Succession Stories

"Exit planning is good business, not just about exits. Doing exit planning is going to help your business today." Too many founder CEOs pour years into scaling their company without ever building a plan for what comes next — and it costs them. Bruce Eckfeldt is a former Inc. 500 CEO who scaled, led, and exited his own company, and now coaches founder CEOs to do the same with intention. He faced the reality of an unplanned post-exit life firsthand — and what he discovered changed how he coaches everyone who comes after him.

Key Insights:

1. Exit planning improves your business today, not just at the finish line. Treating your business as if it could be sold tomorrow forces clarity in strategy, leadership, and operations — giving you a stronger company whether you sell or not.

1. Develop a compelling post-exit vision first. When founders have a clear, exciting plan for what comes after, they become more motivated to grow faster, set tighter timelines, and make better decisions leading up to a transaction.

1. Founder dependency in sales is the riskiest — and hardest — constraint to break. When the founder is the rainmaker, it suppresses valuation, complicates deals, and is fueled by a dopamine cycle that's genuinely difficult to step away from.

1. Institutional knowledge must replace individual knowledge to scale. Brilliant technical founders often are the smartest person in the room — but a company built around one person's intellect cannot scale or transact at full value.

1. Know where you fall in the valuation range — and move the levers. The market sets the multiple range; what you can control is whether you land in the bottom, middle, or top third of it by addressing the fundamentals buyers care about most.

1. The "keep-sell posture" protects your negotiating power. Being genuinely ready to either sell tomorrow or hold for another decade removes desperation from the table and ensures you're choosing the right deal — not just the first one.

Chapters

00:00 - 01:51 Introductions

01:52 - 05:24 Bruce's Founder Journey as Inc. 500 CEO

05:25 - 06:48 The Architectural Thinking Behind Scaling a Company

06:49 - 08:04 Why Scale and Exit Planning Are Connected from Day One

08:05 - 09:25 Building a Post-Exit Vision That Motivates Faster Growth

09:26 - 10:51 Founder's Identity and System Building

10:52 -12:30 Founder Dependency: The Sales Dopamine Trap

12:31 - 14:46 When Intellectual Capital Is Trapped in the Founder's Head

15:22 - 18:56 Exit Readiness and Push & Pull Factors across Generations

18:57 - 21:19 Legacy Building

21:20 - 24:33 What makes a Business Valuable

24:45 - 25:45 Bruce's Three Takeaways for Every Founder

26:00 - 26:36 Life After Exit: Himalayas, Adventure, and What Comes Next

Is your business truly ready—and are you? Take the Succession Readiness Assessment to get a clear snapshot of where you stand and what to focus on next.

https://btsherpa.com/succession

P.S. Most owners don't realize where they stand until they're already in a transition. Take a few minutes now to understand your readiness—and give yourself more options later.

Connect with Laurie Barkman: Website: https://lauriebarkman.me LinkedIn: in/lauriebarkman YouTube: @LaurieBarkman_BTSherpa Connect with Bruce Eckfeldt Website: https://www.eckfeldt.com Email: [email protected] LinkedIn: http://www.linkedin.com/in/beckfeldt

📣 Write a Podcast Review: ratethispodcast.com/successionstories

This Show Is Sponsored by The Business Transition Sherpa® Learn what every entrepreneur needs to know about building value and avoiding pitfalls!

"The day you start your business, you should know your exit strategy." Host Laurie Barkman sits down with Amy Veltri, Co-Founder and CEO of NGE, an environmental and geotechnical engineering firm. Amy built the company with her brother nearly 20 years ago, and made the deliberate choice to transition to 100% employee ownership through an ESOP. Amy shares the personal journey of weighing a third-party sale, doing nothing, or choosing a path that protected the people who helped build the business.

Celebrating 6 Years of Succession Stories

This episode is part of a special milestone—celebrating 6 years of the Succession Stories Podcast. Thank you for being part of this journey, where we explore the real stories, decisions, and strategies behind building, transitioning, and exiting businesses.

This episode was filmed in front of a live studio audience in partnership with the Exit Planning Institute Pittsburgh Chapter, bringing the conversation to life with an engaged community of advisors and business owners.

