The Exit Brief
One story, one insight, one thing business owners can use. Published monthly.
Articles
In-depth writing on the decisions and metrics that determine what your business is worth.
A $5.4 million offer collapsed to $1 million after a buyer's QoE found inflated add-backs, 38% customer concentration, and a misrepresented cash position. Here's how to make sure that never happens to you.
A summer departure from the usual playbook. Rick Rubin's four-phase creative process, the conveyor belt analogy, and what all of it has to do with building a better business.
60% of lower-middle market exits happen involuntarily — health, burnout, partner disputes, market changes, or financial distress. Here's what that costs you, what you can't fix on the way out, and where to start.
Thinking about growth and managing it are two different things. Here's why quarter-over-quarter tracking, the right measuring stick, and the pipeline math behind your targets are what separate good businesses from great ones.
Customer concentration is one of the most common deal killers in the lower-middle market. Here's what it costs you at the closing table — and a seven-step plan to fix it.
85% of an owner's wealth is in their business. Only 2% know what it's worth. Here's why tracking valuation early is one of the highest-return decisions you can make.
Buyers think about Add-on vs. Platform every time they evaluate a business. Most owners never ask the question. Here's what it means — and how to transform yours into a Platform.
The right leadership structure isn't the one you inherited — it's the one that drives growth. Here's how to assess what you have, what you need, and when fractional support makes sense.
NPS leaders outgrow competitors by 2–3×. Referred customers convert 70% more and are 16% more profitable. Here's why customer experience is your highest-ROI growth lever.
The LTV:CAC ratio is the most important metric most buyers never look at during diligence. Here's how to measure it with limited data — and how to use it before you sign.
A post-acquisition profit dip is normal — but it doesn't have to be accepted. Here's what causes the J-Curve and exactly how to flatten it before day one.
Band-aid hires compound into bloated payroll. Strategic hires compound into enterprise value. Here's how to make the shift.
The LTV:CAC ratio is the most important metric in business. Improving it from 2x to 3x can nearly triple your valuation. And it starts with the small things.
Ask any buyer their number one deal killer. The answer is always the same: Key Man. Here's how to define it, why it kills deals — and a seven-step process to solve it.
Two identical businesses. One exits at $6M. One exits at $18M. The difference isn't luck — it's preparation. Here's the side-by-side breakdown.
Your sales and marketing function will be under the microscope in due diligence. Here's what buyers look for — and how to get ready before they ask.
HR is one of the most overlooked parts of exit prep. Here are 10 people-focused actions that directly improve your business's value and due diligence readiness.
Two businesses, same revenue, 750% difference in exit value. Productivity is how all companies are judged — here's how to improve yours.
90% of businesses fail to exit — and most that do see reduced valuations. Here are the 10 reasons why, plus a bonus deal-killer at the end.
Messy financials kill deals before they start. Here's how to build PE-ready reporting now — so your numbers tell a compelling story when it counts.
A practical, no-excuses checklist. Some take five minutes. Some take five months. All of them move the needle on enterprise value.
Most owners assume buyers are lined up. Here's the hard truth about what PE firms actually look for — and what disqualifies most companies before serious conversations even begin.