Build and Exit

Over 612,000 Baby Boomer business owners will need to sell or exit their companies in the coming years. The question is—will they get the deal they deserve?

In this episode I am joined by Clive Margetts and Oli Luke, founders of Acquisition Masters, to explore how business owners can maximise their exit strategy and secure a profitable sale.

The UK economy is facing a serious threat if these businesses fail to sell or get swallowed up by the market leaders. Jobs will be on the line.

We explore the nuances of consulting for equity, exit strategies, and the importance of business structure and governance.

If you're a business owner looking to sell, scale, or structure your company for the future, this episode is packed with must-know insights to help you exit on your terms.

"612,00 businesses are operated by baby boomers" – Oli

You’ll hear about:

✅ Why so many Baby Boomers are struggling to sell their businesses

Connect with Clive Margetts:

LinkedIn - https://www.linkedin.com/in/clivemargetts/

The Business Success Consultant - https://thebusinesssuccessconsultant.com/

Connect with Oli Luke:

LinkedIn - https://www.linkedin.com/in/oli-luke-3451b150/

Business of Hearing - https://businessofhearing.com/

Listen to Oli’s Podcast – The Business of Hearing - https://podcasts.apple.com/gb/podcast/the-business-of-hearing/id1536591535

Connect With Julie Wilkinson

LinkedIn - https://www.linkedin.com/in/juliewilkinson-accounting/

Tik Tok – https://www.tiktok.com/@wasolutions

YouTube - https://www.youtube.com/channel/UCUvq6gfNoP_4dfIJulL6C6A

Facebook - https://www.facebook.com/wilkinsonaccountingsolutions

Website - https://wilkinsonaccountingsolutions.co.uk/

Find out more about our brilliant sponsor Acquisition Masters here - https://www.acquisitionmasters.co.uk/

Before you go, don’t forget to leave a comment and review if you got something out of this episode!

Imagine buying a business for £1 and it all goes wrong.

The previous owners have been paying themselves with the staff’s wages but not paying the staff. And this is just the tip of the iceberg.

This was the experience of my guest Charlie Norton. Charlie shares the whole story of how he went from a £1 business purchase to sinking £40k of his own money into the business just to pay off immediate debts, but that still wasn’t enough…

He discusses why due diligence could have saved him from ever going through this challenging acquisition that he says left him in poor health because of the stress. He has since gone on to successfully sell his group of businesses and move on from this experience.

Charlie's experiences highlight the complexities of business acquisitions and the importance of learning from failures to inform future decisions.

"One bad experience doesn’t define your whole life" – Charlie

Timestamps

01:56 - Charlie's Journey in M&A

05:49 - The Stressful Acquisition Experience

11:51 - Overcoming Challenges in Business Acquisition

18:08 - Lessons Learned from a Failed Acquisition

23:46 - Transitioning to a New Business Model

30:00 - Conclusion and Future Aspirations

Connect with Charlie Norton:

LinkedIn - https://www.linkedin.com/in/charlie-norton-767953227/

Vamos - https://vamosbusiness.com/

Connect With Julie Wilkinson

LinkedIn - https://www.linkedin.com/in/juliewilkinson-accounting/

Tik Tok – https://www.tiktok.com/@wasolutions

YouTube - https://www.youtube.com/channel/UCUvq6gfNoP_4dfIJulL6C6A

Facebook - https://www.facebook.com/wilkinsonaccountingsolutions

Website - https://wilkinsonaccountingsolutions.co.uk/

Find out more about our brilliant sponsor Acquisition Masters here - https://www.acquisitionmasters.co.uk/

Before you go, don’t forget to leave a comment and review if you got something out of this episode!

What would you do if you faced losing everything?

When the COVID-19 pandemic hit, Céline Aloé, CEO of UKLC, saw her business revenue drop to zero overnight. But instead of giving up, she made bold moves to survive and thrive.

In this episode we dive into Céline’s journey of resilience, personal growth, and strategic reinvention.

Discover how investing in coaching, embracing acquisitions, and leading with empathy transformed her business.

If you're an entrepreneur facing uncertainty, Céline’s story will show you that even in crisis, opportunities await.

Tune in for an inspiring conversation filled with actionable insights!

