The Business Owner Transition: Recent Episodes
Mike Quinlan, CExP, CWS
Selling a business is often one of the most difficult things an owner will ever have to do. Most are not ready, or worse, they are forced into it. Each episode of The Business Owner Transition addresses real-word challenges and solutions so owners can leave on their terms.
In episode 28, Mike talks with Kevin Cumbus, founder, and President of TUSK Partners. Kevin and his team focus on dental industry M&A and specifically sales to DSOs (Dental Service Organizations) and are the preeminent boutique firm in the dental space. Key points in the podcast include:
14:00. Organizational complacency and how the buyer capitalizes on your inefficiency
20:30. What value are you most interested in maximizing?
26:10. Personal financial preparation and how it impacts your deal
30:00. The structure of your deal and rollover equity - what does that mean?
40:00. What mistakes do business owners make when trying to sell the business without representation?
46:50. Unsolicited offers - Is that your best price?
Contact Kevin and his team at: https://tusk-partners.com
or 704-302-1043
In today’s podcast, we talk about elements of the “G” and the “O” of the I.M.G.O.O.D. Checklist™. Specifically, we discuss increasing the topline growth of your dental business by simply dialing up the efficiency and effectiveness of your existing front office staff.
My guest today is Amol Nirgudkar, the founder and CEO of Patient Prism. As a CPA, business consultant, author, entrepreneur, and former owner of several dental practices, he has 20 years of experience working with dental practices and groups. He also serves on multiple large dental service organization boards.
Key conversations in the podcast:
03:20 - Amol's thoughts on the dental industry
08:40 - What are DSOs looking for when partnering with a dental business?
14:00 - What improves transferrable value in the dental business?
18:15 - What are the key macro and micro metrics DSOs look at?
Please review the Patient Prism website at https://www.patientprism.com
Find out more about Amol at https://www.linkedin.com/in/amolnirgudkar/
In this episode, Mike talks with Dee Fischer the CEO of Fischer's Professional Group. Dee is a prolific influencer in the dental industry. Her company helps dental business owners maximize transaction value through implementing high-performing systems, extraordinary culture, and substantial team building. She is a highly regarded speaker and appears at all of the top industry events.
Significant points in the interview:
4:30. Dee comments on the status of the dental industry
8:38. Dee tells us what DSOs are looking for in acquisitions
10:00. Dee tells us her due diligence focus when looking to acquire companies
14:53. Dee discusses the importance of micro-metrics and how they tell the story of your business
20:33. Are you overstaffed?
28:15. Dee gives her insights on the greatest opportunity for dental business growth
31:00. Dee discusses her engagement process
34:00. Dee's thoughts on why dental business owners are not happy after they sell.
38:00. Dee's parting thoughts
Contact Dee at: fischerspro.com or 321-228-7605
In this episode, Mike talks with Gary Bird. Gary is one of the formost experts on marketing for dental business owners. He is the founder of SMC National and the popular Dental Marketing Theory podcast. Mike and Gary talk about metrics and micro-metrics to laser focus your marketing spend. They discuss how to determine how much you should be spending on marketing. Spoiler Alert: He tells you not to let a marketing team answer that question for you! They also discuss what dental owners should be doing in the last three years prior to an exit to achieve the ELITE exit.
https://thegarybird.com
https://smcnational.com
In this episode, Mike talks with Ronnie Kent and Nathan Corbitt. Ronnie received an usolicited offer from a private equity backed company in his industry. Ronnie, a graduate of The Business Owner Transition Academy, reached out to Mike and the TBOTA team to help advise him through the transaction process. Mike Ronnie and Nathan discuss the steps they took to complete the transaction and put Ronnie into the rare group of owners who have completed an ELITE exit by maximizing transaction value, on their terms and without regret.
Here are the links referred to in the show:
The Business Owner Transition Academy: https://www.theowneracademy.com
Mike Quinlan: mike.quinlan@theowneracademy.com
Nathan Corbitt: nathan.corbitt@theowneracademy.com
Rob Swartwood: rob.swartwood@consiliumls.com
John Coffin: jcoffin@practicalgrowthadvisors.com
A great component of The Business Owner Transition Academy is the support network it generates for owners.
The Academy Insider’s group is a Vistage like group reserved only for Academy Alumni. This group meets on a quarterly basis to discuss their progress as they work to achieve an ELITE exit.
