This week’s guest is the award-winning, brand-building entrepreneur, Ted Schlueter. Ted is the Founder and CEO of The Grist, a Boston-based brand and marketing agency, and is a pioneer in the world of pre-exit branding. Ted created, developed and refined the Branding For Buyout method over two decades and used it successfully on high-profile exits including Pop-Corners to PepsiCo and Embotics to swedish software enterprise, Snow. He just launched his book Branding for Buyout (which i loved and used the word intentional 3 times in the first 20 minutes)
This episode is about a blind spot in the M&A market: branding. Ted Schlueter is an award winning, brand building entrepreneur. In this episode he talks about how increasing your EBITDA and multiple is how your company is valued when valuing it through the lens of a financial valuation, but branding for buyout is how you are perceived to the market if you’re selling to a 3rd party, and increasing the perceived value your brand plays in the market can alone can raise your sale price when talking to third party buyers.
Ted's work is all about branding for the future, looking at micro trends and positioning his clients as the authority in the space for the purpose of a buyout. Some companies will acquire others for their cash flow but some companies will purchase a company purely for their position and message in the marketplace. Ted thinks this is the future of M&A… listen to this interview and get exclusive insight on how to raise the value of your company through branding.
Ted Schlueter is an award winning, brand building entrepreneur. He’s the Founder and CEO of The Grist, a Boston-based brand and marketing agency, and is a pioneer in the world of pre-exit branding. Ted created, developed and refined the Branding For Buyout method over two decades and used it successfully on high-profile exits including Pop-Corners to PepsiCo and Embotics to swedish software enterprise, Snow. He just launched his book Branding for Buyout (which i loved and used the word intentional 3 times in the first 20 minutes)
08:17 - “I think marketing exists predominantly to see more of your product or service or technology to a customer.” - Ted Schlueter
09:42 - “The last thing the buyer wants is to buy who and what you are today. They want to know what you’re going to be three, five, seven years and how it’s going to affect their business.” - Ted Schlueter
32:15 - “Workforce by design wasn’t really a category; it was an integration solutions cell when everyone was selling the pieces.” - Ted Schlueter
36:50 - “Skate to where the puck will be, not to where the puck is.” - Ted Schlueter
41:42 - “Naming and branding the technology and then sharing the experience of them using the product in real world environments. That definitely allotted eight or nine figures to the exit price.” - Ted Schlueter
46:52 - “The emotional aspect you add to this buying and selling of businesses… It’s not just about emotion, it’s about leverage.” - Ted Schlueter
50:32 - “You want to tell the story of growth. That’s mandatory. That’s why marketing exists in the first place.” - Ted Schlueter
51:00 - “You have to know how the game is played. You have to know how your business needs to be put together for an exit. And you need a lot of smart people around you to help you do that to the best of your ability.” - Ted Schlueter
58:35 - “What kind of creative solutions and spin can we put on our company so that it stands out first and foremost?” - Ted Schlueter
61:28 - “You don’t want the people that just color by numbers and say, ‘We’re going to speed dial you to an exit.’ That might not be in your best interests.” - Ted Schlueter
Reach out to me if you have questions about the boot camp!
The IT infrastructure of a business isn't usually what gets entrepreneurs jazzed up, however it can have an outsized impact on the risk of a company as well as a company's ability to scale. This episode is a crash course in how to manage, grow and update your IT infrastructure so it's a valuation enhancer, instead of a detractor. If you're not willing to invest in your IT infrastructure, you're asking your potential buyer to do so. How do you think that's going to affect your deal? It is incredibly important to understand the role IT infrastructure plays in mergers and acquisitions — whether you're on the sell side or the buy side. Our guest today not only sold the IT company he started after 27 years, he also handled the six-company integration afterwards. Jake knows a thing or two about IT infrastructure and integration. Listen in as he takes us through the reasons why you should be doing technology-fueled mergers and acquisitions. What You Will Learn In Today's Podcast Interview The value of technology-fueled mergers and acquisitions How IT is viewed by the buyer and seller during due diligence Why cutting corners on your IT infrastructure could detract from the value of your business and increase risk Ways to think about your IT if you're looking to sell in the near future The impact acquiring a company has on your IT's infrastructure and how to plan for the extra capacity How a company's IT fits into post-transaction integration Why saying ‘no’ to upgrade requests from your IT person can hurt the value of your company The value of technology-fueled mergers and acquisitions What a security fortress is and why you need one How to determine if your IT vendors ...
Ryan Moran is the founder of Capitalism.com and the host of the Freedom Fast Lane podcast. Ryan is a natural born entrepreneur who has recently made an eight-figure business sale! He tells me how he was able to achieve such a massive payday and what he has learned from the long road to it. We explore what it means to be an entrepreneur. We also tackle the pitfalls of not doing due diligence during a sales negotiation and the pros and cons of working with a private equity firm. You will learn about: Ryan’s background in business. What working for Dunkin’ Donuts taught him. The skills he picked up along the way. How to create value for your customers. The importance of optimizing your channels for your business. The businesses before the big sale. How the sale of Shear Strength began. Understanding your leverage in a business negotiation. What Ryan would have done differently in hindsight. Why entrepreneurs are attracted to e-commerce. How Ryan built a relationship with his private equity firm. The benefits the PE firm brought to the business. How they structured their deal. Life after the sale. The lessons Ryan learned from the process. The “who” is more impactful than the “how” in business. Successful entrepreneurs play the long game. Takeaways: You hold the prize. You are the one they want. If you built your company properly, your cash flow is valuable to everyone involved. Don’t give away your company for a check. Set your own terms! Know what you want from a sale and a potential buyer. Links and Resources Ryan’s Instagram ...
Hitting the ceiling is not always just an emotional or energy related event. Often times business owners get to a point where growth consumes capital, and they have to choose between reducing their annual income, selling out or stalling growth. What You Will Learn In Today's Podcast Interview Growth capital, versus private equity, versus commercial lending Biggest challenges when trying to find the right type of capital for growth Why the “capital gap” exists in the lower and middle market Why the typical options for capital, described as “Bank vs. Shark Tank,” often are too extreme for what business owners really need to grow The importance of owners understanding their options in order to avoid regret after a deal How growth capital is different than the traditional private equity structure What they think is “effective capital” for companies Why the most common way for an equity investor to get their money is to sell the business Why not all capital is equal for business owners Why they focus their mechanism on supporting business owners The power of having motivation outside of earning money when designing your business Take The 2-Minute Assessment To Get Your Intentional Growth Score™ And 1-Page Vision Board. Podcast Summary In today’s episode, Patrick and Nick dive deeply into what they refer to as “the capital gap,” why companies hit a ceiling for growth, and how to find the right source of capital to grow the value of a business. There are mechanical issues that don’t necessarily allow traditional banks to lend (via debt) the capital needed to finance the growth. Typically, in high growth companies there may not be enough assets for the bank to take back if things go south. The opposite end of that spectrum is ...