Independence by Design™

In this episode of Independence by Design™, I sit down with Walker Deibel, author of Buy Then Build and founder of Acquisition Lab, to uncover the strategies that turn owner-operators into true business owners. Walker shares his expertise on how to use acquisitions to build wealth and create independence by aligning your business with your long-term personal goals. Watch on YouTube We explore why the private market offers massive opportunities for those who understand the game and how owner-operators can shift from being stuck in day-to-day operations to thinking like strategic capital allocators. This conversation dives into the actionable steps required to professionalize ownership, understand market valuations, and create options—whether you’re preparing for a sale or just looking to unlock more time and freedom.   If you’re ready to elevate your ownership game and align your business strategy with long-term independence, this episode is packed with actionable insights.   Walker Deibel is a best-selling author, entrepreneur, and founder of the Acquisition Lab. A pioneer in the SMB acquisition space, Walker has acquired seven companies and advised on over 100 deals. His work focuses on empowering entrepreneurs to use acquisitions as a vehicle for wealth creation and independence. Chapters:   (00:00) Intro - religious studies in college, ownership in wealth creation  (18:30) Investing in middle market deals, middle market opportunities: a hidden gem for owners  (28:45) Expanding investment opportunities through syndication, diversifying investments for risk management  (33:20) Structuring deals for buyers and sellers, aligning capital allocation with your personal vision  (40:00) Business acquisition entrepreneurship decision-making   (54:00) Turning your business into a scalable asset  (1:01:20) The demographic cliff, impact of baby boomer retirements on private companies  (1:03:24) Challenges and opportunities in small business transactions.  (1:14:23) Navigating business acquisitions and challenges  (1:22:32) Engaging in private equity and entrepreneurship, embracing challenges in sharing private equity insights  (1:26:26) Importance of financial models in attracting investments  (1:36:16) Reinvesting and planning for enhanced business growth  Share with the owner/operators you know!  Ryan Tansom is a seasoned entrepreneur, speaker, and the founder of Independence by Design™, a transformative ownership framework for growth-oriented business owners. After turning around and selling his family business in an eight-figure exit, Ryan spent over a decade dissecting the lessons learned from his journey. His mission is to help other business owners avoid the pitfalls he encountered by providing them with the tools and knowledge to align their business operations with their personal and financial goals.   With a deep understanding of the challenges faced by owner-operators, Ryan developed Independence by Design™ to empower owner-operators to create sustainable cash flow, grow their company’s equity value, and achieve true independence. He has shared his insights on hundreds of stages, including Vistage, EO, and industry associations, and has reached over 500,000 listeners through his podcast.  Ryan is passionate about helping business owners get unstuck from the day-to-day grind and design a business that serves their life, not the other way around.     Resources: Acquisition Lab  Walker Deibel’s Website  Walker Deibel LinkedIn  Book: Buy Then Build by Walker Deibel  Ep. #372 - Buying Companies, Growing Value, & Achieving a High-Value Exit  Ep. #320 - Why Acquisition Entrepreneurs and Search Funds ‘Buy Then Build’ with Walker Deibel  Ep. #122 - The Acquisition Entrepreneur Buying Companies and Growing Value with Walker Deibel  Independence by Design™ Workshop: https://ryantansom.com/independence-by-design-workshop   Independence by Design™ Ownership Coaching: Ryan Tansom’s Ownership Accelerator programs and coaching https://ryantansom.com/coaching  Ryan Tansom Website https://ryantansom.com/  Ryan Tansom LinkedIn https://www.linkedin.com/in/ryantansom/  Ryan Tansom Twitter https://twitter.com/RyanTansom  Ryan Tansom YouTube https://www.youtube.com/@ryantansom  Ryan Tansom 30-Minute Ownership Strategy Call https://calendar.app.google/tsKk7z6ohugDchWq8    Sound Bites:  "Buying a business isn’t just about owning one; it’s about controlling how you create wealth." – Walker Deibel  "The private market is where you see outsized returns—if you understand the game." – Ryan Tansom  "The key to independence is using your business as a platform for sustainable cash flow and equity growth." – Ryan Tansom  "Every deal comes down to lining up what’s broken and turning it into a win for both sides." – Walker Deibel 

In this episode of Independence by Design™, I sit down with Marcel Petitpas, a visionary in operational clarity and profitability for professional services. Marcel's journey as the CEO of Parakeeto has been marked by solving one of the most complex puzzles in professional services—mastering profitability through operational data. We explore his personal story, dive deep into the challenges of scaling service businesses, and uncover practical insights that any owner-operator can use to create scalable, profitable growth. Watch on YouTube Marcel shares actionable frameworks for understanding and improving delivery margins, aligning operations and finance, and transitioning from operator to strategic leader. Whether you’re stuck in the weeds of your agency or looking to build a business that works for you, not the other way around, Marcel’s insights will give you the clarity and tools to design independence and unlock sustainable cash flow.  Marcel Petitpas is the CEO and Co-Founder of Parakeeto, a software and consulting firm that helps agencies and professional services firms improve their profitability. With a passion for financial clarity and operational excellence, Marcel has worked with businesses around the globe to align their operations and finance for sustainable growth. As the host of the Agency Profit Podcast, Marcel shares his insights with thousands of listeners every month, making him a trusted thought leader in the professional services space.  