"Once I opened my mind to growing through acquisition opportunities began to present themselves" – Céline Aloé

Timestamps

01:43 - An introduction to Celine

07:23 - Investing in herself at challenging times

10:43 - Not taking the work into her personal life

16:50 - Finding the route into acquisitions

21:53 - Building groups by acquisition

23:53 - The impact of bringing in the right people

25:55 - Celine's vision for the future

Connect with Céline Aloé:

LinkedIn - https://www.linkedin.com/in/c%C3%A9line-alo%C3%A9-ceo-at-uklc-education-group-b665541/

UKLC - https://uklc.org/

Connect With Julie Wilkinson

LinkedIn - https://www.linkedin.com/in/juliewilkinson-accounting/

Tik Tok – https://www.tiktok.com/@wasolutions

YouTube - https://www.youtube.com/channel/UCUvq6gfNoP_4dfIJulL6C6A

Facebook - https://www.facebook.com/wilkinsonaccountingsolutions

Website - https://wilkinsonaccountingsolutions.co.uk/

Find out more about our brilliant sponsor Acquisition Masters here - https://www.acquisitionmasters.co.uk/ 

Before you go, don’t forget to leave a comment and review if you got something out of this episode!

The tables are turned in this episode.

I am in the hot seat revealing all about my own acquisition story.

I am joined by Astan Morarji, a Multi-Exited Founder and Leader, who interviews me on the importance of acquisitions in business growth and the challenges faced during my recent acquisition.

We discuss the significance of understanding client relationships, the learning process in acquisitions, and the drive to help business owners maximise wealth and create generational wealth through strategic business decisions.

Financial literacy is so important for business owners, especially in acquisitions. So, we explore the common concerns sellers have during the acquisition process, the significance of warranties and fair terms, and the misconceptions surrounding no money down deals.

This was a lot of fun to be hot in the hot seat, I do hope you enjoy this episode!

"Acquisitions should be a growth vehicle" – Julie Wilkinson

Timestamps

01:27 - An introduction to Astan

03:13 - Julie's background and journey into business

08:25 - How her background shaped her as a business owner

09:59 - The details of Julie's acquisition

12:30 - How long did the acquisition process take?

15:07 - The complexities of the asset sale

20:52 - The seller's relationship with the clients

24:08 - De-risking concerns with the deal

30:50 - What has Julie learned from this deal?

36:10 - Are buyers always visionaries?

Connect with Astan Morarji:

LinkedIn - https://www.linkedin.com/in/astanm/

Connect With Julie Wilkinson

LinkedIn - https://www.linkedin.com/in/juliewilkinson-accounting/

Tik Tok – https://www.tiktok.com/@wasolutions

YouTube - https://www.youtube.com/channel/UCUvq6gfNoP_4dfIJulL6C6A

Facebook - https://www.facebook.com/wilkinsonaccountingsolutions

Website - https://wilkinsonaccountingsolutions.co.uk/

Find out more about our brilliant sponsor Acquisition Masters here - https://www.acquisitionmasters.co.uk/

Before you go, don’t forget to leave a comment and review if you got something out of this episode!

Financial literacy is the biggest barrier to successful M&A.

Both sellers and buyers need to know how the numbers work to ensure they get the best deal.

In this episode I am joined by Erin O'Leary, an M&A and exit advisor. We explore the intricacies of business acquisitions and exits. Erin shares insights from her extensive experience, including a case study of a legacy bus company and the factors influencing business valuation.

We also share our experiences as women in the M&A space, from representation of women to the strengths women have as CEOs.

This episode is full of insights into what buyers and sellers need to know to get the best out of their deals.

" Valuation is relative to the buyer's situation " - Erin O'Leary

Timestamps

01:53 - An introduction to Erin

03:50 - The biggest issues in acquisitions

07:26 - The lack of financial expertise in acquisitions

13:37 - Why founders need to be financially literate

17:55 - A laborious bus company acquisition

22:15 - Where adjustments in the valuation happen

28:01 - Erin's current projects

Connect with Erin O'Leary:

LinkedIn - https://www.linkedin.com/in/erinolearymba/

Connect With Julie Wilkinson

LinkedIn - https://www.linkedin.com/in/juliewilkinson-accounting/

Tik Tok – https://www.tiktok.com/@wasolutions

YouTube - https://www.youtube.com/channel/UCUvq6gfNoP_4dfIJulL6C6A

Facebook - https://www.facebook.com/wilkinsonaccountingsolutions

Website - https://wilkinsonaccountingsolutions.co.uk/

Before you go, don’t forget to leave a comment and review if you got something out of this episode!

Imagine selling your business for 9 figures.

Would you start imagining what you could do with it all before the deal is done?