Key Episode Insights

• Co-founding a business with a sibling requires clear operating agreements to protect both the relationship and the company
• Drive may be an innate entrepreneurial trait, but skills like communication and judgment can be learned
• Knowing your exit strategy from day one shapes how you build and grow your business
• An ESOP can be financially compelling — tax savings alone can nearly offset transaction costs
• Employees who become owners are motivated to grow company value for themselves and future colleagues
• Leadership succession planning requires intentionality — and starting the search early enough to find the right fit

CHAPTERS 00:00 Introduction and the Entrepreneurial Gene

02:00 Co-Founding NGE with Her Brother — and Making It Work

08:00 Scaling from $50K to $5M in Five Years

09:15 Challenges when scaling the business

11:30 The Three Exit Options for a Service-Based Business

14:00 Why a Near-Closing Third-Party Sale Changed Everything

15:30 Understanding ESOPs and the Feasibility Study Process

17:00 The ESOP Magic — Tax Benefits and Employee Engagement

21:00 Leadership Succession and the Search for Amy's Replacement

22:25 What's Next: Retiring, Grandbabies, and Letting Go

Is your business truly ready—and are you? Take the Succession Readiness Assessment to get a clear snapshot of where you stand and what to focus on next.

https://btsherpa.com/succession

P.S. Most owners don't realize where they stand until they're already in a transition. Take a few minutes now to understand your readiness—and give yourself more options later.

Connect with Laurie Barkman: Website: https://lauriebarkman.me LinkedIn: in/lauriebarkman YouTube: @LaurieBarkman_BTSherpa Connect with Amy Veltri:

Website: https://www.ngeconsulting.com

Email: [email protected]

"Profitability rewards the founder. Transferability rewards the future." In many founder-led businesses — especially those under $10 million — the owner is the strategy, the rainmaker, and the decision-maker. But what happens when the business can't operate without you?

In this episode of Succession Stories, Laurie Barkman is joined by Steve Preda, Founder, Summit OS Group, to explore the role of structural capital in succession planning and exit readiness. They unpack the difference between building a profitable business and building a transferable one — and why reducing owner dependence is critical to increasing enterprise value.

You'll learn:

• What structural capital really means for small, founder-led companies

• Why being indispensable can hurt your exit strategy

• The early warning signs that your business is too owner-centric

• How to build leadership, systems, and processes that increase valuation

• Why succession planning should start long before you're ready to exit

Whether you're actively planning a business exit or simply want more freedom as a founder, this conversation will help you shift from operator to architect — and build a company that thrives beyond you.

Because succession isn't an event. It's a design decision.

This Show Is Sponsored by The Business Transition Sherpa®

Learn what every entrepreneur needs to know about building value and avoiding pitfalls! 📖 Get your FREE digital copy of The Business Transition Handbook https://lauriebarkman.me/book

📣 Write a Podcast Review: ratethispodcast.com/successionstories

Connect with Laurie Barkman: Website: https://lauriebarkman.me LinkedIn: in/lauriebarkman YouTube: @LaurieBarkman_BTSherpa Connect with Steve Preda:

Website: https://stevepreda.com

LinkedIn: https://www.linkedin.com/in/stevepreda/

"No one's promised tomorrow." Host Laurie Barkman talks with Scott Arden, Chairman of Controllers Ltd and Managing Partner of Generational Wealth Solutions, about the intricacies of financial strategies for business owners. Controllers Limited focuses on advanced strategies for asset protection and generational wealth.

Focusing on growth, succession planning, and the importance of legacy, Scott emphasizes the need for business owners to prepare for transitions, whether through exit strategies or succession planning, and highlights the significance of teaching financial literacy to future generations. The conversation also touches on the psychological aspects of business ownership and the value of experiences over mere accumulation of wealth.

Key Insights

• Business owners often procrastinate on succession planning due to a false sense of security.

• Crucial to identify who will run the business in case of an owner's incapacitation.

• Protecting asset value can be as important as building asset value.

• Experiences and memories may be more valuable than simply accumulating wealth.

• Financial literacy is essential for future generations to manage inherited wealth.

• Engage the next generation in business operations or governance.

