Today I am joined by Dave Kauppi, an investment banker with MidMarket Capital. We discuss the technology/software industry and what makes it different than traditional companies. Dave specializes in M&A (mergers and acquisitions.) He explains how he got into the tech industry and shares some examples of deals and business models he has seen over the course of his career.

We explore what makes a company worth the investment to a buyer and how you can make sure you use that value to your advantage. It is very important that you do the due diligence for your company so you know what makes you different and how that difference can be leveraged.

It is very important that you keep an eye on the big picture. You need to know what makes you different in your field and how that is valuable to a potential buyer. Then you need to use that value to negotiate terms that are also good for you.

Create a business that is sellable and can go on without you and educate yourself about your industry market.

Selling Your Software Company: An Insider’s Guide to Achieving Strategic Value by Dave Kauppi

Dave began his Mergers & Acquisitions practice after a twenty-five-year career with a Multi-Industry background that included banking, high tech, and services. While in the leasing industry he gained a reputation for “finding a better way” through creative deal structure. During one fiscal year, Dave’s region successfully negotiated over $200 million in financing transactions. He was instrumental in negotiating three multi-million dollar strategic partnerships in the service industry and launched and managed a very successful division. In his M&A practice, Dave has completed transactions that range from succession planning exits to finding strategic buyers for healthy, rapidly growing companies seeking a partner to provide scale, to division divestitures, to troubled companies.

His career focus has been in sales and sales management and he has received numerous awards for sales excellence. He brings his strong negotiating and facilitating skills to his practice, successfully managing transactions to a win-win result.

Dave graduated from The Wharton School of Business, the University of Pennsylvania with a BS in Economics with a concentration in Finance. He received an MBA with a concentration in

ITR Economics’ senior consulting advisor Alex Chausovsky speaks to me today about the current and possible future U.S. economic predictions. We discuss the slow down on its way during the 2020s and the chance of depression in the 2030s. Alex explains why he believes these trends are possible and what a business owner can do to be prepared.

Alex explains how ITR gets their data and what services they offer their clients. These services include consulting, market forecasting, and public speaking.

You need to build your business to sell. Think ahead and plan for economic downturns, upswings, and be a step ahead of any predictions. Learn to be nimble and adjust with the economy.

Big Debt Crises by Ray Dalio

Alex Chausovsky is a highly experienced market researcher and analyst with more than a decade of expertise across subjects including macroeconomics,

Tom Stewart is the Executive Director of the National Center of the Middle Market. He joins me today to talk about the silent majority of middle market companies in the economy. Tom and his team research a segment of business that little is known about. Through this research, the Mid Market Center has found critical data that all business owners should know about their company.

Tom and I discuss the 7 factors of growth, the 3 types of entrepreneurs, and the 9 value points that all businesses need to consider when they are assessing their company. Tom explains the methods that lead to this information and how business owners can benefit from the data collected. We also dive into a study Tom was recently involved in regarding M&A (Mergers & Acquisitions) and the information gleaned from it.

If you are a middle-market company or you have hopes to be one someday this episode will offer a roadmap for your business growth. Tune in to hear how you can use this data to take your business to the next level!

Take advantage of all the resources GEXP Collaborative and the National Center of the Middle Market have to offer. This data is a playbook for business growth. Pay attention to the 7 growth factors, which type of entrepreneur you are, and look at all 9 of the value points mentioned today. This information is important for a healthy growth strategy.

GEXP Collaborative

Thomas A. Stewart is the Executive Director of the National Center for the Middle Market, the leading source for knowledge, leadership, and research on mid-sized companies, based at the Fisher College of Business at The Ohio State University. Stewart is an influential thought leader on global management issues and ideas: an internationally recognized editor and publisher, an authority on intellectual capital and knowledge management, and a best-selling author.

Before joining the National Center for the Middle Market, Stewart served as Chief Marketing and Knowledge Officer for international consulting firm Booz & Company (now called Strategy&), overseeing the firm’s intellectual agenda, major research projects, and strategy + business magazine. Prior to that, he was for six years the Editor and Managing Director of Harvard Business Review, leading it to multiple finalist nominations for a National Magazine Award. He earlier served as

Michael Dash is the CEO and President of Parallel HR Solutions. He is a life-long entrepreneur and the ultimate example of just how messy a business partnership break-up can be. We talk about the early days of Parallel HR and how a six-month commitment turned into eleven years. Michael also tells me about how he got tangled up in a six-year lawsuit and nearly lost his sanity in the process.

After discussing his fall, he shares how he found peace of mind again and changed his life for the better. Today’s episode is a cautionary tale about how to keep your ego in check and when to know to cut your losses.

GEXP Collaborative

About Michael:

Michael grew up in a small town in New Jersey where he developed his passion for entrepreneurship while working with his father. Michael learned the value of hard work and the importance of a strong worth ethic during this time.

He went on to study at the University of Maryland. He began his career in sports advertising and soon began working with a childhood friend in the staffing business. In 2007, he followed a  business opportunity to Utah. This was the birth of a thriving technology talent acquisition firm called Parallel HR Solutions where he is the CEO and President.

Michael is also an active community member and philanthropist. He supports and is a member of the Leukemia Lymphoma Society’s Team-in-Training fundraising group. He is also a part of several national organizations such as Young Entrepreneur Council (YEC) and The Founders Organization. He has plans to finis

This episode concludes my 3 part series on evaluating your business. To recap, my first episode on this topic was about improving the value of your business. Brandon Hall discussed his experience with business valuations and why they are important. The second episode featured Ryan Turbes, Ryan is a CPA who painted a realistic picture of payout and what a buyer looks for in a deal.

This episode focuses on value building and the 8 key value drivers that buyers consider when purchasing a company. John Warrillow returns to my podcast to explain the value builder system and how it streamlines the due diligence process. There are a ton of resources and tools we will share with you during this episode, so tune in to learn how to create a clear roadmap to getting the best price possible for your business.

Obviously, you need to get your value builder report and see the areas your business needs to improve. Value builder reports are free, only take a few minutes to complete and give you a roadmap that will make your sales process smoother.

Built to Sell Podcast

John Warrillow is the founder of The Value Builder System, a company that helps business owners improve the value of their company. As of 2017, The Value Builder System has served 40,000 users.

John is the author of the bestselling book Built to Sell: Creating a Business That Can Thrive Without You, which was recognized by both Fortune and Inc Magazine as one of the best business books of 2011. Built to Sell has