Creating a Business That Runs Without You

One of the biggest red flags in any M&A deal? A business that revolves around the owner. It’s more common than most founders realize. Sales depend on the founder, vendor and client relationships are personal, and finances are often managed by a longtime accountant who reports only to the owner. That might work while you’re […]

How to Start Planning if You Want to Sell in 2026

Last week, we welcomed the New Year. A fresh year offers time to reflect and plan in both your personal and professional life. As we move into 2026, many business owners begin to think seriously about what’s next. You might even be considering a sale or exit in the new year. If you’re thinking about […]

Seller’s Discretionary Earnings Vs EBITDA: What’s The Difference

By John Marsh When preparing to sell a business, one of the first questions a buyer will ask is: How profitable is it? The answer isn’t always as simple as looking at net income. Two of the most common metrics used to assess earning power, discretionary earnings and EBITDA, can paint very different pictures of […]

The Mindsets That Lead to Better Exits

If you’re a business owner, selling your company will likely be one of the most significant transactions of your life. A lot is on the line. Naturally, there’s pride. Uncertainty. Anxiety – a whole range of emotions that can affect both you and the sale itself. In a high-stakes scenario, mindset matters. We see it […]

Selling In Uncertain Times

Owners often ask: “Should I wait for a better market before selling my business?” It’s a fair question. Look at the last 25 years: 9/11, the Great Recession, COVID, supply chain crises, and interest rate swings. History shows us there has never been a period without uncertainty. That’s why the smarter question isn’t “when will […]

The Hidden Costs of a Poorly Planned Exit

Every business will transition someday. The question is: will it happen on your terms, or someone else’s? Owners who don’t plan ahead often find their exit controlled by outside forces. Others wait too long and see valuations collapse due to market shifts or industry disruption. And many more miss their window entirely, leaving millions on […]

Letter of Intent: What You Need to Know Before You Sign

A Letter of Intent is not a done deal. While receiving a LOI from a buyer can certainly feel like a huge win… An LOI is simply a proposal. It sets the tone, timeline, and expectations for everything that follows. If you don’t take the time to negotiate it thoroughly, you may end up with […]

Is Your Business Sellable?

There are many subjects to tackle in M&A, but this week, I want to start from the beginning. What makes a business “sellable” Now, the word “sellable” can mean many different things. But for the purpose of the newsletter we will focus on the specific factors that make your business more desirable in the eyes […]

How To Reduce Owner Dependency

This is one of the most common deal killers: The owner is still the business. Yes. As an owner you play a massive role in your business, but the business shouldn’t run through you. Buyers see risk when revenue, relationships, and decisions are all owner-dependent. A business like this simply isn’t scalable. This week’s newsletter […]