If you have input or topics you would like to hear about, email me at mike.quinlan@theowneracademy.com
Welcome to Season 2 Episode 11. In this episode, Mike talks with Rob Swartwood of Consilium. Consilium is a boutique legal firm specializing in mergers and acquisitions and corportate legal matters. Rob is a former Army Ranger and now the founding member of Consilium in Atlanta GA. Mike and Rob discuss the legal process from the beginning of the process and the importance of the Non Disclosure Agreement, through the Purchase Agreement. During the transaction legal process, everything is negotiable until the owner loses negotiating power. Listen in and find out when that happens and why negotiating a comprehensive Letter Of Intent is important.
Welcome to Season 2 Episode 10! In this episode, Mike talks with Mike DeWitt. Mike is a partner at CI-Brightworth and a senior instructor at The Business Owner Transition Academy. Listen in as Mike talks about the importance of knowing the value of your company and a low cost way for you to gain knowledge and understanding of how the Key metrics of your business stand up to your peer group.
Download the sample valuation assessment here:
https://www.theowneracademy.com/pages/the-business-owner-transition-podcast
Welcome to Season 2 Episode 9! In this special show, Mike talks with Brett Miller. Brett is the partner and practice area leader in charge of CI-Brightworth Dental. CI-Brightworth Dental is a specialty practice dedicated specifically to helping dental professionals navigate personal wealth management and business planning in the early, mid and late stages of their practice and their careers. In this episode, Mike and Brett discuss the three foundational questions dental business owners must answer as they pursue an ELITE exit from their practice. You can reach Brett at brett.miller@brightworth.com
Welcome to Season 2 Episode 8. In this episode, Mike talks with Nathan Corbitt, CPA, CFA, CFP, CExP about global geopolitical and economic unrest and what it means to the business owner in the rest of 2022 and beyond. For your complementary valuation assessment go to theowneracademy.com and select our valuation course. Enter coupon code springvaluation2022 to start your custom valuation.
Welcome to Season 2 Episode 7. Would you be comfortable hiring an outsider to run your business so you would have a better chance of increasing value and the probability to exit on the terms you want? Listen to my interview with Retired Navy Commander CX Kennedy. CX was that outsider. He moved from Maryland to Georgia to help an owner achieve an ELITE exit. Hear, in his words, about the challenges, and successes of "Filling the Seat"
Welcome to season 2 episode 6. After speaking to a number of business owners in the last 2 weeks about exit readiness, I thought this would be a good time for a discussion of why business owners fail to achieve an ELITE exit. This is a collection of observations from owners I have talked with over the last 10 years. We will break our conversation down into several areas. The first three are more general and deal with company structure, owner readiness and the deal. The second section will be more specific and categorize failure points within the framework of I.M.G.O.O.D. Checklist™️
Welcome to Season 2 Episode 5 of The Business Owner Transition Podcast. Join Mike in his conversation with Tom Wrobleski. Tom has spent his career in the supply chain management space and serves as an advisor to fortune 50 and 100 CEOs and boards. They discuss the current supply chain environment and the future of supply chanin management as it relates to smaller business' ability to reduce cost, become more efficient and enhance growth.
Welcome to Season 2 Episode 4 of The Business Owner Transition Podcast. In this episodes, I talk with T.D. Smyers, CAPT USN (Ret). T.D. is the host of the Bold Leader Podcast, former squadron commander and Naval Air Station Commander. After his transition to civilian life, he has held CEO positions at multiple large institutions and now coaches business owners on leadership and team development to increase the business' transferable value by working on the "M", Institutionalizing Management, in the I.M.G.O.O.D. ChecklistTM You can find the Bold Leader Podcast and his fascinating story of two squadrons facing the leadership challenge of Anatrhax vaccinations here: https://podcasts.apple.com/us/podcast/a-bold-leader-no-clich%C3%A9s/id1604194619
Welcome to Season 2 Episode 3 of The Business Owner Transition Podcast. In this episodes, I talk with Chuck Allen. Chuck is the host of the Cool Change Podcast, a highly accomplished executive coach and speaker and is living his own "Cool Change". Learn how to pull the trigger on your transitiona and Level up every day to create a more enriching "Cool Change" lifestyle.
