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...
by scottsylvan | Feb 15, 2026 | podcast
The biggest valuation haircut usually comes from risks you do not even realize you are broadcasting. Buyers don’t discount what is bad — they discount what is uncertain. A missing SOP is a ding. Uncertainty in the sales process is a ding. Missing HR documents...
by scottsylvan | Feb 15, 2026 | podcast
You can grow revenue and still make your company worth less. Most mid-market owners never examine that idea until a buyer sits across the table and the offer lands $2 million below what they expected. Exit strategy planning is not something you do when you decide to...
