Checklist & Overview
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Cooking the Books
- Top Seven Issues Today Critical to Understanding Quality of Earnings
- Why You Need To Think About Taxes Early When Selling a Business
Qualified small business stock (QSBS) is a provision in the U.S. tax code that can provide tax-free income to investors. This engaging conversation about the tax benefits of QSBS is geared toward buyers and sellers. Jessica Fairchild and Andrew Szymulanski discuss who benefits from QSBS, what the requirements are to qualify for this tax benefit, and ways to make the structure work for a small business sale or acquisition. Discover why it’s worth possibly structuring a transaction to qualify for QSBS treatment.
Learn More:
- The Basics of Independent (Fundless) Sponsors in M&A
- The Role of M&A Lawyers When Selling Your Business
- Selling Your Business? Hire an Attorney to Increase the Bottom Line
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- How an M&A Attorney Can Help Sell Your Business
- Importance of Having an Attorney When Selling or Buying a Business
- The Basics of Independent Sponsors
- The Basics of Selling Your Business to an Independent Sponsor
Building a successful business is hard. Taking it to the next level is even harder. Adam Coffey returns to M&A Talk with tips for entrepreneurs on scaling up and making success inevitable for middle-market companies. He discusses the issues that come with scaling a company, finding capital and using exit plans to fund growth, how to generate wealth for owners and employees, why a company’s culture is critical to its ultimate success, and building an equity incentive plan to retain talented employees.
Learn More:
- Business Exit Plan & Strategy Checklist | A Complete Guide
- M&A Basics: Building a Sellable Business
- The Private Equity Toolkit with Michael Roher
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Everything An Entrepreneur Needs to Know About Selling to PE Firm
- Behind the Scenes – A Founder’s Lessons from Selling 4 Businesses
- The Basics of Selling a Middle Market Company
Talking about selling a middle-market company to a family office vs. a PE firm, James Carey has a detailed conversation on the differences between these buyers. He discusses the time frames each has for seeing a return on their capital investments, what a family office looks for when deciding to partner with an entrepreneur, why family offices tend to be hands-on in how they operate and interact with their portfolio companies and the implications these issues have on the sales process and afterward.
View the complete show notes for this episode.
Learn More:
- The Role of Family Offices in M&A
- The Private Equity Toolkit with Michael Roher
- The Basics of Independent (Fundless) Sponsors in M&A
- M&A Guide | The 4 Types of Buyers of Businesses
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Selling Your Company to a Private Equity Firm vs. a Family Office
- Family Offices and Management Buyouts – What You Need to Know
- Family Offices – What They Look for When Buying a Company
If you get an email out of the blue expressing interest in buying your company, does this mean you have a buyer before you even knew you wanted one? Not quite. Channing Hamlet discusses what information to have at your fingertips and how to avoid a potential bait-and-switch marketing ploy. He discusses handling different situations, the importance of doing market research on your own company, understanding the marketplace and potential valuations so you can respond with knowledge rather than a gut reaction.
Learn More:
- M&A Guide | The 4 Types of Buyers of Businesses
- How Long do Buyers of Businesses Stay in the Market?
- Business Valuation Methods in a Nutshell
- Letter of Intent
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Financial Due Diligence – Why It’s Important to Prepare for the Sale of Your Company
- How to Build Maximum Strategic Value in Your Business
- Maximizing Profits: Key Insights on Preparing a Company for Sale from an Experienced M&A Attorney
Hybrid capital, or revenue-based financing, might be the solution for a middle-market business owner seeking capital to grow while still maintaining control of their company’s strategic direction. Neil Johnson explains how this model of revenue-based financing works. This detailed discussion covers who can benefit from this approach, how the interest rate flows, how lending multiples are calculated, unitranche debt, and the debt-like and private equity-like features built into this hybrid model of financing.
Learn More:
- Small Business Acquisition Financing
- M&A Seller Financing: A Complete Guide
- Arrange Financing
- M&A Seller Financing: Handling a Buyer Default
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Family Offices and Management Buyouts – What You Need to Know
- Financing an Acquisition – What Buyers and Sellers Need To Know
- Expanding Your Business with Growth Equity
- What Does the Future Look Like for Middle Market Valuations?
The subject of taxes may be dry, but when it comes to selling a business, taxes can’t be avoided forever. Tax attorney Alex Denault discusses the differences between a CPA and a tax attorney, how an asset sale versus a stock sale impacts tax implications, successor liabilities and how they influence a transaction, the IRS ramifications of asset allocation, double taxation risks for C-Corps, when sales taxes apply, and some general rules on what sellers can expect in terms of paying taxes when they sell a business.
Learn More:
- M&A Basics | Asset vs. Stock Sale
- Allocation of Purchase Price & Taxes When Selling a Business
- Adjusting Financial Statements: A Complete Guide
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes: (based on podcast notes)
- Do You Need Tax Insurance When Selling Your Business?
- How an M&A Attorney Can Help Sell Your Business
- Expert Advice from a Buyer – Why You Should Prepare Your Business for Sale
Buying a business starts with finding the right business. Best-selling author and experienced acquirer Richard Parker covers the basics a buyer should know before looking at buying a business. He discusses how to arm yourself with the right knowledge and guidance to make educated decisions, the importance of identifying the right business for yourself – one that matches your strengths, how the lack of knowledge can paralyze potential buyers, and the top mistakes people make when looking at buying a business.
Learn More:
- Why is the Range of Possible Values so Wide for a Business?
- Business Valuation Basics: 9 Critical Concepts to Understand
- M&A Due Diligence Preparation
- The Basics of Independent (Fundless) Sponsors in M&A
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Financing an Acquisition – What Buyers and Sellers Need To Know
- What a Buyer Looks for When Acquiring a Middle-Market Business
- Financial Due Diligence – Why It’s Important to Prepare for the Sale of Your Company
The role of independent sponsors as investors is growing in the M&A world. Bakari Akil is an acquisition entrepreneur, and he shares his inspiring story of learning the ins and outs of buying companies and provides tips on getting started. He defines independent sponsors and search funds, clarifies the differences between these acquisition models, and discusses the role of the investor. Bakari also talks about his experience as a digital nomad and the lessons he’s learned while working around the world.
View the complete show notes for this episode.
Learn More:
- The Basics of Independent (Fundless) Sponsors in M&A
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- What Sellers Should Know About Selling Their Business to a Search Fund
- The Basics of Selling Your Business to an Independent Sponsor
- Expert Advice on Preparing for Due Diligence in Middle-Market M&A
The due diligence process is stressful and has high stakes for both sides of any acquisition. Jonathan Wilson returns to M&A Talk to highlight the importance of preparing for the due diligence stage and what to expect during this period of a business sale. He discusses the differences between how various types of buyers handle due diligence, gives an overview of what documents are needed, what to look out for, the need for speed, and how to prepare for due diligence from the very beginning of the sale process.
View the complete show notes for this episode
Learn More:
- M&A Due Diligence | Checklist & Overview
- M&A Due Diligence Preparation
- The Role of Family Offices in M&A
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- After the Sale – Planning a Smooth Integration with the Buyer
- 8 Simple Ways to Increase the Value of Your Business
- Do You Need to Prepare for Due Diligence When Selling Your Business?
- Why Seller Due Diligence is Vital to a Successful Sale
A management buyout, or MBO, offers an attractive option for selling a middle-market company to the people who know it best – the management team. B.G. and Geordie Lemmon discuss how their family office views these businesses as partners and share insights on what can make an MBO successful. They discuss what the family office looks for in a company, how the finances work, how the management team is involved, how the company can grow over time, and what this means for the next generation of management owners.
View the complete show notes for this episode.
Learn More
- Business Broker and M&A Advisor Fees: A Comprehensive Guide
- SBA Financing When Buying or Selling a Business
- M&A Basics | Why Do Business Owners Sell Their Business?
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Behind the Scenes of a Family Office
- Why You Should Consider Selling Your Business to a Family Office
- Selling Your Company to a Private Equity Firm vs. a Family Office
Taxes – taxes – taxes. The best way to deal with them is to be prepared, and Bill Wiersema returns to M&A Talk to do a short show with a big punch. He covers some of the little-known issues that come up around taxes when selling a middle-market business. He talks about the tax implications of stock deals vs. asset deals, double taxation, and tax differences between an S-Corp and a C-Corp. He explains what an F reorganization is, how it may be a solution, and the advantages and limitations of an LLC vs. an S-Corp.
View the complete show notes for this episode.
Learn More
- The Role of Accountants When Selling Your Business
- How Does Entity Type Affect the Sale of My Business?
- 18 Differences Between Valuing Public and Private Businesses
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Tax Insurance: The Business Solution You Didn’t Know Was Possible
- How an M&A Attorney Can Help Sell Your Business
- Do You Need Tax Insurance When Selling Your Business?
Whether you realize it or not, buying or selling a business is an emotional rollercoaster. Drew Bisping talks about this emotional journey from both sides of the table as a buyer and seller. He discusses the role that emotions play in the sales process and what you can do about it, the importance of using the right advisors, the very real impact that comes from deal fatigue, and why it is critical to be prepared and understand the impact a sale will have emotionally on yourself, your employees, and partners.
View the complete show notes for this episode.
Learn More:
- Net Working Capital (NWC) for M&A – A Complete Guide
- M&A Negotiating Tactic #1 – Honesty
- M&A Due Diligence | Checklist & Overview
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Will Selling Your Business Make You Happy?
- Maximizing Profits: Key Insights on Preparing a Company for Sale from an Experienced M&A Attorney
- Managing Personality and Cultural Differences When Selling Your Business
Negotiating a clear letter of intent keeps a seller’s position strong throughout the sale process. Bill Snow returns to discuss the top four mistakes sellers make with the LOI and his tips on avoiding these issues. He highlights the importance of planning for taxes and understanding the tax implications of a sale from the outset, how valuations vary and what can impact them, setting up a data room for due diligence before the LOI stage, the dangers of having unrealistic expectations, and the costs of not being prepared.
View the complete show notes for this episode.
Learn More:
- Negotiating the Letter of Intent
- Letter of Intent
- A Guide to M&A Negotiating Tactics
- Earnouts When Selling or Buying a Business | Complete Guide
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Do You Need Reps & Warranties Insurance When Selling a Business?
- Expert Advice on How To Sell Your Middle-Market Company
- How to Plan the Sale of Your Business from Start to Finish
In a return discussion of family offices, Alejandro Levy takes a deeper dive into the nuances of the family office and how they structure their investment strategies. Since family offices are major buyers of middle market companies, it’s important sellers understand what they look for in an investment and who the decision makers are within a family office. The discussion includes direct investments, investment trends in the secondary market, and the differences between family offices and independent sponsors.
View the complete show notes for this episode.
Learn More:
- Should I Sell My Business?
- Dealing with Investors Who Want to Buy Your Business
- M&A Guide | The 4 Types of Buyers of Businesses
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Why You Should Consider Selling Your Business to a Family Office
- Behind the Scenes of a Family Office
- The Basics of Independent Sponsors
Returning to M&A Talk, financial expert Bill Wiersema shares his thoughts on the current economic situation and the impact of the pandemic on middle market valuations. Will the pandemic continue to impact valuations? Bill’s answer is, “It depends.” He shares his insights into the impact of higher interest rates, inflated unit margins, the consequences of supply chain difficulties, gauging a company’s performance in unusual times, and trends and issues that will continue to influence valuations in the middle market.
View the complete show notes for this episode.
