Show Summary: Jonathan Baker, an M&A advisor specializing in marketing firms, discusses the nuances of selling to a competitor or strategic buyer. Jonathan highlights the importance of trust and the risks of sharing sensitive information with competitors. He notes that while competitors may be more familiar with the industry, financial buyers often have a clearer process and timeline. He also discusses the differences in due diligence and the significance of cultural fit and employee retention in the marketing industry.

View the complete show notes for this episode.

 Want To Learn More? 

•  Punctuation
• M&A Guide | Selling Your Business to a Competitor
• How To Maintain Confidentiality When Selling Your Business

Additional Resources:

• Selling your business? Schedule a free consultation today.
• Download The Art of The Exit: The Complete Guide to Selling Your Business
• Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue

 If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Expert Joan Helmer discusses the M&A transition period – how to prepare, expectations, what can go wrong, and its phases, from the LOI to the closing. He emphasizes that the pre-closing phase involves aligning strategic elements, departmental roles, and operational gaps, while the post-closing phase focuses on integrating systems and roles, often requiring a 100-day plan. He also highlights the importance of alignment on expectations, having a clear plan, and the seller’s role in due diligence.

View the complete show notes for this episode.

Want To Learn More? 

• The M&A Training & Transition Period
• M&A Negotiating Tactic #1 – Honesty

Additional Resources:

• Selling your business? Schedule a free consultation today.
• Download The Art of The Exit: The Complete Guide to Selling Your Business
• Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue

If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Nate Pratt, a financial services wealth advisor, discusses the emotional journey of selling a business. He highlights the importance of cultural alignment, focusing on retaining the top talent in a company, and the long-term impact of an acquisition on the business’s teams and clients. Nate notes that successful sellers start early, educate themselves, and share their passion and enthusiasm with potential buyers. Nate also stresses the need to be honest about the motivation to sell and to prepare emotionally.

View the complete show notes for this episode.

Want To Learn More? 

• Informing & Retaining Employees When Selling a Business
• Why is Selling a Business so Hard?
• M&A Negotiating Tactic #1 – Honesty

Additional Resources:

• Selling your business? Schedule a free consultation today.
• Download The Art of The Exit: The Complete Guide to Selling Your Business
• Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue

If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Mina Haque, CEO of Tony Roma’s, spent almost nine months on legal due diligence, learning the ins and outs of the corporation, and building strong relationships with franchise owners. This led to her being named CEO of the company, focused on continuing the stabilization and growth of this global brand. She highlights the challenges of maintaining brand consistency and shares her insights through the acquisition, emphasizing the importance of staffing, integration, and franchisee relationships.

View the complete show notes for this episode.

Want To Learn More? 

• The Role of a Franchisor When Selling a Franchise
• M&A Due Diligence | Checklist & Overview

Additional Resources:

• Selling your business? Schedule a free consultation today.
• Download The Art of The Exit: The Complete Guide to Selling Your Business
• Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue

If you have any topic or guest suggestions please email them to [email protected].

Show Summary: VC investor Sandeep Patil discusses the nuances of selling a company to a VC-backed business. VC acquisitions often prioritize growth potential and talent quality over immediate returns. Sandeep emphasizes the importance of understanding the acquirer’s objectives, the integration strategy, and the long-term growth prospects. He notes that VC-backed companies typically prefer equity swaps due to limited cash reserves and advises sellers to perform thorough due diligence on the acquirer’s growth potential and exit strategy.

View the complete show notes for this episode.

Want To Learn More?

• A Guide to Valuing Tech, Software & Online Businesses
• Business Valuation Methods in a Nutshell

Additional Resources:

• Selling your business? Schedule a free consultation today.
• Download The Art of The Exit: The Complete Guide to Selling Your Business
• Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
• Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.

If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Blake Hutchinson, CEO of Flippa.com, discusses the evolution and challenges of the online business marketplace. The Flippa platform facilitates the sale of online businesses in five core business models: online publishing, e-commerce, SaaS, iOS/Android apps, and YouTube channels, with 425,000 AI matches weekly. Blake highlights the importance of supply acquisition, the growing interest from institutional investors, and the demand for quality assets focusing on traditional, recession-proof industries.