My guest in this episode not only imagined he started spending it. Only to find that half of it fell through between the letter of intent to the final deal.

Alexis Sikorsky shares his journey of building and exiting a software company for a nine-figures. He discusses the challenges he faced during the financial crisis, and the role of private equity in his business growth.

We also highlight the differences between lifestyle and growth companies and offer insights into how entrepreneurs can maximize their business value.

"From the letter of intent to an actual sale half of the deal fell through" - Alexis Sikorsky

Timestamps

01:45 - An introduction to Alexis

07:48 - From hard times to 9 figure exit

12:27 - How bringing in expert knowledge helped

14:08 - Did Alexis have to get creative with cashflow?

14:36 - The timescale to sell after bringing in the PE firm

17:39 - Alexis on his experience with the PE firm

24:32 - The big issue with pre-negotiations

31:05 - Moving away from a lifestyle business sooner

Connect with Alexis Sikorsky:

LinkedIn - https://www.linkedin.com/in/alexis-sikorsky-consulting/

Website - https://www.asikorsky.com/

Connect With Julie Wilkinson

LinkedIn - https://www.linkedin.com/in/juliewilkinson-accounting/

Tik Tok – https://www.tiktok.com/@wasolutions

YouTube - https://www.youtube.com/channel/UCUvq6gfNoP_4dfIJulL6C6A

Facebook - https://www.facebook.com/wilkinsonaccountingsolutions

Website - https://wilkinsonaccountingsolutions.co.uk/

Before you go, don’t forget to leave a comment and review if you got something out of this episode!

There are simple things you can do to get your acquisitions completed faster.

So many people aren’t prepared in the way they should be, which dramatically slows down the process of buying or selling a business.

In this episode I am joined by Jamil Anakkar, the CEO of Tandy Ventures, who shares where he sees the massive opportunities in M&A right now.

Jamil outlines the challenges he faced during his first acquisition, and the importance of effective communication and financial health in the acquisition process. To be best prepared you need to deal in person with the seller as much as possible before handing over to solicitors.

Leave too much to them and it will slow you down.

If you want to find out how you should be prepared for your business acquisition, listen up!

"Bigger deals are generally easier. " - Jamil Anakkar

Timestamps

01:46 - An introduction to Jamil

06:57 - How many owners are hands off in their business?

09:07 - Jamil on closing his deal in 6 months

13:05 - Agree as much as possible with sellers before solicitors

16:02 - Identifying big risks at heads of terms

26:54 - The biggest trend in businesses below audit level

30:26 - Not investing in the right people

36:48 - Jamil's future aspirations

Connect with Jamil Anakkar:

LinkedIn - https://www.linkedin.com/in/jamil-anakkar/

YouTube - https://www.youtube.com/channel/UC21gxYXKncu-ir8zbiqRgqA

Tandy Ventures - https://www.tandygroup.net/

Connect With Julie Wilkinson

LinkedIn - https://www.linkedin.com/in/juliewilkinson-accounting/

Tik Tok – https://www.tiktok.com/@wasolutions

YouTube - https://www.youtube.com/channel/UCUvq6gfNoP_4dfIJulL6C6A

Facebook - https://www.facebook.com/wilkinsonaccountingsolutions

Website - https://wilkinsonaccountingsolutions.co.uk/

Before you go, don’t forget to leave a comment and review if you got something out of this episode!

Is your business too dependent on you? 

Far too many companies are lifestyle businesses that would fall apart without the owner. 

This can jeopardise your exit, so detaching yourself from working in the business is essential. 

In this episode I am joined by Michèle Hecken, who built, operated, scaled, and exited a successful business in the translation industry. After completing a high-7-figure exit she now serves as an Advisor to high performers wanting to run businesses that serve them and live lives they dream of. 

She shares how she scaled and exited her translation company, learning the art of off-boarding as she went. She also gives strategies you can use to create a business that can operate independently of you. 

Off-boarding tasks and jobs can maximise the value of your exits. 

So, let’s hear from Michèle! 