Learn More:
- Earnouts When Selling or Buying a Business | Complete Guide
- M&A Guide | The 4 Types of Buyers of Businesses
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- 7 Critical Issues Related to Quality of Earnings
- Avoiding Pitfalls in Financial Due Diligence When Selling a Business
- How to Build Maximum Strategic Value in Your Business
This comprehensive show on acquisition financing looks at what buyers and sellers need to know from the beginning. Stephen Speer shares his experience as a finance intermediary to discuss the questions lenders ask, what they look for before making an investment in a company, working with PE firms, family offices, SBA loans, and other capital providers; valuations; EBITDA multiples; how equity is used in an acquisition, and why a seller needs to understand how a buyer will finance the purchase of their business.
View the complete show notes for this episode.
Learn More:
- SBA Financing When Buying or Selling a Business
- Small Business Acquisition Financing
- Earnouts When Selling or Buying a Business | Complete Guide
- Adjusting Financial Statements: A Complete Guide
Additional Resources:
- Planning to sell your business? Schedule a free consultation today.
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Why You Should Consider Selling Your Business to a Family Office
- The Basics of Selling Your Business to a Family Office
- Why SBA Loans are a Great Way to Finance Your Business
This international edition of M&A Talk focuses on search funds and highlights multiple ways to fund an acquisition. Carl Lundberg offers an in-depth discussion of search funds, how money is raised for entrepreneurs, and differences in the M&A world between the UK and the US. He discusses investment funding in the UK, what buyers typically look for in a company, differences between a search fund, PE firm, angel investors, and other financial buyers, and the dynamics involved when working with a search fund.
View the complete show notes for this episode.
Learn More:
- SBA Financing When Buying or Selling a Business
- Dealing with Investors who Want to Buy Your Business
Additional Resources:
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- Everything You Need To Know Before Growing Internationally
- A Deep Dive Into Real Returns on Investment in the Private Equity World
- Managing Personality and Cultural Differences When Selling Your Business
When selling your company, knowing what a buyer looks for is invaluable. Malcolm Peace owns an investment firm focused on buying and growing middle-market businesses. He talks about why he focuses on blue-collar businesses in Texas and taking them to the next level of growth. Malcolm discusses what a buyer looks for when evaluating a company, how technology can be used to help some owners step away from their company, how a typical deal may be structured, and the importance of being emotionally prepared.
View the complete show notes for this episode.
Learn More:
- Negotiating the Letter of Intent
- M&A Due Diligence Preparation
- M&A Reps & Warranties
- Reducing Concentrations of Risk Before Selling Your Business
- Earnouts When Selling or Buying a Business | Complete Guide
- M&A Seller Financing: A Complete Guide
- Non-Disclosure Agreement (NDA) | A Complete Guide for M&A
- Allocation of Purchase Price & Taxes When Selling a Business
- Preparing Emotionally for the Closing
Additional Resources:
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- The Private Equity Toolkit – How PE Firms Grow Businesses
- Selling Your Company to a Private Equity Firm vs. a Family Office
- What Exactly is a Rollover and Why Should a Seller Care?
Don’t be scared to put your business on the market – just be prepared. This is the top piece of advice from strategic buyer Scott Hile. He shares his advice learned from doing almost 100 transactions on the buy-side. Scott has seen what can go wrong with a deal and the common mistakes sellers make. He discusses the importance of being prepared, how this can help with running a business even before going to market, the impact on the value and time it takes to sell, and how being prepared builds trust with a buyer.
View the complete show notes for this episode.
Learn More:
- Increasing the Value of Your Business | The RVD Model
- Business Exit Plan & Strategy Checklist | A Complete Guide
- M&A Basics: Building a Sellable Business
- Reducing Concentrations of Risk Before Selling Your Business
Additional Resources:
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- Maximizing Profits: Key Insights on Preparing a Company for Sale from an Experienced M&A Attorney
- First Time Selling a Business? Here’s What To Expect.
- Lessons Learned on Selling a Business After Dozens of Exits
The personal touch can be hard to find when it comes to selling a business, but family offices can bring the personal touch back into the mix. Father and son Geordie and B.G. Lemmon talk about their family office, Brynavon, and how family offices work in the M&A world. They discuss the differences between a family office, a PE firm, and a strategic buyer, how they make investment decisions, how they work alongside the existing management team and the long-term perspective they take with their investments.
View the complete show notes for this episode.
Learn More:
- The Fungibility of Businesses as an Investment
- 7 Steps to Sell a Business Fast
- Quality of Earnings in M&A – The Ultimate Guide
Additional Resources:
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- The Basics of Selling Your Business to a Family Office
- Selling Your Company to a Private Equity Firm vs. a Family Office
- Everything An Entrepreneur Needs to Know About Selling to PE Firm
The digital marketplace is rapidly evolving and has unique challenges in M&A. Yury Byalik, an expert in buying digital companies, shares what he looks for when acquiring a digital business and offers advice on preparing a digital company for sale. Yury describes the most common mistakes sellers make the criteria buyers consider as they evaluate a company, and gives clear definitions of some of the hottest topics in M&A today. This is a show full of advice for sellers from a buyer’s perspective.
View the complete show notes for this episode.
Learn More:
- Top 5 M&A Value Drivers for Tech & Software Companies
- A Guide to Valuing Tech, Software & Online Businesses
- How Do I Sell My Amazon FBA Business?
- The Fungibility of Businesses as an Investment
Additional Resources:
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- Selling Your Company to a Private Equity Firm vs. a Family Office
- Everything An Entrepreneur Needs to Know About Selling to PE Firm
- What Exactly is a Rollover and Why Should a Seller Care?
The human element of a business sale is often overlooked. Attorney Danya Shakfeh discusses the impact of cultural differences where personal backgrounds, values, and cultural influences can impact how a sale proceeds or falls apart. She discusses what to expect when working with an attorney, the importance of managing personality and cultural differences, how cultural differences can impact negotiations, some real-world cultural issues she has encountered, and what she has learned that is not taught in law school.
View the complete show notes for this episode.
Learn More:
- M&A Non-Compete Agreement | A Complete Guide
- M&A Purchase Agreement | A Complete Guide
- M&A Basics | Handling Buyer Meetings
- Can You Give me a Quick Opinion of the Value of my Business?
- Preparing Emotionally for the Closing
- How Long Does it Take to Sell a Business?
Additional Resources:
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- The Practical Side of M&A Deals That Law Schools Overlook
- How an M&A Attorney Can Help Sell Your Business
- M&A from Multiple Perspectives
Preparing your business for sale is critical for success. Patrick O’Connell works with buyers during a transaction to perform financial due diligence (FDD). He joins M&A Talk to explain the FDD process and give advice to sellers on how best to prepare their company for sale from a financial perspective. He discusses the issues that come up during diligence, who is involved in the process, and the biggest mistakes sellers make, and gives perspective on what a buyer looks at during financial due diligence.
View the complete show notes for this episode.
Learn More:
- Tips on Preparing Your Business for Sale
- 3 Simple Things to Look for When Hiring a CPA
- M&A Due Diligence | Checklist & Overview
- Preparing Financial Statements When Selling a Business
Additional Resources:
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- Financial Due Diligence
- How a Q of E Report Can Save Time and Money in an M&A Transaction
- Unveiling the Challenges of Financial Due Diligence: Strategies for a Smooth Integration
The earlier an entrepreneur starts planning for the sale of their business, the longer they have to compound value as it grows. Mac Lackey gives advice for maximizing the strategic value of a business. Mac shares lessons he has learned from starting and selling six companies all for strategic value, including designing a business with prospective buyers in mind, telling a compelling story about competitive advantages, and why planning ahead is critical to selling a business for strategic value.
View the complete show notes for this episode.
Learn More:
- Top 5 M&A Value Drivers for Tech & Software Companies
- Business Valuation Basics: 9 Critical Concepts to Understand
- Tips on Preparing Your Business for Sale
- 7 Steps to Sell a Business Fast
Additional Resources:
- Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- Entrepreneurship and M&A: Perspectives on Start-ups, Mergers, and Integration
- What Are You Getting Into When You Want To Sell Your Business?
- Eight Key Elements to Creating Business Value
It is critical to have the right partner in place to successfully grow into an international market. Michele Museyri, with HSP Group, specializes in helping companies expand internationally, and she shares expert tips for managing the process. This jam-packed show discusses what goes into making the decision to expand, issues to consider, legal and cultural differences, and the intricacies of compliance. Also, a brief quiz with facts on cultural and legal differences in regions and countries around the globe.
View the complete show notes for this episode.
Learn More:
- M&A Carve-outs
- The Biggest Showstopper in Cross-Border Carve-outs: The Employees
- When Does Using an Employer of Record (EOR) Make Sense?
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
*Listen to Other Episodes:*
- Inside Details on Descartes’ International Acquisition of Localz
- Cross-Border M&A Transactions
- M&A Integration
Selling your business through a rollover is complicated. Attorney Trevor Crow breaks this technical topic down into clear language as he explains how a rollover works, discusses major terms and documents involved, offers insights into the tactics and negotiating strategies employed by PE firms, explains what to expect, and highlights the critical element of understanding the economic provisions involved in a rollover. Listen to this discussion and maintain your negotiating leverage by knowing what to expect.
View the complete show notes for this episode.
Learn More:
- Earnouts When Selling or Buying a Business | Complete Guide
- Retirement Funds Financing When Buying or Selling a Business
- Small Business Acquisition Financing
- M&A Guide | The 4 Types of Buyers of Businesses
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- Upper Middle-Market M&A
- How to Use Your Retirement Account to Fund Your C Corp and Other Funding Options
- Selling Your Company to a Private Equity Firm vs. a Family Office
This in-depth conversation about preparing a company for sale looks at the process from the view at the end of the transaction. Pat Linden, an M&A attorney who has closed well over 100 deals, offers insights into the importance of being prepared before even starting the sales process. He shares tips on maximizing the final price, negotiating from a strong position, maintaining a poker face, recognizing sunk costs, dealing with emotional stress, and getting it right to get the best price possible.
View the complete show notes for this episode.
Learn More:
- Letter of Intent
- Business Valuation Standards of Value & Fair Market Value
- The Role of M&A Lawyers When Selling Your Business
- 10 Key Components of Successfully Selling Your Business
- Selling Your Company: Bridging the Gaps Between Financial and Legal Advisors
- The Last 5% in M&A: Why It Matters The Most
- “We Always Do It This Way” in M&A – Sellers Beware
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- The Human Side of M&A Law
- The Practical Side of M&A Deals That Law Schools Overlook
- How an M&A Attorney Can Help Sell Your Business
What does it take to complete a successful acquisition quickly and smoothly on an international scale? Get the insider’s view of global powerhouse Descartes’ acquisition of Australian company Localz in this discussion with both companies. Hear about the importance of clear communication, tips on being prepared for the intensity of the acquisition process, dealing with issues such as time zones, and relationship building on an international scale – all elements critical to achieving a successful acquisition.
View the complete show notes for this episode.
Learn More:
- Why do Companies Acquire other Businesses?
- Crossroads: Deciding to Sell Your Business vs. Doubling Down
- Should I Sell My Business?
- Process for Screening Buyers When Selling a Business
- M&A Closing Process | A Complete Guide
- Preparing Emotionally for the Closing
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- Find Out How the Acquisition of GroundCloud by Descartes Unfolded
- Advice From a $5 Billion Company on Selling Your Business
- The Secret to Success in the World of Corporate Development
Listen in for expert advice on selling a business, geared toward sellers of middle-market companies. Investment banker and author of Mergers & Acquisitions For Dummies Bill Snow shares advice, tips, and insights from over 30 years of selling companies. He gives examples of adjustments that should be made or avoided, discusses the most common mistakes sellers make, explains why a cash flow statement is critical, covers the four methods of valuing a company, shares how an investment banker helps in negotiations, and his top piece of advice for all sellers.
View the complete show notes for this episode.
