Ep 492 Mastering the Deal: How Greg Alexander Got $162M for a 30-Person Firm—and What He’s Learned from Watching 50 Other Exits Up Close

This book, written by David H. Maister, provides a detailed and accessible guide to managing professional service firms. It highlights the unique challenges of these firms, which include providing highly customized services and competing for both clients and talented professionals. Maister explores a range of topics, including marketing, business development, multinational strategies, human resources policies, profit improvement, and effective leadership. The book emphasizes the importance of balancing three key goals: exceptional client service, fulfilling careers for employees, and financial success. It also delves into the management of human capital, organizational structure, and the need for flexibility and adaptability in response to changing market conditions[2][3][5].

In 'Halftime: Moving from Success to Significance,' Bob Buford addresses the midlife transition, urging readers to reflect, take stock, and plan for a more significant second half of their lives. The book is divided into three parts: The First Half, Halftime, and The Second Half. Buford shares personal insights, true-life examples, and practical questions to help readers shift from a quest for success to a quest for significance. He emphasizes the importance of using the skills and gifts acquired in the first half of life to serve in meaningful ways during the second half. The book includes reflection questions, new stories of individuals achieving significance, and specific assignments to guide readers in their transition[2][4][6].

In 'Built to Sell', John Warrillow provides practical advice on creating a business that can operate independently of its owner. The book is structured around a story where a business owner, Alex, is guided by his mentor Ted to transform his marketing agency into a sellable business. Key lessons include running the company as if it will last forever but being ready to sell at any moment, focusing on a specific, non-customizable product or service, creating a positive cash flow cycle, and hiring a sales team to remove the owner from the sales process. The book emphasizes the importance of making the business repeatable, valuable, and teachable to attract potential buyers.