Podcasts about value builder

For the first time ever, we recorded a Built to Sell Radio episode in front of a live audience at the Value Builder Summit—a gathering of mission-driven advisors dedicated to helping founders level the playing field as they approach their exit.  Rob Walling has started, built, and sold multiple companies. As an investor and conference organizer, he's seen hundreds of founders exit—some thriving, others struggling. He teamed up with Dr. Sherry Walling, a clinical psychologist specializing in supporting entrepreneurs, to codify what separates a successful exit from one that leaves an owner adrift. Their insights culminated in their new book Exit Strategy. 

Guest: Pete Mohr, certified exit planner and Kolbe coach Key Topics Covered: The importance of having a clear external-facing "promise" for your business Using the Kolbe assessment to understand how your team naturally makes decisions and takes action Leveraging Kolbe insights to improve communication, alignment, and role fit within your team The value of starting exit planning early, even 3-5 years before a potential business exit Ways to Connect with Pete: Main website: Pete-Mohr.com Take the Value Builder assessment: Pete-Mohr.com Connect on LinkedIn: linkedin.com/in/petemohr

Bradley Hamner, Founder and CEO of BlueprintOS, shares his journey from being a workaholic entrepreneur to becoming the architect of his business. He emphasizes the importance of creating systems and processes to upgrade the operating system of a business.  Bradley discusses the common belief that entrepreneurs must do everything themselves and highlights the need to train and delegate to a team. He also emphasizes the mindset, skillset, and toolset required to transition from being the rainmaker to the architect of a business.  Becoming the architect of your business involves five milestones: having a business generating over a million dollars in revenue, achieving a ratio of 40 or above between year-over-year growth and profitability, taking 12 weeks off in a year, having an executive assistant to buy back your time, and installing an operating system that exists independently of you.  Working on your business, not just in it, is crucial for growth. Standardizing processes and documents in the business is important for creating a culture of design and intentionality. Implementing ideas is key to creating real change. Key Takeaways Upgrade the operating system of your business by creating systems and processes. Train and delegate to a team to avoid being the bottleneck in your business. Adopt the mindset of an architect and design the systems that will run your business. Acquire the necessary skills and tools to effectively manage and scale your business.  Working on your business, not just in it, is essential for growth and success. Standardizing processes and documents in the business creates a culture of design and intentionality. Implementing ideas and taking action is crucial for creating real change in your business. About Bradley Hamner Bradley started his first business in 2009 with no customers, no leads, and very little cash but he did have a desire to win and succeed. After working around the clock for 5 years, Bradley had a health scare in his 30s. Knowing something had to change, he focused on building his leadership first, and then he began “architecting” his business to work for him. This led him to designing the ultimate operating system for business owners - BlueprintOS. This framework has empowered business owners to move successfully from rainmaker to architect in their business. Now, Bradley is a Business Growth Coach, certified Value Builder, and host of the Above The Business Podcast. Each week, he shows other entrepreneurs & business owners how to install the systems, processes, and routines their business needs to grow and scale.  The ultimate outcome? Business owners have a successful business that creates the freedom and flexibility they desired from the start. In This Episode [00:00] Welcome to the show! [06:48] Meet Bradley Hamner [07:58] BluePrintOS [11:11] The Architect of Your Business [27:36] The Five Milestones [32:48] On, In, And Above [49:52] Connect with Bradley [51:03] Outro Quotes "The business got bigger to the point to where then the business got bigger than me and started to sling me around." - Bradley Hamner “What I was really doing is I was transitioning myself from being the rainmaker to where like it was all dependent upon me to really I started to become the architect of the business.” - Bradley “It's really about working on your business and not just in your business.” - Ryan Koral “There are times that we need to get above the business. And I would even share with someone that listening to a podcast, going to a conference as an example, going to a strategic coach, those are times I wasn't working on that business. I was working above my business.” - Bradley Guest Links Learn more about the BlueprintOS Assets Find Bradley Hamner online Follow Bradley Hamner on Instagram | Facebook Links  Find out more about 10xFILMMAKER   Find out more about the Onward Summit  Join the Grow Your Video Business Facebook Group  Follow Ryan Koral on Instagram Follow Grow Your Video Business on Instagram Check out the full show notes

