Call To The Bullpen

Two companies, both doing $10 million in revenue. Are they worth the same?

Almost never. 

In this episode, Clint Overton and Ted Stann break down the numbers that actually determine what your business is worth: the difference between enterprise value and equity value, how EBITDA and multiples work, why a 20% margin business and a 30% margin business start drifting apart on day one, and what makes a buyer pay up (or walk away). 

They also cover the uncomfortable truth about exit timing: the market decides when your best offer shows up, not you, and most owners need 18 to 24 months of cleanup before they're actually ready to sell. Whether you're a scaling tech company or a multi-generational manufacturer, this one is about knowing your numbers before someone else does.

Listen and subscribe at https://www.calltothebullpen.com/

Most founders jump straight to the pitch deck. This episode is about everything that has to be true before you get there.

In Episode 17 of Call to the Bullpen, Clint Overton sits down with Ted Stann, who has raised over $300 million in capital across his career, to walk through fundraising readiness: the basic blocking and tackling that separates companies that get funded from companies that just get feedback.

Ted breaks down how to size your market properly (total addressable, service addressable, and service attainable), where real market intelligence actually comes from (competitors, potential customers, and the investors themselves), and why cost should never be your differentiator. Clint pushes the conversation back toward fundamentals: the humility and coachability investors are quietly measuring, why an A+ team with a B product beats an A+ product with a B team, and why your business plan has to marry your financial plan.

They close on the pitfalls that trip up unprepared founders: cap table mistakes made early with unsophisticated money, the difference between participating and non-participating preferred, and why the right investor brings relationships and introductions, not just deep pockets.

Whether you're in the middle of a raise, considering one, or years away from it, this episode is the preparation checklist.

Listen now at https://www.calltothebullpen.com/

What separates companies that scale from companies that stall? In this episode of Call to the Bullpen, Clint Overton and Ted Stann break down the Operator Advantage — the difference a professional operator makes in taking a lower middle market business from constant firefighting to a foundation built to scale.

Ted shares a firsthand story of a $7M B2B SaaS company growing 75% year over year that brought in an experienced COO — and more than doubled revenue and headcount before a successful exit just two and a half years later. Clint draws on 25 years of operational turnarounds to lay out what great operators actually do: define the North Star, build the strategy, design the org, establish processes and KPIs, and galvanize the entire team around execution.

They also cover why the "owner operator" title can create the illusion of operational strength, why you can't build an AI strategy without a business strategy underneath it, the three questions every owner must answer before professionalizing their business, and why the silver tsunami and slower private equity turns are making the right operator more valuable than ever.

Listen now at https://www.calltothebullpen.com/ 

Most growing businesses hit the same wall: they've got a bookkeeper in QuickBooks and a personal CPA, and they assume that's enough. It isn't. 

In Episode 15 of Call to the Bullpen, Clint Overton and Ted Stann unpack why scaling startups and multi-generational family businesses chronically under-invest in their financial fundamentals — and what it costs them when a line of credit, a debt raise, or a strategic partner is suddenly on the line.

They walk the crawl-walk-run path from bookkeeper → operational accounting → controller → CFO, explain why top-line revenue never equals cash flow, and share a real client story: a $13M business whose founder was losing sleep over his cash position while his books claimed 10% net income. Plus the two practical habits and five financial metrics every owner should have at their fingertips — whether they're a $1M, $13M, or $50M business.

The throughline: invest early and often in your finance and accounting infrastructure, so that when you knock on the door of someone you want money from, you make it easy for them to say yes.

🎙 Hosts: Clint Overton & Ted Stann
 🏢 Boardroom Bullpen | Sister company: The Mercury Collective
 🔗 boardroombullpen.com

A value creation plan answers one question: how do you drive enterprise value out of a business — fast? In Episode 14 of Call to the Bullpen, Clint Overton and Ted Stann break down the 100-day plan that defines the early life of a private equity deal, and why the work that makes it succeed actually starts in due diligence.

They cover the two levers every plan pulls — top line and bottom line — and the questions behind each: customer retention, repeatable revenue, customer concentration risk, margin per customer, and expense benchmarking. Then they get into the part most plans underweight: the people. The org chart, the right people in the right seats, and why a $10M business needs a different team at $30M, $75M, and beyond.

The throughline is discipline over disruption — don't change things for the sake of change, don't take a sledgehammer to what's working, and don't insult the intelligence of the team you just acquired. Say what you'll do, do what you say, and bring everyone along.

