M&A Talk: #1 Podcast on Selling a Business

When you’re considering selling your company, you want to get the most value for your business, right? Well, some exit paths are more lucrative than others. How can you determine the best path for your situation? Are PE firms an option? Get inside tips from M&A expert Adam Coffey about why the world of private equity has been growing so rapidly in recent years, learn the general blueprint on how PE firms grow capital, and how to maximize your asset diversification. View the complete show notes for this episode. Want To Learn More? Can I Time the Sale of My Business?Three Things To Consider When Deciding If It’s The Right Time To Sell Your BusinessThe Private Equity Playbook: Management’s Guide to Working with Private Equity Additional Resources Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.

Thinking of selling your company? What is your plan for the windfall of money you’ll get once you complete the sale? Wealth advisor Jason Gordo discusses seven points to keep in mind as you create a financial plan and a wealth strategy before beginning the sale process. Build the right team of advisors to discuss your post-transaction life plan, set goals, and think about the things you should do to prepare for the financial outcome of your sale. View the complete show notes for this episode. Want To Learn More? Allocation of Purchase Price & Taxes When Selling a BusinessPreparing Emotionally for the ClosingCrossroads: Deciding to Sell Your Business vs. Doubling Down Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.

When you’ve finally sold your business, can you jump on the next cruise ship and sail away? Nope. You’ll leave money on the table, or worse still, sink the deal if you do that. Matt Coyne, an experienced M&A Advisor, explains how planning ahead for the transition period can make the deal go more smoothly and potentially add value to your company. View the complete show notes for this episode. Want To Learn More? Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.

If you are selling your business, you need an attorney. But do you know how to hire one? Get insider tips from Jude David, an Investment Banker and former M&A Attorney, on the biggest mistakes to avoid, what experience to look for, how to set expectations, tips on fees, and much more so you can get the right M&A attorney to help sell your business. View the complete show notes for this episode. Want To Learn More? Negotiating the Letter of IntentM&A Negotiating Tactic #1 – HonestyThe M&A Purchase Agreement | An Overview Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue If you have any topic or guest suggestions, please email them to podcast@morganandwestfield.com.

As an owner, what’s your biggest block to improving sales? How can fixing this improve the value of your company? We discuss the biggest problem that companies face in their sales and marketing teams with sales and marketing expert Derek Johnson. He says that many companies fail by focusing on tactics, not vision. Start with a vision, develop a strategy, then execute the strategy with precision. This can lead to improving your sales and ultimately improving the value of your company. View the complete show notes for this episode. Want To Learn More? The Strategic Sales Leader: Mastering the Art of Vision, Strategy, and ExecutionThe Wisdom of Leaders: History’s Most Powerful Leadership Quotes, Ideas, and AdviceIncreasing the Value of Your Business | The RVD Model Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.

Show Summary: Luke Smith, CEO and founder of Croud, a digital marketing agency with five global offices, discusses the unique nature of M&A deals. He shares Croud’s M&A journey, detailing five acquisitions ranging from small data businesses to larger digital marketing firms. Luke highlights the importance of flexible deal structures and maintaining trust with founders. He advises sellers to value their businesses and time their sales strategically and stresses the significance of cultural fit in successful acquisitions. View the complete show notes for this episode. Want To Learn More? M&A Reps & Warranties | A Complete GuideIndemnification in Purchase Agreements | M&A BasicsM&A Negotiating Tactic #1 – Honesty Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.

Jeffrey Hooke, a former investment banker and private equity executive, discusses his career trajectory, emphasizing the challenges and lessons learned in finance. He highlights the complexities of working in large organizations like Lehman Brothers, the differences in deal-making between developed and emerging markets, and insights from his time at the World Bank. Jeff stresses the importance of finding a stimulating job, being well-organized, and maintaining interest in one’s work for career success. View the complete show notes for this episode. Want To Learn More? Business Exit Plan & Strategy Checklist | A Complete GuideM&A Basics | Why Do Business Owners Sell Their Business?The Myth of Private Equity: An Inside Look at Wall Street’s Transformative InvestmentsSecurity Analysis on Wall Street: A Comprehensive Guide to Today's Valuation MethodsM&A: A Practical Guide to Doing the Deal The Dinosaur Among Us: The World Bank and Its Path to ExtinctionEmerging Markets: A Practical Guide for Corporations, Lenders, and Investors Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.