In this week's episode, let's talk about the difference between working in, working on, and working above your business - with my guest Bradley Hamner.He shares how other entrepreneurs & business owners can install the systems, processes, and routines their business needs to grow and scale. The ultimate outcome? A successful business that creates the freedom and flexibility every owner desired from the start.In this conversation, we also discuss…How to go from “Rainmaker” to the “Architect of Your Business”How to lead yourself firstThe mindset, skillset & toolset of a visionary entrepreneurAnd so much more!ABOUT OUR GUESTBradley Hamner is a Business Growth Coach, certified Value Builder, creator of The Rainmaker to Architect Assessment, and host of the Above The Business Podcast. He started his first business in 2009 with no customers, no leads, and very little cash. After being successful early in his career in sales, Bradley believed that his ability to be the Rainmaker for the business would be enough to grow and scale. That however, proved not to be the case.From 2009 – 2014 after seemingly working around the clock, with young children at home, endless rescheduled appointments and tee-offs, and hitting an invisible barrier to personal and business growth, he knew something had to change.Bradley had a stress-related health scare at the age of 34, which greatly changed his perspective. He began to build himself first as a leader, and then he focused on re-structuring his business. He learned how to “architect” the business to work for him, not the other way around. This led him to designing the ultimate operating system for business owners – BlueprintOS. This framework has empowered business owners to move successfully from rainmaker to architect in their business.Learn more about Bradley and his work here: blueprintos.com/media-kitAnd check out this free course today: Blueprintos.com/assetsABOUT OUR HOSTKen Eslick is an Entrepreneur, Author, Podcaster, Tony Robbins Trainer, Life Coach, Husband of 35+ Years, and Grandfather. Ken currently spends his time as the President & Founder of The Leaders Lab where he and his team focus on Senior Leadership Acquisition. They get founders the next level C-Suite Leaders they need to go from being an Inc. Magazine 5000 fastest growing company to $100,000,000 + in revenue. You can learn more about Ken and his team attheleaderslab.coListen to more episodes on Mission Matters:https://missionmatters.com/author/ken-eslick/

Bradley Hamner is a Business Growth Coach. certified Value Builder, creator of The Rainmaker to Architect Assessment, and host of the Above The Business Podcast. Each week, he shows other entrepreneurs & business owners how to install the systems, processes, and routines their business needs to grow and scale. The ultimate outcome? Business owners have a […] The post Bradley Hamner With BlueprintOS appeared first on Business RadioX ®.

Bradley is a Business Growth Coach. certified Value Builder, creator of The Rainmaker to Architect Assessment, and host of the Above The Business Podcast. Each week, he shows other entrepreneurs & business owners how to install the systems, processes, and routines their business needs to grow and scale. The ultimate outcome? Business owners have a successful business that creates the freedom and flexibility they desired from the start.Bradley started his first business in 2009 with no customers, no leads and very little cash but he did have a desire to win and succeed. After being successful early in his career in sales, Bradley believed that his ability to be the Rainmaker for the business would be enough to grow and scale. That however, proved not to be the case.From 2009 – 2014 after seemingly working around the clock. With young children at home, endless rescheduled appointments and tee-offs, and hitting an invisible barrier to personal and business growth, Bradley knew something had to change.After a stress-related health scare at the age of 34, this change finally happened. Bradley began to build himself first as a leader, and then he focused on restructuring his business. He learned how to “architect” the business to work for him, not the other way around. This led him to design the ultimate operating system for business owners – BlueprintOS. This framework has empowered business owners to move successfully from rainmaker to architect in their business.Learn more: https://www.blueprintos.com/assetsInfluential Entrepreneurs with Mike Saundershttps://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/Source: https://businessinnovatorsradio.com/interview-with-bradley-hamner-creator-founder-of-blueprintos

Bradley is a Business Growth Coach. certified Value Builder, creator of The Rainmaker to Architect Assessment, and host of the Above The Business Podcast. Each week, he shows other entrepreneurs & business owners how to install the systems, processes, and routines their business needs to grow and scale. The ultimate outcome? Business owners have a successful business that creates the freedom and flexibility they desired from the start.Bradley started his first business in 2009 with no customers, no leads and very little cash but he did have a desire to win and succeed. After being successful early in his career in sales, Bradley believed that his ability to be the Rainmaker for the business would be enough to grow and scale. That however, proved not to be the case.From 2009 – 2014 after seemingly working around the clock. With young children at home, endless rescheduled appointments and tee-offs, and hitting an invisible barrier to personal and business growth, Bradley knew something had to change.After a stress-related health scare at the age of 34, this change finally happened. Bradley began to build himself first as a leader, and then he focused on restructuring his business. He learned how to “architect” the business to work for him, not the other way around. This led him to design the ultimate operating system for business owners – BlueprintOS. This framework has empowered business owners to move successfully from rainmaker to architect in their business.Learn more: https://www.blueprintos.com/assetsInfluential Entrepreneurs with Mike Saundershttps://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/Source: https://businessinnovatorsradio.com/interview-with-bradley-hamner-creator-founder-of-blueprintos