Chapters:   (00:00) Intro - Marcel Petitpas’ journey  (05:30) Scaling professional services firms, transitioning from traditional to outcome-based service models, profitability killers  (15:00) Tackling financial puzzles in service-based business models, how to identify and fix utilization problems  (22:33) Aligning operations and finance for success, ensuring company-wide alignment on KPI's, metrics and business models  (31:00) Business model and forecasting for success, utilizing plans and data for business performance insights, shared delivery expenses  (43:11) Evaluating pricing models based on client value and risk, understanding delivery margin for profitability, choosing the right pricing model in the pricing quadrant  (0:54:11) Evolving professional service pricing models, adapting pricing strategies for evolving project requirements, sprints and deliverables, transitioning from time and materials to defined pricing models  (01:02:00) Capacity forecasts and staffing alignment, balancing staffing with project demands for profitability  (01:07:00) Marcel’s vision for the future of Parakeeto, professional services, and planned books, final thoughts  Share with the owner/operators you know!    Ryan Tansom is a seasoned entrepreneur, speaker, and the founder of Independence by Design™, a transformative ownership framework for growth-oriented business owners. After turning around and selling his family business in an eight-figure exit, Ryan spent over a decade dissecting the lessons learned from his journey. His mission is to help other business owners avoid the pitfalls he encountered by providing them with the tools and knowledge to align their business operations with their personal and financial goals.  With a deep understanding of the challenges faced by owner-operators, Ryan developed Independence by Design™ to empower owner-operators to create sustainable cash flow, grow their company’s equity value, and achieve true independence. He has shared his insights on hundreds of stages, including Vistage, EO, and industry associations, and has reached over 500,000 listeners through his podcast.   Ryan is passionate about helping business owners get unstuck from the day-to-day grind and design a business that serves their life, not the other way around.  Resources:  Website: Parakeeto.com  Agency Profit Podcast: https://agencyprofitpodcast.simplecast.com/  LinkedIn: Marcel Petitpas  Free Agency Profitability Toolkit – Free tools for measuring profitability https://parakeeto.com/toolkit/?utm_source=Podcast&utm_medium=GuestAppearance&utm_campaign=Ryan+Tansom  Parakeeto Foundations Course https://parakeeto.lpages.co/the-foundations-course/?utm_source=Podcast&utm_medium=GuestAppearance&utm_campaign=Ryan+Tansom  New Book: Software as a Science: Unlock Limitless Recurring Revenue Without Losing Control   https://www.amazon.com/Software-Science-Limitless-Recurring-Revenue-ebook/dp/B0DGDHK69F  Independence by Design™ Workshop: https://ryantansom.com/independence-by-design-workshop   Independence by Design™ Ownership Coaching: Ryan Tansom’s Ownership Accelerator programs and coaching https://ryantansom.com/coaching  Ryan Tansom Website https://ryantansom.com/  Ryan Tansom LinkedIn https://www.linkedin.com/in/ryantansom/  Ryan Tansom Twitter https://twitter.com/RyanTansom  Ryan Tansom YouTube https://www.youtube.com/@ryantansom  Ryan Tansom 30-Minute Ownership Strategy Call https://calendar.app.google/tsKk7z6ohugDchWq8   Sound Bites:  "You can’t scale your business—or your freedom—without the right financial and operational systems." – Ryan Tansom  "When operations and finance are siloed, businesses end up with two different stories about their profitability. That disconnect is dangerous." – Marcel Petitpas  "Utilization problems aren’t solved by telling your team to work harder—they’re solved by understanding your business model and focusing on high-leverage changes." – Marcel Petitpas  "Clarity on cash flow, profitability, and equity value is the foundation of independence as a business owner." – Ryan Tansom 

In this episode of Independence by Design™, I have a fascinating discussion with Brandon Henry, who works closely with billionaires and ultra-high-net-worth families as part of a family office. This conversation is invaluable for owner-operators running middle-market companies, offering a glimpse into the world of sophisticated wealth management and how even the wealthiest families are navigating challenges. Brandon's insights highlight that you don’t need to have everything figured out right away, and that even those at the top are still trying to professionalize ownership and create strategic options.   Watch on YouTube We explore how these ultra-wealthy families wrestle with decisions that are just as complex as those faced by smaller businesses and why professionalizing ownership isn't just for billionaires. Brandon shares the key differences between financial capital (like tax, legal, and investment strategies) and family capital (managing dynamics and decision-making), and how the best families learn to separate operating the business from owning the asset. This episode provides practical takeaways on how to think about your business as a strategic asset, improve your decision-making, and create optionality for your future.  Brandon Henry is a seasoned wealth advisor and governance strategist specializing in helping ultra-high-net-worth families and first-generation entrepreneurs master the complexities of family business, estate planning, and capital allocation. With a deep understanding of financial capital and family dynamics, Brandon works at the intersection of ownership strategy and wealth management to help families achieve generational independence. Chapters:   (00:00) Intro of guest Brandon Henry  (07:10) Financial Capital vs. Family Capital  (12:45) Why Professionalizing Ownership Is Crucial, Maximizing Options for Family Ownership, Family Office Complexity  (20:05) Understanding Financial Statements and Ownership Framework  (26:14) Improving Decision Making With Three Statements, Aligning Business and Family Goals  (32:15) Valuations, Estate Planning & Taxes, and Understanding Risk, Wealth Building Through Risk Management  (46:19) Navigating Ownership and Succession Planning  (57:44) Mapping Family Ownership Strategy, Entrepreneurial Parents and Future Opportunities  (1:00:00) Final Thoughts and Key Takeaways  Share with the owner/operators you know!  Ryan Tansom is a seasoned entrepreneur, speaker, and the founder of Independence by Design™, a transformative ownership framework for growth-oriented business owners. After turning around and selling his family business in an eight-figure exit, Ryan spent over a decade dissecting the lessons learned from his journey. His mission is to help other business owners avoid the pitfalls he encountered by providing them with the tools and knowledge to align their business operations with their personal and financial goals.   With a deep understanding of the challenges faced by owner-operators, Ryan developed Independence by Design™ to empower owner-operators to create sustainable cash flow, grow their company’s equity value, and achieve true independence. He has shared his insights on hundreds of stages, including Vistage, EO, and industry associations, and has reached over 500,000 listeners through his podcast.  