🎙 Hosts: Clint Overton & Ted Stann
 🏢 Boardroom Bullpen | Sister company: The Mercury Collective
 🔗 Learn more: calltothebullpen.com & boardroombullpen.com

Emerging private equity firms, independent sponsors, and emerging VC firms are built to run lean — but that leanness leaves little capacity to operationally support the companies they back. In Episode 13 of Call to the Bullpen, Clint Overton and Ted Stann break down Operating Partner as a Service: a model that gives emerging investors on-demand access to experienced operating talent without the cost of a traditional operating partner bench.

They cover the two halves of every investment — financial capital and human capital — and the three ways an operating partner service creates value: the urgent "911 call" when an executive leaves, proactive thought partnership before a deal closes, and shared services (finance, accounting, and HR) across similar portfolio companies. You'll also hear a real example of placing an operator in under a week, why the traditional bench is so expensive, and how capital efficiency reshaped talent strategy across venture capital.

The throughline: helping PE and VC firms win, and win quicker — with faster value creation, maximum ROI, and one phone call instead of a Rolodex.

🎙 Hosts: Clint Overton & Ted Stann
 🏢 Boardroom Bullpen | Sister company: The Mercury Collective
 🔗 Learn more: boardroombullpen.com & themercurycollective.com

The term "fractional CFO" is everywhere on LinkedIn right now — and most of the people using it have never actually sat in the CFO seat. In Episode 12 of Call to the Bullpen, Clint Overton and Ted Stann pull no punches on what a fractional CFO actually is, why the marketplace has become so muddy, and how business owners can tell the difference between contenders and pretenders.

You'll hear the clear line between a controller (looking backward) and a CFO (marrying strategic vision to forward-looking financials), why industry experience matters for the last critical 10% of the work, and the five real-world scenarios where bringing in a fractional CFO makes sense — whether you've never had one before or your full-time CFO just walked out the door.

Topics covered:

• Why "fractional CFO" has become one of the most abused titles in business
• The Boardroom Bullpen definition (and the bar every CFO has to clear to make the roster)
• CFO vs. controller: where the real value line sits
• The 5 scenarios where a fractional CFO is the right call: intentional growth, exit/investor readiness, interim coverage, the CFO + controller model, and the CFO-in-waiting coach
• Why under-professionalized finance leadership almost always means a discount at exit
• The biggest signal you need a CFO yesterday (hint: it has to do with cash)

You’re not losing because of effort.
You’re losing because of what you can’t see.

Every leader operates with blind spots—gaps in awareness that quietly limit growth, stall teams, and cap potential. The problem isn’t just having them. It’s not knowing they exist… or worse, choosing to ignore them.

In Episode 11 of Call to the Bullpen, we break down the two types of blind spots every leader faces—and how they show up in real business decisions, team dynamics, and scaling challenges.

You’ll hear:

•  The difference between unseen vs. ignored blind spots 
•  How loyalty inside your team can create dangerous gaps in judgment 
•  Why awareness alone doesn’t drive growth 
•  What it actually takes to raise your leadership ceiling 

Because what got you here… won’t get you there.

If you’re serious about scaling, it starts with seeing clearly—and acting on it.

🎧 Tune in and step into the next level of leadership.

Most founders think they’re ready for investment… until the questions start.

In this episode of Call to the Bullpen, Clint Overton and Ted Stann break down what investor readiness really means—and why it’s far more than just strong revenue or a great story.

From financial discipline and operational scalability to leadership depth and data room readiness, they walk through the real checklist investors use to evaluate your business—and where most companies fall short.

The reality?
 If your business isn’t built to scale without you… it’s not ready.

This conversation covers:

•  Why investor readiness is a multi-year process—not a last-minute decision
•  The hidden risks that quietly reduce your valuation
•  What investors actually look for across finance, operations, legal, and leadership
•  How poor data, weak processes, or key-person dependency can cost you millions
•  Why “looking like” a strong business isn’t the same as being one under the hood

If you’re building toward growth, investment, or an eventual exit—this episode is your reality check.

Because the market doesn’t reward potential.
 It rewards preparation.

Most businesses don’t fail because of bad technology.
 They fail because they skip the fundamentals.

In Episode 9 of Call to the Bullpen, we go one level deeper on the “crawl, walk, run” mindset—and break down what actually drives scalable growth.

We cover:
 • Why process must come before technology
 • How poor data and undefined workflows create bottlenecks
 • The real reason teams struggle as complexity increases
 • Why buying new tools won’t fix broken systems
 • How to build alignment, accountability, and measurable success

Because if your process isn’t defined…
 Technology doesn’t solve the problem—it accelerates it.

This is the playbook for leaders who want to scale the right way.