Learn More:
- EBITDA | Definition, Formula & Example – A Complete Guide
- M&A Guide | The 4 Types of Buyers of Businesses
- Confidential Information Memorandum (CIM) | A Detailed Guide
- M&A Due Diligence Preparation
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- Unveiling the Challenges of Financial Due Diligence: Strategies for a Smooth Integration
- Advice From a $5 Billion Company on Selling Your Business
- The Art and Science of Middle Market Valuation
The world of private equity is often maligned and misunderstood. Adam Coffey brings his years of experience from the corporate and PE worlds to dispel the myths that surround the idea of selling a business to a PE firm. He shares stories from GE during its heyday under Jack Welch, discusses how he translates those lessons to the acquisitions, roll-ups, and turnarounds he has led, and talks about learning and the magic that private equity can bring to a company in helping it grow to the next level.
View the complete show notes for this episode.
Learn More:
- The Importance of Persistence When Selling a Business
- Increasing the Value of Your Business | The RVD Model
- M&A Basics: Building a Sellable Business
- Preparing Financial Statements When Selling a Business
- The Role of M&A Lawyers When Selling Your Business
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- Partnering with Private Equity Firms
- Behind the Scenes of Private Equity
- The Private Equity Toolkit
Returning to M&A Talk, Dan Tamkin looks at how the market has changed in recent years; how changes in interest rates affect valuations; the problem with low revenue, high EBITDA businesses; and why it’s important for buyers and sellers to get along. He discusses the impact of a mismatch between buyer and seller expectations, the surprising influence of a good dinner meeting to build trust and establish a relationship between the buyer and seller, and stories about getting deals done and some that fell through.
View the complete show notes for this episode.
Learn More:
- Why Do Buyers Disappear When Selling My Business?
- Most Common Deal Killers When Selling Your Business
- SBA Financing When Buying or Selling a Business
- M&A Brokers & Adverse Incentives
- Do I Need to Hire a Local Business Broker?
- M&A Purchase Agreement | A Complete Guide
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- Value Recovery Through Restructuring
- How to Determine When a Business is Ripe for Investment
- What Are You Getting Into When You Want To Sell Your Business?
The world of M&A is complex, but it is possible to plan, learn, and be flexible enough to make an acquisition successfully happen. Cassio Bobsin takes a broad perspective of entrepreneurship and gives his insights into start-ups, mergers, integration, taking a company public, and the influence of AI on the M&A industry. Cassio doesn’t take the typical scientific approach to decide about an acquisition – he looks at core competencies, synergies, and best practices of a company and how to integrate them.
View the complete show notes for this episode.
Learn More:
- 18 Differences Between Valuing Public and Private Businesses
- M&A Guide | Selling Your Business to a Competitor
- Why do Companies Acquire Other Businesses?
- Earnouts When Selling or Buying a Business | Complete Guide
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- Creating M&A Value Through Technology
- Find Out How the Acquisition of GroundCloud by Descartes Unfolded
- IT Integration and Its Role in the M&A World
What is a quality of earnings (Q of E) report? How can it help sellers and buyers in M&A transactions? Nicholas Spezio returns to M&A Talk to discuss the importance of the Q of E report. From an overview of the process to the difference between an audit and a Q of E, Nicholas covers how a Q of E can ensure that both parties are prepared for the diligence process by flushing out potential issues early enough in the transaction to be able to deal with the issues rather than losing the deal.
View the complete show notes for this episode.
Learn More:
- M&A Due Diligence | Checklist & Overview
- M&A Due Diligence Preparation
- EBITDA | Definition, Formula & Example – A Complete Guide
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- Financial Due Diligence
- Top Seven Issues Today Critical to Understanding Quality of Earnings
- Cooking the Books
Don’t rush to the closing – take the time to do financial due diligence properly. That’s the advice from Nicholas Spezio with Exbo Group, a strategic boutique advisor for growth-stage companies. He discusses the integration process, the objectives and advantages of doing financial due diligence, the problems with going too fast during the sale process, why financial due diligence is the most challenging part of integration, and how to set a company up for success with a seamless integration.
View the complete show notes for this episode.
Learn More:
- M&A Due Diligence | Checklist & Overview
- M&A Due Diligence Preparation
- EBITDA | Definition, Formula & Example – A Complete Guide
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- Financial Due Diligence
- Top Seven Issues Today Critical to Understanding Quality of Earnings
- Cooking the Books
Serial entrepreneur Ryan Buckley returns to M&A Talk to discuss lessons learned as he moves from bootstrapping to seeking venture capital backing with his current company, Shovels. Ryan talks about his decision to pursue climate tech as his next project, how the idea of mining and analyzing building permit and inspection data can help people make better decisions about contractors they work with, what went into his decision to pursue VC money, and the importance of focusing on providing the most value.
View the complete show notes for this episode.
Learn More:
- Business Valuation & Return on Investment (ROI)
- Tech & Software M&A Dynamics
- Top 5 M&A Value Drivers for Tech & Software Companies
- A Guide to Valuing Tech, Software & Online Businesses
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- Scaling and Exiting Multiple Tech Companies
- Creating M&A Value Through Technology
- From Economics to Learning to Code to Building a Multi-Million Tech Co.
What can an M&A attorney bring to the table when selling a business? Jessica Fairchild, a corporate and M&A attorney for over 20 years, answers this question and many more. She discusses why it is so important to work with a lawyer who knows how the M&A process works, knows what your goals are, and understands the key issues of your business when they are negotiating for you. She highlights the need to prepare for a sale as early as possible and build a team of good advisors to help you throughout the sales process.
View the complete show notes for this episode.
Learn More:
- M&A Basics | The Letter of Intent
- Business Exit Plan & Strategy Checklist | A Complete Guide
- The Role of M&A Lawyers When Selling Your Business
- Non-Disclosure Agreement (NDA) | A Complete Guide for M&A
- Jessica Fairchild Discusses Key Considerations for Founders Looking to Sell Their Business
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
- Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business.
Listen to Other Episodes:
- What Are You Getting Into When You Want To Sell Your Business?
- The Human Side of M&A Law
- Exit Planning Strategy
What are the two most important things to know before starting the journey to sell your business? Chris Younger, with Class VI Partners, answers this question and many more. He discusses the fundamentals of selling a middle-market company, the importance of preparation and planning ahead, looking for a buyer with the right fit, building a growth plan that can survive due diligence, and the amount of stress involved in a sale and what an owner can do to manage the stress and inevitable problems that crop up.
View the complete show notes for this episode.
Learn More:
- M&A Due Diligence | Checklist & Overview
- M&A Due Diligence Preparation
- M&A Basics | Why Do Business Owners Sell Their Business?
- Business Exit Plan & Strategy Checklist | A Complete Guide
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- What It Takes To Sell Your Company for a Premium
- Preparing Your Company for Due Diligence
- Exit Planning Strategy
Consider the M&A world as science versus art. This fascinating discussion looks at acquisitions as transformations. Jay Goldman, author, and co-founder of Sensei Labs, defines enterprise and portfolio orchestration, discusses how automation, collaboration, and software can help build more value in an organization, looks at how a company can execute better on value creation and go beyond closing the deal to place the emphasis creating a more durable, repeatable, and scalable model for long-term value creation.
View the complete show notes for this episode.
Learn More:
- Tech & Software M&A Dynamics
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Virtual and Augmented Reality M&A
- Digging Into the World of Fintech and Private Capital Markets
- Eight Key Elements to Creating Business Value
A successful partnership was recently formed when Ed Gardner of Descartes led the acquisition of GroundCloud, founded by David Leland. They both discuss the acquisition process, from David’s decision to look for a partner to Descartes’ decision to make an offer. This discussion walks through the process from management presentations through the offer stage, due diligence, closing, and post-closing, with tips, advice, and insight into the thought processes that went into each stage of the acquisition.
View the complete show notes for this episode.
Learn More:
- Tips on Preparing Your Business for Sale
- 7 Steps to Sell a Business Fast
- Strategies for Maintaining Confidentiality
- M&A Due Diligence | Checklist & Overview
- M&A Basics: The Letter of Intent
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- The Highs and Lows of Growing A Business Through Acquisitions
- What It Takes To Sell Your Company for a Premium
- Exit Planning Strategy
What is the current state of fintech, fundraising, and private capital markets? David Frank, founder and CEO of Stonehaven, a company that’s developed a fintech operating system for investment bankers and investors in private capital markets, shares insights he sees through his company. From a high-level look at fintech and the future of AI to developing a global workforce and differences between venture capital, private equity, and public markets – this is much more than a high-level fintech conversation.
View the complete show notes for this episode.
Learn More:
- The Fungibility of Businesses as an Investment
- Tech & Software M&A Dynamics
- A Guide to Valuing Tech, Software & Online Businesses
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business.
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- How IPOs, SPACs, and De-SPACs Intersect with the M&A World
- How High-Growth Private M&A Works From the Inside
- The Basics of Private Equity
Employee stock ownership plans have long been an exit strategy for companies, but they are still misunderstood. Kelly Finnell shares his passion and expertise with ESOPs from his 40 years of specializing in them. Beyond the definition of an ESOP, Kelly offers his insights into the history of ESOPs, the tax benefits they present to owners and employees, what metrics a company should have for an ESOP, what companies would be poor candidates for an ESOP and stories of the successes and challenges involved with an ESOP.
View the complete show notes for this episode.
Learn More:
- Should I use SDE or EBITDA to Value a Business?
- Additional Ways to Market Your Company for Sale
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Should You Consider an ESOP When Selling Your Business?
- The Basic Mechanics of Employee Stock Ownership Plans (ESOPs)
- Top Tips on ESOPs and the Healthcare Industry
Employee stock ownership plans, known as ESOPs, are an M&A alternative that places shares of a company in the hands of employees. This complex topic is the focus of Michael Bannon and Jordan Burg, ESOP experts in the healthcare industry with boutique investment bank CSG Partners. They discuss considerations around structuring an ESOP, advantages to owners and employees, the impact ESOPs can have on increasing employee happiness and tenure, and advice that goes beyond companies in the healthcare space.
View the complete show notes for this episode.
Learn More:
- Business Exit Plan & Strategy Checklist | A Complete Guide
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- Should You Consider an ESOP When Selling Your Business?
- The Basic Mechanics of Employee Stock Ownership Plans (ESOPs)
- Recent Changes and Predictions in Healthcare M&A
- Healthcare M&A
When it comes to buying a business, what are the top considerations and pitfalls to avoid? Jon Stoddard, an investor, serial acquirer, and host of the podcast Top M&A Entrepreneurs, joins M&A Talk to discuss buying small businesses, including the risks, lessons he has learned, and the rewards of dealing with start-ups. Jon discusses the differences in on-market vs. off-market deals, the importance of deal flow, raising capital, finding investment money, and the idea of buying a business with no money down.
View the complete show notes for this episode.
Learn More:
- M&A Seller Financing: A Complete Guide
- SBA Financing When Buying or Selling a Business
- Small Business Acquisition Financing
- Can I Sell My Business for All Cash?
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- The Highs and Lows of Growing A Business Through Acquisitions
- Lessons Learned From Doing 48 Business Deals in 2.5 Years
- From Economics to Learning to Code to Building a Multi-Million Tech Co.
Integration is a critical component of any acquisition, and IT integration, in particular, is key to achieving a successful integration. Uma Nidmarty is a specialist in IT integration and shares her 25+ years of experience in the world of M&A acquisitions. The discussion includes an explanation of some of the terminology, the impact integration can have on the value of a deal, major deal killers, the elements and costs involved in IT integration, and some examples of integrations gone wild.
View the complete show notes for this episode.
Learn More:
- Most Common Deal Killers When Selling Your Business
- Tech & Software M&A Dynamics
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
- To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.