Bradley Hamner, an entrepreneur with a tenacious drive, started his first business in 2009 against all odds. Overcoming initial challenges, he developed effective operating systems through relentless trial and testing. Today, Bradley is a Business Growth Coach and Value Builder consultant, empowering entrepreneurs to become architects of their own success. He shares his revolutionary BlueprintOS methodology, unlocking businesses' true potential and driving remarkable achievements. Listen to this informative Sharkpreneur episode with Bradley Hamner about escaping the owner's trap and finding business autonomy. Here are some of the beneficial topics covered on this week's show: - How systems and professes are important for business scalability. - Why BlueprintOS specializes in service-based businesses such as marketing agencies and insurance companies. - How over-dependence of businesses on their founders or primary operators can become an issue. - Why businesses should have a clear three-year vision, one-year objectives and key results, and quarterly targets. - How many businesses on INC 5000's fastest-growing companies fail due to unsustainable growth practices. Connect with Bradley: Guest Contact Info Facebook facebook.com/blueprintos LinkedIn linkedin.com/company/blueprintos Links Mentioned: blueprintos.com Learn more about your ad choices. Visit megaphone.fm/adchoices

Bradley is a Business Growth Coach, certified Value Builder, creator of The Rainmaker to Architect Assessment, and host of the Above The Business Podcast. Each week, he shows other entrepreneurs & business owners how  to install the systems, processes, and routines their business needs to grow and scale. The ultimate outcome? Business owners have a successful business that creates the freedom and flexibility they desired from the start.   In this episode, we talked to Bradley about his key phrase that businesses fail, but entrepreneurs don't, his insightful tips for entrepreneurs to create and manage their operating systems more efficiently, examples from his career, even a case study for a “win” experience, and much more.   Announcement: You can join the Apartment Investing Mastermind here.   Operating Systems for Entrepreneurs;   02:25 Bradley's background; 06:22 "Businesses fail, entrepreneurs don't"; 20:29 Tips for entrepreneurs to manage their systems more effectively; 32:51 A case study for "the win"; 34:55 Round of insights       Announcement: Download a Sample Deal package here.   Round of Insights   Apparent Failure: Breaking even in a huge event back in 2020, due to not setting enough demand for the offer. Digital Resource: Notion. Most Recommended Book: The Road Less Stupid. Daily Habit: Journaling daily digitally to set goals and track his progress. #1 Insight for starting to develop an effective operating system: Considering yourself as the architect of your business and setting up your operating system by design, not by default. Best place to grab a bite in Huntsville, AL: Cotton Row   Contact Bradley: Website: https://www.blueprintos.com/assets/    Thank you for joining us for another great episode! If you're enjoying the show, please LEAVE A RATING OR REVIEW,  and be sure to hit that subscribe button so you do not miss an episode.  

Licensed Family Therapist, Thomas Castro talks about:Eliminating the need for our partners to act differently in order for us to be happy.In order for us to HAVE different relationships we need to DO different things.How improve the influence in our relationships by framing things differently.increasing the touch factor.Learn more about Thomas Castro by visiting theshinecampus.comDavid Chudyk, Certified Financial Planner(tm) can be reached by emailing david@parallelfinancial.com For the business owners...Take the Valuebuilder assessment at www.weeklywealthpodcast.com/valuebuilderscoreDownload "The 8 Drivers of Business Value" EBOOKwww.weeklywealthpodcast.com/drivers

A lot of people know of John Warrillow. As a young man entering EPI with his dad 12 years ago, John had a huge influence on Scott Snider. They  are going to dive into some of the content from his books on the show today. Scott and John talked about the sellability score, and his path toward founding Value Builder, one of EPIs longest running partners, and his entrepreneurial journey. John has exited four businesses and they talk a bit about each one! Want to learn more? Go to: https://linktr.ee/theexitplanninginstituteConnect with Scott: https://www.linkedin.com/in/scott-snider-epi/============================================SUBSCRIBE TO THE PODCAST:Apple Podcasts: https://podcasts.apple.com/us/podcast/exit-is-now-plan-accordingly-with-scott-snider/id1663050204Spotify: https://open.spotify.com/show/0iXzdvQN1ApWPOk3rVytFR============================================CONNECT WITH SCOTT ON SOCIAL MEDIA   YouTube: https://www.youtube.com/channel/UC_Eh7TfhJHKRa5uc5R0uRgAFacebook: https://www.facebook.com/Exit-Planning-Institute-608403729259835Website: https://exit-planning-institute.org#ExitPlanningInstitute #ScottSnider #Podcast============================================About Scott:Scott Snider is the President of the Exit Planning Institute (EPI) and the Operating Partner of Snider Premier Growth, a small family investment company.  At EPI, Scott is responsible for the strategic direction of the organization along with overseeing the company's operations and chapter development. Since joining EPI, Scott has expanded the organization regionally, nationally, and globally, providing a transformational educational experience to advisors from all specialties across the globe.Scott Snider is a nationally recognized industry leader, growth specialist, and lifetime entrepreneur.  Two of Snider's biggest talents: market penetration and rapid growth strategies. As the operational and strategic leader of EPI, Snider thrives on helping advisors learn how to educate clients, achieve market distinction, and deliver real results.