Chapters

00:00 Introduction to Financial Strategies for Business Owners

02:35 Understanding Business Growth and Exit Strategies

05:28 The Importance of Succession Planning

10:30 Psychology of Business Transition and Legacy

14:34 Rethinking Wealth: Experiences Over Accumulation

17:19 Teaching Financial Literacy to Future Generations

This Show Is Sponsored by The Business Transition Sherpa®

Learn what every entrepreneur needs to know about building value and avoiding pitfalls! 📖 Get your FREE digital copy of The Business Transition Handbook https://lauriebarkman.me/book

📣 Write a Podcast Review: ratethispodcast.com/successionstories

Connect with Laurie Barkman: Website: https://lauriebarkman.me LinkedIn: in/lauriebarkman YouTube: @LaurieBarkman_BTSherpa Connect with Scott Arden:

Website: https://generationalwealthsystems.com/

Website: https://www.controllersltd.com/

LinkedIn: https://www.linkedin.com/in/scottarden/

🎙️ Business growth and succession planning start long before an exit. In this special Succession Stories swapcast, Laurie Barkman introduces the B.U.I.L.T.™ Method, a practical framework for building value and preparing for business transition.

🔓 This episode features Laurie's guest appearance on The B2B Growth Podcast with Mark Osborne, where the mic is turned around and she shares the thinking behind the B.U.I.L.T.™ Method for Business Growth and Transition. Designed for founder-led and closely held companies, the framework helps owners reduce dependency on themselves, strengthen operations, and prepare for leadership transition or exit — on their terms.

🎯 This conversation is especially relevant for owners in the built environment, including construction, engineering, architecture, and related professional services, where complexity, people, and relationships make transition planning both critical and challenging.

📊 The B.U.I.L.T. Method explained…

• Why succession planning should be integrated into business growth

• How the B.U.I.L.T. Method helps build transferable enterprise value

• Common transition challenges for built-environment companies

• How owners can prepare for what's next without rushing an exit

💬 Standout insight: "Gen X business owners have seen what happens when owners never step away — and we want something better." - Laurie Barkman

🧭 If you're thinking about business growth, succession, or transition planning, this episode offers a clear, structured approach to building a stronger, more resilient company — long before an exit is on the table.

This Show Is Sponsored by The Business Transition Sherpa®

Learn what every entrepreneur needs to know about building value and avoiding pitfalls! 📖 Get your FREE digital copy of The Business Transition Handbook https://lauriebarkman.me/book

📣 Write a Podcast Review: ratethispodcast.com/successionstories

Connect with Laurie Barkman: Website: https://lauriebarkman.me LinkedIn: in/lauriebarkman YouTube: @LaurieBarkman_BTSherpa

In this episode, Laurie Barkman is joined by Dr. Brianna Rhue, optometrist, entrepreneur, and co-founder of Dr Contact Lens. Brianna shares her journey from a private practice owner to a tech maven, driven by the need to solve a critical "leaky bucket" problem: doctors losing contact lens sales to online retailers. She discusses the "entrepreneurial gene", the power of a "chip on your shoulder", and the lessons learned in building a full-blown tech platform from scratch. 💬 Quote from Brianna: "You have to get a really thick skin... as an entrepreneur, you are going to pave roads and you're gonna get arrows shot at your back. You're gonna get knocked off, you're gonna get made fun of... And if you don't have that core belief in yourself of your why, it makes those days really, really hard."

Key Takeaways: 💡 How the "entrepreneurial gene" is planted by early exposure to risk and observing the "ups and downs". 👥 Why a "chip on your shoulder," often formed from childhood experiences, can be essential energy for an entrepreneur. 💰 The steep transition from medicine to tech, and learning a new language of SaaS, CAC (Customer Acquisition Cost), and LTV (Lifetime Value). 🏦 How Doctor Contact Lens solves the "leaky bucket" problem of doctors losing recurring revenue to online retailers. 🤝 Brianna's "Three Frogs" method for daily productivity: one joy, one easy, and one hard task to move the business forward. 🎧 Tune in to Succession Stories to learn how to identify a major pain point in your industry and build a tech solution to solve it.

