8 Simple Ways to Increase the Value of Your Business

About the Episode

Looking at M&A transactions from the sell side, building value is the foremost goal for a business owner. Jonathan Wilson, the founder of Dubb Value Creation (Consulting Firm), returns to M&A Talk to discuss the importance of incorporating sell-side readiness into a strategic plan and outline his eight key concepts for building value. He covers the importance of financial forecasts, reducing concentrations of risk, recurring and repeat revenue, synergies and dis-synergies, and the need to always have a growth strategy that can be described to a buyer.

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In this Episode

1:05 What is sell-side readiness?
2:11 Value Building Concepts – Pillar #1: Financial Performance
3:27 Why is financial forecasting important for a buyer?
6:26 How important is it to establish the credibility of the financial forecast?
7:20 What should be involved in financial record keeping?
8:14 Value Building Concepts – Pillar #2: Growth Potential
10:00 How important are the stories behind every business to its growth plan?
13:32 How do buyers respond when they look at a business with a convincing growth plan versus a business without one?
14:29 Value Building Concepts – Pillar #3: Switzerland Structure
15:05 What is the most common concentration risk?
16:40 What is the best way to address the risk of high customer concentration?
17:51 Value Building Concepts – Pillar #4: Valuation Teeter-Totter
18:31 How important are gross profit margins to a buyer?
20:30 What are the challenges in trying to sell an unprofitable company?
23:45 Value Building Concepts – Pillar #5: Hierarchy of Recurring Revenue
25:52 What’s the difference between recurring revenue and repeat revenue?
26:42 Value Building Concepts – Pillar #6: Monopoly Control
28:46 How do buyers react to companies that sell a commodity product or service?
32:10 How can a company come up with a strong competitive differentiation if it can’t grow its market share?
33:42 Value Building Concepts – Pillar #7: Customer Satisfaction
35:57 How are buyers going to gauge customer satisfaction?
37:40 Value Building Concepts – Pillar #8: Hub and Spoke Model
38:59 How can the risk of too much dependency on an owner be mitigated?
41:45 How do synergies and dis-synergies impact the value of a business?

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Meet Our Guest

Jonathan Wilson

Jonathan Wilson

Founder of Dubb Value Creation, LLC

Jonathan Wilson is a Value Creation professional focused on organic and inorganic value creation for start-ups, fintech, and more traditional organizations. With an MBA concentration in general management and international strategy, he has spent the majority of his career focused on working directly for Fortune 500 companies and partnering with division-level and corporate-level client executives within trailblazing organizations.

In 2017, Jonathan founded Dubb Value Creation, a boutique consulting firm of three people based in West Hollywood, California, where he serves as the President & Chief Value Creator. For almost 20 years, Jonathan worked exclusively with Fortune 500 companies developing and executing both inorganic growth initiatives (M&A – acquisitions and divestitures) and organic growth initiatives to enhance profitability through increased revenue and realized cost savings. Jonathan holds an MBA from the UCLA Anderson School of Management and a BS in Chemical Engineering from the University of California San Diego.

Location Location: Los Angeles, California

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