Ryan is passionate about helping business owners get unstuck from the day-to-day grind and design a business that serves their life, not the other way around.   Resources: Independence by Design #350 - “What it Means to “Think Like an Owner” with Brandon Henry  The Intentional Growth Podcast Archives – Discover more about ownership thinking.  Built to Sell by John Warrillow – Create a business that thrives without you.  The Great Game of Business by Jack Stack – Make financial literacy a strategic advantage.  LinkedIn: Brandon Henry  Website: Mosaic Advisors  https://ryantansom.com/independence-by-design-workshop Independence by Design™ Ownership Coaching: Ryan Tansom’s Ownership Accelerator programs and coaching https://ryantansom.com/coaching  Ryan Tansom Website https://ryantansom.com/  Ryan Tansom LinkedIn https://www.linkedin.com/in/ryantansom/  Ryan Tansom Twitter https://twitter.com/RyanTansom  Ryan Tansom YouTube https://www.youtube.com/@ryantansom  Ryan Tansom 30-Minute Ownership Strategy Call https://calendar.app.google/tsKk7z6ohugDchWq8  Sound Bites:  "Most successful family businesses aren’t as sophisticated as they seem. They’re often making decisions on the fly, and that should give middle-market owners confidence to get serious about professionalizing their own operations." — Brandon Henry  "When you clarify what you want from your business—cash flow, equity growth, and timeline—you unlock a whole new set of options." – Brandon Henry   "Your business should be an asset, not just a job. The moment you shift your mindset, you start building wealth that serves your life, not the other way around." – Ryan Tansom   "The hardest but most rewarding part of ownership is deciding what the business needs to give you, not what you need to give it." – Brandon Henry 

In this episode, I sit down with Tom Walker, a financial strategist who’s all about connecting the big picture to the details—uncovering hidden constraints, planning for the unexpected, and transforming companies into resilient, wealth-generating assets. Tom brings a no-nonsense approach to planning, not to predict every outcome, but to create a framework that withstands the inevitable punches every business faces.  Watch on YouTube We center our conversation around what it truly means to own a business that provides cash flow and equity growth, giving you the ability to make smart, clear-headed decisions regardless of market conditions. We also dive into why so many business owners get frustrated with planning, often getting tangled up in short-term thinking and daily pressures that can cloud their vision.   Together, Tom and I break down the steps to building independence, including a close look at using your business as a tool for long-term wealth that doesn’t rely solely on your labor. It’s about decoupling your time from cash flow, creating a business that serves you—giving you control and flexibility, rather than the other way around.   Tom Walker is a financial and economic advisor with decades of experience across agriculture, manufacturing, and family businesses, Tom specializes in helping owners move beyond the day-to-day grind to see the big picture. His approach combines strategic planning, cash flow management, and a passion for teaching others how to protect their independence. Tom’s clients value his no-nonsense perspective on what it takes to survive—and thrive—in an unpredictable economy.   Chapters:   (00:00) Intro of guest Tom Walker, discussing the need for strategic planning in business, preparedness vs. prediction  (09:59) Navigating market conditions in agriculture and manufacturing, understanding constraints and building a better base case, the impact of economic changes on large-scale farms  (17:00) Ownership thinking, cash flow, finding safe harbor as a business owner, outgrowing the “money printer” and protection against inflation  (25:00) Creating flexible frameworks to handle economic volatility, aligning your vision and team with a long-term playbook  (31:17) ‘Tail hedge’ mentality and asset valuations, using financial data to pivot when things go sideways  (39:15) Cash flow and financial trickery, surviving industry volatility, importance of working capital  (46:39) Discipline and financial planning, long-term planning compared to maintaining a healthy lifestyle, core principles of capitalism, sustainable cash flow and return on asset value  (52:00) Ryan’s family business history, experiences with the banking sector   (58:41) Evaluating business strategies and cycles in manufacturing, farming, etc.  (1:05:00) Closing thoughts, looking at the future, the game of capitalism  Share with the owner/operators you know!  Ryan Tansom is a seasoned entrepreneur, speaker, and the founder of Independence by Design™, a transformative ownership framework for growth-oriented business owners. After turning around and selling his family business in an eight-figure exit, Ryan spent over a decade dissecting the lessons learned from his journey. His mission is to help other business owners avoid the pitfalls he encountered by providing them with the tools and knowledge to align their business operations with their personal and financial goals.  With a deep understanding of the challenges faced by owner-operators, Ryan developed Independence by Design™ to empower owner-operators to create sustainable cash flow, grow their company’s equity value, and achieve true independence. He has shared his insights on hundreds of stages, including Vistage, EO, and industry associations, and has reached over 500,000 listeners through his podcast.  Ryan is passionate about helping business owners get unstuck from the day-to-day grind and design a business that serves their life, not the other way around.  Resources:  LinkedIn: Connect with Tom Blog: Tom’s Blog – Sign up for his thoughtful, in-depth articles on financial planning, cash flow management, and business resilience. The Road to Serfdom by Friedrich Hayek – A deep dive into economic freedom and the pitfalls of over-centralized planning. Antifragile by Nassim Taleb – Insightful strategies for building resilience in complex, unpredictable systems. Casey Brown’s TED Talk on Pricing – Practical advice on setting and sticking to prices in uncertain markets. https://ryantansom.com/independence-by-design-workshop Independence by Design™ Ownership Coaching: Ryan Tansom’s Ownership Accelerator programs and coaching https://ryantansom.com/coaching Ryan Tansom Website https://ryantansom.com/ Ryan Tansom LinkedIn https://www.linkedin.com/in/ryantansom/ Ryan Tansom Twitter https://twitter.com/RyanTansom Ryan Tansom YouTube https://www.youtube.com/@ryantansom Ryan Tansom 30-Minute Ownership Strategy Call https://calendar.app.google/tsKk7z6ohugDchWq8 Sound Bites: "Everyone has a plan until they get punched in the face. The key is to build a plan that helps you keep moving after the punch." – Tom Walker "The endgame isn’t to stay stuck in the grind; it’s to build a business that gives you choices." – Ryan Tansom  "When you get clear on cash flow and equity, everything else falls into place." – Ryan Tansom 

