August 18, 2025

19: Managing Mid-Performer Assets: A Tactic for Founders Facing M&A Stagnation

39 minutes

Frank Williamson, CEO of Oaklyn Consulting, joins Bruce Eckfeldt to explore what happens when a business stagnates—performing decently, but not meeting growth or exit expectations. He shares real-world insights on managing misaligned cap tables, preparing for strategic exits, and dealing with investor pressure. Frank offers clear tactics to transform underperforming assets into saleable opportunities, making this episode a must-listen for founder-CEOs navigating the murky middle of the M&A landscape.

Key Takeaways:

If your business can't run without you for two weeks, it's likely not a saleable asset.

Separate the "owner" and "operator" roles early to prepare for a successful exit.

Mid-performing companies need strategic storytelling and market testing to attract buyers.

Investor pressure often stems from their own fund timelines—not just company performance.

Framing early buyer outreach as partnerships creates rapport without prematurely signaling a sale.

Distinguish between VC (growth-focused) and PE (buyout-focused) when planning capital strategy.

A full sales funnel—multiple potential acquirers—is key to creating leverage in dealmaking.

Founders must proactively lead the narrative around exit timing, valuation, and deal structure.

Links & Resources

Frank Williamson

LinkedIn: https://www.linkedin.com/in/fwilliamson/

Website: https://oaklynconsulting.com/

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By Bruce Eckfeldt