Mike talks with Don Bravaldo, founder of Bravaldo Capital Advisors. They discuss Don's boots on the ground observations of the current lower middle market M&A environment and what it takes to get your company sold.
Welcome to 2022 and Season 2 EP1. In this episode, Mike discusses the outlook for the opportunity to create your ELITE Exit in 2022. He discusses the environment from three perspectives. First, the economy and availability of capital. Second, the M&A market. Third, small business optimism. This short episode kicks off another exciting season of The Business Owner Transition Podcast and sets the stage for interesting guests who will help you create ELITE preparation for your ELITE Exit.
In this episode, Mike talks with Charlie Jordan, He is a CPA, a Certified Financial Planner™ practitioner, and a Certified Financial Transitionist®. Charlie leads the Retiring Well practice at Brightworth and uses unique assessments to help clients flourish in retirement. His counsel is critical to transitioning business owners who are facing the difficult transition to retirement. Listen in and avoid being part of the 75% of business owners who are unhappy after selling their business.
https://www.brightworth.com/retiringwell
Learn about The Business Owner Transition Academy at https://www.theowneracademy.com
In this episode, Mike talks with Beth Miller, author, coach and management team guru. Mike and Beth talk about her book Replaceable, An Obsession with Succession and improving your team and positioning your business so you can leave it on your terms and join the Elite 3%!
Find Beth's book on Amazon and wherever books are sold. You can contact Beth at Beth.Miller@Executive-Velocity.com
Learn about The Business Owner Transition Academy at https://www.theowneracademy.com
Welcome to EP7. Mike talks with Karen Reynolds of TechCXO and Don Bravaldo of Bravaldo Capital Advisors. Mike, Karen and Don all worked together on a vary successful exit and discuss the addition of a fractional CFO from the perspective of planning and preparation to the company sales process. To access the Business Wellness Checkup, please click here
Here is contact information for our guests:
Karen Reynolds: karen.reynolds@techcxo.com
Don Bravaldo: dbravaldo@bc-advisors.com
Welcome to EP #6!
Acquiring additional capital to fuel the growth of your business can be a confusing array of decisions. Where to get it? What is the cost? What are the strings attached? All questions The Business Owner Transition Academy instructors, Nathan Corbitt and John Coffin answer in this episode. Happy listening and here is Nathan and John's contact information if you have questions or comments.
Nathan Corbitt, CPA, CFA, CFP, CExP: The Business Owner Transition Academy nathan.corbitt@theowneracademy.com
John Coffin: President, Practical Growth Advisors. jcoffin@practicalgrowthadvisors.com
Check out our educational courses, consulting engagements, and valuation assessment at https://www.theowneracademy.com/
Increase Value, Increase Probability, Join the 25%
In this episode of The Business Owner Transition, Mike talks with Phil "Susan" Goebel. Phil is a former Marine Corps F-18 pilot and entrepreneur. They talk about military aviation, callsigns, Phil's successful sale of "Lazy Susan's" and his new venture into the specialty coffee business. He will be launching Ready Room Coffee early next year. Come visit us at The Business Owner Transition Academy
Welcome to episode 4! We recently hosted clients, students and advisors for our fall social mixer. We had incredible feedback from the group and the energy in the room was palpable. Many of the advisors in the room said this was their first live social/networking event since the start of COVID-19. This episode is a bit of a recap of some of the conversations in the room and an overview of the exit landscape in 2020. Come visit us at The Business Owner Transition Academy
In this episode, Mike talks with Chris Means, a principal with Pinnacle Planning LLC with offices in Atlanta and Savannah Georgia. Chris has over 40 years of experience working with business owners on business continuity and asset protection. During this week's class of the Fall Cohort of The Business Owner Transition Academy, students had questions regarding the risk to their personal balance sheet so Mike invited Chris to discuss his observations of the 5 most important things business owners are missing.
Chris Means, CLU
Principal
Pinnacle Planning, LLC
Phone – (770) 551-1830 * Mobile (404) 702-2615 * Fax (770) 551-1831
7000 Central Parkway, Suite 215, Atlanta, GA 30328
cmeans@pinnacleplanningllc.com
Michael Gossling, former CEO of DoMyOwn.com, talks about the twists, turns, and final home stretch of his successful transition from is ownership role.
Transitioning out of your ownership role on the terms you want is easier said than done, but it can be done. Michael Gossling, former CEO of DoMyOwn.com, shares his story.