The Exit Plan Podcast

Joining us is Dr. Mark Stiving, a passionate advocate for empowering B2B organizations to win more business at higher prices by unlocking the secrets of their buyers’ minds. As a published author, beloved professor, and sought-after speaker, Mark shares invaluable insights on how to strategically price, package, and sell products based on the value they deliver. With a wealth of experience working with organizations of all sizes, he brings practical tools and simple concepts to help businesses understand the value they bring and get paid accordingly. Get ready for a conversation with actionable strategies for achieving better pricing and profitability.  For over 25 years, Dr. Mark Stiving has been a guiding force for private equity firms and SMB organizations, unlocking the path to increased profits through strategic pricing, packaging, communication, and value-driven sales. Holding a Ph.D. in pricing from U.C. Berkeley, he authored three influential books: “Impact Pricing - Your Blueprint for Driving Profits,” “Win Keep Grow - How to Price and Package to Accelerate Your Subscription Business,” and “Selling Value - How to Win More Deals at Higher Prices.” Mark’s diverse career spans pricing, marketing, product management, and private equity dynamics, offering a unique perspective for companies of all sizes and stages. His deep knowledge of buyer behavior informs his understanding, empowering businesses across industries to deliver invincible profits. With a wealth of experience, Mark continues to assist organizations in comprehending their value propositions and securing equitable compensation through practical tools and concepts. Key themes included: 1. Articulating customer value and pricing. 2. Solving customer problems effectively. 3. Value table exercise components. 4. Price segmentation and strategies. 5. Market segmentation understanding. 6. Raising prices with confidence. 7. "Will I" decision importance. — Website: www.impactpricing.com/   Email: mark@impactpricing.com/  LinkedIn: https://www.linkedin.com/in/stiving/  YouTube: https://www.youtube.com/channel/UCKnZPFHa_GIDSKlHv_jdYgQ  Podcast: https://podcasts.apple.com/us/podcast/impact-pricing/id1449435549  Blog: https://impactpricing.com/blog/    — Follow Dana on LinkedIn: https://www.linkedin.com/in/danabrobinson/  Follow Dana on Instagram: https://www.instagram.com/danarobinsonofficial/  Subscribe to Dana’s weekly newsletter at https://www.danarobinson.com  — If the information in these conversations and interviews have helped you in your business journey, please subscribe to the show, and leave me an honest review. Your reviews and feedback will not only help me continue to deliver great, helpful content, but it will also help me reach even more amazing entrepreneurs just like you! *Some of these links might be affiliate links.  Thank you in advance if you choose to work with one of the companies I believe in.  The money I make from your purchase helps to keep the content you enjoy, and rely on to grow your own business, free to you. Thanks for tuning into this episode of Exit Plan!

Jonathan Baker heads up the M&A practice at Punctuation, a small advisory practice working exclusively with small to mid-sized independent marketing services firms. He has worked on dozens of deals both inside and outside the industry and brings a unique perspective as a fellow owner who has gone through the process himself.   He graduated from Emory University's Goizueta Business School in 2005. His career began at a small boutique marketing strategy consultancy. There, he was able to do marketing strategy and positioning work for many well-known Fortune 500 CPG companies.   In 2011, he left to start a craft brewery, Monday Night Brewing, where his focus was on marketing, sales, and taprooms. After helping his business partners grow to 180+ employees and numerous locations, Jonathan stepped away from the day-to-day to head up the M&A practice at Punctuation.    Key themes included: 1. Importance of firm positioning and expertise 2. Recurring revenue for business stability 3. Business development processes and financial expertise 4. Emotional toll of M&A process 5. Early preparation for business sale 6. Role of intermediaries in M&A 7. Transparent and fair negotiation strategies — Website: www.puntuation.com/   Email: jonathan@punctuation.com  On LinkedIn: www.linkedin.com/jonathandavidbaker/   — Follow Dana on LinkedIn: https://www.linkedin.com/in/danabrobinson/  Follow Dana on Instagram: https://www.instagram.com/danarobinsonofficial/  Subscribe to Dana’s weekly newsletter at https://www.danarobinson.com  — If the information in these conversations and interviews have helped you in your business journey, please subscribe to the show, and leave me an honest review. Your reviews and feedback will not only help me continue to deliver great, helpful content, but it will also help me reach even more amazing entrepreneurs just like you! *Some of these links might be affiliate links.  Thank you in advance if you choose to work with one of the companies I believe in.  The money I make from your purchase helps to keep the content you enjoy, and rely on to grow your own business, free to you. Thanks for tuning into this episode of Exit Plan!