If you ever have the slightest intention to sell your business, understanding its value is crucial. Strategic pre-planning for the sale can enhance your value builder score so you sell at a premium multiple of earnings.   In today's discussion, Danielle delves into one of the eight key drivers to improve profitability: monopoly control. Following that, she will explain ten distinct strategies to attain monopoly control.    Whether you are contemplating an exit from your business now or eons from now, this episode is a must for every entrepreneur   IN THIS EPISODE: [01:21] What is the value of my business, how do I raise profitability, and what is monopoly control [06:24] Danielle shares ten ideas and strategies that will raise your profitability; however, be advised that you won't serve everyone when you are a monopoly of one [10:25] Rule One: Does your technology set you apart [14:27] Rule Two: Customization and personalization [16:07] Rule Three: Providing exceptional customer service [17:16] Rule Four: Package what you offer so that it cannot be price-shopped [20:18] Rule Five: Develop brand identity [21:46] Rule Six: Create a user experience [23:02] Rule Seven: Connecting with other partnerships and collaborations [25:02] Rule Eight: Position your business as the industry authority [27:56] Rule Nine: Use innovative marketing and selling strategies [29:03] Rule Ten: Trial periods and guarantees KEY TAKEAWAYS:  Always be conscious of driving the value of your business, especially when considering exiting the business. “Monopoly Control Strategies” such as education and knowledge sharing, innovative marketing and selling, and "done for you" services can significantly impact the valuation of a business. Achieving “Monopoly Control” is crucial for maximizing the price and margin in your business. Strategies such as branding, storytelling, and offering trial periods and guarantees can help businesses stand out in the market and dictate pricing. Connecting with customers through storytelling, sharing educational content, and offering personalized services. Building a strong brand identity and aligning with customer values can differentiate a business in the market.   Pre-Order ALL IN: How Great Leaders Build Unstoppable Teams https://www.amazon.com/All-Great-Leaders-Build-Unstoppable/dp/0593544501/ref=sr_1_1?keywords=all+in+mike+michalowicz&qid=1700164489&sr=8-1   ABOUT THE HOSTS:   Danielle Mulvey is a former flight attendant-turned-entrepreneur and owns multiple businesses doing $50 million in annual revenue. She is one of the exclusive, select group of Mastery-Certified Profit First Professionals worldwide and the go-to “HOW TO IMPLEMENT” workshop facilitator for Profit First and WSJ Journal best-selling author Mike Michalowicz following his keynote speeches. Danielle is currently running multiple businesses, from start-ups to mature businesses with 10-year plus track records and revenues ranging from $1M to $40 million in annual revenues and is a certified numbers geek about Profit First, leveraging the DIY cash management system for small business to achieve maximum profitability. She can personally guide business owners to achieve maximum profitability based on her 25 years of experience as an entrepreneur who has been there and done that.   Additionally, Danielle authored the book The Rapid Read™ Guide to The 5-Star Employee Rating System™ and is currently collaborating with Wall Street Journal best-selling author Mike Michalowicz on his new book, to be released in Q1 2024, titled ALL IN: How Great Leaders Build Unstoppable Teams. Mike Michalowicz is an entrepreneur and New York Times and Wall Street Journal best-selling author of Profit First, The Pumpkin Plan, SURGE, Toilet Paper Entrepreneur, Clockwork, Fix This Next and Get Different. BusinessWeek called Toilet Paper Entrepreneur, a business cult classic. His books have been translated into ten languages, and Mike has had the privilege to speak on stages worldwide because of his passion for connecting with entrepreneurs.   As the founder of Profit First Professionals, he empowers accountants, bookkeepers, and business coaches with the tools and techniques to maximize client profitability, allowing them to uplevel from being one of the 83% of small businesses operating check-to-check and struggling to be profitable to becoming one of the 17% of thriving and highly valuable businesses with cash in the bank to correlate to profitability. Mike also co-founded the business growth consultancy Provendus Group and has successfully founded, built, and sold two technology service-based companies. He is passionate about sharing his experiences and advice with entrepreneurs and sits on formal and informal advisory boards while maintaining relationships with angel and early-stage investors.   RESOURCES: Danielle Mulvey - Website Danielle Mulvey - Linkedin The All In Company - Website Profit First Nation - Website   Mike Michalowicz - Website Mike Michalowicz - Linkedin Mike Michalowicz - Twitter Profit First Professionals - Website Mike Michalowicz - Books  