"The art of off-boarding is a game changer" - Michèle Hecken 

Timestamps 

01:29 - An introduction to Michèle Hecken 

03:20 - Working on the business not in it 

05:26 - How Julie stopped working in her business 

10:23 - Julie's story developing her business 

12:47 - The steps Michèle took to step back in her business  

18:33 - The problems with service-based businesses  

26:11 - Focusing on governance and controls 

33:59 - The power of the finance team 

36:23 - Tying systems to KPIs 

Connect with Michèle Hecken: 

LinkedIn - https://www.linkedin.com/in/michelehecken/ 

Michèle’s website - https://www.michelehecken.com/ 

Instagram - https://www.instagram.com/mhecken/ 

Facebook - https://www.facebook.com/mhecken/ 

Check out special Michèle's offer just for you the Build & Exit listeners!

https://api.leadconnectorhq.com/widget/bookings/buildandexit/podcast/special/offer

Connect With Julie Wilkinson 

LinkedIn - https://www.linkedin.com/in/juliewilkinson-accounting/ 

Tik Tok – https://www.tiktok.com/@wasolutions  

YouTube - https://www.youtube.com/channel/UCUvq6gfNoP_4dfIJulL6C6A  

Facebook - https://www.facebook.com/wilkinsonaccountingsolutions 

Website - https://wilkinsonaccountingsolutions.co.uk/ 

Before you go, don’t forget to leave a comment and review if you got something out of this episode!  

How does it feel to sell your business to a multinational chain?

Edin Basic did just that. Building his chain of restaurants up to 17 sites before selling it to Pizza Express.

But when the deal was done, he didn’t go out celebrating, he was left with the feeling of “was that it?”

For him the journey of building the business had been the real enjoyment of the whole process. He talks candidly about how he felt at every step of the way and afterwards. He shares the complexities of exiting as well as the importance of preparation and governance.

Edin emphasizes the significance of understanding the market dynamics and being ready for unexpected changes that can influence your decision of when is best to make the deal.

Now helping other business owners with their own growth and exit strategies there is a lot to learn from Edin.

"It's all about the journey rather than the destination." – Edin Basic

Timestamps

 01:05 - An introduction to Edin

03:06 - Scaling to exit position

07:28 - Getting clear about what you want

13:25 - How did the exit with Pizza Express happen?

18:36 - Knowing the right time to exit

22:25 - How Edin felt after selling

25:55 - Did the deal change before the end?

32:03 - The emotional side of selling a business

37:04 - Working after the exit

Connect with Edin Basic:

LinkedIn - https://www.linkedin.com/in/edinbasic-help-food-and-beverage-founders-grow-and-exit-their-business/

We Amplify - https://we-amplify.co/

Connect With Julie Wilkinson

LinkedIn - https://www.linkedin.com/in/juliewilkinson-accounting/

Tik Tok – https://www.tiktok.com/@wasolutions

YouTube - https://www.youtube.com/channel/UCUvq6gfNoP_4dfIJulL6C6A

Facebook - https://www.facebook.com/wilkinsonaccountingsolutions

Website - https://wilkinsonaccountingsolutions.co.uk/

Before you go, don’t forget to leave a comment and review if you got something out of this episode!

Are you intentional about scaling your business for exit?

So many organic business owners don’t have a plan and don’t know what the end goal is. If they did their loved ones would thank them so much more for doing things right when things passed onto them.

In this episode I speak with Rachel Murphy, a two-time exit founder, about her entrepreneurial journey and 8x multiplier exit.

Rachel gives insight into the importance of intentional business scaling, and the challenges and opportunities faced during the COVID-19 pandemic. She also emphasizes the need for better exit strategies and support services for business owners, particularly female founders.

So there is a lot to learn from Rachel otherwise known as “The Legend”.

"I was really clear and intentional that it was going to be an in and out in five years." – Rachel Murphy

Timestamps

01:13 - Rachel's background in business exits

03:13 - Was Rachel always going to sell her business?

05:47 - The end intentions of organic business owners

10:56 - Getting the staff on board during acquisitions

14:36 - The opportunities brought by Covid

18:49 - The exit from the 8x multiplier

22:23 - Rachel's view on the exit planning market

29:34 - Entrepreneurship through acquisition

Connect with Rachel Murphy:

LinkedIn - https://www.linkedin.com/in/rachthegrafter/

The Grafter - https://thegrafter.com/

Rachel’s Linktree - https://linktr.ee/RachMurphy

Connect With Julie Wilkinson

LinkedIn - https://www.linkedin.com/in/juliewilkinson-accounting/

Tik Tok – https://www.tiktok.com/@wasolutions

YouTube - https://www.youtube.com/channel/UCUvq6gfNoP_4dfIJulL6C6A

Facebook - https://www.facebook.com/wilkinsonaccountingsolutions

Website - https://wilkinsonaccountingsolutions.co.uk/

Before you go, don’t forget to leave a comment and review if you got something out of this episode!