Visit us at:
Bsalesgroup.com,
DesignMySale.com,

MyBizValue.com

Deals rarely collapse because the idea is bad—they fall apart when the numbers can’t carry the story. We sat down with Patrick McMillan, a seasoned quality of earnings specialist with Ampleo, to show how sellers can turn diligence from a gauntlet into an advantage. From decoding what “quality” actually means in earnings to explaining why EBITDA is only a proxy for cash flow, we break down the practical steps that preserve price and speed to close.

We get specific about where value leaks: customer concentration, deferred revenue, under/over-billings in project work, and the accruals most teams skip—PTO and year-end bonuses. Patrick explains how a sell-side Quality of Earnings reframes the process: you uncover issues while you still control the fix, present a clean, defensible narrative, and walk buyers through a reconciled data room instead of apologizing under pressure. The result is fewer retrades, tighter timelines, and a higher “experience grade” from buyers who want to know they can work with your team after the ink dries.

If you’re preparing to sell, this conversation is your playbook for converting cash-basis chaos into accrual clarity, setting a realistic working capital peg, and translating adjustments into a story investment committees can approve. Whether you run SaaS, construction, or services, you’ll learn how to make your earnings more predictable, your cash flows more believable, and your valuation more durable.

If this was useful, follow the show, share it with a founder who’s thinking about an exit, and leave a quick review telling us the one diligence hurdle you want to master next.

Visit us at:
Bsalesgroup.com,
DesignMySale.com,

MyBizValue.com

When business owners face the pivotal question of whether to sell or continue building their company, the answers are rarely straightforward. The Utah chapter of Exit Planners (EPI) takes you inside this crucial decision-making process through two compelling real-world case studies that illuminate the complexities of business transitions.

A rapidly growing software company valued at $31 million stands at the crossroads: cash out now or double down on growth? With 30% of revenue tied to a single customer and AI technological disruption looming, expert advisors weigh in on the strategic options. Witness how exit planning professionals evaluate customer concentration risk, technological changes, and personal readiness factors that influence these high-stakes decisions.

The conversation takes a fascinating turn when examining a family-owned cabinet business where six children work alongside their father-owners. When the brothers took simultaneous vacations and returned to chaos, they realized their dream of a smooth family transition might be in jeopardy. This case study reveals the emotional complexity of family business transfers and practical approaches to navigating these delicate situations.

Throughout both discussions, critical exit planning themes emerge: the necessity of personal financial planning before business decisions, the importance of assembling the right advisory team early, the value of structured 90-day improvement "sprints," and the nuanced trade-offs between maximizing value and achieving personal goals. Expert perspectives from wealth managers, CPAs, M&A advisors, and business coaches provide a multi-dimensional view of these challenges.

Whether you're years from exit or actively considering a transition, these real-world scenarios offer invaluable insights into the human and financial aspects of one of the most significant decisions a business owner will ever make. Subscribe now and join us next month as we explore how to handle letters of intent and negotiation strategies for better outcomes.

Visit us at:
Bsalesgroup.com,
DesignMySale.com,

MyBizValue.com