Tune in to our latest podcasts
We’ve assembled a library of podcasts to assist you in your pursuit of maximizing your business value.
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
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.
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.
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.
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.
Chip Conley built the world’s second largest boutique hotel chain to 3500 employees, but after a near death experience, Chip realized he wanted out. Chip went on to become Airbnb’s Head of Global Hospitality and Strategy, where he mentored co-founder Brian Chesky. Conley went on to create MEA — the Modern Elder Academy — the world’s first ‘midlife wisdom school’. In this episode, you’ll discover how to avoid a midlife crisis, ensure you're happy after you sell, and much more.
Jason Cohen is the founder of both SmartBear and WP Engine, both companies that have achieved a valuation of more than $1 billion, making them “unicorns” in the parlance of Silicon Valley. This is our first installment in a series we’re referring to as Legends of the Deal, which will chronicle the life lessons of extraordinary achievers in the world of value building. In this episode, you’ll discover how to spot burnout before it's obvious, get past your freedom line, distinguish between your company’s values and its purpose (and why you need one more than the other), and more.
Josh Anhalt started GreenPath Energy in 2007 to help oil and gas companies detect methane leaks in their pipes. Over the years, Josh tried and failed to sell his company three times only to have each deal thwarted for a different reason. By 2023 GreenPath was generating more than $8 million in revenue when they finally agreed to be acquired by a competitor for around 7 times EBITDA, 90% of which was paid in cash with the balance paid in stock of the acquirer. In this episode, you’ll learn how to avoid having your deal fall apart at LOI, negotiate with a competitor, and more.
J.B. Sauceda built a logistics company that helped brands like Howler Brothers ship online orders. At their peak, Sauceda’s company had a 150,000 square foot warehouse, 150 employees and was on track to hit $14 million in annual sales when a fateful meeting at an industry conference led Cart.com to make an acquisition offer Sauceda couldn’t refuse. In this episode, you’ll discover how to recruit hourly workers, write job descriptions that garner attention, and more.
This week, we continue our series called Inside the Mind of an Acquirer. We started this special series of interviews with acquirers because we want you to understand the perspective of the person across from you in a negotiation to buy your business. This week, we sat down with Bakari Akil, who has acquired two $30 million businesses and now teaches Cornell MBA candidates about entrepreneurship through acquisition. You’ll learn how to accelerate growth through acquisition, and more.
Mark Ferrier founded the marketing agency TRAFFIKGROUP and grew it to over $2M in EBITDA before agreeing to be acquired by the private equity group Onex in an eight-figure exit. Mark decided to sell when a friend revealed that most founders end up wishing they had sold 50% sooner for 25% less. This episode is packed with wisdom for service-based businesses, including how to drive employee engagement with a “Holy Crap” fund, buy out minority partners, and more.
Mark Ferrier built the marketing agency TRAFFIKGROUP to more than $2 million of EBITDA before it was acquired by the private equity group Onex in an eight-figure exit. In this first of a two-part interview, Mark shares the story of how he got started in the marketing agency world and how a rift with his former partners left him on the wrong end of a $2 million lawsuit. You’ll learn how to get alignment with your majority partners, buy out your partners, and more.
When Jon Cross founded Pondera Solutions in 2011, his goal was to reduce fraud in U.S. government programs like Medicaid and unemployment insurance. By 2020 Cross and his partners had built Pondera to more than $9 million in annual recurring revenue when they received an offer from Thompson Reuters for a reported $124 million. In this wide-ranging interview, you’ll learn how to take some chips off the table while still benefitting in the upside of a majority re-capitalization, Recruit experienced employees for less than market, and more.
In 2017 Lloyed Lobo and his partner, Alex Popa, founded Boast, a software application designed to simplify the process of applying for research and development tax credits. The bootstrapped company struck a chord with customers that found the process of applying for R&D tax credits cumbersome. By 2020 Lobo and Popa had built Boast to more than $5 million in revenue when they agreed to a $23 million majority recapitalization from Radian Capital. In this episode, you’ll discover how to capitalize on the credibility of big-name speakers to elevate your brand.
