Welcome back to GovCon Unscripted! I’m your host, Chelsea Meggitt, and in this episode, I sit down with Sharon Heaton, CEO of SBLiftoff, a leading M&A advisory firm specializing in government contracting.

We take a deep dive into GovCon Mergers & Acquisitions (M&A) and explore:

• The key factors that determine the value of a government contracting business.
• What buyers look for when acquiring a GovCon company.
• How the new SBA rule changes will impact backlog and set-aside contract sales.

If you’re a GovCon business owner thinking about your exit strategy, this episode is packed with must-know insights to help you maximize your company’s value and navigate the evolving acquisition landscape.

In This Episode:

[00:00] - Chelsea introduces Sharon Heaton and the importance of M&A in GovCon.

[03:00] - The 3 key elements of a successful GovCon business.

[06:30] - How government contracting businesses are valued.

[09:30] - Understanding EBITDA and its role in M&A.

[12:00] - Common misconceptions about selling a GovCon business.

[15:30] - The impact of new SBA rules on contract transfers and backlog.

[20:00] - Strategies for maximizing the value of your business before selling.

[25:00] - Why full and open contracts may be more valuable than set-asides moving forward.

Links and Resources:

• Chelsea’s LinkedIn Profile
• Sharon Heaton’s LinkedIn Profile
• SBLiftoff LinkedIn
• SBLiftoff Website
• SBA Certification & M&A Guidelines