Michael Levison

Greg Romanzo on Hiring, Training, and Retaining Sales People in a Commoditized Business

Greg Romanzo and his partners spent 17 years growing a freight forwarding business. As the company expanded to 200 employees, the partners faced a realization: their decisions now impacted 200 families. This responsibility became overwhelming, and they decided to sell. In this episode, you’ll discover how to avoid the lifestyle company trap, protect your business model in the face of changes in your industry, create a great culture with multiple owners, and much more.

Aeroport de Paris’ Acquisition of Merchant Aviation with Kiran Merchant

Kiran Merchant spent decades as a consultant to the aviation industry, so when a boss refused to grant him an $8,000 raise, he decided to leave his employer to start his own aviation consulting firm. Two years later, he sold Merchant Aviation to Aeroport de Paris, one of the largest aviation companies in the world for a high single-digit multiple of EBITDA. In this episode, you’ll learn how to attract senior-level employees when you don’t have a large budget, make your company appear much bigger than it really is, and more.

Chris Voss on Negotiating the Sale of Your Business

Chris Voss, the bestselling author of Never Split the Difference. Chris used his many years of experience in international crises and high-stakes negotiations to develop a unique approach to negotiation and this week, he talks about how his approach applies to selling a business. Prior to starting his training firm, The Black Swan Group. In this masterclass on negotiating the sale of your company, Chris will teach you how to get the deal terms you want, avoid an earn out, and more.

How Aaron Leibtag Got $15 Million for a 15-Employee Company

Aaron Leibtag cofounded Pentavere Research Group, a digital health company that identifies patients not receiving the medications or interventions they should be receiving because critical data is buried in a patient’s electronic health record. Despite having just 15 employees, they attracted an acquisition offer that valued Pentavere at $15 million. In this episode, you’ll discover how to find a strategic acquirer, get an acquirer to focus on future potential rather than historical EBITDA, avoid re-trading by leveraging radical candor, and more.

Basem Hanna on Getting $25 Million for TerrAscend

Artificial Intelligence (AI) is all the rage these days, but do you remember the cannabis craze? Basem Hanna sure does. He rode that wave to perfection, leaving his cannabis startup with a cool $25 million and shares that could be worth double that one day. This week’s episode of Built to Sell Radio is a no-holds-barred chat (yep, expect some strong language) about making it big in the green rush. Beyond an entertaining story, you’ll also take away some practical tips on how to make critical decisions at high-pressure moments, raise money from a hedge fund, and more.

The Million Dollar Call with Alexx Leyva

In 2015, 25-year-old Alexx Leyva was traveling around Thailand when a shocking phone call brought him back to the United States to take over his father’s $3 million business. Over the next five years, Alexx and his brothers tripled the company and ended up selling it for more than $20 million. This episode is a must-listen for anyone who works with family and friends. You’ll learn how to 10x your team, leverage job scorecards, create a high performance culture, and more.

The Acquisition Entrepreneur with Steve Divitkos

In recent years, “entrepreneurship through acquisition” courses at Ivy League MBA programs have surged in popularity, outshining traditional classes in marketing or corporate finance. As a business owner, you’re likely to encounter increased interest from these eager MBA graduates keen on acquiring your company with the backing of people who specialize in funding these first-time entrepreneurs. In this episode, you learn how to ace your meetings with potential acquirers.

Maximizing Value: Strategies for Successfully Selling a Minority Business Enterprise (MBE)

Owners of Minority Business Enterprises (MBEs) face a unique set of challenges when it comes to selling or exiting their companies. The stringent requirements for MBE certification, limited buyer pool, over-reliance on government contracts, and excessive customer concentration can significantly impact the valuation and salability of an MBE. However, by proactively addressing these challenges and …

Maximizing Value: Strategies for Successfully Selling a Minority Business Enterprise (MBE) Read More »

Aligning Incentive Compensation For Administrative Personnel with Strategic Goals

In virtually any growth-oriented business, recognizing the role of incentive compensation in aligning team efforts with company objectives is important. This is particularly relevant for administrative positions, which play a key role in the efficient operation and success of small and medium-sized enterprises (SMEs). The Role of Incentive Compensation Incentive compensation differs from regular salaries …

Aligning Incentive Compensation For Administrative Personnel with Strategic Goals Read More »

Maximizing Your Exit: The Strategic vs. Financial Buyer Decision

When the time comes to sell your business, the path you choose can significantly impact not just the financial outcome but the legacy you leave behind. For small and medium-sized business owners, the decision between a strategic and a financial buyer is pivotal. This distinction is not merely academic; it directly influences your ability to …

Maximizing Your Exit: The Strategic vs. Financial Buyer Decision Read More »