Secrets to Selling Your Business

Over the past two decades, Jeff Mainz has served as President and CEO of multiple international software and professional services companies, specializing in transforming ideas into successful enterprises. Renowned for simplifying complex concepts and sharing hard-earned lessons, Jeff has addressed tens of thousands of people globally, delivering engaging talks that seamlessly connect seemingly disparate ideas. He combines entertainment and education, urging audiences to rethink team building, marketing, sales, and social enterprise. Jeff is passionate about mentoring and paying it forward to help fellow entrepreneurs, utilizing his extensive experience as a founder, entrepreneur, executive, and investor. He specializes in guiding companies through critical growth phases and leads a mastermind group for leaders scaling their businesses. Jeff’s forthcoming book, “Small Fish, Big Pond: Building A World Class Business That Swims Circles Around Competitors,” offers practical strategies for entrepreneurs to outsmart, outgrow, and outlast the competition.

In this episode, Jacob interviews Jeff Mains on his role in healthcare and emphasis on improving patient experiences through Intelligent Contacts. Shifting to Jeff’s role in the Champion Leadership Group, he shares insights on helping business-to-business software companies scale, profitable growth, and achieving entrepreneurial freedom. Jeff emphasizes the importance of having great teams and outlines the three strategic shifts companies need to make while scaling to higher revenue brackets.

The conversation also touches on Jeff’s experiences in selling companies, highlighting the challenges and learning curves during post-acquisition transitions. Throughout the episode, Jeff shares principles for business growth, the value of a narrow focus, and the significance of building capable teams. He also emphasizes the concept of paying the “dumb tax” to gain entrepreneurial wisdom from mistakes. The discussion concludes with a glimpse into Jeff’s upcoming book, “The Captain’s Keys,” which explores essential leadership roles: anchor, crew, navigator, and champion.

Here’s what to expect this episode:

• Emphasis on Team Building: How fostering a strong team dynamic contributes to success for an ever-changing business.

• “Dumb Tax” Concept: Suggesting that mistakes or oversights in business can be costly. This explores the importance of learning from errors and making informed decisions.

• Focus on Business Growth: Insights into strategies for sustainable business growth, particularly during critical stages like crossing from $2M to $10M in revenue.

• Jeff’s Next Book: “Small Fish, Big Pond: Building A World Class Business That Swims Circles Around Competitors,” which offers practical strategies for entrepreneurs to outsmart, outgrow, and outlast the competition.

• Think Big, Go Small: The motto that suggests a strategic approach to business growth, encouraging listeners to consider broader goals while adopting practical, step-by-step measures.

Connect with Jeff Mains:

https://www.linkedin.com/in/jeffkmains/

Connect with Jacob Koenig:

https://woodbridgegrp.com/

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Anthony Taglia implements strategic and effective approaches to help clients achieve their business goals. As Managing Partner of Golan Christie Taglia, he knows excellent client service stems from a deep understanding of each company’s business, their industry and the market in which they operate. He uses this intelligence to devise practical solutions to solve today’s issues and take advantage of tomorrow’s opportunities. He concentrates his practice in the areas of corporate, tax, real estate, banking and finance law, and mergers & acquisitions.

In this episode, Tony Taglia, managing partner at GCT Law, joins Jacob to discuss his client-centric approach to mergers and acquisitions (M&A). Tony emphasizes the importance of understanding clients’ multifaceted goals beyond monetary considerations, highlighting the unique needs of entrepreneurial clients who view their businesses as legacies. He shares a specific instance where his expertise in navigating complex negotiations resulted in a successful deal, underscoring the significance of effective communication and translating legal and financial intricacies into accessible language for clients. The conversation also touches on recent trends in the M&A market, with Tony noting sustained activity in the mid-market space despite speculations of a slowdown.

Tony takes the time to commend Woodbridge’s hands-on and client-focused approach in mergers & acquisitions transactions, particularly citing instances where their collaborative efforts saved significant deal value through thorough understanding and proactive problem-solving. The discussion provides valuable insights into the strategic and human elements of successful M&A deals.