Listen to Other Episodes:
- The Highs and Lows of Growing A Business Through Acquisitions
- The Good, The Bad & The Ugly of Growth by Acquisition
- An Introduction to Corporate Carve-Outs
- Mid-Market Integration
In this episode of M&A Talk, we take a deep dive into the many facets of M&A with Corey Kupfer, the author of Authentic Negotiating: Clarity, Detachment & Equilibrium – The Three Keys to True Negotiating Success & How to Achieve Them. We discuss the role of lifestyle businesses, lawyers as deal makers, happiness as a new metric in considering an M&A deal, The Five Whys, and the keys to negotiating in M&A.
View the complete show notes for this episode.
Learn More:
- The Role of M&A Lawyers When Selling Your Business
- A Guide to M&A Negotiating Tactics
- M&A Negotiating Tactic #1 – Honesty
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
Listen to Other Episodes:
- Should You Consider an ESOP When Selling Your Business?
- Eight Key Elements to Creating Business Value
- M&A Market Growth Potential in Veterinary Practices
An ESOP, or employee stock ownership plan, is one of several options you may consider when selling your business. What is an ESOP, and should you consider one? In this episode of M&A Talk, we explore the ins and outs of ESOPS and help you determine whether an ESOP is the right exit path for you. You will learn how ESOPS work, whether your company is a right fit for an ESOP, how your business will be valued under an ESOP, and common multiples used to finance the transaction.
View the complete show notes for this episode.
Learn More:
- Should I use SDE or EBITDA to Value a Business?
- Additional Ways to Market Your Company for Sale
Additional Resources:
- Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business
- Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired
- Planning to sell your business? Schedule a free consultation today.
Listen to Other Episodes:
- The Basic Mechanics of Employee Stock Ownership Plans (ESOPs)
- Human Capital and the Value of Your Business
- Jeff Wald, Founder of WorkMarket, on a $100 Million+ Exit
Looking at M&A transactions from the sell-side, building value is the foremost goal for a business owner. Jonathan Wilson, the founder of Dubb Value Creation (Consulting Firm), returns to M&A Talk to discuss the importance of incorporating sell-side readiness into a strategic plan and outlines his eight key concepts for building value. He covers the importance of financial forecasts, reducing concentrations of risk, recurring and repeat revenue, synergies and dis-synergies, and the need to always have a growth strategy that can be described to a buyer.
View the complete show notes for this episode.
Learn More:
- Adjusting Financial Statements: A Complete Guide
- EBITDA | Definition, Formula & Example – A Complete Guide
- Reducing Concentrations of Risk Before Selling Your Business
- Preparing Financial Statements When Selling a Business
- Business Valuation Methods in a Nutshell
- Business Valuation: A List of Factors to Consider
- What is the difference between repeat and recurring customers?
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation | The Art of the Exit | The Exit Strategy Handbook | Closing the Deal | Acquired
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- The M&A Integration Playbook
- The Art and Science of Middle Market Valuation
- Appraisals and Valuations in the Real World of M&A Deals
In the M&A world, the veterinary field is changing as practices become more consolidated. Eric Lewandowski, a managing director in the KPMG Strategy consulting group, shares his insights into the appeal and growth potential of veterinary platforms. He discusses how changes in the relationship between pets and their families are being reflected in the M&A industry, the influence of technology in vet practices, the differences between corporate and clinical ownership, and private equity’s role in the evolving veterinary market.
View the complete show notes for this episode.
Learn More:
- EBITDA | Definition, Formula & Example – A Complete Guide
- Is there a Difference Between an Appraisal and a Valuation?
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation | The Art of the Exit | The Exit Strategy Handbook | Closing the Deal | Acquired
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- The Highs and Lows of Growing A Business Through Acquisitions
- Recent Changes and Predictions in Healthcare M&A
- Selling Your Company to a Private Equity Firm vs. a Family Office
In this engaging discussion about the human side of M&A, attorney Matt Saur, co-founder and partner of Woolery & Co., discusses how the human element of M&A law affects business outcomes. Matt shares stories illustrating the importance of relationships and covers the steep learning curve and plateaus that occur when learning the basics of M&A. He discusses the importance of developing intangible skills around the deal-making process, how a good story on the front end can help get a good outcome for the seller, and why the very best lawyers are business people.
View the complete show notes for this episode.
Learn More:
- The Role of M&A Lawyers When Selling Your Business
- Tips on Preparing Your Business for Sale
- A Guide to M&A Negotiating Tactics
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation | The Art of the Exit | The Exit Strategy Handbook | Closing the Deal | Acquired
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- The Practical Side of M&A Deals That Law Schools Overlook
- The Basics of Independent Sponsors
- M&A Law
Full of complexity and challenging to implement, the corporate carve-out form of divestiture is gaining interest in the M&A world. Eric Jones is an expert in carve-out deals, and he shares insights on what hurdles to watch for and how to prepare for a carve-out transaction. Eric discusses what a carve-out is, what makes them tricky, how they unlock shareholder value, the legal and operational issues, the importance of the transaction services agreement, and the role of diligence in making this type of M&A deal successful.
View the complete show notes for this episode.
Learn More:
- Why do Companies Acquire Other Businesses?
- M&A Reps & Warranties | A Complete Guide
- M&A Due Diligence Preparation
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation | The Art of the Exit | The Exit Strategy Handbook | Closing the Deal | Acquired
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- The Practical Side of M&A Deals That Law Schools Overlook
- The Good, The Bad & The Ugly of Growth by Acquisition
- How IPOs, SPACs, and De-SPACs Intersect with the M&A World
Employee stock ownership plans (ESOPs) offer middle-market business owners an exit option that can protect their legacy and incentivize their employees. David Blauzvern and Jordan Burg, of CSG Partners, explain the basic mechanics of ESOPs. Their easy conversation makes the complexities of this topic clear as they discuss an overview of an ESOP plan, how they are structured, how shares work, the tax benefits for owners and employees, the prerequisites needed, and why ESOPs should be considered a powerful M&A alternative.
View the complete show notes for this episode.
Learn More:
- Additional Ways to Market Your Company for Sale
- M&A Guide | The 4 Types of Buyers of Businesses
- Business Valuation Standards of Value & Fair Market Value
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation | The Art of the Exit | The Exit Strategy Handbook | Closing the Deal | Acquired
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- The Highs and Lows of Growing A Business Through Acquisitions
- A Deep Dive Into Real Returns on Investment in the Private Equity World
- Exit Planning Strategy
Part art and part science – the different sides of managing an M&A transaction come together in this discussion about maximizing the value of a middle market company. Kevin Moyer and Megan Sartor combine their experiences to discuss the importance of valuation adjustments and expectation setting on the sell side. They offer explanations of EBITDA, free cash flow, and working capital, along with how these areas can be utilized to maximize value and the relationship between A/R, inventory, and accounts payable.
View the complete show notes for this episode.
Learn More:
- Is there a Difference Between an Appraisal and a Valuation?
- Business Valuation Process: What is Your Process?
- Business Valuation Methods in a Nutshell
- EBITDA | Definition, Formula & Example – A Complete Guide
- M&A Due Diligence Preparation
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation | The Art of the Exit | The Exit Strategy Handbook | Closing the Deal | Acquired
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- Appraisals and Valuations in the Real World of M&A Deals
- Mid-Market Integration
- Human Capital and the Value of Your Business
Learn firsthand how a business grows through acquisitions and advice for entrepreneurs considering an exit. Orrin Klopper, CEO of Netsurit, an IT and security management services firm, discusses spending over half his time on corporate development and acquisitions. He shares insights on the acquisition process as a buy-side advisor, what PE firms see in the managed service provider (MSP) space, the benefits and challenges of using acquisitions as a growth strategy, and what went into Netsurit’s decision to put a corporate head of development into place.
View the complete show notes for this episode.
Learn More:
- M&A Basics | The Letter of Intent
- Selling Your Business? Hire an Attorney to Increase the Bottom Line
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation | The Art of the Exit | The Exit Strategy Handbook | Closing the Deal | Acquired
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- The Private Equity Toolkit with Michael Roher
- Business Exit Strategy Basics
- Lessons Learned from a $200 Million+ Exit
This episode delves into the world of IPOs and the three main ways private middle-market companies raise money. Scott Lanciloti has over 20 years of specializing in the IPO process and explains how the SPAC and IPO markets are intertwined with the M&A market. Topics include the similarities between preparing a company for sale and doing an IPO, the evolution and growth of a company, the prime time for a company to do an IPO, what happens after a SPAC makes an acquisition, and other avenues for raising money.
View the complete show notes for this episode.
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation | The Art of the Exit | The Exit Strategy Handbook | Closing the Deal | Acquired
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- Making Acquisitions with Public Equity
- How High-Growth Private M&A Works From the Inside
- Lessons Learned From Doing 48 Business Deals in 2.5 Years
What exactly is corporate development, and what is the secret to its long-term success? Answers to these and many more questions come from corporate development expert Alessandro Cozzi of MX Technologies, a software company, as he discusses the necessity of having a long-term strategy for start-ups and big companies, the differences between doing business in the U.S. and Europe, the two things that are critical to making an acquisition viable, the role of emotions and the importance of timing in M&A, and his predictions for the market over the next few years.
View the complete show notes for this episode.
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation | The Art of the Exit | The Exit Strategy Handbook | Closing the Deal | Acquired
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- Advice From a $5 Billion Company on Selling Your Business
- The Not-for-Sale Marketplace
- How a $2 Billion Strategic Buyer Thinks
Commercial real estate attorney Brett Budlong opens up about the thrills, the stakes, and the hot-button issues in the commercial real estate M&A market. Legal nuts and bolts provide the underpinnings for entire transactions. This frank discussion is full of straight talk and horror stories from across the spectrum of real estate deals. Brett discusses issues with landlords, the impact of the growth mindset, how personality plays into negotiations, and how going too fast can lead to missing problems.
View the complete show notes for this episode.
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation | The Art of the Exit | The Exit Strategy Handbook | Closing the Deal | Acquired
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- An Insider’s View of the Niche Real Estate M&A Market
- Preparing Your Company for Due Diligence
- Lessons from an M&A Acquirer & Seller
Healthcare is a top global issue that impacts personal lives and corporate deals. Michael Roub returns to M&A Talk to discuss recent changes in the healthcare M&A industry. In this wide-ranging discussion, he covers how changes in interest rates impact deals, which sectors attract the most interest from private equity groups, and the attraction of dental services. Topics also include where growth opportunities lie within the industry and the biggest challenge to doing transactions in the healthcare space.
View the complete show notes for this episode.
Learn More:
- EBITDA | Definition, Formula & Example – A Complete Guide
- Seller’s Discretionary Earnings (SDE) | Definition & Examples
- Should I use SDE or EBITDA to Value a Business?
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation | The Art of the Exit | The Exit Strategy Handbook | Closing the Deal | Acquired
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- Healthcare M&A with Michael Roub
- Cannabis M&A
- Appraisals and Valuations in the Real World of M&A Deals
M&A attorney Hans Sperling goes beyond dry legal talk discussing the impact the human element has in M&A. Focusing on more than the legal issues, Hans talks about anticipating what can go wrong and avoiding problems throughout an M&A deal rather than just solving them. He discusses risk aversion and how this impacts a deal, the biggest and most common mistakes in an LOI, how leverage shifts during a transaction, the importance of risk allocation, and what makes a business an attractive acquisition target.
View the complete show notes for this episode.
Learn More:
- M&A Reps & Warranties | A Complete Guide
- Earnouts When Selling or Buying a Business | Complete Guide
- M&A Basics | The Letter of Intent
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation, The Art of the Exit: The Complete Guide to Selling Your Business, The Exit Strategy Handbook: A Complete Guide to Preparing Your Business for Sale, and Closing the Deal: The Definitive Guide to Negotiating the Sale of Your Business.
