Welcome to the Built to Sell Blog Series by Jim Shaub

Your revenue may look impressive on paper, but buyers are looking at how much of it could disappear after closing. When business owners begin thinking about selling, they naturally focus on the numbers. Revenue, profitability, cash flow, growth, and margins all play an important role in determining what a business may be worth. But experienced buyers and business brokers look beyond the financial statements. They want to know where the revenue comes from, how dependable it is

For many aspiring entrepreneurs, business ownership begins with an idea. They see an opportunity in the market, develop a product or service, create a business plan, and begin the long process of turning an idea into a functioning company. There is something exciting about building a business from the ground up. You get to create the brand, establish the culture, make the decisions, and shape the company according to your own vision. But starting from scratch is not the only

For many business owners, growth is measured by one number: revenue. Revenue is up. Customers are up. The team is growing. The business looks successful from the outside. But there is a more important question every business owner should be asking: Are you growing revenue, or are you building value? The two aren't always the same... A business can generate more revenue while becoming less profitable, more complicated to operate, and increasingly dependent on its owner. Growth

Confused about the new SBA lending changes? Learn what actually changed with the SBA 7(a) and 504 loan programs, who benefits, and what it means for business buyers.

Selling a small business is rarely a sudden decision. It often begins with a quiet realization, a health concern, or an unexpected offer that makes you pause. Whatever the reason, the process can feel overwhelming because most owners do not know what to expect. Unlike selling a house, selling a business involves many moving parts and usually happens only once in a lifetime. This guide breaks down the essential steps to help you navigate the sale with confidence and clarity. P

Here is a question most business owners have never been asked: If someone made you a serious offer to buy your business tomorrow, would you know what it's worth? Not what you hope it's worth. Not what you've invested into it. What a qualified, motivated buyer would actually pay for it today. For most owners, the honest answer is no. And that's not a criticism it's just a reality of running a business. You're focused on customers, employees, cash flow, and a hundred ot

At some point, every business owner asks the same question. What happens to this business when I'm done? It might come up when you're staring at a long weekend's worth of unread emails. It might surface during a conversation with your CPA about retirement. Or it might arrive quietly at 2 in the morning when the weight of carrying it all finally settles in. Whatever brings you to that question, there are essentially two paths forward: business succession planning and sel

Most business owners are the hardest working person in their company. They're the first one in, the last one out, the one who gets the call when something goes wrong, and the one clients ask for by name. That's admirable. It's also one of the most expensive problems a business can have. When a business can't function without its owner, it has a ceiling on its value, its growth, and the owner's freedom. That ceiling has a name: the opposite of absentee ownership. Absente

Private equity firms are taking public companies off the market at a record pace. Learn why $1.3 trillion in dry powder, patient capital, and shifting market dynamics are fueling the take-private boom in 2026.

CEOs planning an exit in 2026 need more than strong revenue. Learn how exit readiness, operational strength, and clean financials drive higher valuations and better deal outcomes.

If you’re leading a successful company, you already know how to grow revenue. What’s less obvious, and far more important, is how to build a company that someone else will pay a premium to own. That’s the difference between running a strong business and engineering a high value exit. It is also where most CEOs unknowingly leave millions on the table. The reality is that buyers do not pay for potential. They pay for systems. When private equity groups, institutional buyers, or

Buying a business is often touted as a shortcut to wealth, but for the unprepared, it can quickly become an expensive lesson. Between signing the Letter of Intent (LOI) and actually turning a profit, there is a "danger zone" where simple oversights can cost you hundreds of thousands of dollars. Based on insights from Ben Kelly at Acquisition Ace , here are the most common landmines first-time buyers face and how you can navigate around them. 1. Don’t Stop at the Spreadsheet M

New BizBuySell data shows where small business values are rising, where buyers are selective, and what owners should do before selling in 2025–2026.

Stop guessing how to scale. Learn the critical differences between a business value growth advisor, coach, and consultant to choose the right partner for your success.

In the fast-paced world of AI, the "build vs. buy" debate is no longer just a financial calculation it's a race for survival. This post explores why strategic M&A has become the primary defense against obsolescence. I highlight the "hidden costs" of internal development like the elite talent gap and the "data moat" that can leave slow-movers behind. Learn why speed of execution is now the only currency that matters in a tech-driven market.

As we step further into 2026, the business landscape continues to evolve at an unprecedented pace. Advances in technology, shifting consumer behaviors, and global economic uncertainty are creating both opportunities and challenges for companies of all sizes. In this dynamic environment, business consulting isn’t just a luxury, it’s a strategic necessity. 1. Navigate Rapid Change with Expert Guidance Businesses today face more disruption than ever before. AI integration, digit

As a new year begins, business owners across Middle Tennessee are setting goals for growth, stability, and long term success. Whether you are preparing to scale, considering a future exit, or simply looking to strengthen your business foundation, planning early in the year can create meaningful momentum. I work with business owners at every stage. One thing remains consistent. Businesses that succeed over time are intentional about planning, systems, and financial clarity. Th

Building a successful business is a lifetime achievement. If retirement is on the horizon, selling your business may be the biggest financial decision you’ll ever make. But here’s the hard truth: according to BizBuySell, 80% of businesses listed never sell. Even those that do often close at lower-than-expected prices. If you’ve worked decades to build your company, you deserve a rewarding retirement, not missed opportunities. The good news? With the right preparation and the

When evaluating a small business for acquisition, most buyers look at revenue, margins, and cash flow. But there’s one critical metric that often gets overlooked — and it can make or break the deal: customer concentration . What Is Customer Concentration? Customer concentration (also called client concentration ) measures how much of a company’s revenue comes from its largest customers . It shows how evenly (or unevenly) sales are spread across the client base. For example: A

Discover the four essential elements of a good estate plan to ensure your assets go to the right people, protect your loved ones, and secure your legacy.