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The Risk Buyers Price In That Has Nothing to Do With Your Customers
Customer concentration is one of the few things that can quietly discount the value of an otherwise healthy company. The logic is familiar: if one customer leaves, a large…
Before You Sit Across from a Buyer, Be Prepared to Answer These 8 Questions
One of the most intimidating aspects of selling your business can be facing the barrage of questions during the various management presentations you’ll be doing for potential acquirers. Be…
How Buyers Secretly Decide What Your Company Is Worth
Your business is likely your largest asset so it’s normal to want to know what it is worth. The problem is: business valuation is what one might call a…
One Customer Almost Killed the Deal Before It Existed
Murray Kent paid $40,000 for a four-person electrical conduit fittings business operating out of what he generously described as a crack den. A decade later, a private equity-backed acquirer…
Revenue Got Him in the Room. Margin Got Him the Exit
Revenue matters. It gets you in the room with acquirers, it signals that customers want what you sell, and it is the foundation everything else is built on. But…
The Hidden Secret Behind Every ‘Lucky’ Founder’s Big Payday
We get to see a lot of company founders who are contemplating an exit. Some of our customers get lucky early in life, but in the vast majority of…
The One-Letter Difference That Cost a Business Owner $4 Million
Many people mix up re-occurring and recurring revenue, but one is much more valuable than the other. Re-occurring Revenue Re-occurring revenue comes from customers that have a re-occurring need…
What Happens When a Founder Finally Admits He’s Not the Right Person to Run His Company
Most company founders are good at the first stages of entrepreneurship. But in the phases that follow, they may only be average. Just because you have a knack for…
20% of Businesses Never Get an Offer. Here’s the One Thing They All Have in Common
According to research, companies where the owner is the hub of the business are 20% less likely to receive an acquisition offer. Not a lower offer. No offer. Because…
A False Heart Attack Scare Forced Him to Let Go — And It Made Him Millions
Some leaders take pride in leading from the front. They’re in the trenches with their team. They never delegate a task they wouldn’t do themselves. It earns respect, builds…
The Three Changes That Turned a “No” From Acquirers Into a 15x EBITDA Sale
On paper, MotiveBase looked like a sellable business. It served blue-chip customers like McDonald’s, Target, and General Mills. It generated millions in revenue. Margins were strong. Yet when founder…
The Four-Step Blueprint That Turned a One-Man Brand Into a $1.5 Million Exit
Gavin Bell had achieved the freelancer dream. He was known as “the Facebook ads guy” in Edinburgh, pulling in £30k/month with almost no overhead. It was incredibly lucrative. It…