Ed Mysogland dissects Q3 data, revealing steady business valuations despite declining deal volume. Sellers navigate pandemic uncertainty, with minimal changes in revenue and cash flow multiples. Ed highlights the importance of earnings and introduces the Value Builder tool. The market pulse survey indicates a balanced landscape, and Ed emphasizes the significance of exit planning. Tune in for concise insights into Q3 trends and a glimpse into the more stable 2024 market predicted by Ed. ************ About the Show The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.   ************ For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value Twitter: https://twitter.com/sellabizpod Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders  

In this podcast episode, Dr. Jonathan H. Westover talks with Bradley Hamner about how to develop confidence and lead yourself first. Bradley Hamner (https://www.linkedin.com/in/bradleyhamner/), an entrepreneur with a tenacious drive, started his first business in 2009 against all odds. Overcoming initial challenges, he developed effective operating systems through relentless trial and testing. Today, Bradley is a Business Growth Coach and Value Builder consultant, empowering entrepreneurs to become architects of their own success. He shares his revolutionary BlueprintOS methodology, unlocking businesses' true potential and driving remarkable achievements. Check out all of the podcasts in the HCI Podcast Network! Check out the ⁠HCI Academy⁠: Courses, Micro-Credentials, and Certificates to Upskill and Reskill for the Future of Work! Check out the LinkedIn ⁠Alchemizing Human Capital⁠ Newsletter. Check out Dr. Westover's book, ⁠The Future Leader⁠. Check out Dr. Westover's book, ⁠'Bluer than Indigo' Leadership⁠. Check out Dr. Westover's book, ⁠The Alchemy of Truly Remarkable Leadership⁠. Check out the latest issue of the ⁠Human Capital Leadership magazine⁠. Each HCI Podcast episode (Program, ID No. 627454) has been approved for 0.50 HR (General) recertification credit hours toward aPHR™, aPHRi™, PHR®, PHRca®, SPHR®, GPHR®, PHRi™ and SPHRi™ recertification through HR Certification Institute® (HRCI®). Each HCI Podcast episode (Program ID: 24-DP529) has been approved for 0.50 HR (General) SHRM Professional Development Credits (PDCs) for SHRM-CP and SHRM-SCPHR recertification through SHRM, as part of the knowledge and competency programs related to the SHRM Body of Applied Skills and Knowledge™ (the SHRM BASK™). Human Capital Innovations has been pre-approved by the ATD Certification Institute to offer educational programs that can be used towards initial eligibility and recertification of the Certified Professional in Talent Development (CPTD) and Associate Professional in Talent Development (APTD) credentials. Each HCI Podcast episode qualifies for a maximum of 0.50 points.

In this landmark 100th episode, we explore the world of business value creation with John Warrillow, the visionary founder of Built to Sell. Warrillow's system empowers business owners to understand their company's value drivers, a transformational tool that has resonated with countless advisors and entrepreneurs. We delve into business valuation and entrepreneurship, with a focus on the Value Builder platform, and Ed Mysogland, an investment banker, emphasizing the importance of understanding small business value drivers. The episode also delves into entrepreneur motivations and categorization, with insights into the shifting landscape of business ownership and the mindset of risk-taking. It concludes by exploring the optimism of entrepreneurs and examining business valuation drivers and strategies. Throughout the episode, book recommendations and personal aspirations are shared, making it a must-listen episode. ************ About the Show The Defenders of Business Value Podcast combines nearly 31 years of valuation and exit planning expertise working with business owners. Ed Mysogland has a mission and vision to help business owners understand the value of their business and make it a salable asset. Most of the small business owner's net worth is locked in the company, and to unlock it, a business owner has to sell it. Unfortunately, the odds are against business owners that they won't be able to sell their companies because they don't know what creates a saleable asset. Ed interviews experts who help business owners prepare, build, preserve, and one-day transfer value with the sale of the business.   ************ For past guests, please visit https://www.defendersofbusinessvalue.com/ Follow Ed: Connect on LinkedIn: https://www.linkedin.com/company/defenders-of-business-value Twitter: https://twitter.com/sellabizpod Instagram: https://www.instagram.com/defendersofbusinessvalue/ Facebook: https://www.facebook.com/bvdefenders  

In 2006, Chad Rubin built Skubana, a tool specifically designed to streamline the operation of his e-commerce store across diverse channels. Sensing the software's potential, Rubin decided to offer Skubana to other online store owners. The platform rapidly resonated with e-commerce entrepreneurs, accumulating $5 million in annual recurring revenue by 2021. The company's success drew the interest of prospective buyers, eventually culminating in an irresistible offer from 3PL Central, a premier provider of warehouse management software. 