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- M&A Law
- How a $2 Billion Strategic Buyer Thinks
- Advice From a $5 Billion Company on Selling Your Business
The importance of a Quality of Earnings (QoE) report is often underestimated, and there is more art than just science to it. Bill Wiersema returns to M&A Talk to discuss the top seven issues today in financial due diligence. How COVID has impacted earnings, the biggest change in GAAP rules in the past 70 years, the value that can be added by having a QoE report, key issues related to diligence, new lease accounting rules, and real-life examples – all wrapped up in an engaging episode that will have you enjoying this discussion of financials.
View the complete show notes for this episode.
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation, The Art of the Exit: The Complete Guide to Selling Your Business, The Exit Strategy Handbook: A Complete Guide to Preparing Your Business for Sale, and Closing the Deal: The Definitive Guide to Negotiating the Sale of Your Business
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- Cooking the Books with Bill Wiersema
- Financial Due Diligence
- The Path to Extraordinary Returns in M&A
The world of appraisals and valuations is full of jargon and terms not often heard in the M&A world, such as strategic, investment, and fair value. Abhi Mathews, a chartered financial analyst, clarifies these terms, laying the theoretical groundwork on how appraisals work, and placing it all in the real world. He explains the different asset classes appraisals cover, how appraisals differ from business valuations, what period a valuation is based on, the role of an appraiser in an M&A transaction, and much more.
View the complete show notes for this episode.
Learn More:
- Is a Third-Party Business Appraisal Needed to Sell My Business?
- Is there a Difference Between an Appraisal and a Valuation?
- Business Valuation Standards of Value & Fair Market Value
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation, The Art of the Exit: The Complete Guide to Selling Your Business, The Exit Strategy Handbook: A Complete Guide to Preparing Your Business for Sale, and Closing the Deal: The Definitive Guide to Negotiating the Sale of Your Business
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- Working Capital for M&A Valuations
- The Acquisition Process
- From Economics to Learning to Code to Building a Multi-Million Tech Co.
What is the effect of combining the real estate industry with M&A? Deb Smith has over 25 years of M&A experience and shares insights into the niche world of real estate M&A, explaining the industry in a nutshell. Deb discusses the returns in real estate compared to the stock market, the appeal of the US market for international real estate M&A, the importance of the exit strategy at the start of a transaction, and predicts future changes in the real estate M&A industry. This is a chat you won’t want to miss.
View the complete show notes for this episode.
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation, The Art of the Exit: The Complete Guide to Selling Your Business, The Exit Strategy Handbook: A Complete Guide to Preparing Your Business for Sale, and Closing the Deal: The Definitive Guide to Negotiating the Sale of Your Business
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- A Deep Dive Into Real Returns on Investment in the Private Equity World
- Jonathan Brabrand, Author of the $100 Million Exit
- The Future of M&A Strategy
Jeff Hooke returns to M&A Talk to discuss the world of private equity and the truth about returns from private equity fund investments. He digs into the private equity markets, highlighting the fact that the PE industry does not beat the public market, despite what investors want you to think. Jeff discusses pension funds, private equity funds vs. the public market, the gold standard for institutional investment funds, tips, advice, and book recommendations from Wall Street history to the Old West.
View the complete show notes for this episode.
Learn More:
- The Myth of Private Equity, An Inside Look at Wall Street’s Transformative Investments (Columbia University Press, 2021)
- M&A, A Practical Guide to Doing the Deal (John Wiley & Sons, 2nd edition, 2015)
- Security Analysis and Business Valuation on Wall Street: A Comprehensive Guide to Today’s Valuation Methods (Wiley, 2nd edition, 2010)
- The Emerging Markets: A Practical Guide for Corporations, Lenders, and Investors (John Wiley & Sons, 2001)
- The Dinosaur Among Us: The World Bank and its Path to Extinction (BookSurge, 2007)
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation, The Art of the Exit: The Complete Guide to Selling Your Business, The Exit Strategy Handbook: A Complete Guide to Preparing Your Business for Sale, and Closing the Deal: The Definitive Guide to Negotiating the Sale of Your Business
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- IPOs, Private Equity, and Preparing for the Sale
- The Private Equity Toolkit
- The Basics of Private Equity
You can learn a lot about M&A from books, but the best lessons come from real-life experiences that you won’t read about in the books. Entrepreneur Jonathan Jay shares his learnings from buying 48 companies in London in just 2.5 years. From the crucial role that confidence plays in buying, running, and selling a business to how passion, talent, and profit can work together to make you more successful, to tips for making strong hires for your team – this episode is full of priceless advice for any entrepreneur.
View the complete show notes for this episode.
Learn More:
- Informing & Retaining Employees When Selling a Business
- Alternatives to Non-Competes with Employees
- Why Do Buyers Disappear When Selling My Business?
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation, The Art of the Exit: The Complete Guide to Selling Your Business, The Exit Strategy Handbook: A Complete Guide to Preparing Your Business for Sale, and Closing the Deal: The Definitive Guide to Negotiating the Sale of Your Business
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- Tips for Hiring an Interim CEO
- Happiness: How It Relates to M&A and Entrepreneurs
Changing career tracks can be challenging, but it can also be exciting and lucrative. Going from economics grad to lawyer to tech entrepreneur, Nick Fogle, founder of SaaS start-up Wavve, a tool for podcasters to turn audio into video, has gotten the start-up itch and learned how to bootstrap his way through several career iterations. Nick shares the lessons he learned from teaching himself to code through the multi-million dollar acquisition of Wavve in 2021 and into his second start-up, Churnkey.
View the complete show notes for this episode.
Learn More:
- Jeff Wald, Founder of WorkMarket, on a $100 Million+ Exit
- Scaling and Exiting Multiple Tech Companies
Additional Resources:
- Get your copy now of A Beginner’s Guide to Business Valuation, The Art of the Exit: The Complete Guide to Selling Your Business, The Exit Strategy Handbook: A Complete Guide to Preparing Your Business for Sale, and Closing the Deal: The Definitive Guide to Negotiating the Sale of Your Business
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- Business Exit Strategy Basics
- Jon Taylor, Author of Maximize Your Multiple
- Lessons Learned from a $200 Million+ Exit
What exactly is a family office? How are they structured, and what goes into their investment decisions? Family offices are common buyers in the middle market, so it pays to understand them. This conversation with Alejandro Levy, a Senior Investment Manager with InvestX Capital, gives you a behind-the-scenes look at what sets family offices apart, the types and sizes of family offices, what role the family office plays in the M&A space, and what a family office focuses on when considering a company to buy.
View the complete show notes for this episode.
Learn More:
- Business Valuation & Return on Investment (ROI)
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- Selling Your Company to a Private Equity Firm vs. a Family Office
- IPOs, Private Equity, and Preparing for the Sale
- The Private Equity Toolkit
What is the creator economy? How can creators make money from their social media platforms? This is the story of how college friends Harry Gestetner and Simon Pompan created Fanfix – a platform for creators to monetize and engage their fanbase and create a recurring revenue stream. In over 18 months, they went from concept to being bought for 8-figures by SuperOrdinary. They discuss how to monetize a fanbase, engage Gen Z consumers, the vertical markets Fanfix works in, what’s next in platforms and tools, and how two non-technical college students disrupted the creator economy.
View the complete show notes for this episode.
Learn More:
- A Guide to Valuing Tech, Software & Online Businesses
- Top 5 M&A Value Drivers for Tech & Software Companies
- Tech & Software M&A Dynamics
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- HR Tech M&A
- Scaling and Exiting Multiple Tech Companies
- Tech M&A
When selling your company, you can get a better price if you consider more than simply growing revenue and profits. The question is – what do you need to do? How long will it take? What’s the payoff? Channing Hamlet, an Investment Banking Visionary, shares his 25+ years of experience helping sellers prepare for a sale. He discusses what it takes to sell your company for a premium, the four most important issues to consider, and how to put a framework in place to make the sale process smooth and profitable.
View the complete show notes for this episode.
Learn More:
- 18 Differences Between Valuing Private and Public Companies
- The Private Equity Toolkit
- M&A Due Diligence Preparation
- The Complete Guide to Selling a Business: A Roadmap to the Successful Sale of Your Business
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- M&A Operational Due Diligence
- Financial Due Diligence
- Preparing Your Company for Due Diligence
How does high-growth private M&A work? What are some of the industries involved, and what is the process? Will Hawthorne, General Partner at Sugar Capital, a venture capital firm, shares his experience in the high-growth private M&A market. He discusses the major differences in deal structure between private and public deals, recent changes in the market that impact how cash-rich companies grow, how valuation is handled in high-growth M&A, and the influence that trust and honesty can have on a deal.
View the complete show notes for this episode.
Learn More:
- Business Valuation Guide: Do I Need a Valuation?
- M&A Negotiating Tactic #1 – Honesty
- Earnouts When Selling or Buying a Business | Complete Guide
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- What is Growth Equity?
- How a $2 Billion Strategic Buyer Thinks
- Making Acquisitions with Public Equity
There’s an open secret in the M&A world – tax insurance. It lets you take risk off the table and turn it into a negotiating point. Yoav Shans and James Swan, tax experts from McGill and Partners — an insurance broker firm, lay it out clearly. What is tax insurance, how can it impact M&A decisions, who pays for it, and how can it help close your deal? Get answers to these questions, and many more, for buyers and sellers of any size transaction since, as we all know, you can’t escape taxes.
View the complete show notes for this episode.
Learn More:
- Allocation of Purchase Price & Taxes When Selling a Business
- M&A Reps & Warranties
- M&A Reps & Warranties | A Complete Guide
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- The Legal Aspects of Selling a Closely Held Company
- Reps & Warranties Insurance
Whether you want to sell your company or are looking to buy another company to help your growth, there is a lot to consider. Tips, advice, and tales of the good, the bad, and the ugly sides to this process come from Elizabeth Cholawsky and Taylor Viens. They are with HG Insights - a leading company in the gathering and application of data to make informed acquisition decisions. In this episode, they discuss the importance of paying attention to other companies, the role that data can play in an acquisition, the importance of having a solid growth strategy, and more firsthand experience from a target and an orchestrator of acquisitions.
Learn More:
- Why do Companies Acquire other Businesses?
- How successful are most business acquisitions?
- Why Half of Acquisitions Fail with Mark Sirower
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
When selling a mid-market business, you may run into a family office interested in acquiring your company. But, what are family offices, how do they work, and what do they look for in a target? In this episode with James Carey, a partner at a private family office, we discuss the differences between a family office, private equity firms, and strategic acquirers, look at how family offices create value, and define growth equity. We also talk about the elements of the family office capital growth toolkit, mistakes an owner may make in consultations with growth equity investors, and tips to avoid these mistakes.
View the complete show notes for this episode.
Learn More:
- The Private Equity Toolkit with Michael Roher
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Listen to Other Episodes:
- IPOs, Private Equity, and Preparing for the Sale
- The Basics of Private Equity
- Behind the Scenes of Private Equity
When a company is sold, the relationship between the parties has a significant impact on the success of the transaction. We discuss the sale of XPS Technologies, a private shipping software company, by Descartes, a publicly traded firm with a $5.9 billion market cap, and share perspectives on the acquisition process from both sides of the table. We discuss Descartes’ acquisition strategy and how XPS fit into it, the synergies each business looked for, key lessons learned from the acquisition, and advice to entrepreneurs who want to exit their companies.
View the complete show notes for this episode.
