M&A Murders & Accusations: The Good the Bad and The Ugly of Selling Your Business

Deals rarely collapse because the idea is bad—they fall apart when the numbers can’t carry the story. We sat down with Patrick McMillan, a seasoned quality of earnings specialist with Ampleo, to show how sellers can turn diligence from a gauntlet into an advantage. From decoding what “quality” actually means in earnings to explaining why EBITDA is only a proxy for cash flow, we break down the practical steps that preserve price and...

When business owners face the pivotal question of whether to sell or continue building their company, the answers are rarely straightforward. The Utah chapter of Exit Planners (EPI) takes you inside this crucial decision-making process through two compelling real-world case studies that illuminate the complexities of business transitions.

A rapidly growing software company valued at $31 million stands at the crossroads: ca...

💡 Key Takeaways for Business Owners

✅ Why Having the Right M&A Team Saves You Millions

• Choosing the wrong attorney can cost you $20K–$30K+ in unnecessary fees — and potentially kill your deal.
• M&A is a specialty. Using your “business lawyer” or “family attorney” is like hiring a general practitioner for heart surgery.
• Your M&A attorney is not just legal support — they’re your project manager, strategist, and translator...

In this episode, discover how smart exit planning strategies drove a $900K increase in business value—and what life looks like after the sale.

What really happens when the deal closes?

In this raw and insightful conversation, Gary shares his multi-year journey selling his roofing company—from an initial failed attempt to a competitive seven-offer bidding war. He also reveals the unexpected emotional aftermath of stepping away from th...

In this episode we recorded a live webinar of the Exit Planning Institute, Utah Chapter of Exit Planners where we listen to the expertise and advice of 3 people who were involved in the sale of a business:  Chris Badger($80 Million Sale), Howard Flores (under $5 Million), Don Mealing (somewehere in between on multiple transactions). This is a seller panel discussion with questions from the audience. 

Each panelist shares powerful in...

Rick Krebs and guest Josh Hogge discuss a successful business sale involving a financial advisor who effectively guided the client through the process as a "quarterback". 

The advisor, who typically consults clients on financial matters, demonstrated his value by coordinating with business brokers and CPAs. He facilitated a valuation, attended key meetings, and utilized the Business Sales Group "LOI Guys" AI tool...

In this podcast we discuss the complexities of selling a business, featuring Matt Gruber, an entrepreneur with a legal background. Matt shares his experience of losing a business due to lack of succession planning and the importance of documenting and cloning business knowledge. He introduces Cotingency, a service that uses AI to help business owners systematize their operations and prepare for exits. Matt emphasizes the need for b...

This episode breaks down the critical decision-making process for entrepreneurs considering an IPO or seeking venture capital, providing compelling insights into how to evaluate the options available. Key points include:

• Importance of IPO vs. venture capital decisions 
• Outlining the benefits of going public 
• Understanding costs associated with both options 
• Realizing the hidden advantages of an IPO 

In this episode, I welcome Shawn Richards, the founder of Blue Sky Business Consulting. Shawn shares his unique approach to business advising, focusing on helping businesses transition from a growth model to a scaling model. He discusses the four key areas he addresses: financial systems, systems and operations, leadership and team development, and emotional well-being. 

Visit us at:
Bsalesgroup.com,
DesignMySale.com,

MyBizV...

In this episode I interview insurance expert Van Carlson, an insurance risk reduction expert and the owner of SRA.   Van reveals how business owners can use IRS Code Section 831b to defer taxes and reduce risk, especially in anticipation of the sale of their business. This powerful, yet obscure structure is coming to light for small business owners.  In the past it has been used mostly by Fortune 500 companies.

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In this episode we discuss how NOT to catch the Cinderella Syndrome when negotiating a LOI or IOI.  I reveal our unique AI tool which will scan your offer document after  you scrub it for the sensitive information, outlining the  vulnerabilities and deficiencies in the offer so you can easily pinpoint what you need to focus on.  Then,  yes, of course, you will receive tips and tactics for negotiating the best possible price and ter...

The advent of Artificial Intelligence (AI) is changing the way we do business. It has impacted the business of selling businesses as well. In this episode we go international as I interview a world renowned expert in business consulting, Dr. Joe O'Mahoney, Professor at Cardiff University in Whales about the impact of AI on business consulting and selling a business.  Dr. O'Mahoney shares valuable insight about the directi...

This episode helps business owners prepare for a meeting with a buyer. As a M&A Advisor I often get asked by business owners what are some good questions to ask a buyer when they meet with them.  I have kept a list of good questions that my seller clients have asked buyers over the years and this episode reveals this list.  Meetings with buyers should include questions from buyers and questions from sellers.  You don'...

I have learned over the years that you never know everything. In this episode we go international with Canadian Scott Duke, the founder of Open Road. We talk about his services, what he does and how his process is unique in the business. Scott and I are in the same space in non-competing markets and do much of the same type of M&A work. Scott shares his insights about selling a business. 

Visit us at:
Bsalesgroup.com,
De...