Mergers & Acquisitions

Resources: M&A Talk Podcast

At M&A 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 industry to uncover their secrets.

What It Takes To Sell Your Company for a Premium

What It Takes To Sell Your Company for a Premium

Channing Hamlet

Preparing for a Sale | Due Diligence

When selling your company, you can get a better price if you consider more than simply growing revenue and profits. The question is – what do you need to do? How long will it take? What’s the payoff? Channing Hamlet, an Investment Banking Visionary, shares his 25+ years of experience helping sellers prepare for a sale. He discusses what it takes to sell your company for a premium, the four most important issues to consider, and how to put a framework in place to make the sale process smooth and profitable.

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Guest Profile

Channing Hamlet is a Managing Director at Objective, Investment Banking & Valuation focused on leading the firm’s business valuation practice and transaction execution for its investment banking business services practice. He has 25+ years of experience advising business owners on management issues, transaction execution, and business valuation. 

Prior to joining Objective, Channing served as a Managing Director of Cabrillo Advisors. Previously, he served as a Director at Vistage and served on the investment team at LLR Partners, a $260 million private-equity firm that invested in and acquired 25 companies during his tenure. Prior to LLR Partners, he was a member of Legg Mason’s Investment Banking group, where he focused on middle market M&A and corporate advisory assignments.

Channing was chosen as an Investment Banking Visionary for 2022, and 2021 in the Banking and Finance Magazine created and published by the Los Angeles Times. He has a master’s degree in operations research and a bachelor of science in mechanical engineering from Cornell University. 


Topics Covered

  • Why is a plan or framework necessary to prepare a company for sale? [1:36]
  • What’s the major difference between lower middle market and public companies? [5:50]
  • What are the critical questions a seller needs to consider before putting their business on the market? [12:15]
  • What is involved in preparing for due diligence? [24:05]
  • Is a quality of earnings report (Q of E) a good selling point when evaluating a potential acquisition? [30:03]
  • What are the value drivers of a successful business, and why are they important? [34:15]
  • How do you build and grow a management team? [40:05]
  • The importance of building predictability into your business important, such as recurring revenue and a predictable schedule of delivery for service. [46:39] 
  • What is the most challenging aspect of selling a company? [50:58]
  • What are the common mistakes business owners make when they sell their business? [52:24]

Learn More


Listen to Other Episodes

A Roadmap to the Successful Sale of Your Business (152 pages)

A Roadmap to the Successful Sale of Your Business (152 pages)

You could spend a lifetime figuring out how to successfully sell your business and still end up confused or clueless. What if you can stop the guesswork and start taking action now?

Read more