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 a business coach can help increase bottom line statistics and your company’s value, and points to research to back it up. Dr. Desai also discusses at length who in a business can benefit most, as well as common issues that can be improved through the use of a professional coach.

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 emotional challenges they encountered to eventually sell their company at the price they had always wanted. Ed Ketchoyian shares some enlightening insights and invaluable tips to help you deal with ‘unexpected’ emotional instances that might arise as you go through the process of selling your business.

It's hard to believe, but true, that most small businesses simply fade away or close up all together when their owners decide to retire.  Many owners decide to forego selling their companies and earning the potential financial rewards that come with a successful sale for a variety of reasons.  That's particularly true of baby boomers--and there are a lot of them--many of whom are now faced with that decision of whether to sell or just lock the doors and head home. 

If you are a baby boomer in your 50's, 60's or even 70's, this show is for you because our guest--also a baby boomer--says you could learn a lot from the Gen X'ers and Gen Y business owners of today. Find out what he's learned when we welcome business coach and consultant, Bob Kroon, on this edition of "Deal Talk."

If you’ve ever had your business appraised, you probably had a figure in mind as to what your company was worth. It was only after the valuation consultant left you with their report that you found out just how far off base your estimate was from reality. That’s what the pros call the “valuation gap.” The good thing is that you can close that gap by raising the value of your business. You simply need an action plan. Matt Turpin, a Certified Valuation Analyst and M & A Advisor at Carr, Riggs and Ingram LLC, returns for his 2nd visit on “Deal Talk.” This time, he’ll share some insights about how you can improve your company’s value after the appraiser has come and gone.

What does a prospective buyer already know about your company? Why is it important that the buyer understands why you want to sell your company? How can you prevent certain issues from coming up that could nix the transaction completely? These are just a few of the questions that M&A folks help sellers understand every day.

Understanding the psychology of the participants in a deal is important in order to work toward the success of the transaction. Ed Murphy, former vice president for strategic transactions at SAIC is enjoying retired life, but he joins us on this edition of Deal Talk to help future sellers understand what a buyer may be thinking and what sellers should do and not do during the sales process.

If you're looking into selling your business, the question you have in mind right now must be the same question that other small-business owners often ask: “How can I increase the value of my business?”

On this episode of Deal Talk, you’ll learn about the 10 ways that are proven to boost the value of your company.  With examples and illustrations provided during our discussion with our guest, you will better understand how and why you should work on improving your company’s value right now.

Our guest, Ms. Anja Bernier, is a company sale and acquisition advisor, a certified business appraiser and certified valuation analyst. As the CEO of Efficient Evolutions LLC in Boston, MA, Ms. Bernier specializes in working with small businesses in all stages of the M&A process.

Our ongoing series of discussions with small-business owners about their business selling experience continues as we talk with the former owner of Treasure Chest Foods, Mr. Matt Wakelin.  As the long-time owner of a company specializing in high-quality meats and seafood delivered “to your door,” Matt knew that his business was valuable, but the first two business brokers he worked with might not have seen it that way.

On this edition of Deal Talk, Matt shares his experience working with brokers who seemed to be more motivated by their commission check, until he connected with a company that put his business first and got him the results he had wanted from the start.

A company’s culture is the mindset about the beliefs, attitudes and actions that a company maintains to satisfy its customers while ensuring the success of its people and the organization as a whole. In a merger, however, the corporate culture of one organization may not reflect that of its acquiring company although each is committed to the success of a deal that is good for both the sell- and the buy-side companies. 

Our guest on this episode, Dr. Curtis Odom, recipient of Corporate LiveWire’s Post-Merger Integration Advisor of the Year (USA) award in 2016, emphasizes how important early cultural integration is to the long-term success of a sale or merger.

There is so much to know about selling your business, and here on “Deal Talk,” we examine different pieces of the M&A process on each edition of the show. However, if you are waiting for a show that will lay out every stage of the business-selling-process step by step in a comprehensive, yet the easy-to-understand way in about 30 minutes, the wait is over.

Host Jeff Allen welcomes back certified business broker Andrew Rogerson to the program for a quick walkthrough of the entire business-sales process, from the moment the owner knows they want to sell to the moment after the signatures are applied at the signing table. 


Post-merger integration isn’t just some fancy name for an M and A concept. In truth, the success of the transition from one owner to another of any business depends very heavily on what happens in the days and weeks after the acquiring company officially takes over. As you’ll find out in our discussion, both the new owner and exiting owner share a responsibility to make certain the business that was sold continues to succeed and thrive well into the future, for the sake of the deal itself and for all of the people involved including the employees. Join Jeff Allen as he welcomes Mr. Stuart Diamond, management consultant from Houston, Texas.