In 2014, Alex Macdonald co-founded Velocity Black, a global digital concierge service for affluent clients. Unlike the basic concierge services of some credit cards, Velocity Black leverages technology and expert knowledge to curate personalized services such as travel, entertainment, shopping, and dining, accessible directly from your phone. By 2022, the business had expanded to $30 million in net revenue, attracting attention from potential buyers including Capital One which acquired Velocity Black for a reported $297 million.

In this episode, we are thrilled to welcome a very special guest, best-selling author John Warrillow! Join us as we dive into the world of creating valuable businesses with John, the renowned author of "Built to Sell," "The Automatic Customer," and "The Art of Selling Your Business." With his expertise and as the founder of the Value Builder system, John sheds light on the challenges faced by service-based businesses, including law firms, in building a business that is sellable. Discover the secrets to creating a company that operates independently from the owner, allowing it to thrive seamlessly. Don't miss out on John's invaluable insights and expert tips on how law firm owners can embrace the "built to sell" mentality, making their businesses flourish even when they're not present. We also delve into the remarkable Value Builder system and how it has helped countless small and medium business owners achieve successful exits.

Building Your Business to Create Wealth for Your Future!  Brian Kerrigan - Business Growth advisor, assists business owners grow their business value through a step-by-step process.  The wonderful thing about his system is he can measure the ROI with the process, allowing you to justify the planning cost while you are growing in a positive way.   He helps business owners grow their business value and increase their multiples for greater value for the future when the wealth of your business will be needed for your financial security, and options to live your life.   Brian brings to the business owner a well proven process for business growth.    Get Your Value Builder Score  The Value Builder Program helps business owners assess where they are and where they can be in the future by using the systems.  His process speeds up the multiple growth process through the system of planning.   The Value Builder Score explained where I currently was with my business. It gave value to specific areas of my business and showed me where I needed to improve things. –John Christian Williams CEO of JCW  When I first got my Value Builder Score, I understood that from an acquisition standpoint we had an uphill battle in convincing others to love us as much as we loved ourselves. –Steve Henderson CEO, Henderson Data Solutions   Call Brian to find out about the assessment, which is free, which defines where you are and where you want to go.  He will explain to you how the Value Builder system can help you achieve your business goals, and how you can start his process.   774 306 6135   bkerrigan@taylorfoleylaw.com LinkedIn  

Can you sell your business today?..I chat with Krish Ravipati - CPA, Value Builder, Author, Keynote Speaker and MC - about what really makes a healthy business and what makes a business SALE-able! Krish outlines the 8 key drivers that are absolutely essential to any business - no matter whether you want to sell today, 3 years down the line or not at all! Krish provided STAX of value, insights and invaluable information!! A TRULY POWERFUL, INSIGHTFUL AND ENTERTAINING EPISODE NOT TO BE MISSED! Feel free to get in touch with Krish! Website - https://peakvalue.com.au/  LinkedIn - https://www.linkedin.com/in/ravipati/  FB - https://www.facebook.com/krishravipaticpa  Link to your Value Builder Score - https://score.valuebuildersystem.com/peak-value-advisory/krish-ravipati 

On this episode of Emerge Dynamics we're joined by guest Ladi Franklin. Not only is this woman doing amazing things for the businesses she works with, but she has also been working on the value-builder drivers in a culturally different space. She's proving these principles are globally applicable. Originally from Nigeria, Ladi has been living...

In this episode, David and Eric wrap up their coverage of Value Builder (https://valuebuilder.com/for-business-owners/) drivers with Customer Satisfaction. Do your customers promote your business on your behalf? A lot of business owners assume their customers are satisfied. We discuss some interesting dynamics that often make that not the case. Created by Fred Reichheld and a...

We're wrapping up a mini-series on Value Builder drivers within our series on Business Valuation   In today's episode, David and Eric discuss:  Financial performance, Growth potential and the Valuation “teeter totter”.  In depth we discuss the three main moving components mathematically on the business valuation. These components are the inherent cash flows in the business,...