This Show Is Sponsored by The Business Transition Sherpa®

Learn what every entrepreneur needs to know about building value and avoiding pitfalls! 📖 Get your FREE digital copy of The Business Transition Handbook: btsherpa.com/book

📣 Write a Podcast Review: ratethispodcast.com/successionstories

Connect with Laurie Barkman: Website: https://lauriebarkman.me LinkedIn: in/lauriebarkman YouTube: @LaurieBarkman_BTSherpa Connect with Dr. Brianna Rhue: LinkedIn: https://www.linkedin.com/in/briannarhue

🎧 Tune in to learn the realities of entrepreneurship through acquisition, from the search process to surviving economic uncertainty in the first year.

Laurie Barkman sits down with Aashay Kumar, owner of Tri-Form, Inc. Aashay shares his story of leaving a corporate career to buy an existing manufacturing business. He demystifies the process of entrepreneurship through acquisition. Listen in as Aashay reflects on his acquisition journey including stealth search process, securing an SBA loan, diligence misses, and the ups and downs of the first 15 months of ownership. 💬Quote from Aashay Kumar: "Take the approach of being a learner from day one. Always ask questions. Always do more research than you think you have to, and be humble throughout the process." ________________________________________________________________________ Key Takeaways: 💡 Why buy vs. start: The value of buying a business with positive cash flow, especially if you don't have a specific problem you are trying to solve. 👥 Independent search vs. search fund: Why Aashay chose an independent path to maintain full ownership and control, rather than being diluted by a search fund. 💰 How to finance the deal: A look at navigating SBA loans, negotiating with multiple banks, and using a seller financing note to structure the deal. 🏦 The diligence "misses" to watch for: Aashay shares what he overlooked, including the condition of the building and smaller assets like a company truck. 🤝 "Fit first, financials second": Why the cultural fit and relationship with the prior owners (and their family members in the business) was a critical, non-negotiable part of the deal.

This Show Is Sponsored by The Business Transition Sherpa®

Learn what every entrepreneur needs to know about building value and avoiding pitfalls! 📖 Get your FREE digital copy of The Business Transition Handbook: btsherpa.com/book

📣 Write a Podcast Review: ratethispodcast.com/successionstories

Connect with Laurie Barkman: Email: [email protected] LinkedIn: in/lauriebarkman Book: Free Download YouTube: @TheBusinessTransitionSherpa Connect with Aashay Kumar:

LinkedIn: www.linkedin.com/in/aashaykumar

LinkedIn: https://www.linkedin.com/company/tri-form-inc/

What does it take to finance a business transition or acquisition? In this episode, Laurie Barkman sits down with David Miller, Executive Vice President at Enterprise Bank, to demystify lending for business owners — from SBA loans to insider buyouts.

David shares how banks assess deals, why management continuity matters most, and how entrepreneurs can become "bankable" when it's time to grow or exit.

💬 Quote from David Miller:

"Don't think you can't buy a business just because you're not personally wealthy. If you have the right skillset and knowledge of the industry, there are flexible ways to make it happen."

Key Takeaways:

💡 How SBA loans act as an "insurance policy" for banks — and a growth tool for small businesses.

👥 Why insider buyouts often outperform private equity or third-party acquisitions.

💰 How to match financing structures to your business goals and cash flow needs.

🏦 What "being bankable" really means — and how to build it before you need it.

🤝 Why having the right professional team (CPA, attorney, advisor) is critical in any business transition.

🎧 Tune in to Succession Stories to learn practical strategies for financing growth, buying a business, or preparing for your own successful exit.

This Show Is Sponsored by The Business Transition Sherpa® Get your copy of The Business Transition Handbook, the Amazon best-selling book that reveals what every entrepreneur needs to know about building value and avoiding pitfalls!

✨📖 Get your FREE digital copy of The Business Transition Handbook: btsherpa.com/book

📣 Write a Podcast Review: ratethispodcast.com/successionstories

_________________________________________________________________ Connect with Laurie Barkman: Email: [email protected] LinkedIn: in/lauriebarkman Book: Free Download YouTube: @TheBusinessTransitionSherpa Connect with David Miller: Website: https://www.enterprisebankpgh.com/ LinkedIn: /in/david-miller-0b668386/

Special thanks to Ryan Nolf, Marketing Director, for producing this Succession Stories episode live in studio at Enterprise Marketing.

