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...
by scottsylvan | Feb 16, 2026 | podcast
If you’re waiting to get to the edge of exit before you start to repair, you’re giving away money. The businesses that command premium exits started preparing three, four, and five years in advance — running their company like a buyer was coming to...
by scottsylvan | Feb 16, 2026 | podcast
Buyers don’t pay more because they like your business. They pay more when they trust it. What drives that trust is evidence. Not stories. Not projections. Evidence. Optimism is a belief. Confidence is evidence. Sellers tell stories. Buyers pay for proof. When...
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...
