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Each year, I set a goal of reading 15 books (I’m currently at 14.)  My favorite subjects tend to be business, negotiation, psychology, comedy, and sports. My 2021 favorites were Sapiens, The Ride of a Lifetime, and Never Split the Difference. Of the books I read in 2022, the following three stand out as the most exceptional. The Nineties by

Baseball is back and spring training is underway! As an M&A professional and lifelong Dodgers fan (who once had the bucket list experience of visiting all MLB stadiums and appearing on the Tonight Show with Jay Leno), I’ve been reflecting on similarities between MLB teams preparing for the upcoming season and entrepreneurs preparing to sell

Most buyers of healthy businesses that sell between $5M – $50M base their valuation on a Multiple of Adjusted EBITDA. EBITDA stands for Earnings Before Interest, Tax, Depreciation, and Amortization, and while it is not a perfect metric, it is commonly used by buyers or investors to measure a company’s financial performance. To determine Adjusted

Are you aware that only an estimated 20–30% of companies brought to market actually sell? To increase your odds of success, it is essential to be educated, realistic, and committed. As you consider selling your business, you need to understand common pitfalls and preventable mistakes that derail transactions.   1. Inconsistent Financials Most businesses under

Last month, I shared the top five seller mistakes that kill M&A transactions. Today we’ll dive deeper into the #1 deal killer—poor financials. Most entrepreneurs with revenues under $15M don’t see a benefit in strong financial reporting. They know their businesses inside and out and run them by gut feel. If there’s sufficient cash in