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.

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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

💡 Key Takeaways for Business Owners

✅ Why Having the Right M&A Team Saves You Millions

• Choosing the wrong attorney can cost you $20K–$30K+ in unnecessary fees — and potentially kill your deal.
• M&A is a specialty. Using your “business lawyer” or “family attorney” is like hiring a general practitioner for heart surgery.
• Your M&A attorney is not just legal support — they’re your project manager, strategist, and translator in the deal.

📉 The Most Common Mistakes Sellers Make

• Sharing sensitive financials without a Non-Disclosure Agreement (NDA).
• Disclosing too much, too soon — especially without context or “the story.”
• Believing every buyer is “the one” without vetting or protection.

🚨 Every Business Has "Hair" — And That’s Okay

• Every deal has problems. The key is to disclose early and fully.
• Surprises are the #1 deal killer. Transparency earns trust and keeps deals alive.

💰 Want to Pay 0% in Capital Gains Tax?

• Learn about Qualified Small Business Stock (QSBS):
  • Sell stock in your C-Corp and pay 0% federal capital gains.
  • Must plan ahead — this only works if the stock is held for 5+ years.
  • Ideal for startups and companies planning an exit in the future.

🤖 How AI is Revolutionizing M&A (and Your Legal Bill)

• AI is reducing legal costs by automating document reviews, due diligence, and even drafting letters of intent.
• But experience still matters — AI can’t replace judgment, context, or gut instinct.

💬 Final Advice from the Experts

📞 Want to Prepare for the Best Exit of Your Life?

Connect with:

• Rick J. Krebs – BusinessSalesGroup.com
• Scott Ehrlich – sklarkirsh.com | sehrlich@sklarkirsh.com

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

MyBizValue.com

In this episode, discover how smart exit planning strategies drove a $900K increase in business value—and what life looks like after the sale.

What really happens when the deal closes?

In this raw and insightful conversation, Gary shares his multi-year journey selling his roofing company—from an initial failed attempt to a competitive seven-offer bidding war. He also reveals the unexpected emotional aftermath of stepping away from the business he built.

Episode Highlights:

• From Setback to Seven Offers: Gary’s first attempt to sell fell flat. After revamping operations, upgrading his team, and shifting to accrual accounting, the second go-around attracted serious buyer attention.
• $900K Value Boost: Targeted operational and financial improvements added nearly a million dollars to the company’s valuation.
• Life After the Sale: Retirement felt “weird.” Hear how Gary filled the void with family, golf, and even mountain climbing training.

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

MyBizValue.com

In this episode we recorded a live webinar of the Exit Planning Institute, Utah Chapter of Exit Planners where we listen to the expertise and advice of 3 people who were involved in the sale of a business: Chris Badger($80 Million Sale), Howard Flores (under $5 Million), Don Mealing (somewehere in between on multiple transactions). This is a seller panel discussion with questions from the audience.

Each panelist shares powerful insight and ideas about what to avoid and how to win when selling a business. You will learn how owners left over $10 Million on the table when they sold their company.

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

MyBizValue.com

Rick Krebs and guest Josh Hogge discuss a successful business sale involving a financial advisor who effectively guided the client through the process as a "quarterback".

The advisor, who typically consults clients on financial matters, demonstrated his value by coordinating with business brokers and CPAs. He facilitated a valuation, attended key meetings, and utilized the Business Sales Group "LOI Guys" AI tool evaluate the LOI, ensuring no critical details were overlooked.

The client received twice the appraised value, highlighting the advisor's strategic role. The advisor's confidence and expertise were boosted, leading him to focus more on M&A deals. The client expressed gratitude, emphasizing the advisor's crucial role in closing the deal.

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

MyBizValue.com

In this podcast we discuss the complexities of selling a business, featuring Matt Gruber, an entrepreneur with a legal background. Matt shares his experience of losing a business due to lack of succession planning and the importance of documenting and cloning business knowledge. He introduces Cotingency, a service that uses AI to help business owners systematize their operations and prepare for exits. Matt emphasizes the need for business owners to understand their business's value and plan for contingencies, especially in family-owned businesses. He also highlights the practical use of AI in creating task lists for key personnel in emergency situations.

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

MyBizValue.com