Show Summary: The purchase agreement – getting it right from the beginning with the LOI helps a smooth closing. Gerry Williams, an M&A attorney, outlines a purchase agreement’s key components and four main sections: the preliminary section (purchase price, working capital, earnouts, post-closing adjustments), reps and warranties, covenants, and indemnification. He emphasizes the importance of understanding the implications of deal structure (asset vs. stock) and the role of reps and warranty insurance in mitigating seller liability. View the complete show notes for this episode. Want To Learn More? Anatomy of an M&A Purchase Agreement | Complete GuideM&A Reps & Warranties | A Complete GuideNet Working Capital (NWC) for M&A – A Complete GuideM&A Basics | Asset vs. Stock SaleEarnouts When Selling or Buying a Business | Complete GuideIndemnification in Purchase Agreements | M&A Basics Listen to Other Episodes: The Role of Your Accountant in the Sale of Your BusinessHow an M&A Attorney Can Help Sell Your BusinessTransferring Risk and Achieving a Smooth Exit: The Role of Reps and Warranties Insurance in M&A Additional Resources: Selling your business? Schedule a free consultation today.Download The Art of The Exit: The Complete Guide to Selling Your BusinessDownload Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.

Show Summary: Investment banker Richard Luftig discusses financing options for obtaining a middle-market company. He delves into the challenges and strategies for raising capital through either equity or debt capital for middle-market companies. Richard explores why pre-revenue companies struggle to attract capital while established firms with sustainable revenue fare better. He discusses private credit funds, equity investment, and what constitutes a successful debt-raising strategy. View the complete show notes for this episode. Want To Learn More? The M&A Purchase Agreement | An OverviewSmall Business Acquisition Financing18 Differences Between Valuing Public and Private Businesses Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.

Show Summary: Jacob Orosz and Joe Bergin discuss the complexities of business valuation, which extends beyond simple EBITDA multiples. They discuss the importance of clean financials, a solid leadership team, and diversified customer bases to attract higher valuations. They also look at the benefits of an owner taking an outsider’s view of the company to significantly reduce risk factors, such as owner dependence and customer concentration, to enhance valuation. View the complete show notes for this episode. Want To Learn More? Should I Use SDE or EBITDA to Value My Business for Sale?EBITDA | Definition, Formula & Example – A Complete GuideQuality of Earnings in M&A – The Ultimate GuideEarnouts When Selling or Buying a Business | Complete Guide Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com

Show Summary: Jonathan Baker, an M&A advisor specializing in marketing firms, discusses the nuances of selling to a competitor or strategic buyer. Jonathan highlights the importance of trust and the risks of sharing sensitive information with competitors. He notes that while competitors may be more familiar with the industry, financial buyers often have a clearer process and timeline. He also discusses the differences in due diligence and the significance of cultural fit and employee retention in the marketing industry. View the complete show notes for this episode. Want To Learn More? PunctuationM&A Guide | Selling Your Business to a CompetitorHow To Maintain Confidentiality When Selling Your Business Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.

Show Summary: Expert Joan Helmer discusses the M&A transition period – how to prepare, expectations, what can go wrong, and its phases, from the LOI to the closing. He emphasizes that the pre-closing phase involves aligning strategic elements, departmental roles, and operational gaps, while the post-closing phase focuses on integrating systems and roles, often requiring a 100-day plan. He also highlights the importance of alignment on expectations, having a clear plan, and the seller’s role in due diligence. View the complete show notes for this episode. Want To Learn More? The M&A Training & Transition PeriodM&A Negotiating Tactic #1 – Honesty Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.

Show Summary: Nate Pratt, a financial services wealth advisor, discusses the emotional journey of selling a business. He highlights the importance of cultural alignment, focusing on retaining the top talent in a company, and the long-term impact of an acquisition on the business’s teams and clients. Nate notes that successful sellers start early, educate themselves, and share their passion and enthusiasm with potential buyers. Nate also stresses the need to be honest about the motivation to sell and to prepare emotionally. View the complete show notes for this episode. Want To Learn More? Informing & Retaining Employees When Selling a BusinessWhy is Selling a Business so Hard?M&A Negotiating Tactic #1 – Honesty Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.

