Built to Sell Radio

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Ep. 116 Bitcoin - The Investor vs. The Acquirer Nov 09, 2017

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Back in 2013, Dave Ripley became fascinated with Bitcoin. The cryptocurrency market was gaining notoriety and Ripley and a friend decided to start Glidera, a company focused on creating tools to help developers integrate cryptocurrency.

Ep. 115 How to Get Negotiating Leverage When You're Desperate Nov 02, 2017

Show notes

Chris Muench started C-Labs in 2008 to go after the burgeoning opportunities presented by the Internet-of-Things (IOT). He began by writing custom software applications that allowed one machine to talk to another. In 2014, he got the industrial giant TRUMPF International (no, not Trump) to acquire 30% of C-Labs, which gave him the cash to transform his service offering into a product.

Ep. 114 Selling a Main-street Business Oct 18, 2017

Show notes

Jim McManaman started his accounting firm in a small town of 3,000, so when he decided to sell, he had to figure out how to do it without tipping off his employees. McManaman is well known in town, so he relied on secret, out-of-town meetings with buyers and Sunday sessions in his board room to keep things quiet.

Ep. 113 How to Get More Than 1 Times Revenue for a Company with No Hard Assets Oct 11, 2017

Show notes

Etienne Borgeat co-founded PCO innovation, an IT consulting firm, in 2000. By 2016, the firm had 600 full-time employees and offices around the world, which is when Accenture knocked on their door.

Ep. 112 The Strategic vs. The Financial Buyer Oct 04, 2017

Show notes

Tom Franceski and his two partners built DocStar up to 45 employees when they decided to shop the business to some private equity (PE) investors. The PE guys offered four to six times Earnings Before Interest Taxes Depreciation and Amortization (EBITDA), which Franceski deemed low for a fast-growing software company.

Ep. 111 How to Sell a Consulting Firm Sep 27, 2017

Show notes

Susan Hrib started an oil and gas industry consulting firm called Signum back in 1994. Recently Hrib received a call from an industry contact who said they would be interested in buying Signum. After more than 20 years in the same company, Hrib decided she was ready to move on.

Ep. 110 How Mainspring Went From a Valuation of 1 to 5 Times Revenue Sep 20, 2017

Show notes

In 2014, Hank Goddard got an offer of one times revenue to buy his software company, Mainspring Healthcare Solutions.

Goddard said, "No, thank you".

A year later, the acquirer came back and doubled their offer to two times revenue. Again, Goddard declined.

Ep. 109 How to Exit a Consulting Business Sep 13, 2017

Show notes

Sohail Khan built J.V. Global Consulting into a $3 million consulting business, offering training boot camps and consulting on how to set up joint venture partnerships. Khan was approached by one of his clients wanting to buy his business. Khan rejected their initial offer, but when they came back with a deal worth in excess of eight figures, Khan couldn't refuse.

Ep. 108 Lessons from Home Depot's Acquisition of a $100 Million Juggernaut Blinds.com Sep 06, 2017

Show notes

Jay Steinfeld started selling blinds online in 1993. The e-commerce pioneer went on to build Blinds.com into a $100 million category killer before Home Depot decided enough was enough and made Steinfeld an offer he couldn't refuse.

Ep. 107 Negotiation Secrets From Three Exits Aug 30, 2017

Show notes

Dan Martell started Spheric Technologies to help Fortune 500 companies build website portals, an emerging business back in 2004. Within four years, Martell had scaled the business to 30 employees when he received an acquisition offer that would change his life.

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