Here’s what to expect this episode:

• Client-Centric Approach in M&A: gain insights into the importance of a client-focused approach in mergers and acquisitions, understanding that successful deals extend beyond financial considerations to encompass clients’ broader goals and legacies.

• Navigating Complex Negotiations: a real-world example of navigating a challenging negotiation scenario, showcasing the significance of effective communication and translating intricate legal and financial details into a language that clients can comprehend.

• Strategic Insights into M&A Trends: emphasizing that despite speculations of a market slowdown, there continues to be notable activity in the mid-market space, providing potential listeners with a nuanced understanding of the current M&A landscape.

• The Human Element in M&A Success: learn about the emotional and human aspects of M&A transactions, particularly in dealing with business owners who consider their companies as legacies, shedding light on the importance of empathy and understanding in successful deal-making.

• Collaborative and Proactive Deal-Making: Woodbridge’s collaborative and proactive approach, showcasing the value of a professional team aligned with clients’ interests and ready to address challenges hands-on, providing potential listeners with insights into effective deal execution.

Connect with Anthony Taglia:

https://gct.law/people/Anthony-R-Taglia

Connect with Jacob Koenig:

https://woodbridgegrp.com/

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In this episode, Jacob Koenig interviews Tim Shea, the founder and former CEO of FRG Waste. Tim discusses his journey with FRG Waste, a waste and recycling-based business he founded in 1996. He started by selling waste handling equipment and later expanded to provide comprehensive services, including processing materials and finding alternatives to landfill, all with a focus on sustainability and environmental responsibility.

Tim talks about how his company’s unique approach, transparency, and client-centric focus helped them grow and become successful over the 27 years of its existence. He also shares the experience of selling another company called Absolute Destruction.

The discussion touches on the challenges of the sales process, the due diligence involved, and the importance of being well-prepared for selling a business. Tim emphasizes the need to have accounting and contracts in order and the importance of keeping customers and employees informed while going through the sales process. Tim then contrasts his experience of selling FRG Waste directly to a buyer without an advisor and selling another company through Woodbridge, a business brokerage firm. He highlights the benefits of working with Woodbridge, including their team’s support, project management, and expertise in guiding the sales process.

This episode also delves into the emotional aspect of selling a business. Tim shares his personal experience of transitioning from being the CEO to stepping away from the day-to-day stress of the business. He plans to buy a hybrid boat and embark on a journey along the Eastern Seaboard, showcasing his commitment to sustainability.

The conversation ends with Tim expressing his appreciation for Woodbridge and their assistance in successfully selling his business.

Here’s what to expect this episode:

• Importance of Preparation for Selling a Business

• The Value of Working with a Business Brokerage Firm

• The Emotional Aspect of Selling a Business

• Navigating the Due Diligence Process

• Balancing Business Success and Personal Dreams

Connect with Tim Shea:

https://www.linkedin.com/in/tim-shea-6247191/

Connect with Jacob Koenig:

https://woodbridgegrp.com/

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In this podcast episode, host Jacob Koenig talks with guest Chad Silverstein. Chad is an accomplished entrepreneur and business leader with a strong background in the debt collection industry. He began his entrepreneurial journey by founding Choice Recovery and later founded Restart, both of which he successfully sold. With extensive experience in the field, Chad understands the intricacies of the debt collection industry and possesses valuable knowledge about business and its operations.

Chad shares his inspiring journey in transforming the debt collection industry and fostering a positive company culture. He started Choice Recovery, a collection agency, aiming to change its negative perception and later introduced Restart, a career development platform, to help individuals facing financial hardships. Silverstein’s approach not only improved his company’s reputation but also attracted new clients and employees who appreciated the positive impact. Despite industry challenges, he successfully sold his companies by emphasizing the financial metric EBITDA and transparent communication. Silverstein also stresses personal growth for leaders and the importance of continuous learning in the ever-changing business landscape. His story serves as an inspiration for entrepreneurs looking to make a positive impact in their industry.

