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A Broke Philadelphia Sports Blogger and His $12 Million Payday

Last week’s collapse of Silicon Valley Bank has led to Jason Calacanis, a start-up investor and author of Angel, recommending that small businesses spread their cash across multiple banks to guard against future bank runs. This extreme example highlights the extent to which some founders will go to reduce their reliance on a single supplier.

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When Your Best Customer Becomes Your Worst Nightmare

Most business owners dream of landing a prominent blue-chip client. Selling to companies like Nike, Apple, Amazon, or Walmart can be transformational for a business. 

Although companies differ, most big brands place larger orders, always pay, are less price sensitive, and provide expansion opportunities.

Read More ›

How Thinking Like an NFL GM May Help You Sell Your Company

Before putting your company on the market, creating a list of potential buyers for your company is paramount. Rather than courting generic investors, I’ve learned that founders that sell for the highest multiples understand the key players in their industry that are paying a premium for businesses like theirs.

Read More ›

David vs. Goliath

We’re hardwired to cheer for an underdog. 

From Rocky versus Creed to, more recently, last year’s run by the Saint Peter’s Peacocks into the NCAA Elite Eight, we are captivated when an underdog pulls off an improbable upset against an overwhelming favorite.

Read More ›

The Danger of Being Lured into a Proprietary Deal

If you were looking to buy a house, you wouldn’t want to compete with other bidders. Acquirers are no different.
They want to avoid competing with anyone to buy your business. Acquirers land a proprietary deal (or “prop deal”) by convincing you to sell your business without creating a marketplace for your company.

Read More ›

3 Ways an Acquirer Evaluates Owner Dependency

When I was a kid, my father owned restaurants. Growing up, I remember my dad dreading a random visit from the health inspector, who had the power to shut his restaurants down. Acquirers also perform random inspections, although they are not evaluating your cleanliness. Instead, they are trying to ascertain how dependent your company is on you.

Read More ›

One vs. Four Times Revenue

Most founders aim to grow sales, but if focusing on your top line attracts the wrong kind of revenue, it may do more harm than good. 

This week’s Built to Sell Radio guest, Mike Winnet, provides an excellent case study on the importance of prioritizing your company’s value over its size. 

Read More ›

3 Ways You Can Shift from Player to Coach

Have you ever wondered why some athletes fail in the transition from player to coach?

Wayne Gretzky, the best hockey player of all time, failed to make the playoffs in four years as the coach of the Phoenix Coyotes. Ted Williams, the best hitter of all time, like Gretzky, could not lead his team to the playoffs in four years as a manager in the MLB.

By contrast, some of the all-time most successful coaches never excelled or even played the sport they coached professionally. Bill Belichick has won six Super Bowl titles with the New England Patriots, yet he never played a down in the NFL. Greg Popovich considered one of the best NBA coaches of all time, never played professional basketball.

Read More ›
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A Broke Philadelphia Sports Blogger and His $12 Million Payday

Last week’s collapse of Silicon Valley Bank has led to Jason Calacanis, a start-up investor and author of Angel, recommending that small businesses spread their cash across multiple banks to guard against future bank runs. This extreme example highlights the extent to which some founders will go to reduce their reliance on a single supplier.

Read More ›

When Your Best Customer Becomes Your Worst Nightmare

Most business owners dream of landing a prominent blue-chip client. Selling to companies like Nike, Apple, Amazon, or Walmart can be transformational for a business. 

Although companies differ, most big brands place larger orders, always pay, are less price sensitive, and provide expansion opportunities.

Read More ›

How Thinking Like an NFL GM May Help You Sell Your Company

Before putting your company on the market, creating a list of potential buyers for your company is paramount. Rather than courting generic investors, I’ve learned that founders that sell for the highest multiples understand the key players in their industry that are paying a premium for businesses like theirs.

Read More ›

David vs. Goliath

We’re hardwired to cheer for an underdog. 

From Rocky versus Creed to, more recently, last year’s run by the Saint Peter’s Peacocks into the NCAA Elite Eight, we are captivated when an underdog pulls off an improbable upset against an overwhelming favorite.

Read More ›

The Danger of Being Lured into a Proprietary Deal

If you were looking to buy a house, you wouldn’t want to compete with other bidders. Acquirers are no different.
They want to avoid competing with anyone to buy your business. Acquirers land a proprietary deal (or “prop deal”) by convincing you to sell your business without creating a marketplace for your company.

Read More ›

3 Ways an Acquirer Evaluates Owner Dependency

When I was a kid, my father owned restaurants. Growing up, I remember my dad dreading a random visit from the health inspector, who had the power to shut his restaurants down. Acquirers also perform random inspections, although they are not evaluating your cleanliness. Instead, they are trying to ascertain how dependent your company is on you.

Read More ›

One vs. Four Times Revenue

Most founders aim to grow sales, but if focusing on your top line attracts the wrong kind of revenue, it may do more harm than good. 

This week’s Built to Sell Radio guest, Mike Winnet, provides an excellent case study on the importance of prioritizing your company’s value over its size. 

Read More ›

3 Ways You Can Shift from Player to Coach

Have you ever wondered why some athletes fail in the transition from player to coach?

Wayne Gretzky, the best hockey player of all time, failed to make the playoffs in four years as the coach of the Phoenix Coyotes. Ted Williams, the best hitter of all time, like Gretzky, could not lead his team to the playoffs in four years as a manager in the MLB.

By contrast, some of the all-time most successful coaches never excelled or even played the sport they coached professionally. Bill Belichick has won six Super Bowl titles with the New England Patriots, yet he never played a down in the NFL. Greg Popovich considered one of the best NBA coaches of all time, never played professional basketball.

Read More ›
It looks like there is no more content available.

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