How to Show Growth to Buyers
There’s a saying we often tell clients: “Strong financials get you in the game, visible growth moves the number.” Buyers are forward-looking. They’re trying to anticipate what comes next. This means the ability to clearly articulate a credible future – in addition to last year’s revenue or EBITDA. A strong growth story allows you to […]
How to Vet Potential Buyers
Who’s trying to buy my business? Are they serious, do they have the money, and should I trust them? These are questions that all sellers should be asking themselves before and during the sales process. Interest alone doesn’t mean much in M&A. Plenty of buyers will raise their hand and express enthusiasm. But not all […]
Your Exit Multiple Is Being Determined Right Now — Probably Earlier Than You Think
by Carl Nicpon Many business owners assume the value of their company is determined when the business goes to market. In reality, the multiple is shaped years earlier — before most owners start thinking about their exit. The operational decisions you make today influence how buyers will evaluate the business later: how dependent […]
The Mental Game of Selling a Business
Most owners plan for the practical mechanics of a business sale. Time and money are spent to align terms and logistics. However, owners often underestimate the emotions that accompany selling a business. There is a hidden emotional cost to every deal. It may not show up in the price, structure, or headline terms. But it […]
Rollover Equity Explained: Maximize Your Sale Proceeds
By John Marsh One of the most common structures in M&A deals is rollover equity. This is when a seller “rolls” a portion of their ownership into the new company instead of taking all cash at closing. In other words, they stay invested alongside the buyer, often to participate in a second, future exit. While […]
How to Get Leverage in A Deal
“You’re leaving money on the table.” It’s something we often say to business owners. Getting an offer for your business is exciting. That excitement makes it tempting to rush and move straight to the finish line. But without a proper process to evaluate offers and create a competitive market, many owners end up with less […]
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 […]