If you’ve ever thought, “I’ll sell when I’m ready”—you’re already behind. In this episode of Buy the Numbers, I sit down with three powerhouse advisors from CLA—Erin Mickels (owner transition expert), Mike Britten (tax wizard), and Mike Pohl (wealth whisperer)—to unpack what it really takes to set yourself up for a successful exit from your manufacturing business.

We talk through the overlooked planning window between “someday I’ll sell” and “it’s time to list.” Whether you're ten years out or just three, this conversation will help you shift your mindset from just growing revenue to building transferable value. Because a higher top line doesn't always mean a bigger payday—and once you understand the levers that actually impact valuation, you can start pulling them now.

We also hit some real talk about what happens after the wire hits your account. What are your personal goals? How much do you actually need to retire, launch your next thing, or leave a legacy? And how can you avoid giving too much to the IRS—or your kids, if that’s your preference?

Bottom line: The best exits aren’t lucky. They’re engineered. And if you want to stack the odds in your favor, this episode will show you where to start. 

You will want to hear this episode if you are interested in...

• (0:12) Grow your top and bottom line with CLA
• (1:20) Meet the guests: CLA’s experts in wealth, tax, and transition
• (4:03) Start with the end in mind: How much do you really need to walk away?
• (8:10) Why personal financial clarity should come before valuation
• (11:37) Bridging the gap between what your business is worth and what you need
• (14:10) Growing value ≠ growing revenue—what actually drives multiples
• (15:32) The buyer’s perspective: asset sales, stock sales, and tax surprises
• (17:44) Market timing matters: Don't let ego miss the window
• (19:37) Check out Verdant Commercial Capital to get a true partner in your corner
• (20:17) Why it's normal to feel overwhelmed—and how to build the right team
• (22:30) The critical three-year window: Your numbers matter more than ever
• (27:00) From handwritten notes to a valuation nightmare
• (28:10) Here's why you need quality audited/reviewed financials
• (31:25) Quality of earnings reports: Not just validation, but storytelling
• (32:43) Building buyer confidence with customer profiles and payment history
• (35:24) Don’t ignore risk: succession, estate planning, and key-person exposure
• (38:10) Tax landmines: personal expenses, nexus issues, and employee bonuses
• (41:42) Top Shops 2025 preview—join us in Charlotte!

Resources & People Mentioned

• Grow your top and bottom line with CLA
• Check out Verdant Commercial Capital to get a true partner in your corner
• Top Shops 2025 preview—join us in Charlotte!

Connect with CLA

• Connect with Erin Mickels, CPA
• Connect with Mike Britten
• Connect with Michael Pohl, CPA, CFP®

Connect With Buy the Numbers

• Follow on LinkedIn
• Connect with Mike Payne on LinkedIn

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