Jenna Biancavilla is an award-winning entrepreneur, wealth advisor, and captivating public speaker whose life mission is to positively impact others. As the Founder and CEO of Pearl Capital Management, a holistic, fee-only fiduciary financial planning firm, she advises on over $180 Million of assets under management. At the core of her work, Jenna is relentless in supporting, educating, and uncompromisingly helping every client align their use of capital with their personal goals and philanthropic values. Jenna also leads the Arcadia Team of Geneva Financial, a home loan company, showcasing her versatility and expertise in different facets of the financial industry. In her newest venture, Svvy, co-founded by her and her sister, Jenna aims to revolutionize the financial services industry by creating a platform that weeds out predatory salespeople and protects women and their wealth. Jenna Biancavilla’s story is a testament to the impact one individual can make in the financial world and beyond. Her dedication to her clients, her advocacy for women’s financial empowerment, and her philanthropic endeavors exemplify her as a true force for positive change. Through her expertise, passion, and commitment, Jenna continues to leave a lasting mark, uplifting lives and creating a more equitable and prosperous future for all.   Key themes included: 1. Exit Planning: Early Preparation Importance 2. Professional Advice: 6-12 Months Prior 3. Financial Diversification: Securing Personal Finances 4. Identity Separation: Business vs. Personal 5. Imposter Syndrome: Growth and Overcoming 6. Advanced Financial Literacy Course 7. Tax Planning: Proactive Strategies — Website: www.pearlcapitalmanagement.com or www.besvvy.com  On LinkedIn: www.linkedin.com/in/jennabiancavilla/  On Instagram: www.instagram.com/jennabiancavilla/    — Follow Dana on LinkedIn: https://www.linkedin.com/in/danabrobinson/  Follow Dana on Instagram: https://www.instagram.com/danarobinsonofficial/  Subscribe to Dana’s weekly newsletter at https://www.danarobinson.com  — If the information in these conversations and interviews have helped you in your business journey, please subscribe to the show, and leave me an honest review. Your reviews and feedback will not only help me continue to deliver great, helpful content, but it will also help me reach even more amazing entrepreneurs just like you! *Some of these links might be affiliate links.  Thank you in advance if you choose to work with one of the companies I believe in.  The money I make from your purchase helps to keep the content you enjoy, and rely on to grow your own business, free to you. Thanks for tuning into this episode of Exit Plan!

Phillip Cooper has nearly three decades of experience in investment banking, commercial banking, and corporate leadership. He has worked with clients in the industrial, manufacturing, business services, oil and gas, restaurants, communications, transportation/airline, consumer/retail, and aerospace and defense sectors. He's seen market fluctuations impact deal volumes and business valuations and knows how to prepare owners for smooth transitions and successful sales. Through his work at Palm Tree LLC, Phillip specializes in providing sell-side M&A services, debt proposals, and consulting, emphasizing transparency and reliability at every step. "You should run your business from day one, like, you're going to sell it the next day."    Key themes included: 1. Business Valuation and Market Impact 2. Challenges of Failed Deals 3. Financial Reporting and Due Diligence 4. Importance of Trust in Transactions 5. Deal Structure and Valuation Gaps 6. Seller Preparedness and Exit Planning 7. Role of Investment Bankers — Website: www.palmtreellc.com  On LinkedIn:  https://www.linkedin.com/in/phillip-cooper-43a1908/ — Follow Dana on LinkedIn: https://www.linkedin.com/in/danabrobinson/  Follow Dana on Instagram: https://www.instagram.com/danarobinsonofficial/  Subscribe to Dana’s weekly newsletter at https://www.danarobinson.com  — If the information in these conversations and interviews have helped you in your business journey, please subscribe to the show, and leave me an honest review. Your reviews and feedback will not only help me continue to deliver great, helpful content, but it will also help me reach even more amazing entrepreneurs just like you! *Some of these links might be affiliate links.  Thank you in advance if you choose to work with one of the companies I believe in.  The money I make from your purchase helps to keep the content you enjoy, and rely on to grow your own business, free to you. Thanks for tuning into this episode of Exit Plan!

Jason Somerville is a seasoned entrepreneur and investment banking professional with nearly 20 years of experience in capital markets, M&A, strategic planning, business operations, and brand building. He is the Founding Partner of GW Partners. "I want to let the next owner do that. And I'm happy to kind of, we'll say, leave meat on that bone effectively for that new owner to go and do that."    Key themes included: 1. Market Understanding and Strategy 2. Importance of Mentorship 3. Benefits of Franchise Models 4. Strategic Partnerships and Joint Ventures 5. Financial Efficiency and Growth 6. Utilizing SaaS and ERP Technologies 7. Preparing Business for Exit Strategies — Website: www.gw.partners/  On LinkedIn:  https://www.linkedin.com/in/jason-somerville-7273b71a/ — Follow Dana on LinkedIn: https://www.linkedin.com/in/danabrobinson/  Follow Dana on Instagram: https://www.instagram.com/danarobinsonofficial/  Subscribe to Dana’s weekly newsletter at https://www.danarobinson.com  — If the information in these conversations and interviews have helped you in your business journey, please subscribe to the show, and leave me an honest review. Your reviews and feedback will not only help me continue to deliver great, helpful content, but it will also help me reach even more amazing entrepreneurs just like you! *Some of these links might be affiliate links.  Thank you in advance if you choose to work with one of the companies I believe in.  The money I make from your purchase helps to keep the content you enjoy, and rely on to grow your own business, free to you. Thanks for tuning into this episode of Exit Plan!

