by site editor | Mar 20, 2026 | podcast
https://youtu.be/Y0N_5cRbDr8 Buyers and sellers reveal information constantly in M&A negotiations — without saying a word. A team member who looks at the owner every time a difficult question is asked is signaling that information is not distributed. A buyer who...
by site editor | Mar 18, 2026 | podcast
When a buyer evaluates your business, they are not just paying for what the business has done. They are paying for what it will do after they own it. Project-based revenue is a promise. Recurring revenue is a contract. Buyers pay significantly more for contracts than...
by site editor | Mar 18, 2026 | podcast
Most business owners structure their financials to minimize taxes. That strategy works well right up until the moment they try to sell. When a buyer opens your data room and finds inconsistent reporting, personal expenses buried in the P&L, and revenue recognition...
by scottsylvan | Feb 16, 2026 | podcast
You could be growing fast and becoming less valuable at the same time. That is one of the most misunderstood truths in business exits — and it costs owners real money at the closing table. What buyers and investors do not want to see is growth that requires constant...
by scottsylvan | Feb 16, 2026 | podcast
Messy books don’t just reduce valuation. They kill deals. Buyers don’t pay for revenue they can’t trust. If your controller quit today and walked out the door, could someone else reproduce accurate monthly statements by a specific date? If the answer...
by scottsylvan | Feb 16, 2026 | podcast
If it’s true that one customer can make you rich, it’s also true that one customer can make your company virtually unsellable. Customer concentration isn’t a sales problem. It’s a valuation problem. When one client, one channel, or one...