Learn More:
- Earnouts When Selling or Buying a Business | Complete Guide
- M&A Guide | The 4 Types of Buyers of Businesses
- Process for Screening Buyers When Selling a Business
- Business Exit Plan & Strategy Checklist | A Complete Guide
- M&A Reps & Warranties | A Complete Guide
- The Role of M&A Lawyers When Selling Your Business
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Roger Royse, M&A attorney and tax specialist, discusses the sensitive issue of taxes and the implications of selling a closely held company with few shareholders. He presents a definition of a closely held company and discusses differences this sort of company presents in an M&A transaction, some issues around employees, and the “phantom plan.” He also addresses the importance of considering taxes when forming a company and looking ahead to the tax implications when it comes time to exit the company.
View the complete show notes for this episode.
Learn More:
- Selling Your Business? Hire an Attorney to Increase the Bottom Line
- Allocation of Purchase Price & Taxes When Selling a Business
- M&A Basics | Asset vs. Stock Sale
- How Does Entity Type Affect the Sale of My Business?
- Informing & Retaining Employees When Selling a Business
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
This is a different sort of episode on M&A Talk. This personal chat about happiness features Marco Robert, an entrepreneur, business consultant, and truly happy person. What does happiness have to do with M&A? Why is happiness a taboo topic? How does happiness relate to the business world? What is the correlation between happiness and success? How do you find balance in your own environment? Full of wisdom, personal anecdotes, book recommendations, and much more, this episode will give you much to think about and might even change your life.
View the complete show notes for this episode.
Learn More:
- Should I Sell My Business?
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Due diligence is a critical step in the M&A process, but it doesn’t always get the attention it deserves. Anthony Nitsos specializes in helping companies optimize internal systems and shares his insights and tips on preparing for due diligence. He discusses what is involved, the areas covered, how to prepare, common patterns, and the buyer’s goal. He also covers the cost of due diligence versus the cost of being unprepared and the impact on the final price. Don’t shortchange yourself in this vital activity.
View the complete show notes for this episode.
Learn More:
- Top 5 M&A Value Drivers for Tech & Software Companies
- M&A Due Diligence Preparation
- M&A Due Diligence | Checklist & Overview
- Why Don’t Some Businesses Sell?
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Listen in to this discussion about human capital and how it can impact the value of your business with Marco Robert, an international consultant, author, and entrepreneur with years of experience helping companies turn their fortunes around. During this wide-ranging chat with advice and real-life examples, he discusses the impact employees have on the value of a business, what may block an owner from creating more value, the biggest challenge owners face, and advice on how to create value in your business.
View the complete show notes for this episode.
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Leon Brujis talks about 2nd-level thinking and the art of investing in middle-market companies. A partner with Palladium, Leon discusses how 2nd-level thinking applies to every investing discipline, from hedge funds to private equity, venture capital, and more. He highlights the origins and impact of this concept, what makes a great investor, how to develop these skills and ensure you are engaging in 2nd-level thinking, how education impacts creativity, and how this all comes together to generate extraordinary investment returns.
View the complete show notes for this episode.
Learn More:
- Dealing with Investors Who Want to Buy Your Business
- Business Valuation & Return on Investment (ROI)
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
If the ins and outs of the manufacturing M&A world interest you, listen in on this discussion with Jorge Maceyras, investment banker and M&A manufacturing expert. Topics include top issues for manufacturing companies that don’t exist in other industries, details about negative working capital, how capital expenditures impact an M&A transaction, common supply chain issues, what the main external economic factors are, and what buyers usually look for when making an acquisition in the manufacturing industry.
View the complete show notes for this episode.
Learn More:
- Adjustment to the Purchase Price / Purchase Price Adjustment
- Working Capital
- EBITDA | Definition, Formula & Example – A Complete Guide
- Tips on Preparing Your Business for Sale
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Join us for this continuing conversation with experts in the M&A field, Jim Evanger and Brent Paris, as they share their diverse experiences in partnering with private equity firms. They give insights into what the private equity buyer is thinking, share successful partnership stories, and the prerequisites for a business owner partnering with a PE firm. Listen now to discover how to get more upside from your business and consider how a PE partner might be able to help you achieve your ultimate goals.
View the complete show notes for this episode.
Learn More:
- EBITDA | Definition, Formula & Example – A Complete Guide
- Business Valuation & Return on Investment (ROI)
- Business Valuation: A List of Factors to Consider
- Reducing Concentrations of Risk Before Selling Your Business
- Can You Give me a Quick Opinion of the Value of my Business?
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Experienced dealmaker and entrepreneur Touraj Parang shares his philosophy that an exit strategy, if implemented early, is the surprising secret to ultimate startup success. This wide-ranging discussion covers the differences and parallels between venture capital and corporate development, common mistakes to avoid when selling, planning a successful exit strategy, insights into how to make leverage work in exit planning, and tips on negotiating the LOI and purchase agreement for a successful exit.
View the complete show notes for this episode.
Learn More:
- A Guide to M&A Negotiating Tactics
- M&A Purchase Agreement | A Complete Guide
- Negotiating the Letter of Intent
- M&A Basics | The Term Sheet
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
The relationship between acquirer and seller is a complex one in the field of M&A. Join us for a chat between friends and colleagues Michael Frankel and Jeff Wald as they discuss M&A from the point of view of an acquirer vs. a seller, the importance of the seller’s message to employees informing them of the acquisition and through the transition, firsthand stories of the importance of managing integration, and the differentiation between managing a large-scale organization vs. an early-stage company.
View the complete show notes for this episode.
Learn More:
- EBITDA | Definition, Formula & Example – A Complete Guide
- Do Buyers of Businesses Pay for Potential?
- Dealing with Investors who Want to Buy Your Business
- The M&A Training & Transition Period
- Informing & Retaining Employees When Selling a Business
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
What is outsourced corporate development? What companies are suited for this type of growth, and what is the process? Ryan Goral, founder of G-Spire Group, a company focused on helping entrepreneurs grow through acquisitions, answers these questions and more. Topics include prerequisites an owner should have in place before pursuing growth, what’s involved in different phases, discussion of the most challenging part of making an acquisition, what comes after an offer is accepted, and the integration phase.
View the complete show notes for this episode.
Learn More:
- 7 Steps to Selling a Business Fast
- A Simple Recipe for an Efficient Business Sale
- How Long Does it Take to Sell a Business? Study of 10k Deals
- Why do Companies Acquire other Businesses?
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Can you build and sell a tech company without having a tech background? What’s the difference between virtual and augmented reality? What does the future look like for immersive technology and the metaverse? Jeff Meisner talks about this and more, including his experience co-founding a tech company and being acquired by a leading immersive technology platform company. He has advice for first-time tech entrepreneurs and insights into the emerging AR/VR tech industry and the future of immersive technology.
View the complete show notes for this episode.
Learn More:
- A Guide to Valuing Tech, Software & Online Businesses
- Top 5 M&A Value Drivers for Tech & Software Companies
- How to Sell an Online Business: A Case Study
- Tech & Software M&A Dynamics
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
What exactly is an interim CEO? What makes their role different from a permanent CEO? How are they incentivized, and what comes next? Join us as we talk with Jim Evanger, an experienced CEO, interim CEO, and operating partner for private equity firms. He discusses how the position of interim CEO was created, the experience necessary to be successful in the role, why a company would consider this position, and tips for hiring an interim CEO. Find out why interim CEOs have become so popular in recent years.
View the complete show notes for this episode.
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
What’s the not-for-sale marketplace? If you’re in corporate development, why should you consider businesses that aren’t actively for sale? Listen as we fully explore the world of corporate development, specifically how to pursue businesses that aren’t on the market. We’ll also learn the most common mistakes sellers make when they’re approached by a buyer and how sellers of businesses can position themselves in the best light when a potential buyer is courting them.
View the complete show notes for this episode.
Learn More:
- Why do companies acquire other businesses?
- M&A Negotiating Tactic #1 – Honesty
- M&A Due Diligence | Checklist & Overview
- M&A Due Diligence Preparation
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
When selling your company, you are likely to be approached by an independent sponsor who may be interested in acquiring your company. What is an independent sponsor, and how are they different from private equity firms? Is their criteria different from other investors? What should you know about independent investors before you consider selling your business to one? Join us as we fully explore the world of independent sponsors with John Koeppel, an M&A attorney specializing in private equity.
View the complete show notes for this episode.
Learn More:
- M&A Reps & Warranties | A Complete Guide
- Escrow Holdbacks in M&A Transactions
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
How do private equity firms operate, and how do they create value for their investors? What is the role of the general partner and an operating partner? How does a PE fund operate? What do PE firms look for in an investment? What are the multiples for middle-market companies? These are the subjects of this recent Roundtable episode of M&A Talk with Brent Paris, Managing Partner of Dubin Clark, a middle-market PE firm, and Jim Evanger, an operating partner and interim CEO for private equity firms.
View the complete show notes for this episode.
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Hiring velocity has doubled in the previous ten years, and the gig economy is expected to double to over half of the workforce by 2029. How are these and other trends affecting HR technology companies and M&A activity in these markets? Join us as we discuss the current state of HR Tech M&A and what the future holds for this industry.
View the complete show notes for this episode.
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Listen as we take you on a ride from start to finish on a $441 million exit. Gustavo Ruiz Moya was the CEO of SafetyPay and successfully exited on January 31, 2022. We’ll discuss how Gustavo raised the capital to scale the company, important lessons he learned along the way, how he built the team, how the company was valued, how the deal was structured, who advised him along the way, and how he managed the sale and negotiating process.
View the complete show notes for this episode.
Learn More:
- M&A Due Diligence | Checklist & Overview
- M&A Due Diligence Preparation
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
If you are buying or selling a business that involves an SBA loan, this show is for you. We spend over 90 minutes discussing the many facets of SBA loans, dispelling many of the most common myths along the way. Learn the differences between SBA and conventional loans, how the value of a business affects the loan, how SBA guarantees work, the requirements for obtaining a loan, how transactions are structured with an SBA loan, and much, much more. Whether you are a buyer or seller, this show will be invaluable to understanding the mechanics of SBA 7(a) loans.
View the complete show notes for this episode.
Learn More:
- Why should I get my business pre-qualified for financing?
- Small Business Acquisition Financing
- Can I sell my business for all cash?
- SBA Financing When Buying or Selling a Business
- EBITDA | Definition, Formula & Example – A Complete Guide
- Should I use SDE or EBITDA to value a business?
- E2 Visa — Can I sell my business to a non-US citizen or foreigner?
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
In an M&A transaction, there are deficiencies in the financials 98% of the time. As the seller, the key to preventing problems that can kill your deal is performing sell-side financial due diligence. What is sell-side due diligence, and what is a quality of earnings report? That’s the subject of my recent conversation with Bill Wiersema, an Audit Principal with Miller Cooper specializing in M&A financial due diligence. Bill is the author of four books and a frequent speaker on M&A topics.
View the complete show notes for this episode.
Learn More:
- M&A Due Diligence | Checklist & Overview
- M&A Due Diligence Preparation
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Listen in as we discuss advanced topics related to valuing businesses in the middle market, including how working capital affects value, why EBITDA isn’t the best metric, why operational experience is important to valuing a company, and more. We take a deep dive into the world of working capital in M&A transactions with the ‘King of Working Capital.’ Learn the components of working capital and how to properly assess each component to value a business accurately. We also discuss important factors to consider when valuing a company, maximizing the value of your business, typical EBITDA multiples, and the relationship between risk and return.
View the complete show notes for this episode.
Learn More:
- Is there a difference between an appraisal and a valuation?
- Business Valuation Guide: Do I need a valuation?
- EBITDA | Definition, Formula & Example – A Complete Guide
- The difference between valuing public and private businesses
- Adjusting Financial Statements: A Complete Guide
- Business Valuation Methods in a Nutshell
- M&A Guide | The 4 Types of Buyers of Businesses
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
In this episode of M&A Talk, we’ll learn how Greg Knight took control of GT Advanced Technologies, moving from bankruptcy to a $441 million exit in five years. Walk along with us during Greg’s entire journey from taking over the company after it emerged from bankruptcy proceedings, to how he created a vision to turn the company around, managed cash flow, scaled the company, and managed all the stakeholders – from the board to the employees to the hedge fund investors. Join us for this turnaround story.