Demystify what it means to prepare for a third-party sale and how an investment banker can be a game-changer in that process. For owners weighing their exit options, Adam shares insights on how to gauge your business’s market value from a third-party buyer’s perspective—highlighting what you need to know about valuations, strategic buyer selection, and why timing is key. Watch on YouTube We dive into the importance of building a relationship with an investment banker early, giving you a view of the market and your potential valuation while still focused on growth. Adam discusses the specific criteria buyers consider, how to differentiate between passive and active sales strategies, and why choosing the right intermediary can make or break your outcome. He explains how curated buyer lists, customized marketing materials, and understanding cash flow quality all play crucial roles in positioning your business for maximum value.  If you’re ready to think strategically about a potential third-party sale—whether that’s next year or five years down the line—this episode will guide you through the details of market preparation, partner selection, and the steps that ensure your hard-earned business value is fully recognized.  Adam Webb is a Partner at Quazar Capital Corporation, an investment bank specializing in M&A advisory for middle-market businesses. With years of experience and completing over 60 transactions, he helps business owners maximize their exit value selling to third-party buyers (PE Firms and Strategics). Adam has a reputation for bringing a strategic, data-driven approach to the complex M&A landscape. His insights on valuation, timing, and market positioning make him a sought-after advisor for business owners ready to take control of their futures.  Chapters:    (00:00) Intro to Adam Webb and Quazar, insights into middle market mergers and acquisitions  (10:16) Active vs passive buyer sourcing techniques, comparing listing sites with active marketing strategies  (18:51) Complexities of deal structuring, buyer-seller expectations and deal structures  (30:00) Importance of storytelling in business transactions, proving business value through effective storytelling  (40:40) Strategic financial planning for businesses, aligning financial plans with strategic business goals  (44:45) Timing considerations for selling a business, analyzing market conditions and personal goals for sales, managing post-sale expectations with different buyer types  (53:28) Retirement challenges for baby boomer business owners, addressing realistic business valuations for retirement  (1:03:30) Conducting regular financial reviews, importance of regular PE-style financial evaluations, EOS planning meetings  (1:09:53) Private equity investment strategies, differences in platform and add-on investment approaches  (1:23:24) Closing thoughts, get in touch with Adam  Share with the owner/operators you know!  Ryan Tansom is a seasoned entrepreneur, speaker, and the founder of Independence by Design™, a transformative ownership framework for growth-oriented business owners. After turning around and selling his family business in an eight-figure exit, Ryan spent over a decade dissecting the lessons learned from his journey. His mission is to help other business owners avoid the pitfalls he encountered by providing them with the tools and knowledge to align their business operations with their personal and financial goals.   With a deep understanding of the challenges faced by owner-operators, Ryan developed Independence by Design™ to empower owner-operators to create sustainable cash flow, grow their company’s equity value, and achieve true independence. He has shared his insights on hundreds of stages, including Vistage, EO, and industry associations, and has reached over 500,000 listeners through his podcast.   Ryan is passionate about helping business owners get unstuck from the day-to-day grind and design a business that serves their life, not the other way around.  Resources:  Quazar Capital  https://quazarinc.com/our-team Adam Webb on LinkedIn  https://www.linkedin.com/in/adam-webb-831620126/ Built to Sell by John Warrillow — Essential reading on creating a business that doesn’t rely on you. EOS (Entrepreneurial Operating System) by Gino Wickman — A methodology for structuring and scaling your business. The Great Game of Business by Jack Stack — A look at open-book management and understanding business value. https://ryantansom.com/independence-by-design-workshop Independence by Design™ Ownership Coaching: Ryan Tansom’s Ownership Accelerator programs and coaching https://ryantansom.com/coaching Ryan Tansom Website https://ryantansom.com/ Ryan Tansom LinkedIn https://www.linkedin.com/in/ryantansom/ Ryan Tansom Twitter https://twitter.com/RyanTansom Ryan Tansom YouTube https://www.youtube.com/@ryantansom Ryan Tansom 30-Minute Ownership Strategy Call https://calendar.app.google/tsKk7z6ohugDchWq8 Sound Bites:  “Choosing the right intermediary is make-or-break. The wrong one could cost you up to half the value you’ve worked so hard to build.” – Adam Webb  "In our market, the difference between a great deal and a missed opportunity can come down to finding the right buyer with the right strategic fit." — Adam Webb  "As a business owner, make sure the team you hire aligns with your goals and vision; it’s essential to achieving the outcome you want." — Ryan Tansom  "The value of a business isn't just in its cash flow—it's in the quality of that cash flow and the systems supporting it." — Ryan Tansom 