Pj Reilly has unique methods of buying and selling vacant land. Whether you are interested in buying one piece of vacant land or learning how to grow your wealth through the buying AND selling of land, this episode could be for you. To learn more about his course, please visit www.landlifecourse.com and make sure to follow him on tiktok @pjreillyislandlife and check out his YOUTUBE Channel by CLICKING HERE Don't forget to check out David's new website www.allofmyassets.com to learn how to build the value of, what is probably your biggest asset, and that is your business itself. To take your Valuebuilder score for YOUR business, CLICK HERE As always, David is always available for any of the money related questions that might be keeping you up at night. david@parallelfinancial.com

Host Laurie Barkman talks with John Warrillow, best selling author of Built to Sell, Built to Sell Radio, and Founder of The Value Builder System, a company that provides business owners with a proven process for improving value and preparing for an exit. Prior to starting Value Builder, John started and exited four companies. John shares relatable stories - including his own - about personal readiness and having blind spots for the potential value of your business. John shares practical steps business owners should take to maximize the value of their business, and protect their business in both the short and long term. If you think you might sell your company one day, or want to know that you can, this is a great episode to dig into.    Listen in to learn more about: John's entrepreneur's journey and what inspired The Value Builder System Why a company that isn't transferable is worthless.  What drives the value of your business, and what you can do to prepare personally Finding out what your business is worth to see if you have a gap  Common answers to the question, “What's the biggest obstacle you're facing in transitioning  your company in the future?”  Some of the biggest mistakes business owners make when they go to sell.  How to find the right buyer for your business, working with a broker or intermediary versus on your own.     Show Links: The Value Builder System website: www.valuebuildersystem.com Personal Readiness to Exit assessment: getmyprescore.com Value Builder exit value assessment: getmyvbscore.com The Overlooked Owner eBook: https://bit.ly/overlooked_owner       Is this the year to sell your company? Don't leave your exit to chance. Stony Hill Advisors works with owners like you to get ready and maximize value when you're ready to sell. Visit www.stonyhilladvisors.com/podcast for a complimentary business valuation.       About Succession Stories Podcast Succession Stories is hosted by Laurie Barkman, the Business Transition Sherpa-- guiding business owners through the process from "transition to transaction." Learn more at https://smalldotbig.com  Book a 1:1 Advisory call: meetlauriebarkman.com  lbarkman@smalldotbig.com     We appreciate your support...subscribe, share, and post a review to share what you like about the show!

Marcia talks with business transition sherpa & M&A advisor, Laurie Barkman about transition planning. There are many reasons to start planning as early as today. Laurie uses the Value Builder system to analyze gaps & improve the value of your company so that you can be better prepared for a transition as well as get the biggest price in return. Laurie has a lot of resources on her website: www.SmallDotBig.com & she is offering a complimentary assessment, register @ www.meetlauriebarken.com ================= Join Marcia on her FREE webclass "How To Make Your Business Sale-Worthy....Even If You Aren't Thinking of Selling It Yet on Wednesday at 6 pm PT. Register @ www.exitwithaplan.com   Please subscribe & ring the bell for reminders about next week's show. ================= About Marcia: She is a business growth strategist helping service-based professionals to strengthen their business so that it is worth selling someday. She works closely with her clients to turn their business into an attractive & profitable business asset they can enjoy until they decide it's time to stop. She helps them get a return on their business investment. Marcia is the CEO of Trajectory Consulting & can be found at www.TrajectoryBiz.com Curious? Book a complimentary call. (949) 229-2112      

John Warrillow is an expert in entrepreneurship, small business, and strategic planning. He has been the president of The Value Builder since 2015, and the owner and president of the Warrillow Network since 1997. He is the host of Built to Sell Radio, which is ranked as one of the Top 10 podcasts for business owners. His best selling book, Built to Sell, has already been translated into 12 languages and was recognized by both Fortune and Inc. as one of the best business books of 2011. In this episode, we talked about running an independent business, automated subscription models, productization, NPS…

Needs of business owners require a different type of financial planning that is uncommon today, but very necessary. In this episode, Richard and Matt interview John Warrilow. John is the author of The Art of Selling Your Business, The Automatic Customer and The Art of Selling Your Business. He also hosts the weekly podcast Built to Sell Radio. John is the founder of The Value Builder System, a successful framework which owners can leverage to build highly valuable and saleable businesses. https://builttosell.com/radio/

