The $50M Company That Almost Couldn’t Be Sold | Robert E. Jones
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The $50M Company That Almost Couldn’t Be Sold | Robert E. Jones
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A $50 million company with 600 employees almost fell out of its own sale. Not because of revenue, but because every decision still ran through two people.
Most owners think exit planning starts when they call an M&A advisor. In this episode of GovCon Unscripted, host Chelsea Roberts talks with Robert E. Jones, CPA and Principal Advisor at Corvata, who has spent 20+ years in government contracting, and says that by then the value of the business is already fixed. The real work happens two to five years earlier, left of the transaction, where structure, discipline, and decision flow still can be changed.
In this conversation, Robert breaks down his Enterprise Readiness Operating Model, the seven decision failure modes that stall companies, why owner-dependency scares off buyers, and how tightening operations can move an EBITDA multiple from the low end of a 6 to 9x range to the high end. He also shows how tools most contractors already pay for can cut a 12-hour payroll run to two or three hours.
Timestamps:
00:00 Does anyone actually plan the exit?
01:00 “You will exit your business”: on your terms or not
02:00 Left of the transaction: where value is still changeable
03:00 The Enterprise Readiness Operating Model (structure, discipline, decision flow)
06:00 The seven decision failure modes
11:00 Due diligence: documents that “magically appear”
13:00 The $50M company that almost couldn’t be sold
20:00 Policy vs procedure vs work instructions
21:00 Getting off paper: SharePoint, Planner, and the tools you already own
25:00 Value growth: profitability, the multiplier, and the multiple
29:00 The 10-year math: working backward from the day you want out
33:00 The three kinds of optionality this work buys you
Resources:
Follow Robert E. Jones
Follow Chelsea Roberts
Other resources:
Corvata's Website
Schedule a consultation
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