In this episode of Independence by Design™, I sit down with Gary Kusin—an entrepreneur who built some of the most recognizable brands in the world, including GameStop and Kinko’s. Gary's incredible journey, from starting Babbage’s (which became GameStop) to leading Kinko’s to a billion-dollar sale to FedEx, is packed with lessons on scaling businesses, transitioning leadership, and maintaining company culture.  Watch on YouTube We explore Gary's principles of leadership, his approach to mentorship, and how he helped align operations with the ownership's goals to achieve long-term value creation. Gary dives into how he balanced entrepreneurship with large-scale corporate leadership, shares why empathy and open communication are critical, and talks about the transition from founder-led businesses to strategic ownership.  If you're a business owner or operator who feels stuck in the weeds of day-to-day operations, this conversation will give you actionable steps to begin your own transformation. Gary’s experience aligns perfectly with the Independence by Design™ Framework, showing how owners can scale their businesses, create sustainable cash flow, and build a legacy without being trapped by the daily grind.  Gary Kusin is a serial entrepreneur and business leader, best known for co-founding GameStop and leading Kinko's through a massive growth phase before its acquisition by FedEx. Over his career, Gary has built and scaled multiple companies, mentored countless leaders, and distilled his insights into six core leadership principles that have guided his success. His upcoming book, Always Learning, is a deep dive into the lessons he’s learned on building businesses and developing teams that thrive. Chapters:   (00:00) Gary Kusin shares his leadership principles and mentoring approach, his journey from Texarkana to GameStop   (05:39) Harvard Business School, unexpected career path, co-founding GameStop   (13:00) Early days of GameStop, educating customers about video games, loyal fanbase, Wall Street challenges, maintaining relationships  (19:00) Leadership's role in implementing a strategic turnaround, prioritizing trust, transparency, and open communication, leading to increased profitability and engagement  (22:00) Building Team Culture: The importance of team buy-in, autonomy, and why "command and control" doesn’t work in every business, importance of empathy and communication for long-term success.  (35:00) Thoughts on nurturing future leaders and creating a culture of ownership, Transformative leadership journey, hands-on management, high aspirations, hiring leaders with CEO potential, inclusive company culture, open communication, trust, recognizing diversity and privilege.  (45:00) Foundational principles, clear communication, and empathy are crucial for a healthy work environment and team dynamics.  (54:54) Transformative journey of navigating toxic workplaces, lessons from mentors, fostering supportive cultures, and making tough decisions with transparency and accountability.  (1:06:00) Final Thoughts: Gary's advice for owners who want to scale and create lasting value without losing their identity.  Share with the owner/operators you know!  Ryan Tansom is a seasoned entrepreneur, speaker, and the founder of Independence by Design™, a transformative ownership framework for growth-oriented business owners. After turning around and selling his family business in an eight-figure exit, Ryan spent over a decade dissecting the lessons learned from his journey. His mission is to help other business owners avoid the pitfalls he encountered by providing them with the tools and knowledge to align their business operations with their personal and financial goals.  With a deep understanding of the challenges faced by owner-operators, Ryan developed Independence by Design™ to empower owner-operators to create sustainable cash flow, grow their company’s equity value, and achieve true independence. He has shared his insights on hundreds of stages, including Vistage, EO, and industry associations, and has reached over 500,000 listeners through his podcast.  Ryan is passionate about helping business owners get unstuck from the day-to-day grind and design a business that serves their life, not the other way around.  Resources: Gary Kusin LinkedIn https://www.linkedin.com/in/garykusin-author/ Website:  https://www.garykusin.com/ Leveling Up Podcast  https://www.garyandjillpodcast.com/ Always Learning by Gary Kusin – Gary’s upcoming book with stories and leadership principles from his journey. Buy Then Build by Walker Deibel – A guide to scaling through acquisitions. Independence by Design™ Owner’s Workshop https://ryantansom.com/independence-by-design-workshop Independence by Design™ Ownership Coaching: Ryan Tansom’s Ownership Accelerator programs and coaching https://ryantansom.com/coaching Ryan Tansom Website Ryan Tansom LinkedIn Ryan Tansom Twitter https://twitter.com/RyanTansom Ryan Tansom YouTube https://www.youtube.com/@ryantansom Ryan Tansom 30-Minute Ownership Strategy Call https://calendar.app.google/tsKk7z6ohugDchWq8  Sound Bites:  "You have to check your ego at the door if you want to build a business that outlasts you." – Gary Kusin  "I wasn’t emotionally attached to the companies—I was attached to my team and the customers. That’s where the legacy is built." – Gary Kusin  "You have to align your operations with your ownership goals. If you don’t know what those goals are, you’ll be running in circles." – Ryan Tansom 

In this episode of Independence by Design™, I sit down with Shiv Narayanan, founder of How to SaaS, to uncover the core strategies behind scaling a business through strategic marketing and revenue predictability. Shiv’s deep experience in the private equity space and his work with founder-led companies offers actionable insights for owners looking to make their businesses more attractive to investors—or simply run them more profitably with greater financial predictability. Watch on YouTube Shiv and I explore how aligning marketing, sales, and operations with clear, measurable KPIs can transform not only your company’s growth trajectory but also your journey from being an operator to becoming a strategic owner. We dive into how you can productize your offering, create sustainable cash flow, and maximize your company's equity value—all crucial elements of the Independence by Design™ Framework.  Shiv Narayanan is the Founder and CEO of How To SaaS, a marketing strategy consulting firm specializing in helping Private Equity investors and B2B companies maximize enterprise value. As an advisor, consultant, and fractional CMO, he has generated hundreds of millions in value through innovative marketing and demand generation strategies. A two-time bestselling author, Shiv's books—*Post-Acquisition Marketing* and *Exit-Ready Marketing*—offer frameworks for PE investors and founders to enhance growth and valuation. Previously, he served as CMO of Wild Apricot, which was successfully acquired in 2018.   Chapters:   (0:00:00) Introduction of Shiv Narayanan, insights on marketing strategies for PE firms    (0:10:54) Transitioning from owner-operator to prioritizing ownership duties   (0:14:11) Importance of building predictable revenue streams for success    (0:27:35) Developing strategic plans to acquire customers in PE context   (0:36:36) Entrepreneurs need financial literacy, strategic thinking, and unique value propositions to succeed in business    (0:47:04) Organizational clarity, strategic resource allocation, and revenue predictability are crucial for business success and potential acquisition  (0:53:00) Shiv's book Exit Ready Marketing is a good place to start  Share with the owner/operators you know!  