Show Summary: Mina Haque, CEO of Tony Roma’s, spent almost nine months on legal due diligence, learning the ins and outs of the corporation, and building strong relationships with franchise owners. This led to her being named CEO of the company, focused on continuing the stabilization and growth of this global brand. She highlights the challenges of maintaining brand consistency and shares her insights through the acquisition, emphasizing the importance of staffing, integration, and franchisee relationships. View the complete show notes for this episode. Want To Learn More? The Role of a Franchisor When Selling a FranchiseM&A Due Diligence | Checklist & Overview Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.

Show Summary: VC investor Sandeep Patil discusses the nuances of selling a company to a VC-backed business. VC acquisitions often prioritize growth potential and talent quality over immediate returns. Sandeep emphasizes the importance of understanding the acquirer’s objectives, the integration strategy, and the long-term growth prospects. He notes that VC-backed companies typically prefer equity swaps due to limited cash reserves and advises sellers to perform thorough due diligence on the acquirer’s growth potential and exit strategy. View the complete show notes for this episode. Want To Learn More? A Guide to Valuing Tech, Software & Online BusinessesBusiness Valuation Methods in a Nutshell Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.

Show Summary: Blake Hutchinson, CEO of Flippa.com, discusses the evolution and challenges of the online business marketplace. The Flippa platform facilitates the sale of online businesses in five core business models: online publishing, e-commerce, SaaS, iOS/Android apps, and YouTube channels, with 425,000 AI matches weekly. Blake highlights the importance of supply acquisition, the growing interest from institutional investors, and the demand for quality assets focusing on traditional, recession-proof industries. View the complete show notes for this episode. Want To Learn More? Tech & Software M&A DynamicsTop 5 M&A Value Drivers for Tech & Software CompaniesA Guide to Valuing Tech, Software & Online Businesses Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.

Show Summary: SBA loan expert Tom Lyons talks about everything related to SBA loans. He discusses recent changes to SBA guidelines, such as allowing partial ownership changes and zero down payment options. Tom shares advice and insights into the process of acquiring a business, qualification and compliance challenges, guidelines for an owner to remain involved in the business, contingent seller notes, how landlords impact the loan terms, and the importance of working with a preferred lender for smoother compliance and approval. View the complete show notes for this episode. Want To Learn More? SBA Financing When Buying or Selling a BusinessSmall Business Acquisition FinancingBusiness Valuation Guide: Do I need a Valuation? Additional Resources Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.

Show Summary: Marc Adams, a private investor with a background in private equity, discusses the challenges business owners face when selling their companies and ways to look at how to sell a business and minimize or eliminate the amount of taxes owed. He highlights the impact of taxes and fees, which can reduce the selling price by 30-45%. Marc emphasizes the importance of planning ahead, increasing prices, improving digital marketing, and possibly outsourcing to boost EBITDA. View the complete show notes for this episode. Want To Learn More? Secrets To 10Xing Your Business: And Cashing Out Tax-FreeWhy Do Some Businesses Not Sell?Art of the ExitAcquiredBusiness Exit Plan & Strategy Checklist | A Complete GuideBusiness Valuation: A List of Factors to Consider Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.

Show Summary: Geoff Coltman, Senior VP at Catena Solutions, discusses M&A integration in the food and beverage sector. He emphasizes the importance of understanding the human element and the “why” behind decisions. Geoff highlights the challenges of maintaining regular communication and the need for open communication and partnership with organizations to ensure successful change management. He also discusses the importance of starting with the end goal in mind and ensuring alignment and communication throughout the integration process. View the complete show notes for this episode. Want To Learn More? M&A UniversityArt of the ExitAcquiredM&A Basics: Building a Sellable Business Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.

Show Summary: Derek Johnson, author of “The Strategic Sales Leader,” discusses the importance of optimizing sales and marketing as you prepare your company for sale. Many companies leave money on the table due to ineffective sales and marketing strategies. Derek discusses leveraging competitive intelligence, understanding the buying journey and the psychology of change and persuasion, and stresses the importance of hiring experienced sales and marketing leaders and understanding the marketplace ecosystem. View the complete show notes for this episode. Want To Learn More? The Strategic Sales Leader: Mastering the Art of Vision, Strategy, and Execution M&A RoundtableM&A University – The Art & Science of Selling a Business Additional Resources: Schedule a free consultation todayThe Art of The Exit: The Complete Guide to Selling Your BusinessAcquired: The Art of Selling a Business With $10 Million to $100 Million in RevenueFood and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to podcast@morganandwestfield.com.