Are you looking to sell or buy a business with less than $50 million in annual revenue? At Deal Talk we bring you exclusive interviews with experts in business sales, valuations, mergers and acquisitions and more. We talk to the most experienced professionals in the brokerage industry to uncover their secrets. Each podcast is packed with helpful, practical information on topics such as growing a business, drawing up exit strategies and preparing a business for sale. Brought to you by Morgan & Westfield (, a nationwide leader in business sales and appraisals.

Working with a Professional Coach Can Improve Your Business’s Growth

Dr. Janine-Nicole Desai, Founder of Outside Partner

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Professional coaches have becoming increasingly important in recent years, and businesses of all sizes understand why: They help make good leaders better leaders of their teams and companies. Interestingly, however, one of the most important impacts a business coach can have is in an organization’s valuation. Dr. Janine Nicole-Desai, founding business coach of Outside Partner, talks about how...

Key Takeaways To Remember

  • A coach will help you take a step back, look at the bigger picture, and review whether you are actually focused on the right things, and if you are, whether you are approaching them in the most effective way.
  • If coaching is offered as a remedial measure, it's often too late. The real benefits are generated when it's used proactively.
  • The right chemistry between the coach and the coachee is important to create the necessary level of openness to achieve the desired results.
  • When working with a coach, you need to define your overall objective and then spend time with your coach to agree on very specific goals upfront so that you can evaluate the benefits for yourself.
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Do You Know What Prospective Buyers Think About Your Business?

Mark Johnston, President of Telementrix

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Different buyers have different intentions when it comes to pursuing your business as a purchase target. Whether those intentions are strategic or financial could have a definite impact on the outcome for you and your team. Mark Johnston is the President of Telementrix, an M&A strategic planning firm. In his discussion with Jeff Allen, Mr. Johnston wi ll talk about the difference between...

Key Takeaways To Remember

  • A potential buyer will want to get a sense of who the key employees are and what the impact could be if they decided to leave the company.
  • It is important to be open and honest with your buyer about both the positives and the negatives of your company because they will conduct due diligence and find out anyway.
  • A strategic buyer is basically looking for ways in which they can accelerate their business.
  • A seller should think about how to reduce risk from the buyer's perspective, because the riskier they think the deal is, the lower the price they’ll be willing to pay.
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How Does Improving Human Performance Translate to Increasing Your Company’s Value?

Darrell W. Gunter, Gunter Media Group CEO

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Human performance directly impacts your company's bottom line and overall value. But how do we get the most and best out of ourselves and our team? Expert Darrell Gunter, president and CEO of Gunter Media Group, shares his knowledge and insights on improving performance in order to achieve the success that you desire for your business.  

Key Takeaways To Remember

  • A business needs to compare itself with the best in class and understand how the company is performing against them.
  • When customers have a better experience through the purchasing process, they will come back and recommend other people.
  • It is important for businesses to look in the mirror and take both an internal and an external view at the company.
  • An internal look at your company notes the strengths and weaknesses, and an external view looks at the opportunities and threats.
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Selling a Business? Be Ready to Manage Your Emotions

Ed Ketchoyian, Former Owner, PuroClean Emergency Restoration Services

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Ed and Sonia Ketchoyian, former owners of a PuroClean franchise in Sterling, Virginia, were prepared to sell their business in terms of the financial aspect and the negotiation. However, Ed realized that they were initially not ready to face the emotional aspect that came with the process of selling their company.

Find out on this episode of Deal Talk how Ed and Sonia had overcome the...

Key Takeaways To Remember

  • Separate your identity from your business. Some people think that your self-value as a business owner is tied to what you do for a living. However, it’s good to be able to separate yourself from your business — they are not the same.
  • Be prepared with the emotional aspect that comes with selling your company. Selling a business is not only a business transaction but also an emotional experience. Valuing your company and keeping the sale confidential from your employees (and finally breaking the news to them after the closing) can make the process emotional. Be prepared to manage your emotions if you want to succeed.
  • Don’t let anyone discourage you from getting what you want from the sale. As you go through the process of selling your business, you may encounter unexpected things like unreasonable demands or even insulting statements from a buyer. However, to succeed in the sale, you have to “keep your eyes on the goal that you want to accomplish.”
  • Be patient. Patience is key in successfully selling a business. You will not sell your company overnight. Maintain as much patience as possible as you go through the process.
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Going Global: Branding Your Business in a New Market

Axel Hofmann, Managing Director at RED International

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An eye-catching website doesn’t necessarily mean you’ll attract business in the global marketplace. What makes your product or service popular and “in-demand” in the U.S. may not make it attractive to prospective international buyers.

So, how can you generate sales and boost your company’s value by building global demand for your products and services?  Understanding


Key Takeaways To Remember

Essential components of a successful branding in a new market:
  • Understand who your target audience is.  Are you targeting businesses (B2B) or consumers (B2C)? Don’t go to an international arena or promote in a certain geographical area without clearly understanding who you’re talking to.
  • Understand how the market behaves.  How do people make decisions in those markets? Learn about the market through research, through your partners or a consultant.
  • Clearly communicate your message. You might be targeting the right audience in the right place, but without clarity of message, you will fail.
  • Employ a multi-channel communication. Use online and social media, besides physical communication. Build a network of strategic alliances that are useful to your business.

Effective and affordable ways to promote a brand in a new market:

  • Participating in trade shows that allow companies not only to promote their brands but also to learn about the market – the behaviour of the competition, the tricks of the trade, among others.  
  • Form strategic alliances. Find an alliance with the supplier, client or with a similar company that can help you promote your brand.
  • Sponsor a small, meaningful event in one of your target markets.
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