At the age of 41, Rob Walling sold Drip, an email marketing software, for enough money that he “would never have to work again.” His only problem? Figuring out what to do next. In this special edition of Built to Sell Radio, we explore how to redefine your purpose and find happiness and fulfillment after you exit your business. You’ll discover how to decide when to sell your business, calculate your minimum number, manage your mental health during an earn-out, leverage “The 6th Month Rule,” spot the early warning signs of entrepreneurial burnout, and more.
Sarah Dusek and her husband started Under Canvass, which offered large-scale tented hotels (think “glamping”) outside national parks around the U.S. The stress of having her entire net worth tied to her business eventually caught up to Dusek, and she decided to sell a majority stake of her business to a private equity group (KSL Capital). Dusek rolled 25% of her equity and stayed on as CEO. By the time she stepped down from her leadership role, Under Canvass was worth more than $100 million. This episode is jampacked with insights, including how to use venture debt to finance your growth, vet potential investors, and more.
In 2015, Michia Rohrssen co-founded a SaaS business called Prodigy to help car dealerships sell online. He grew the company to $3.3M in annual revenue when he faced a difficult decision. Rohrssen thought he could sell Prodigy for around 4-6 times revenue, but after paying off his investors, there wouldn’t be much left over for the founders. In his first interview since announcing the incredible deal, Rohrssen shares how to maximize your company's attractiveness.
Casey Cavell has plenty of party stories: he dropped out of college to become a professional poker player, tried his hand (successfully) at buying self-storage facilities and apartment complexes, and eventually found his way to the business of baseball. More specifically, a franchised baseball academy for 5-10 year olds that he grew to five locations. Cavell walks us through the lessons he learned from his successes and failures that led to his eventual exit.
In 2017, Amman Ahmed founded MusicForPets, which launched the YouTube channels “RelaxMyDog” and “RelaxMyCat.” These channels aim to alleviate pets’ anxiety, whether due to stress or their owners’ absence. Under Ahmed’s leadership, the channels amassed over 2 million subscribers and generated a 7-figure profit, largely because of effective SEO. As the business saw a surge in paid monthly website subscribers, it garnered the interest of California-based hip-hop label, Create Music Group, which extended a lucrative 8-figure offer that Ahmed couldn’t turn down. Listen to this episode to learn how to elevate your brand's reputation.
In 2012, Jaclyn Johnson In 2006, Chad Rubin crafted Skubana, a tool specifically designed to streamline the operation of his e-commerce store across diverse channels. Sensing the software’s potential, Rubin decided to offer Skubana to other online business owners. The platform rapidly resonated with e-commerce entrepreneurs, accumulating $5 million in annual recurring revenue by 2021. The company’s success drew the interest of prospective buyers, eventually culminating in an irresistible offer from 3PL Central, a premier provider of warehouse management software. Listen to this episode to learn how to build your moat in a competitive industry.
In 2006 Kelby Zorgdrager started DevelopIntelligence, an outsourced training provider that helps programmers develop new skills and adapt to ever-changing technologies. Listen to this episode to learn how to sell to a fortune 500 giant and more.
In 2012, Jaclyn Johnson founded Create & Cultivate, a media company that educates and inspires women to succeed in business. Listen to this episode to learn how to ensure your business can succeed without you, build a thriving online community, and more.
In 2002 Chuck Crumpton started Medpoint to help businesses bring medical devices and pharmaceuticals to market. The company quickly took off after Crumpton landed a prominent blue-chip client. Listen to this episode to learn how to reduce your dependency on a single customer. .
In 2013 South African entrepreneur Jason Bagley started Firing Squad, a lead generation company specializing in cold emails. Listen to this episode to learn how to write cold emails that people actually open, increase pricing without losing your customers and more.
In 2012, Ryan Coon started Rentalutions, a platform to help landlords manage and communicate with their tenants more effectively.. Listen to this episode to learn how to convert free users into paying customers using one surprising method and more.
Touraj Parang has experienced the highs and lows of selling a company. In 2009, Parang sold his first company, Jaxtr, for pennies on the dollar. Listen to this episode to learn how to Avoid the most common mistake made by first-time sellers. and more.