by scottsylvan | Mar 15, 2026 | Uncategorized
Most business owners spend years building something valuable and about six months thinking about how to sell it. That gap is why the majority of exits underperform. You end up at the table without a seller thesis, without a plan, and without the preparation time that...
by scottsylvan | Mar 9, 2026 | Uncategorized
If the business cannot run without you, it will not sell without you. That sentence should echo in your mind every time you make a decision about who owns what, who approves what, and who has the relationship with which client. Buyers and investors pay premiums for...
by scottsylvan | Mar 9, 2026 | Uncategorized
One customer or one relationship should never control your exit. What feels like a strong relationship — one you have built and protected for years — signals fragility to every buyer who opens your books. Excell Eddy loves to look at risk. Any time one relationship,...
by scottsylvan | Mar 9, 2026 | Uncategorized
Multiples are not arbitrary numbers. They are risk shorthand. When a buyer quotes you a multiple, what they are really communicating is their confidence score — how certain they are that the earnings and continuity of the business will hold after the handoff. Price...
by scottsylvan | Mar 9, 2026 | Uncategorized
Exit is a transition, not a transformation. If you wait until you are ready to sell to fix the business, buyers will see an unfinished product and price it like a turnaround — not an asset. The money you leave on the table goes directly to the buyer who comes in,...
by scottsylvan | Mar 9, 2026 | Uncategorized
When a buyer says “too much risk” — they are not being vague. They are telling you exactly what they found. Every ding and dent in a mid-market deal has a name, a category, and a formula that converts it into a dollar amount subtracted from your multiple....