Ryan Tansom is a seasoned entrepreneur, speaker, and the founder of Independence by Design™, a transformative ownership framework for growth-oriented business owners. After turning around and selling his family business in an eight-figure exit, Ryan spent over a decade dissecting the lessons learned from his journey. His mission is to help other business owners avoid the pitfalls he encountered by providing them with the tools and knowledge to align their business operations with their personal and financial goals.  With a deep understanding of the challenges faced by owner-operators, Ryan developed Independence by Design™ to empower owner-operators to create sustainable cash flow, grow their company’s equity value, and achieve true independence. He has shared his insights on hundreds of stages, including Vistage, EO, and industry associations, and has reached over 500,000 listeners through his podcast.  Ryan is passionate about helping business owners get unstuck from the day-to-day grind and design a business that serves their life, not the other way around.  Resources:  Exit Ready Marketing by Shiv Narayanan – A tactical guide for founders looking to make their businesses more marketable.  Built to Sell by John Warrillow – Framework for building a company that can thrive without you.  Profit First by Mike Michalowicz – A strategy for ensuring your business always generates profit and keeps you financially secure.  Website: How to SaaS https://www.howtosaas.com  LinkedIn: Shiv Narayanan https://www.linkedin.com/in/shiv-n22/  Independence by Design™ Owner’s Workshop https://ryantansom.com/independence-by-design-workshop  Independence by Design™ Ownership Coaching: Ryan Tansom’s Ownership Accelerator programs and coaching https://ryantansom.com/coaching  Ryan Tansom Website https://ryantansom.com/  Ryan Tansom LinkedIn https://www.linkedin.com/in/ryantansom/  Ryan Tansom Twitter https://twitter.com/RyanTansom  Ryan Tansom YouTube https://www.youtube.com/@ryantansom  Ryan Tansom 30-Minute Ownership Strategy Call https://calendar.app.google/tsKk7z6ohugDchWq8   Sound Bites:  "A business that can be sold is worth continuing to own." – Shiv Narayanan  "Revenue unpredictability is one of the biggest barriers to being acquired—and to your peace of mind as an owner." – Shiv Narayanan  "You have to learn how to leverage your business to create predictable cash flow and sustainable growth. That’s where true freedom as an owner lies." – Ryan Tansom 

In this episode of Independence by Design™, I sit down with pricing expert Casey Brown, founder of Boost Pricing, to dig deep into one of the biggest pain points for business owners: pricing. Casey breaks down the psychological barriers that often keep us stuck—mainly fear—and shows how we can shift from defensive pricing to a confident, value-driven strategy. We talk about how to approach price objections, avoid unnecessary discounts, and make sure we’re getting paid what we’re worth. Watch on YouTubeCasey also shares practical insights on how professional services businesses can move away from hourly billing and adopt value-based subscription models. Whether you’re struggling with price pushback, want to increase your margins, or need to gain the confidence to raise your rates, this conversation is packed with actionable takeaways to help you master pricing and boost your bottom line.  Casey Brown is a pricing expert and founder of Boost Pricing. With over 25 years of experience, she has helped thousands of businesses increase their profitability through smarter pricing strategies. Her focus is on empowering leaders to price confidently and capture the full value of their services. Casey is a sought-after speaker and consultant who has worked with organizations across many industries to help them stop leaving money on the table.   Chapters:   (00:00) – Introduction and Casey’s background, the art and science of pricing, emphasizing mindset and setting clear goals for business success  (04:06) – The psychology behind pricing: fear vs. confidence  (12:17) – Understanding market value and data-driven pricing strategies are crucial for businesses to find their pricing ceiling and manage risk  (17:09) – Value-based pricing for professional services: shifting from hourly billing to subscription models  (28:00) – Trust and value are key in differentiating service providers, achieved through consultative selling, education, and effective communication  (41:00) – Simplifying pricing strategy and options, perceived value, clear messaging, predefined packages, balancing knowledge and execution, speed in proposals, and repeatable pricing framework  (50:56) – Negotiating discounts and pricing strategy, cautious approach to discounts, understanding contribution margin, leveraging customer pushback for dialogue  (59:00) – Trust, pricing strategies, and timing of adjustments are crucial in business operations and understanding underpricing's true cost  (1:09:00) – The Sherman Act, understanding financial metrics and fair pricing is crucial for companies to avoid legal issues and build trust with customers  (1:14:00) –  Mapping pricing power, negotiation tactics and mindset change for financial success, pricing power empowers sales teams  (01:24:00) – Final Thoughts: Valuing and compensating excellent work, demanding fair prices, and appreciating high-quality work are important for justice  Share with the owner/operators you know!  Ryan Tansom is a seasoned entrepreneur, speaker, and the founder of Independence by Design™, a transformative ownership framework for growth-oriented business owners. After turning around and selling his family business in an eight-figure exit, Ryan spent over a decade dissecting the lessons learned from his journey. His mission is to help other business owners avoid the pitfalls he encountered by providing them with the tools and knowledge to align their business operations with their personal and financial goals.  With a deep understanding of the challenges faced by owner-operators, Ryan developed Independence by Design™ to empower owner-operators to create sustainable cash flow, grow their company’s equity value, and achieve true independence. He has shared his insights on hundreds of stages, including Vistage, EO, and industry associations, and has reached over 500,000 listeners through his podcast.  