Host Laurie Barkman welcomes Brandon Stanchock, CEO of SWF Industrial Inc. Brandon discusses his journey to take the helm of a family business. He emphasizes the importance of leadership, employee development, and implementing innovative collaboration strategies in the industrial sector. The conversation also highlights Brandon's commitment to providing support for employees and internal promotion programs. Brandon shares how his personal interests in travel, gaming, and podcasting align with his broader mission to help people reach their full potential both inside and outside the workplace.

Takeaways:

• Embrace the entrepreneurial gene. Leadership, innovation, and employee development are key traits for entrepreneurial success.

• Navigating leadership challenges. Leading a family business requires adaptability and a focus on collaboration to drive growth.

• Support employee growth. Providing support and promoting from within strengthens company culture and fosters employee loyalty.

• Focus on performance management and succession planning. Proper planning ensures long-term success for both leadership and employees.

• Align personal passions with business goals. Staying connected to passions like travel, gaming, and podcasting helps balance professional and personal growth.

Quote of the Show:

• " Give yourself some grace, give yourself some time." - Brandon Stanchock

This Show Is Sponsored by The Business Transition Sherpa® 100 percent of owners will leave their business one day. But few are prepared. Are you? Get your copy of the Amazon best-selling book by nationally recognized expert, Laurie Barkman that reveals how to build business value and plan for succession, transition, or selling the business on your terms....what every entrepreneur needs to know.

✨📖 Get your FREE digital copy of The Business Transition Handbook: btsherpa.com/book

📣 Write a Podcast Review: ratethispodcast.com/successionstories

_________________________________________________________________ Connect with Laurie Barkman: Email: [email protected] LinkedIn: in/lauriebarkman Book: Free Download YouTube: @TheBusinessTransitionSherpa Connect with Brandon Stanchock:

LinkedIn: https://www.linkedin.com/in/brandonstanchock/

Company website: https://www.swfindustrial.com/

Host Laurie Barkman welcomes Larry Whiteside Jr., an expert in information security, risk management, and entrepreneurship. Larry discusses his journey from cybersecurity to becoming the Co-Owner of Lifesaver Pool Fence of Tampa and Co-Founder of Confide.

Larry emphasizes the importance of passion, operational efficiency, and overcoming challenges in business. They delve into key trends in cybersecurity, focusing on AI and automation's growing influence. The conversation also highlights Larry's commitment to promoting diversity in the cybersecurity field and how his military background has shaped his entrepreneurial approach. He offers valuable insights on balancing multiple businesses, aligning passion with business ventures, and prioritizing strategic operational planning.

Takeaways:

• Embrace the entrepreneurial gene. Outgoingness and exceptional storytelling are key traits for entrepreneurial success. Connecting with others and communicating your vision is essential.

• Navigating the transition to entrepreneurship. Financial instability and operational hurdles are common, but with perseverance and support from trusted partners, you can overcome these challenges.

• Promote diversity in your industry. Larry emphasizes the importance of fostering diversity in cybersecurity and encourages entrepreneurs to create more inclusive environments.

• Align passion with your business ventures. Staying connected to your passion helps maintain drive and resilience, especially during tough times.

• Focus on systemic operational planning. Managing multiple businesses requires trust in yourself and a strong commitment to strategic planning to ensure everything runs smoothly.

Quote of the Show:

• "Passion will continue to drive you forward." - Larry Whiteside Jr.

This Show Is Sponsored by The Business Transition Sherpa® 100 percent of owners will leave their business one day. But few are prepared. Are you? Get your copy of the Amazon best-selling book by nationally recognized expert, Laurie Barkman that reveals how to build business value and plan for succession, transition, or selling the business on your terms....what every entrepreneur needs to know.

✨📖 Get your FREE digital copy of The Business Transition Handbook: btsherpa.com/book

📣 Write a Podcast Review: ratethispodcast.com/successionstories

_________________________________________________________________ Connect with Laurie Barkman: Email: [email protected] LinkedIn: in/lauriebarkman Book: Free Download YouTube: @TheBusinessTransitionSherpa Connect with Larry Whiteside Jr.:

LinkedIn: https://www.linkedin.com/in/larrywhitesidejr/

Company website: https://www.confide.group/