View the complete show notes for this episode.
Learn More:
- Reducing Concentrations of Risk Before Selling Your Business
- Strategies for Maintaining Confidentiality
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
In this episode of M&A Talk, we discuss how a serial entrepreneur started and exited multiple tech companies. Ryan Buckley is the former CEO of MightySignal, a mobile app data company based in Lafayette, CA which he sold to AirNow in 2021. Ryan was also the co-founder and CEO of Scripted, a marketplace for content marketers, and is the author of The Parallel Entrepreneur. He is an associate professor at Diablo Valley College where he also sits on the board of the DVC Foundation.
View the complete show notes for this episode.
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
In this episode of M&A Talk, we’ll take a deep dive into the art and science of cross-border transactions with Amit Thakur, the Managing Partner of Amax Capital, a boutique M&A and capital raising advisory firm in New York. Amit has advised clients on 6 continents. He specializes in situations requiring a deep understanding of the characteristics of complex structures and cross-border transactions. Amit has M&A experience across the globe, including North America, Asia, Africa, and Europe.
View the complete show notes for this episode.
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Listen as we go on a journey with Ben Antier, co-founder of Publica, from initially founding Publica to his successful exit several years later. We’ll cover how Ben came up with the idea, how he found his partners, raised money, created his first product, and how he scaled the company. You will learn what he attributes his success to, what challenges he ran into, and how he managed the sale and negotiations. Join us as Ben shares the lessons he learned that you can take to successfully scale your company.
View the complete show notes for this episode.
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Michael Roub joins us in a discussion focused on the healthcare market. He shares his insights as an executive and strategic consultant with significant corporate development, M&A, operations, and capital raising experience. Michael is Managing Partner and Founder of Inflection 360. He has spent two decades providing strategic direction and leadership to healthcare practices, business owners, and management teams. In this episode, we take a deep dive into the healthcare market, including considerations around acquisitions, looking at synergies, financing sources, and the future of the healthcare M&A market.
View the complete show notes for this episode.
Learn More:
- EBITDA | Definition, Formula & Example – A Complete Guide
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Listen as we discuss the relationship between change management and integration, the role of the M&A Playbook, what you can do to prepare your business for sale, and how to assess a company’s culture before an acquisition. We discuss change management, ensuring a smooth transition and integration after acquisition, and how the process differs depending on the size and type of business. Learn what an M&A Playbook is and the importance of aligning M&A strategy with corporate strategy. We wrap up discussing how to assess a company’s culture and ensure the transition goes as smoothly as possible.
View the complete show notes for this episode.
Learn More:
- The difference between valuing public and private businesses
- What’s a ‘Main Street’ vs. a middle-market company?
- Why is the range of possible values so wide for a business?
- Increasing the Value of Your Business | The RVD Model
- M&A Basics: Building a Sellable Business
- EBITDA | Definition, Formula & Example – A Complete Guide
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Attorney and franchise specialist John Berg joins us to talk about multi-unit businesses and franchises. John guides franchisees and independent business owners through their strategic planning and daily operational issues and he shares his insights with us around financing sources, complex transaction demands, succession and transition planning for owners of multi-unit businesses, and the unique legal aspects of managing a franchise or multi-unit business. We also look at the challenge posed by managing rising labor costs in the multi-unit restaurant industry. If you are involved with a franchise or want to be, then this discussion is for you.
View the complete show notes for this episode.
Learn More:
- EBITDA | Definition, Formula & Example – A Complete Guide
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Rob Brighton joins us to talk about key considerations for selling your small to medium-sized business. Rob is a corporate transactional attorney, with experience in both building a company and selling it. He discusses key legal considerations when selling a business, corporate and financial structures including recaps, rollovers, and equity, the use of earnouts in M&A transactions, and due diligence. We also discuss the importance of preparing for a sale and understanding the true costs involved in closing the transaction.
View the complete show notes for this episode.
Learn More:
- The Role of Attorneys When Selling Your Business
- Earnouts When Selling or Buying a Business | Complete Guide
- EBITDA | Definition, Formula & Example – A Complete Guide
- M&A Reps & Warranties | A Complete Guide
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Join us for a talk with Jay Wright, investment banker and author, as we discuss IPOs, growth equity in the public and private markets, and an overview of how to prepare your company for sale. This wide-ranging conversation with Jay taps into his decades of experience as an investment banker, CFO, CEO, and Chairman of multiple firms. Jay shares his passion and expertise in structuring private placements and creating exits via mergers and acquisitions and open market sales. This is the episode to listen to if you are interested in preparing your business for sale.
View the complete show notes for this episode.
Learn More:
- The difference between valuing public and private businesses
- EBITDA | Definition, Formula & Example – A Complete Guide
- M&A Guide | The 4 Types of Buyers of Businesses
- M&A Basics: Building a Sellable Business
- Business Valuation Guide: Do I need a valuation?
- Is there a difference between an appraisal and a valuation
- Reducing Concentrations of Risk Before Selling Your Business
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
How do private equity firms quickly scale up the companies they acquire? Listen as we talk with private equity specialist Mike Roher about the primary methods private equity groups employ and how you can use these methods to grow your own company and dramatically increase its value. Private equity firms are full-time acquirers of companies and are experts at acquiring, growing, and exiting companies – it’s all they do. In this show, you will learn the primary tricks PE firms use to increase the value of the companies they acquire.
View the complete show notes for this episode.
Learn More:
- 18 Differences Between Valuing Public and Private Businesses
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
What’s it like to be on both sides of the table, as the hunter (the acquirer) and the hunted (the acquired), in an M&A transaction? In this show, we talk with private equity specialist Jim Evanger in a deep dive into the process of selling your company, viewing it from two sides. We cover preparing your company for sale, handling the initial negotiations and the letter of intent, conducting due diligence, the closing process, determining the transaction structure, and managing the integration process – all from the perspective of both the buyer and the seller.
View the complete show notes for this episode.
Learn More:
- EBITDA | Definition, Formula & Example – A Complete Guide
- Why do companies acquire other businesses?
- Do buyers of businesses pay for potential?
- M&A Negotiating Tactic #1 – Honesty
- M&A Process: Informing and Retaining Employees
- Alternatives to Non-Competes with Employees
- Confidential Information Memorandum (CIM) | A Detailed Guide
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
What is operational due diligence? If you’re selling a company and would like to know how the buyer will conduct due diligence and how to sail through the process with minimal problems, you will find this show helpful. We discuss the purpose of due diligence, how you should prepare, and what happens when issues are uncovered. Vadim Tsysin is a Managing Director with Alvarez & Marsal in Chicago, specializing in pre-investment due diligence, post-deal merger integration services, and M&A advising.
View the complete show notes for this episode.
Learn More:
- EBITDA | Definition, Formula & Example – A Complete Guide
- M&A Reps & Warranties | A Complete Guide
- 18 Differences Between Valuing Public and Private Businesses
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Why does a $5 billion company sell some of its business units? What can you learn from them? Russell Iorio was the former Senior VP of Corporate Development at Leggett & Platt, a $5 billion diversified manufacturer with 15 business units in 18 countries. Russell was in charge of deciding whether to divest the companies’ business units. He is an expert at selling businesses since they did this regularly. Join us as we take a deep look at the process of selling a business from a professional’s point of view.
View the complete show notes for this episode.
Learn More:
- How successful are most business acquisitions?
- Strategies for Maintaining Confidentiality
- EBITDA | Definition, Formula & Example – A Complete Guide
- Why do companies acquire other businesses?
- M&A Guide | The 4 Types of Buyers of Businesses
- M&A Basics | Allocation of Purchase Price
- Selling Your Business | Asset vs. Stock Sale
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Approximately half of acquisitions are unsuccessful. Why? A lot has to do with a lack of successful integration. How can acquirers improve their chances of success? Why is there a disconnect between the pre-closing team and the post-closing integration team? Listen as we take a deep dive into M&A integration strategy with Tony Benedict on the perils of post-acquisition integration.
View the complete show notes for this episode.
Learn More:
- Why Half of Acquisitions Fail with Mark Sirower
- Why do companies acquire other businesses?
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Mark analyzed 1,200 acquisitions over a 24-year period of time and realized that less than half were successful. Why were only half successful, and what did they have in common? Mark is the co-author of The Synergy Solution and has spent more than two decades helping companies ensure their acquisitions are successful. In this show, we discuss how to measure the success of an acquisition, how accurately the market can predict the success of an acquisition, and what successful acquisitions have in common.
View the complete show notes for this episode.
Learn More:
- Why do companies acquire other businesses?
- The Future of M&A Strategy with Raghav Ranjan
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
The evolution of the cannabis business is a complex and evolving industry that we discuss with Charles Alovisetti, one of the top cannabis lawyers in the country. Author of The Cannabis Business: Understanding Law, Finance, and Governance in America’s Newest Industry, Charles offers an overview of the industry and shares his insights on the legal challenges involved with M&A transactions in this growing industry.
View the complete show notes for this episode.
Learn More:
- M&A Reps & Warranties | A Complete Guide
- M&A Due Diligence | Checklist & Overview
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
How do strategic buyers think? Listen as we talk with Charlie Burckmyer, head of M&A at Culligan International, the water company and a $2 billion strategic buyer. We cover the acquisition process, what motivates Culligan to acquire smaller competitors, common mistakes sellers make, and what types of businesses and value drivers strategic buyers find most attractive. If you’re considering selling your company to a strategic acquirer, you’ll find this show packed with helpful tips on the psychology of strategic buyers and what motivates them to pay top dollar for your company.
View the complete show notes for this episode.
Learn More:
- M&A as an Attorney, I-Banker, Buyer, and Target with Michael Frankel
- Why do companies acquire other businesses?
- M&A Guide | Selling Your Business to a Competitor
- M&A Guide | The 4 Types of Buyers of Businesses
- M&A Basics: Building a Sellable Business
- Business Exit Plan & Strategy Checklist | A Complete Guide
- M&A Basics | The Letter of Intent
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
The majority of business owners don’t plan their exit. Not planning your exit can leave money on the table and decrease the chances of a successful sale. Why don’t most owners plan their exit? What should you take into consideration when planning an exit from your business? What are the common pitfalls of business owners looking to sell? How long does it take to adequately prepare your business for sale? We answer all these questions, and more, during this in-depth interview with Wendy Dickinson, a business coach specializing in helping mid-market business owners with exit planning. Wendy has a background as a therapist, so we also discuss the intersection between life and business, and how entrepreneurs can bridge this gap to ensure their exit meets both goals. We also discuss the psychology of transitions, how you can leave money on the table, and the basics of corporate governance for family businesses.
View the complete show notes for this episode.
Learn More:
- How Long Does it Take to Sell a Business?
- Business Exit Plan & Strategy Checklist | A Complete Guide
- Increasing the Value of Your Business | The RVD Model
- M&A Basics: Building a Sellable Business
- Crossroads: Deciding to Sell Your Business vs. Doubling Down
- Should I sell my business?
- Why Don’t Some Business Sell
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
In this episode, we talk with Irving Kau about how public equity is used to acquire companies in the private sector. We discuss why public equity is used to acquire companies, the advantages and disadvantages of doing so, and whether you, as a business owner, should consider accepting public equity as a form of consideration when selling your company. We also discuss the intersection between the private markets, venture capital, private equity, and the public market. We delve into the mechanics of using public equity, both as a buyer and a seller, whether you should consider this strategy, and how this strategy is used by different participants and in different economic environments.
View the complete show notes for this episode.
Learn More:
- Why do companies acquire other businesses?