Ryan is passionate about helping business owners get unstuck from the day-to-day grind and design a business that serves their life, not the other way around.  Resources: Casey Brown Boost Pricing  https://boostpricing.com Website:  Caseybrown.com LinkedIn: Casey Brown X (formerly Twitter): @CaseyBrownBoost Price Pressure is a Buying Signal  https://www.youtube.com/watch?v=ZP2eJ2d4jl0  Dozen Reasons Not to Bill Time & Materials  https://boostpricing.com/2023/08/25/donttradetimeformoney/  Accountants, Attorneys, and Engineers Who Sell:  Oh My!  https://boostpricing.com/2020/12/30/accountants-attorneys-engineers-who-sell-oh-my/  Do You Propose Like a Partner or a Vendor?  https://boostpricing.com/2022/12/06/do-you-propose-like-an-equal-or-a-vendor/  Goldilocks and the Three Prices  https://boostpricing.com/2022/12/06/goldilocks-and-the-three-prices/  Episode 346 The Power of Pricing with Casey Brown https://www.youtube.com/watch?v=ezeeXiDlkB4  Independence by Design™ Owner’s Workshop https://ryantansom.com/independence-by-design-workshop  Independence by Design™ Ownership Coaching: Ryan Tansom’s Ownership Accelerator programs and coaching https://ryantansom.com/coaching  Ryan Tansom Website https://ryantansom.com/  Ryan Tansom LinkedIn https://www.linkedin.com/in/ryantansom/  Ryan Tansom Twitter https://twitter.com/RyanTansom  Ryan Tansom YouTube https://www.youtube.com/@ryantansom  Ryan Tansom 30-Minute Ownership Strategy Call https://calendar.app.google/tsKk7z6ohugDchWq8   Sound Bites:  “Most pricing decisions are made from fear, not confidence.” – Casey Brown   "Customers will never pay you what you're worth. They’ll only ever pay you what they think you're worth.” – Casey Brown  “If you discount without adjusting the deal, you erode trust.” – Casey Brown  “The more rigid you are about getting the right outcome for your customer, the more they will trust and pay you.” – Casey Brown 

In this special Quarterly Economic and M&A Update, I’ve pulled together three powerful conversations to help you, the owner-operator, navigate the current economic landscape and make smarter decisions for your business. We’ll start with Brian Beaulieu from ITR Economics, who provides a detailed breakdown of inflation, interest rates, and how the economy might shift in 2025. Then, Jeff Buettner from ButcherJoseph shares critical insights into M&A trends, offering practical advice on how to position your business for growth through strategic acquisitions. Finally, I wrap up with Tom Walker, where we discuss how to manage capital effectively, handle debt, and plan for long-term wealth creation in today’s complex financial environment.   Watch on YouTubeIf you’re focused on growing your business while staying ahead of economic challenges, this episode gives you actionable strategies to think and operate like a capital allocator.  Chapters:   (00:00) - Introduction - A quick overview of what to expect from this quarterly update and why it's critical for owner-operators right now  (02:05) - Segment 1: Economic Forecast with Brian Beaulieu (ITR Economics), Inflation isn’t going away soon, but understanding the trends helps you prepare  (08:32) - Don’t wait for interest rate cuts—start positioning your business today - 2025 offers growth potential if you’re prepared to act when the market turns  (12:23) - Financial resiliency analysis - financial forecasting and business strategy  (23:34) - Owner-operators in Ryan’s workshops   (25:00) -  Don’t expect the government to help you in the next political cycle  Business leadership and future planning Economic trends and market activity  (28:00) - Segment 2: M&A Trends with Jeff Buettner (ButcherJoseph), watching the Fed and their moves  (33:00) - Rising interest rates are a challenge, but they’re also slowing down your competition—use that to your advantage, asset-heavy industries are seeing more deal flow, so positioning your company for growth through M&A is critical  (37:00) - Flexible Deal Structures for Business Owners - Strategic buyers are on the hunt—find out how to make your business attractive for acquisition  (41:00) - Acquisition strategies for business owners, positioning your company for the future, strategic business valuation and planning  (52:39) - ESOPs and personal guarantees  (55:40) -  Assess whether your business is ready for a strategic acquisition or if you should be on the lookout for options to increase value  (1:11:36) - Segment 3: Strategic Capital Allocation with “fractional CFO” Tom Walker of Walker Insights  (1:14:00) - Navigating financial uncertainty, oversimplifying, low interest rates foster bad decisions  (1:20:02) - Farmland data, investment trends and challenges, renting farmland  (1:25:21) - How will we return to “normalcy”? Potential debt defaults, navigating economic uncertainty in agriculture  (1:34:00) -  What to watch in the economy  Share with the owner/operators you know!  Ryan Tansom is a seasoned entrepreneur, speaker, and the founder of Independence by Design™, a transformative ownership framework for growth-oriented business owners. After turning around and selling his family business in an eight-figure exit, Ryan spent over a decade dissecting the lessons learned from his journey. His mission is to help other business owners avoid the pitfalls he encountered by providing them with the tools and knowledge to align their business operations with their personal and financial goals.  With a deep understanding of the challenges faced by owner-operators, Ryan developed Independence by Design™ to empower owner-operators to create sustainable cash flow, grow their company’s equity value, and achieve true independence. He has shared his insights on hundreds of stages, including Vistage, EO, and industry associations, and has reached over 500,000 listeners through his podcast.  Ryan is passionate about helping business owners get unstuck from the day-to-day grind and design a business that serves their life, not the other way around.  Resources:  Brian Beaulieu  Website: ITR Economics https://itreconomics.com  LinkedIn: Brian Beaulieu https://www.linkedin.com/in/brian-beaulieu  Jeff Buettner  Website: ButcherJoseph https://butcherjoseph.com  LinkedIn: Jeff Buettner https://www.linkedin.com/in/jeff-buettner  Tom Walker  Website: Walker Insight https://walkerinsight.com  Prosperity in The Age of Decline: How to Lead Your Business and Preserve Wealth Through the Coming Business Cycles – by Brian Beaulieu, Alan Beaulieu  Independence by Design™ Owner’s Workshop https://ryantansom.com/independence-by-design-workshop  Independence by Design™ Ownership Coaching: Ryan Tansom’s Ownership Accelerator programs and coaching https://ryantansom.com/coaching  Ryan Tansom Website https://ryantansom.com/  Ryan Tansom LinkedIn https://www.linkedin.com/in/ryantansom/  Ryan Tansom Twitter https://twitter.com/RyanTansom  Ryan Tansom YouTube https://www.youtube.com/@ryantansom  Ryan Tansom 30-Minute Ownership Strategy Call https://calendar.app.google/tsKk7z6ohugDchWq8 