Join Jacob Koenig and Chad Silverstein on this episode of the Secrets to Selling Your Business podcast to delve deeper into the founding of Chad’s companies and how to build the next generation of leaders.

Here is what to expect on this week’s show:

•  Founding Choice Recovery and Restart

•  Building a positive company culture

•  Challenges in the industry

•  The importance of EBITDA

•  Transitioning to coaching and teaching

•  Valuation of technology companies

Connect with Chad Silverstein:

https://www.chadsilverstein.com/

Connect with Jacob Koenig:

https://woodbridgegrp.com/

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In this podcast episode, host Jacob Koenig talks with guest Kevin Murdock. Kevin is a former Stanford Business School professor and leader in McKinsey & Company’s Business Building and Growth Practice. He is recognized as a leading business innovator and strategist. Now working as the President and Founder of Growth & Exit Partners LLC and the Chairman and Founder of Succession Investments, he focuses on driving step change increase in enterprise value both during regular operations and before and after a change of control transaction. He has also authored/ co-authored numerous economics articles, including one of the top 1% of most cited economics articles of all time.

On the podcast, Jacob and Kevin discuss the importance of maximizing the value of a business with a focus on two key factors: strategic partnerships and timing. Kevin explains that partnering with the right individuals or organizations can unlock hidden potential, bring expertise and resources, and change the trajectory of business growth, ultimately increasing its overall value. However, it’s crucial to carefully evaluate potential partners to avoid negative consequences and consider long-term implications.

Additionally, the Jacob and Kevin emphasize the importance of timing in maximizing business value. Murdock advised against trying to time the market and instead suggested focusing on timing one’s life and being prepared for the right moment to step aside. Market conditions may not have as significant an impact as one might think, so decisions should be based on what is right for the business and oneself. To navigate these complexities, they stress the importance of hiring the right team of advisors, particularly investment bankers, who can help avoid costly mistakes, connect with the right buyers, and maintain a structured process for the deal. Despite associated fees, the benefits of hiring investment bankers far outweigh the costs, as they bring expertise and experience that significantly improve outcomes and lead to better financial results. Ultimately, the goal is to create wealth and realize the full potential of the business.

Join Jacob Koenig and Kevin Murdock on this episode of the Secrets to Selling Your Business podcast to delve deeper into how to maximize your business’s value.

Here is what to expect on this week’s show:

•  Strategic partnerships as a key concept

•  Changing growth trajectory

•  Being aware of tradeoffs

•  Why timing matters

•  Why advisors are crucial

Connect with Kevin Murdock:

https://www.growthexitpartners.com/

Connect with Jacob Koenig:

https://woodbridgegrp.com/

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In this podcast episode, host Jacob Koenig talks with guest Jeff Rossi. Jeff is a highly experienced professional with over three decades of expertise in mergers and acquisitions. As the New England practice leader for transaction advisory at Markham, Rossi has a firm belief in the pivotal role advisors play in successful business transactions, particularly in the context of mergers and acquisitions.

Jeff underscores the importance of a well-aligned team of professionals, including investment bankers, accountants, and lawyers, and advises business owners to meticulously choose advisors with industry-specific experience. Rossi also emphasizes the significance of trust and building strong relationships with clients, as he believes these are essential for successful transactions. His perspective is shaped by his extensive experience and recognition in the field, including the prestigious Hartford Business Journal’s 40 under 40 Most Trusted Advisor Award.

Join Jacob Koenig and Jeff Rossi on this episode of the Secrets to Selling Your Business podcast to delve deeper into the importance of advisors in successful business transactions.

Here is what to expect on this week’s show:

•  The importance of advisors

•  Advisory team alignment

•  Industry-specific expertise for Accounting

•  Emotional considerations

•  Timing and economic factors

•  Advice for aspiring accountants

Connect with Jeff Rossi:

https://www.marcumllp.com/people/jeffrey-rossi

Connect with Jacob Koenig:

https://woodbridgegrp.com/

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In this podcast episode, guest host Larry Reinharz talks with guest Jesse Keyser. Jesse is a seasoned entrepreneur with a rich background in customer experience and strategic planning. His entrepreneurial journey, which began in 1997, has seen him venture into various industries, from technology startups to the food and service sectors. His perspective on the importance of customer experience and strategic planning in entrepreneurship is deeply rooted in his experiences.

