by scottsylvan | Feb 16, 2026 | podcast
You could be highly profitable and still be worth less than you think. Buyers don’t purchase profit — they buy reliable profit. Profit is a lagging indicator. It reflects decisions you’ve already made, not what a buyer can count on going forward. Buyers...
by scottsylvan | Feb 16, 2026 | podcast
If the business needs one person to hold it together, buyers won’t pay for the growth — they’ll discount the fragility. The founder who built everything, knows everything, and approves everything is not an asset in a sale. They are a liability. Buyers and...
by scottsylvan | Feb 16, 2026 | podcast
You can grow faster and still become less valuable. Some growth decisions increase risk faster than they increase profit. And in the buyer’s model, risk always shows up as a discount. Valuation doesn’t come from growth alone — it comes from the quality of...
by scottsylvan | Feb 16, 2026 | podcast
Buyers don’t pay for extra hustle. They pay for control. When an investor, private equity firm, or strategic buyer evaluates your company, the question they’re really asking is: can this business produce the same results every time, without depending on...
by scottsylvan | Feb 16, 2026 | podcast
Predictable revenue does one thing above everything else — it makes a buyer relax. Uncertainty is what buyers discount. When they see volatility in your numbers, inconsistent pipelines, and last-minute saves, they assume downside scenarios in their model. That...