- What’s a ‘Main Street’ vs. a middle-market company?
- EBITDA | Definition, Formula & Example – A Complete Guide
- A Guide to Valuing Tech, Software & Online Businesses
- Top 5 M&A Value Drivers for Tech & Software Companies
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Listen as we take a deep dive into the world of private equity with Jeff Hooke, author of five books on M&A, including his most recent book – The Myth of Private Equity: An Inside Look at Wall Street’s Transformative Investments. Jeff has been the director of a $5 billion private equity firm and an investment banker at Lehman Brothers. In this show, we cover everything you need to know about private equity if you are an entrepreneur and are considering a sale to a private equity firm, including how private equity firms operate and are structured, what investments they prefer to make, and how they acquire companies.
View the complete show notes for this episode.
Learn More:
- Business Valuation & Return on Investment (ROI)
- M&A Guide | The 4 Types of Buyers of Businesses
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Join us for a discussion with Richard Luftig about growth equity and its position in the private equity and investment world. We discuss raising equity capital, how growth equity is used and varies from other financing options, and how recent regulatory changes are impacting financing. Listen in as Richard brings over 25 years of experience in private equity and investment banking to our conversation. Richard worked with Credit Suisse First Boston, Ivy Asset Management Corp, and Bear, Stearns & Co. before co-founding Castle Placement, providing investment banking and private equity services for a wide range of companies.
View the complete show notes for this episode.
Learn More:
- What’s a ‘Main Street’ vs. a middle-market company?
- M&A Basics | Why Do Business Owners Sell Their Business
- Crossroads: Deciding to Sell Your Business vs. Doubling Down
- Should I sell my business?
- EBITDA | Definition, Formula & Example – A Complete Guide
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Amira elAdawi joins us to talk about the integration process. She is the founder of Amira & Co., a global management consulting firm that specializes in M&A integrations and organization optimization. Her track record of success spans multiple industries and corporate environments, including hospitality, retail, and consumer products. We talk about what the essence of integration is, how culture impacts integration, the frameworks that can be used to facilitate the process, and what the most difficult areas are with integration. Join us to learn more about the intricacies of the integration process.
View the complete show notes for this episode.
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Listen as we talk to Arturo Henriquez, who has acquired 50 companies in his career as a serial entrepreneur. In this show, we discuss Arturo’s role as both a buyer and a seller and the lessons he has learned from buying over 50 companies across 18 industries. You will also learn how Arturo builds companies so they run themselves. Arturo is a 2-time bestselling author and public speaker. His previous investment banking experience includes roles at Goldman Sachs, Bank of America, Lehman Brothers, and KPMG as managing director of their mergers and acquisitions division where he was involved in over 60 deals. As a professor, he has taught courses in Investment Analysis, Corporate Finance, and Capital Administration at graduate and undergraduate levels.
View the complete show notes for this episode.
Learn More:
- A Guide to M&A Negotiating Tactics
- Small Business Acquisition Financing
- M&A Seller Financing: A Complete Guide
- Why Do Business Owners Sell Their Business?
- Building a Sellable Business
- Business Broker and M&A Advisor Fees: A Comprehensive Guide
- Should I use SDE or EBITDA to value a business?
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
In this episode, we discuss tech M&A with Barr Blanton, CEO of Crosslake Technologies, who specializes in technology mergers and acquisitions and advises private equity firms on buying, building, and transforming technology companies. If you own a tech company or invest in technology companies, this show will be of interest to you.
View the complete show notes for this episode.
Learn More:
- A Guide to Valuing Tech, Software & Online Businesses
- Top 5 M&A Value Drivers for Tech & Software Companies
- How to Sell an Online Business: A Case Study
- Tech & Software M&A Dynamics
- M&A Due Diligence | Checklist & Overview
- M&A Due Diligence Preparation
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
In this episode of M&A Talk, we discuss the intricacies of financial due diligence with award-winning CPA Helana Robbins Huddleston, a partner with CohnReznick Advisory with over 20 years of experience. We talk about ways sellers can prepare for a sale, the key areas investors look into when considering a business for investment or acquisition, how you can hasten the sales process, and much more. If you are thinking of selling or buying a business, join us to learn more about this critical area of preparation.
View the complete show notes for this episode.
Learn More:
- M&A Due Diligence | Checklist & Overview
- M&A Due Diligence Preparation
- EBITDA | Definition, Formula & Example – A Complete Guide
- M&A Reps & Warranties
- M&A Purchase Agreement | A Complete Guide
- T.J. Noonan on Insuring M&A Risks
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
We are joined in this episode by insurance expert TJ Noonan, Managing Director of the M&A Transaction Solutions Practice with Hylant. We talk about what reps & warranties insurance is, the role it plays in a transaction from due diligence through closing, what the seller should know about R&W insurance, how involved an insurance company gets in a transaction, benchmarks in the industry, the future of R&W insurance, and much more. No two transactions are the same, but this discussion will give you insights into some of the common areas around insurance for your business.
View the complete show notes for this episode.
Learn More:
- Asset vs. Stock Sale
- M&A Reps & Warranties
- Escrow Holdbacks in M&A Transactions
- M&A Due Diligence | Checklist & Overview
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Jeff Muench joins us to talk about the intricacies of the M&A integration process. Jeff’s expertise is focused on helping companies overcome challenges with inventive, entrepreneurial, and customer-centric efforts that capture significant market share and lead organizations to places unimagined. In this episode, we discuss what the integration process looks like, how long it takes, what the biggest challenges are, and advice for how the seller can best prepare. Jeff also talks about the integration process that he led as head of M&A Integration at Walmart – a company that is quite familiar with the acquisition process.
View the complete show notes for this episode.
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Jeff Wald joins us to talk extensively about his experience buying and selling companies. Jeff shares his insights into buying versus building a business, learning from your mistakes, how long the process can take, and building a company to sell later for a massive profit. His experience starting and selling his technology companies will give you invaluable insights as he discusses this process and offers advice. Jeff is also the author of two books and is a frequent speaker on the topics of startups and labor issues.
View the complete show notes for this episode.
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Listen in as we gain insights into private and public M&A law from one of the countries top M&A attorneys, JR Lanis. JR is a hands-on attorney and he shares his wealth of experience as we discuss raising capital, IPOs, fintech, what to look for in an M&A attorney, and much more. JR has extensive experience in a variety of industries that include technology—with a specific depth of experience in fintech—as well as hospitality, consumer products, and life sciences. Join us to take a deep dive into the world of M&A law.
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Learn More:
- The difference between valuing public and private businesses
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
In this episode, Michael Frankel joins us to talk about the world of M&A from almost every angle. Michael has experience in M&A as acquirer, lawyer, investment banker, target, and advisor. Join us for two hours of in-depth conversation with Michael ranging across his many roles in the M&A world, including his insights into corporate development as an acquirer, views as an M&A attorney and investment banker, his experiences as a target and CFO, then finally his comments as an informal advisor, speaker, and author of three books and numerous articles on innovation, M&A, and strategic transactions.
View the complete show notes for this episode.
Learn More:
- How successful are most business acquisitions?
- 18 Differences Between Valuing Public and Private Businesses
- The Role of M&A Lawyers When Selling Your Business
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Raghav has 15 years of experience in M&A and corporate strategy for Private Equity, Industrial, and Consumer Business clients. He leads Deloitte’s M&A Strategy and Diligence offering for Energy, Resources, and Industrials. He has worked extensively on acquisition strategy, target screening, commercial & operational due diligence, integration & divestiture planning, and competitive strategy assignments. His deal making experience spans across 25+ countries across North America, Latin America, Europe, Oceania, and South-East Asia. Raghav was recently announced as a winner of the 2021 Emerging Leaders Awards.
View the complete show notes for this episode.
Learn More:
- M&A Due Diligence | Checklist & Overview
- How successful are most business acquisitions?
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Jon has over 20 years of merger and acquisition, strategic advisory, and business valuation experience. He has successfully advised clients across a broad range of industries, including government services, aerospace & defense, business services, technology, consumer and industrial products, and metals and mining. Jon has closed over $2 billion in aggregate transaction value in his career. Before founding Stanton Park Capital, Jon served as a Vice President at Moss Adams Capital (MAC), a West Coast-based investment banking firm, and he was a Vice President with Capstone Partners.
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Learn More:
- Why Don’t Some Businesses Sell?
- M&A Guide | The 4 Types of Buyers of Businesses
- Business Valuation Methods in a Nutshell
- M&A Closing Process | A Complete Guide
- Confidential Information Memorandum (CIM) | A Detailed Guide
- A Guide to M&A Negotiating Tactics
- M&A Due Diligence | Checklist & Overview
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now
Brian is a member of Allied Universal’s global M&A department, focused on identifying global deal strategies and opportunities within the company’s manned guarding, security technology integration, facilities management, and related segments. Brian has provided buy-side and sell-side financial advisory services to strategic and private equity buyers for deals ranging from $50 million to $6 billion in industries including A&D, industrial manufacturing and business services, consumer products, and select technology platforms. Prior to Allied Universal, Brian spent 12.5 years with PwC, the last five as a financial diligence director and leader in the firm’s Private Equity M&A practice based in NYC.
View the complete show notes for this episode.
Learn More:
- M&A Guide | The 4 Types of Buyers of Businesses
- M&A Guide | Selling Your Business to a Competitor
- Adjusting Financial Statements: A Complete Guide
- M&A Confidentiality & Non-Disclosure Agreements
- M&A Due Diligence | Checklist & Overview
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Jonathan Brabrand is author of The $100 Million Exit: Your Roadmap to the Ultimate Payday. He is also a Managing Director of Transact Capital Partners, a boutique M&A advisory firm headquartered in Richmond, Virginia. He has spent over 20 years helping business owners within a wide variety of industries sell their companies to their ideal buyer and achieve the exit outcome they dreamed of. His book, The $100 Million Exit: Your Roadmap to the Ultimate Payday, analyzes large mergers and acquisitions successes and failures to draw practical, actionable advice that company owners can implement to increase the value of their business and be better prepared for an exit.
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Learn More:
- Business Exit Plan & Strategy Checklist | A Complete Guide
- M&A Basics: Building a Sellable Business
- Increasing the Value of Your Business | The RVD Model
- Why Don’t Some Businesses Sell?
- M&A Crossroads: Deciding to Sell vs. Doubling Down
- M&A Reps & Warranties
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
Joan De la Paz Hellmer is an experienced finance professional with over a decade of capital markets, M&A, and investment experience. Joan is skilled in all aspects of transactions including thesis-building, sourcing, negotiation, execution, and post-acquisition strategy. He has a strong business development and strategy background with an MBA from the University of Chicago. He was born and raised in Mexico City and currently resides in Philadelphia, Pennsylvania.
View the complete show notes for this episode.
Learn More:
- How successful are most business acquisitions?
- Why do companies acquire other businesses?
- M&A Guide | Selling Your Business to a Competitor
- M&A Basics | The Letter of Intent
- The Role of Attorneys When Selling Your Business
- M&A Due Diligence Preparation
- M&A Due Diligence | Checklist & Overview
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.
What is equity research and how do equity researchers value public companies? What should owners of privately held companies know about equity research? Listen as we take a deep dive into the world of equity research and the process equity analysts use to prepare an equity research report. You will learn everything there is to know about the process of equity research and valuing a public company, and how this knowledge will help middle market business owners. We also cover the difference between investment bankers and equity research analysts and the role each plays in M&A transactions.
View the complete show notes for this episode.
Learn More:
- The difference between valuing public and private businesses
- Why is the range of possible values so wide for a business?
- EBITDA | Definition, Formula & Example – A Complete Guide
Additional Resources:
- Download a free copy of The Complete Guide to Selling a Business
- Are you selling a business? Schedule a free consultation now.