Jesse emphasizes the significance of customer experience, particularly in the hair salon industry, and believes that the success of a salon is dependent on the quality of the people working in it and the level of service they provide. Customer experience serves as the backbone of any successful business, and Jesse highlights the need to invest in staff quality and maintaining a clean and welcoming environment to ensure brand success and customer safety.

Strategic planning is another essential element of entrepreneurship, as demonstrated by Keyser’s unique strategies for business growth. Keyser stresses the importance of balancing different factors, recognizing the trade-offs involved. Furthermore, considering factors like geography, employment laws, and litigation processes when acquiring new assets is crucial for business success.

Jesse Keyser’s podcast episode underscores the significance of coaching systems for entrepreneurs, providing insights and support in areas of clarity, marketing, and sales-driven strategies. Ultimately, the combination of exceptional customer experience, strategic planning, and personal development through coaching systems equips entrepreneurs with the tools they need to navigate the complexities of entrepreneurship and build thriving businesses.

Join Jacob Koenig and Jesse Keyser on this episode of the Secrets to Selling Your Business podcast to delve deeper into why the customer experience is so important.

Here is what to expect on this week’s show:

•  The importance of strategic planning

•  The customer experience

•  Trade-offs and balancing external factors when acquiring assets

•  Jesse’s entrepreneurial journey

•  Personal development and relationships

Connect with Jesse Keyser:

https://www.linkedin.com/in/jesse-keyser-94513b10/

Connect with Larry Reinharz:

https://woodbridgegrp.com/

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In this podcast episode, Jacob Koenig talks with guest Jennifer Katrulya. Jennifer Katrulya is a partner at Citrin Cooperman, where she specializes in M&A deals and provides financial advisory services. With a background in entrepreneurship, Jennifer brings a unique perspective to her role, having started her own CPA firm and worked as an outsourced accountant and CFO for small and mid-market companies. She has a strong focus on financial performance and planning, helping businesses scale and exit successfully. Jennifer works closely with private equity firms, offering outsourced accounting, advisory, and technology support to their portfolio companies. She emphasizes the importance of adequate planning and integration in M&A deals, as well as the emotional element that often arises during the process.

Jennifer specializes in managing strategic relationships, particularly with private equity firms, offering outsourced accounting and CFO services, along with advisory support. She underscores the significance of financial performance, planning, and having a success roadmap in the world of mergers and acquisitions. Jennifer emphasizes the importance of adequate planning and emotional alignment in M&A, especially post-transaction roles. Despite challenges in the M&A environment due to the banking crisis and higher interest rates, expectations for M&A activity are positive. Jennifer highlights that the most challenging aspect of M&A is usually the integration of people and stresses the need for planning and counseling approaches. She also discusses the shift from an entrepreneurial to a structured approach and her experiences as a co-founder and entrepreneur influencing her advisory approach. Her role at Citrin Cooperman supports private equity firms and their portfolio companies, making M&A transactions smoother through standardized structures and systems. Jennifer’s expertise in financial performance and planning plays a pivotal role in ensuring the success of M&A deals.

Join Jacob Koenig and Jennifer Katrulya on this episode of the Secrets to Selling Your Business podcast to delve deeper into Jennifer’s role in M&A deals at Citrin Cooperman and her market outlook.

