Category: M&A Strategy and Planning
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Building Competitive Moats to Enhance Business Valuation
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In the world of M&A, one question frequently guides the decision-making of sophisticated buyers: “What protects this company from competitors?” That’s where the idea of a competitive moat comes into play. It’s not just a metaphor — it’s a critical business feature that impacts valuation, risk tolerance, and long-term growth.…
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Thinking Like a Buyer: The Ultimate Advantage for Sellers
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When most founders think about what makes their business attractive to buyers, they default to the obvious: revenue, profit, and growth. And yes—those matter. But there’s a fourth lever that too many sellers overlook: operational scalability. In my 27 years as a founder, investor, and M&A advisor—across exits like Pepperjam…
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Key Metrics That Make Your Business Attractive to Buyers
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Let me start with something I’ve said often on the Legacy Advisors Podcast and in rooms filled with founders: buyers don’t buy potential—they buy proof. You can have a world-class product, an inspiring origin story, and a bright future. But if the metrics don’t back it up, your company will…
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Structuring Contracts and Recurring Revenue to Maximize Value
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If you’re planning to sell your business in the next 1–3 years—or even if you’re just beginning to think about the future—how you structure your revenue could be the single most important factor in how buyers perceive your company. Revenue isn’t just revenue. In the eyes of a buyer, it’s…
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Creating Predictable Revenue Streams Before an Exit
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If you’re a founder thinking about selling your business in the next few years, let me share something that most owners learn too late: Predictable revenue isn’t just nice to have—it’s one of the single biggest drivers of valuation in M&A. Why? Because predictability equals reduced risk. And reduced risk…
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Strategic Positioning in a Crowded Market: Stand Out to Exit
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In today’s M&A landscape, being great isn’t enough. There are thousands of profitable, well-run businesses out there—and many of them are for sale. But only a handful are positioned in a way that makes buyers stop, lean in, and say, “We want that one.” I’ve seen it firsthand in my…
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Building a Business That Buyers Actually Want
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Let’s cut through the noise. If you’re a founder thinking about exiting your company, you’ve probably heard the standard advice: grow revenue, boost profit, keep your books clean. Important? Absolutely. But here’s the truth I’ve learned after nearly three decades as a founder, operator, and dealmaker: Buyers don’t just want…
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Creating a Unique Value Proposition for Potential Acquirers
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When it comes to selling a business, the cold truth is this: most companies look the same on paper. Buyers see spreadsheets, forecasts, KPIs, and EBITDA margins—and most businesses blend into the noise. The companies that stand out, the ones that get competitive bids, strategic suitors, and above-market multiples? Those…
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How to Forecast an Exit 3 to 5 Years in Advance
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One of the biggest myths in entrepreneurship is that exits happen overnight. A great offer shows up, a handshake is made, and just like that—the business is sold. But those of us who’ve lived through exits—or advised dozens of founders on how to prepare for one—know that’s not how it…
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What Role Does Timing Play in a Successful Business Sale?
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If you ask any M&A advisor to name the most overlooked variable in a successful business exit, they’ll likely tell you the same thing: timing. Not just timing the market—but timing your business, your personal readiness, and your team’s preparedness. At Legacy Advisors, we’ve seen deals succeed and deals implode…