View the complete show notes for this episode.

Want To Learn More? 

• Tech & Software M&A Dynamics
• Top 5 M&A Value Drivers for Tech & Software Companies
• A Guide to Valuing Tech, Software & Online Businesses

Additional Resources:

• Selling your business? Schedule a free consultation today.
• Download The Art of The Exit: The Complete Guide to Selling Your Business
• Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
  • Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.

If you have any topic or guest suggestions please email them to [email protected].

Show Summary: SBA loan expert Tom Lyons talks about everything related to SBA loans. He discusses recent changes to SBA guidelines, such as allowing partial ownership changes and zero down payment options. Tom shares advice and insights into the process of acquiring a business, qualification and compliance challenges, guidelines for an owner to remain involved in the business, contingent seller notes, how landlords impact the loan terms, and the importance of working with a preferred lender for smoother compliance and approval.

View the complete show notes for this episode.

Want To Learn More?

•  SBA Financing When Buying or Selling a Business
• Small Business Acquisition Financing
• Business Valuation Guide: Do I need a Valuation?

Additional Resources

• Selling your business? Schedule a free consultation today.
• Download The Art of The Exit: The Complete Guide to Selling Your Business
• Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
• Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.

If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Marc Adams, a private investor with a background in private equity, discusses the challenges business owners face when selling their companies and ways to look at how to sell a business and minimize or eliminate the amount of taxes owed. He highlights the impact of taxes and fees, which can reduce the selling price by 30-45%. Marc emphasizes the importance of planning ahead, increasing prices, improving digital marketing, and possibly outsourcing to boost EBITDA. 

View the complete show notes for this episode.

Want To Learn More? 

• Secrets To 10Xing Your Business: And Cashing Out Tax-Free by Marc Adams (Free PDF)
• Why Do Some Businesses Not Sell?
• Art of the Exit
• Acquired
• Business Exit Plan & Strategy Checklist | A Complete Guide
• Business Valuation: A List of Factors to Consider

Additional Resources:

• Selling your business? Schedule a free consultation today.
• Download The Art of The Exit: The Complete Guide to Selling Your Business
• Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
• Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.

If you have any topic or guest suggestions please email them to [email protected].

Show Summary:  Geoff Coltman, Senior VP at Catena Solutions, discusses M&A integration in the food and beverage sector. He emphasizes the importance of understanding the human element and the “why” behind decisions. Geoff highlights the challenges of maintaining regular communication and the need for open communication and partnership with organizations to ensure successful change management. He also discusses the importance of starting with the end goal in mind and ensuring alignment and communication throughout the integration process.

View the complete show notes for this episode.

Want To Learn More? 

• M&A University
• Art of the Exit
• Acquired
• M&A Basics: Building a Sellable Business

Additional Resources:

• Selling your business? Schedule a free consultation today.
• Download The Art of The Exit: The Complete Guide to Selling Your Business
• Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
• Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.

If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Derek Johnson, author of “The Strategic Sales Leader,” discusses the importance of optimizing sales and marketing as you prepare your company for sale. Many companies leave money on the table due to ineffective sales and marketing strategies. Derek discusses leveraging competitive intelligence, understanding the buying journey and the psychology of change and persuasion, and stresses the importance of hiring experienced sales and marketing leaders and understanding the marketplace ecosystem.

View the complete show notes for this episode.

Want To Learn More?

• The Strategic Sales Leader: Mastering the Art of Vision, Strategy, and Execution (The Leadership Development Series) by Derek Wellington Johnson
• M&A Roundtable
• M&A University – The Art & Science of Selling a Business

Additional Resources:

• Selling your business? Schedule a free consultation today.
• Download The Art of The Exit: The Complete Guide to Selling Your Business
• Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue
• Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.

If you have any topic or guest suggestions please email them to [email protected].