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What 18 Months Before Your Exit Should Actually Look Like
Most business owners are leaving money on the table — not because they're running a bad business, but because they can't prove how good it is. In this episode, we break down exactly what buyers look for and how to build a business that commands top dollar.
Joshua Wilson sits down with Mark Sims, a former Chief Information Officer and Head of Strategy & M&A at Scott's Miracle-Gro ($4B company), who now helps businesses transact, transition, and transform through his consulting firm Consult MSG. Mark brings a rare generalist perspective — spanning Fortune 1000 consulting, corporate M&A, and private equity due diligence — to help middle market business owners understand how buyers really evaluate their businesses.
Mark introduces his Five C's of Value Creation framework and breaks down the most common gaps he sees in businesses preparing for a sale. From clean financials to vendor contracts to AI implementation, this episode is a practical roadmap for founders who want to maximize exit value — whether they're 18 months out or just starting to think about it.
Topics covered:
- How buyers calculate EBITDA multiples and what moves the needle from 6x to 8x
- The Five C's: Competitive Positioning, Cash Conversion Cycle, Clean Financials, Concentration Proof, and Capabilities
- Why most small businesses struggle most with clean and trusted financials
- How to identify which divisions, geographies, or products are actually profitable
- The difference between "run the business" and "manage the business" technology
- Why disorganized data elongates deals and erodes buyer interest
- How SOPs and vendor contracts expand your buyer pool
- Practical AI use cases for small and mid-size businesses
- The "parking lot report" AI technique for high-impact client prep
- Why being a generalist consultant is a competitive advantage
🔗 Website: https://www.thedealpodcast.com/ Joshua Wilson on LinkedIn: https://www.linkedin.com/in/joshuadwilson/ YouTube: https://www.youtube.com/@dealpodcast Powered By: FA Mergers https://www.famergers.com/
📩 Want to be a guest or have a topic suggestion? Reach out via LinkedIn or our website.
🎧 Subscribe and leave a review so you never miss an episode!
DISCLAIMER The Deal Podcast is for informational and educational purposes only. Nothing discussed constitutes investment advice, a solicitation, or a recommendation to buy or sell any security. Always consult a licensed professional before making financial or investment decisions.
View all episodes
By Joshua WilsonMost business owners are leaving money on the table — not because they're running a bad business, but because they can't prove how good it is. In this episode, we break down exactly what buyers look for and how to build a business that commands top dollar.
Joshua Wilson sits down with Mark Sims, a former Chief Information Officer and Head of Strategy & M&A at Scott's Miracle-Gro ($4B company), who now helps businesses transact, transition, and transform through his consulting firm Consult MSG. Mark brings a rare generalist perspective — spanning Fortune 1000 consulting, corporate M&A, and private equity due diligence — to help middle market business owners understand how buyers really evaluate their businesses.
Mark introduces his Five C's of Value Creation framework and breaks down the most common gaps he sees in businesses preparing for a sale. From clean financials to vendor contracts to AI implementation, this episode is a practical roadmap for founders who want to maximize exit value — whether they're 18 months out or just starting to think about it.
Topics covered:
- How buyers calculate EBITDA multiples and what moves the needle from 6x to 8x
- The Five C's: Competitive Positioning, Cash Conversion Cycle, Clean Financials, Concentration Proof, and Capabilities
- Why most small businesses struggle most with clean and trusted financials
- How to identify which divisions, geographies, or products are actually profitable
- The difference between "run the business" and "manage the business" technology
- Why disorganized data elongates deals and erodes buyer interest
- How SOPs and vendor contracts expand your buyer pool
- Practical AI use cases for small and mid-size businesses
- The "parking lot report" AI technique for high-impact client prep
- Why being a generalist consultant is a competitive advantage
🔗 Website: https://www.thedealpodcast.com/ Joshua Wilson on LinkedIn: https://www.linkedin.com/in/joshuadwilson/ YouTube: https://www.youtube.com/@dealpodcast Powered By: FA Mergers https://www.famergers.com/
📩 Want to be a guest or have a topic suggestion? Reach out via LinkedIn or our website.
🎧 Subscribe and leave a review so you never miss an episode!
DISCLAIMER The Deal Podcast is for informational and educational purposes only. Nothing discussed constitutes investment advice, a solicitation, or a recommendation to buy or sell any security. Always consult a licensed professional before making financial or investment decisions.