Alex Prasad emphasizes the importance of enjoying conversations and forming relationships in business dealings. He believes that genuine interactions, like asking about someone's holiday or family, pave the way for deeper connections. Through these conversations, Alex finds numerous opportunities to help people, connect them with others, and share his opinions in an organic manner. This approach not only facilitates business discussions but also nurtures lasting professional relationships. "I stepped off the moving walkway without a plan. Didn't go well, by the way, but I took a risk, and I saved at least something, so that wasn't devastating."    Key themes included: 1. Importance of business relationships 2. Selecting the right attorney 3. Entrepreneurship by acquisition benefits 4. Risks and communication in deals 5. Aligning incentives in transactions 6. Practical experience in legal practice 7. Emphasizing leverage over technical skills —   Alex's Email: Aprasadagislaw.com On LinkedIn: https://www.linkedin.com/in/alexprasad/ — Follow Dana on LinkedIn: https://www.linkedin.com/in/danabrobinson/ Follow Dana on Instagram: @danarobinsonofficial Subscribe to Dana’s weekly newsletter at danarobinson.com — If the information in these conversations and interviews have helped you in your business journey, please subscribe to the show, and leave me an honest review. Your reviews and feedback will not only help me continue to deliver great, helpful content, but it will also help me reach even more amazing entrepreneurs just like you! *Some of these links might be affiliate links.  Thank you in advance if you choose to work with one of the companies I believe in.  The money I make from your purchase helps to keep the content you enjoy, and rely on to grow your own business, free to you. Thanks for tuning into this episode of Exit Plan!

Chris Kurwie, driven by a profound entrepreneurial spirit, ventured from a demanding legal career to become a prominent business owner. Drawing from his own challenging journey, Chris underscores the value of resilience and long-term thinking in business. He is the operational head of a Sydney-based company and is passionate about helping entrepreneurs maximize the value of their businesses. Connect with Chris on LinkedIn and benefit from his insights on navigating business exits and creating enduring success. "I hadn't appreciated that for every extra unit of complexity in the strategy you had like ten units of complexity when it comes to actually operating the business and doing the work."    Key themes included: 1. Selling a Business Challenges 2. Long-term Business Value Creation 3. Recurring Revenue Significance 4. Preparedness for Business Exits 5. Entrepreneurial Resilience and Learning 6. Importance of Correct Market Targeting 7. Transition from Law to Entrepreneurship —  Chris's Website: www.bizmahq.com  On LinkedIn: https://www.linkedin.com/in/kurwie/ — Follow Dana on LinkedIn: https://www.linkedin.com/in/danabrobinson/ Follow Dana on Instagram: @danarobinsonofficial Subscribe to Dana’s weekly newsletter at danarobinson.com — If the information in these conversations and interviews have helped you in your business journey, please subscribe to the show, and leave me an honest review. Your reviews and feedback will not only help me continue to deliver great, helpful content, but it will also help me reach even more amazing entrepreneurs just like you! *Some of these links might be affiliate links.  Thank you in advance if you choose to work with one of the companies I believe in.  The money I make from your purchase helps to keep the content you enjoy, and rely on to grow your own business, free to you. Thanks for tuning into this episode of Exit Plan!