Here is what to expect on this week’s show:

•  Importance of financial performance and planning

•  Emotional alignment in M&A

•  Challenges in the M&A environment

•  Integration of people in M&A

•  The shift to a structured approach

Connect with Jennifer Katrulya:

https://www.citrincooperman.com/Specialists/Jennifer-Katrulya

Connect with Jacob Koenig:

https://woodbridgegrp.com/

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In this podcast episode, Jacob Koenig talks with guest Rachel Neill. Rachel, a serial entrepreneur and the founder and CEO of Carex Consulting Group and Figgy, initially planned to become an attorney but found her true calling in entrepreneurship while working at an early-stage startup. Rachel’s perspective on her entrepreneurial journey with Carex Consulting Group and Figgy is one of continuous learning and action. She stumbled into entrepreneurship by chance and fell in love with it, despite the challenges of starting and scaling a product company. Her experiences at a rapidly growing startup gave her the confidence to start her own ventures and navigate the complexities of entrepreneurship, including the need for capital and the importance of timing and planning for seasonal demand. Rachel’s advice to aspiring entrepreneurs is to take the leap, not wait for perfection, and seek feedback on their ideas.

Jacob and Rachel discuss Rachel’s entrepreneurial journey with Carex Consulting Group and Figgy Play. Carex Consulting Group, her career matchmaking service, stands out for its emphasis on building meaningful relationships with candidates and clients, resulting in more effective matches. Amid the pandemic, Neill launched Figgy Play, a product to entertain children, which quickly gained traction, selling $40,000 worth of products in just eight minutes on Kickstarter, showcasing her ability to identify market needs and provide innovative solutions. Balancing the dynamics of a professional services company like Carex Consulting Group and a product-based one like Figgy Play presented challenges, but Neill’s adaptability and rapid learning allowed her to navigate them effectively. She emphasizes the importance of seeking feedback, embracing a work-life blend, and continues to expand and innovate in both businesses, with a scientific and engineering division in Carex Consulting Group and exciting plans for Figgy Play’s product offerings. Rachel Neill’s entrepreneurial journey is a testament to resilience and serves as an inspiration for aspiring entrepreneurs and business owners.

Join Jacob Koenig and Rachel Neill on this episode of the Secrets to Selling Your Business podcast to learn more about Rachel’s exciting entrepreneurial journey.

Here is what to expect on this week’s show:

•  How passion can kickstart entrepreneurship

•  Carex Consulting Group’s relationship-centric approach

•  Importance of innovation and market awareness

•  Balancing different business models

•  Feedback and adaptation

•  The work-life blend

Connect with Rachel Neill:

https://www.rachelneill.com/

https://figgyplay.com/

https://www.carexconsulting.com/

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In this podcast episode, Jacob Koenig talks with guest Bryan Clayton. Bryan is a seasoned entrepreneur and visionary leader in the lawn care industry, having started his journey mowing yards in high school and eventually founding Peachtree Inc., a company that generated over $10 million in annual revenue. Clayton’s perspective on “GreenPal: modernizing lawn care industry with leadership and strategy” is rooted in his belief that the industry is ripe for innovation. Drawing from his own experiences, he saw an opportunity to create an online marketplace, akin to Uber, for hiring lawn care services. His goal for GreenPal, a platform that now boasts around 300,000 users and $30 million in annual revenue, is to become a household name, recognized alongside tech giants like DoorDash and Uber. Clayton believes that intensity, dedication, and a commitment to customer feedback are key strategies for building and selling a successful company.

Jacob and Bryan discuss Bryan’s inspiration, emphasizing the importance of leadership qualities, servant leadership, and company culture in fostering growth. They delve into the differences between running a lifestyle business and one intended for sale, stressing strategic planning and learning from failures. Bryan’s hurdles selling Peachtree originated from not having the right level of support. Having no M&A Advisor and engaging his CPA late in the game left him on the back foot, laying out the environment where the deal took 2 years to close with multiple re-trades along the way. Clayton’s vision for GreenPal includes ambitious goals to reach $100 million in revenue, acquire a million users, and become a household name, all driven by continuous improvement and scaling the user experience for customers and service providers.

Join Jacob Koenig and Bryan Clayton on this episode of the Secrets to Selling Your Business podcast to learn more about building a saleable business.

Here is what to expect on this week’s show:

•  Innovation in a traditional industry

•  Importance of leadership and culture

•  Strategic planning for business growth

•  Learning from failures

•  Ambitious goals

•  Scaling user experience

Connect with Bryan Clayton:

https://www.yourgreenpal.com/

https://www.instagram.com/bryanmclayton/

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