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-Free by Marc Adams (Free PDF) Why Do Some Businesses Not Sell? Art of the Exit Acquired Business Exit Plan & Strategy Checklist | A Complete Guide Business Valuation: A List of Factors to Consider 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 Download Food 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.

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 University Art of the Exit Acquired M&A Basics: Building a Sellable Business 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 Download Food 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.  

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 (The Leadership Development Series) by Derek Wellington Johnson M&A Roundtable M&A University – The Art & Science of Selling a Business 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 Download Food 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.

Patrick Stroth returns to M&A Talk to discuss the ins and outs of directors and officers insurance – also known as D&O insurance – and why it is a standard component of a transaction for buyers of middle-market businesses. Patrick highlights how the D&O tail can work along with reps and warranties insurance and tips on how to make it fairly painless for a seller to get D&O insurance even if they have never had this type of insurance before. This must-know topic applies to sellers now or planning to sell in the future. View the complete show notes for this episode. Want To Learn More? M&A Roundtable M&A Reps & Warranties | A Complete Guide Indemnification in Purchase Agreements | M&A Basics 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 Download Food 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.

In this insightful discussion, Kevin Moyer, an expert in business valuation and M&A, dives into the critical world of EBITDA multiples and their pivotal role in company valuation. He explains how these multiples vary by industry and the importance of accurate adjustments. The conversation touches on the influence of Capital Expenditures on EBITDA, the need for recent market data, and how net working capital affects purchase price calculations. Moyer also emphasizes the common pitfalls to avoid for sellers aiming to maximize their business value.

How much do M&A advisors and investment bankers charge? Bill Snow returns to M&A Talk to explain why there is not a straightforward answer to this common question. He shares insights into the difference between finding a buyer and closing the deal, the positive aspects of monthly retainer fees and how they are a sign of shared risk, how success fees are calculated in various transactions, the importance of understanding the scope of work, and the single most important skill needed for an M&A advisor.  View the complete show notes for this episode. Want To Learn More?  M&A Roundtable The Art of the Exit Acquired Business Broker and M&A Advisor Fees: A Comprehensive Guide 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 Download Food 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.

Guest Mark Tarchetti rates the importance of preparing a company for sale at 10 out of 10, saying that inadequate preparation can lead to rapid buyer loss and diminished competition, potentially reducing a business’s value by 20-30%. Mark highlights the power of a clear, compelling business story and shares his experiences from doing $40 billion in M&A deals, stressing the importance of strategic planning, team readiness, and having a robust growth plan focused on potential rather than past performance. View the complete show notes for this episode. Want More? Related Resources:  Pick a Lane: Growth strategy in a fast-changing world by Mark Tarchetti Tips on Preparing Your Business for Sale Preparing Emotionally for the Closing Strategies for Successfully Preparing Your Company for Sale with Jim Stevenson 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 Download Food 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.  

Get the inside scoop on how to maximize the sale of your business and help the process run smoothly through the help of an M&A advisor during the critical preparation stage. Simon Leroux, a serial entrepreneur and founder of Optionality.AI, discusses the importance of early collaboration with M&A advisors. He highlights the inefficiencies in the M&A process, particularly for lower mid-market businesses, and emphasizes the need for advisors to help business owners prepare mentally and financially for an exit.  View the complete show notes for this episode. Want To Learn More?  Tech & Software M&A Dynamics Tips on Preparing Your Business for Sale M&A Basics | Why Do Business Owners Sell Their Business? 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 Download Food 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.

Josh Springer, head of M&A for Hawke Media, discusses the acquisition and integration strategies he has used in closing 18 deals over the past 4 years, offering sellers a perpetual revenue share instead of a lump-sum payment. He shares insights into how this approach works, the benefits for sellers, lessons learned for the acquirers, how creative deal-making can beat market multiples, and how this strategy aims to provide stability and growth opportunities for sellers. This is all about the art of M&A. View the complete show notes for this episode. Want To Learn More?  Business Valuation: A List of Factors to Consider Earnouts When Selling or Buying a Business | Complete Guide Acquired – The Art of Selling a Business With $10 Million to $100 Million in Annual Revenue 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 Download Food 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.

John Hannum, a fractional CFO, shares valuable insights on how financial professionals can significantly impact business growth and sales. He explains the distinct roles of accountants, controllers, and CFOs, emphasizing the importance of clean financials for maximizing company value during sales. Listeners learn about the strategic advantages of hiring a fractional CFO, common pitfalls sellers face, and key preparatory steps for a successful business sale. Hannum's expertise helps clarify why proactive financial leadership is essential for entrepreneurs navigating M&A.