Reid Tileston is an author, keynote speaker and expert in Entrepreneurial Business Ownership. With  the release of his new book, Grit It Done, Reid shares his insights from over 15 years of successful, on-the-ground Entrepreneurial Business Ownership that led him to acquire, grow, and ultimately sell 4 different  companies with successful exits.   His most recent acquisition resulted in a 10x return multiple of invested capital (MOIC). Reid has exhibited sustained success from being a top performing Anytime Fitness franchisee to working with leading brands such as Harley Davidson, The Milwaukee Bucks, John Deere, Tough Mudder, Master Lock and Microsoft. Additionally, he has been featured in publications including The Wall Street Journal and Crain’s. "I want people to proactively choose either to do it or not to do it so that they can get all in to whatever makes the most sense for them."    Key themes included: 1. Business acquisition vs. startup benefits 2. Financial advantages of business buying 3. Financing accessibility like SBA loans 4. Entrepreneurial journey and personal control 5. Small businesses' economic contribution 6. Knowledge and resource investment importance 7. Relationship-building for business success — Discounted Pre-Order: www.grititdone.com  Reid's Website: www.reidtileston.com  On LinkedIn: https://www.linkedin.com/in/reidtileston/  On Twitter: https://twitter.com/reidtileston — Follow Dana on LinkedIn: https://www.linkedin.com/in/danabrobinson/ Follow Dana on Instagram: @danarobinsonofficial Subscribe to Dana’s weekly newsletter at danarobinson.com — If the information in these conversations and interviews have helped you in your business journey, please subscribe to the show, and leave me an honest review. Your reviews and feedback will not only help me continue to deliver great, helpful content, but it will also help me reach even more amazing entrepreneurs just like you! *Some of these links might be affiliate links.  Thank you in advance if you choose to work with one of the companies I believe in.  The money I make from your purchase helps to keep the content you enjoy, and rely on to grow your own business, free to you. Thanks for tuning into this episode of Exit Plan!

Chris Parisi began his entrepreneurial journey young, mowing lawns before diving into the worlds of accounting and private equity. Now a partner at Carl Marks Advisors, he specializes in mergers and acquisitions for family-owned businesses, blending a sharp acumen for finance with a deep respect for the legacy of family enterprises. Known for his approachable nature and effective communication, Chris thrives on educating and guiding business owners through the complexities of selling their businesses. His ability to simplify intricate financial details and nurture client relationships ensures that every transaction is transparent and tailored to meet individual business goals. "...they've been the smartest guy in the room... And they get into this process and all of a sudden they're not. And it's my job to make sure that...they fully understand every step in this process." Key themes included: 1. Structuring private equity buyouts and partnerships. 2. Evolution and perception of private equity firms. 3. Importance of efficient business operations. 4. Role of advisors in complex transactions. 5. Selling and evaluating family-owned businesses. 6. Adjusting business financials before selling. 7. Impact of price adjustments on earnings. — Email Chris: cparisi@carlmarks.com  On LinkedIn at https://www.linkedin.com/in/cfparisi/ — Follow Dana on LinkedIn: https://www.linkedin.com/in/danabrobinson/ Follow Dana on Instagram: @danarobinsonofficial Subscribe to Dana’s weekly newsletter at danarobinson.com — If the information in these conversations and interviews have helped you in your business journey, please subscribe to the show, and leave me an honest review. Your reviews and feedback will not only help me continue to deliver great, helpful content, but it will also help me reach even more amazing entrepreneurs just like you! *Some of these links might be affiliate links.  Thank you in advance if you choose to work with one of the companies I believe in.  The money I make from your purchase helps to keep the content you enjoy, and rely on to grow your own business, free to you. Thanks for tuning into this episode of Exit Plan!

RJ Burr, 48, is a third-generation producer of American oil. Born into the industry, Mr. Burr was on his first location before he could walk and has been fascinated by the production of oil his entire life.   Within 3 months of graduating high school, RJ Burr funded his first partnership and never looked back. RJ Burr is now the Senior VP of Corporate Operations at Panex.  With a main focus on the Gulf Coast, Mr. Burr’s companies have raised and deployed over $300 million in upstream development and have partnered with some of the largest oil and gas companies, namely Shell, BP, and Marathon, to develop several million barrels in reserves. "I think, no, we're not perfect. We've made mistakes. But by God, we're the only country in the history of the world that has tried to fix our mistakes, and we paid dearly for it."  Key themes included: 1. Challenges of transitioning to green energy 2. Free market influence on energy adoption 3. Oil industry dynamics and economic impact 4. Environmental implications of oil vs. green energy 5. Importance of entrepreneurial mindset in business 6. Tax benefits and incentives for oil investments 7. American oil companies' role in the global market — Follow RJ's website: https://www.panex.us/  On LinkedIn at https://www.linkedin.com/in/rj-burr-06a609162  — Follow Dana on LinkedIn: https://www.linkedin.com/in/danabrobinson/ Follow Dana on Instagram: @danarobinsonofficial Subscribe to Dana’s weekly newsletter at danarobinson.com — If the information in these conversations and interviews have helped you in your business journey, please subscribe to the show, and leave me an honest review. Your reviews and feedback will not only help me continue to deliver great, helpful content, but it will also help me reach even more amazing entrepreneurs just like you! *Some of these links might be affiliate links.  Thank you in advance if you choose to work with one of the companies I believe in.  The money I make from your purchase helps to keep the content you enjoy, and rely on to grow your own business, free to you. Thanks for tuning into this episode of Exit Plan!