In this episode of Independence by Design™, I sit down with Tracy Bech, a seasoned entrepreneur who has successfully navigated running multiple companies with vastly different business models. From her first services-based business with high margins to her second venture, an inventory-based e-commerce company with a completely different cash flow model, Tracy shares her journey and the hard-earned lessons about understanding the numbers behind the business. Watch on YouTubeHer experience in these contrasting industries inspired her to create 60-Minute CFO, a tool designed to help business owners truly grasp their financials, which is crucial for valuation, cash flow predictability, and ownership success. Tracy’s passion for connecting operations, numbers, and long-term ownership goals makes this episode a must-listen for entrepreneurs wanting to move from day-to-day management to designing a scalable, financially stable business. We dove into how Tracy’s deep understanding of cash flow and metrics allowed her to build systems supporting operational and ownership independence. We dive into the key steps Matt took to delegate operations, build systems, and free himself from the daily grind, ultimately allowing him to focus on long-term strategy and investing in multiple companies through his holding company, Eidolon Capital. This episode provides a clear path for business owners ready to make the transition from operator to owner, focusing on how to unlock sustainable cash flow, build equity, and design real independence—what I call the Independence by Design™ ownership mindset. Tracy Bech is a serial entrepreneur, having started, run, and sold 2 successful businesses. She is passionate about lowering the business failure rate by educating business owners and leaders about best practices and business strategy. She is also CEO at Starboard Collectives, where she facilitates groups of CEOs in niche industries. The groups share financial analyses, best practices and focus on business development. Tracy is a nationally recognized speaker on the topic of small business finance, and also conducts a women in business group in Hood River, Oregon, where she calls home. When not analyzing business ratios, Tracy is likely found on or near the water, dirt or snow, enjoying the great outdoors on boats, bikes or skis. Chapters:  (00:00) – Tracy Bech’s Entrepreneurial Journey Across Multiple Industries - Skiing, windsurfing, Nike, SwissArmy, and more (11:00) – Creating And Maintaining Websites Early On, Transitioning To An E-Commerce Business With An Inventory-Based Model (29:00) – Cash Flow Challenges and Differences Between Business Models (32:38) – E-commerce Business challenges, Selling the Web Company- Tracy’s First Exit (39:00) – Agency Implosion, Changing the Game (42:37) – Why Understanding Cash Flow is Critical for Business Valuation and Ownership, Advice for Entrepreneurs on Navigating Multiple Business Models, Creating a Business That Aligns With Personal and Ownership Goals (49:00) –  Peer Groups, Connecting Operations to Financial Goals: Tracy’s Formula for Success (53:36) – Selling Jewelry Online, Competing with Amazon, Nordstrom, and DTC sales, Metroric Rise of Alex & Ani, Preparing for a Super-Bowl Ad Airing (59:37) – E-commerce and the Constant Pressure to Sell (1:02:50) – Helping Business Owners Understand Their Numbers, Selling for 50% Value, A Company That Died on the Vine (1:12:00) – Meyers - Briggs Personalities, Dad Writing a Draft of 60 Minute CFO (1:19:00) – Looking Back, Different Directions Tracy Could Have Gone (1:25:14) – 60 Minute CFO Teaches You “How to Fish” By Yourself (1:28:00) – Final Thoughts: Mastering Cash Flow, Profits, and Ownership Independence Share with the owner/operators you know! Ryan Tansom is a seasoned entrepreneur, speaker, and the founder of Independence by Design™, a transformative ownership framework for growth-oriented business owners. After turning around and selling his family business in an eight-figure exit, Ryan spent over a decade dissecting the lessons learned from his journey. His mission is to help other business owners avoid the pitfalls he encountered by providing them with the tools and knowledge to align their business operations with their personal and financial goals. With a deep understanding of the challenges faced by owner-operators, Ryan developed Independence by Design™ to empower owner-operators to create sustainable cash flow, grow their company’s equity value, and achieve true independence. He has shared his insights on hundreds of stages, including Vistage, EO, and industry associations, and has reached over 500,000 listeners through his podcast. Ryan is passionate about helping business owners get unstuck from the day-to-day grind and design a business that serves their life, not the other way around. Resources: Website - https://www.60minutecfo.com/ 60-Minute CFO Book - https://www.amazon.com/dp/B073R1DKKJ LinkedIn - https://www.linkedin.com/in/tracybech/ X - https://x.com/tracybech Book - The E-Myth Revisited by Michael E. Gerber – A guide to understanding the systems needed to scale a small business. Book - Profit First by Mike Michalowicz – A practical approach to managing cash flow and ensuring profitability. Book - The 4-Hour Workweek by Tim Ferriss – Insight into building automated, systemized businesses. Independence by Design™ Owner’s Workshop https://ryantansom.com/independence-by-design-workshop Independence by Design™ Ownership Coaching: Ryan Tansom’s Ownership Accelerator programs and coaching https://ryantansom.com/coaching Ryan Tansom Website https://ryantansom.com/ Ryan Tansom LinkedIn https://www.linkedin.com/in/ryantansom/ Ryan Tansom Twitter https://twitter.com/RyanTansom Ryan Tansom YouTube https://www.youtube.com/@ryantansom Ryan Tansom 30-Minute Ownership Strategy Call https://calendar.app.google/tsKk7z6ohugDchWq8 Sound Bites: "When you run multiple businesses with different models, you quickly realize how crucial it is to truly understand your numbers." – Tracy Bech "Tracy’s experience with both service-based and inventory-based businesses shows just how much cash flow models can vary—and how vital it is for owners to get it right." – Ryan Tansom "60-Minute CFO was born from the need to help business owners stop guessing and start understanding the metrics that drive their company’s success." – Tracy Bech "The predictability of cash flow and knowing your numbers is key to valuing your business and unlocking true ownership freedom." – Ryan Tansom