We are all leaders! Welcome to the Quiet Time Podcast!   Today, I am joined by Dirk Dykson an expert CEO/executive coach, Gallup certified Strengths™ coach, leadership workshop facilitator, certified Value Builder™, and business coach. After an early career in corporate finance with Fortune 100 companies, Dirk spent a decade in sales, marketing, and organizational performance leadership roles with global and national scope. During his 18-year career with Hewlett-Packard, he led a turnaround of HP's iconic Calculator business, doubling revenue in just 18 months and building strategic partnerships with China and Brazil Ministries of Education. Dirk specializes in clarifying strategy, building healthy, high-performing teams, identifying processes to enable scale, and developing the next generation of leaders.    Every leader is as unique as every person is. There are different types of leaders out there with a variety of perspectives on what leadership should be.  Want to know more about that?  Check this episode out!   [00:01 – 03:06] Opening Segment Let's welcome my guest, Dirk Dykson to the Show! Dirk shares about his journey in the corporate space A revolving door of leadership and wide range of leadership   [03:07 – 23:34] Leadership, Coaching, and Communication 20 Bosses in 18 Years Thinking about Leadership The Three Different Types of Bosses How to bring the best out in others Who or what is better because of you?  Micromanaging is a hard thing to do! Dirk's coaching and leadership experience with his son Two lessons you have to learn from Dirk and his son Belief and Trust Level in the Corporate World A lack of understanding How to fix the lack of understanding problem The Foundation of a High Performing Team Corporate Amercia Should Change These! Step One: Communication Keeping People Engaged Awareness is Always Key Leaders Go Eat Last How to Make Feedback Giving Work Bringing feedback in coaching and organizations   [23:35 – 24:42] Closing Segment  Final words Connect with my guest in the links below   Tweetable Quotes: “Leadership is one thing. It's being a master of bringing out the best in others.” – Dirk Dykson “I think the key was finding that one thing that each person uniquely needed to be successful. And it was often very different than what I needed to be successful.” – Dirk Dykson “Understanding creates empathy. And I believe that's the foundation of a high performing team.” – Dirk Dykson ----------------------------- Connect with Dirk through DirkD@Portocol.com or LinkedIn.   You can connect with me, Bennie Fowler, on Facebook, LinkedIn, or send me an email at Benniefowler1@gmail.com. I'd love to get in touch and talk about leadership stories, mindset, vision, and performance, and leadership in all areas.   Thanks for tuning in! If you liked today's episode, please LEAVE A 5-STAR REVIEW, and don't forget to like, share and subscribe.

Paul Farrell is a longtime entrepreneur, founder, mentor, angel investor, and executive. Most recently, he was the Founder and CEO of Nehemiah Security, which he sold in September 2020. Paul has shepherded a startup from product launch to over a million in annual recurring revenue in less than two years, led a corporate acquisition that yielded a sale five years later at 10X the purchase price, and participated in the explosive growth of a global leader in business communications that yielded an 11X return on investment in just over a year.  After successfully selling Nehemiah Security to ThreatConnect, Paul is now leading Pater Holdings. His goal is to invest in companies and help them flourish. In this episode of the Smart Business Revolution Podcast, John Corcoran is joined by Paul Farrell, an entrepreneur and angel investor, to discuss what Paul learned from scaling and selling software firms. They also talk about hiring strategies, preparing for a successful sale, and the dot-com burst of 2003. Stay tuned.

Jon talks with John Warrillow, Founder, and CEO of The Value Builder System, about the relevancy of what people should be thinking about when it comes to automatic customers. John Warrillow is the founder of The Value Builder System™, simple software for building the value of a company used by thousands of businesses worldwide. Offered by a global network of independent advisors known as Certified Value Builders, The Value Builder System™ incorporates several diagnostic tools, including the Value Builder Score. Those businesses that achieve a Value Builder Score of 90 or greater are worth double the average-performing business. His best-selling book Built to Sell: Creating a Business That Can Thrive Without You was recognized by both Fortune and Inc. as one of the best business books of 2011 and has been translated into 12 languages. John is the host of Built to Sell Radio, ranked by Forbes as one of the world's 10 best podcasts for business owners. In 2015, John wrote another best-selling book, The Automatic Customer: Creating a Subscription Business in Any Industry. John completes the trilogy with his latest book, The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top. Prior to founding The Value Builder System, he started and exited four companies, including one acquired by a public company. He lives with his family in Toronto. You can follow John's work by signing up at BuiltToSell.com.    Connect with Jon Dwoskin: Twitter: @jdwoskin Facebook: https://www.facebook.com/jonathan.dwoskin Instagram: https://www.instagram.com/thejondwoskinexperience/ Website: https://jondwoskin.com/LinkedIn: https://www.linkedin.com/in/jondwoskin/ Email: jon@jondwoskin.com Get Jon's Book: The Think Big Movement: Grow your business big. Very Big!   Connect with John Warrillow: Website: valuebuildersystem.com Twitter: @johnwarrillow, @builttosell LinkedIn: https://www.linkedin.com/in/john-warrillow-a54b241/ Facebook: https://www.facebook.com/ValueBuilder/

How can business owners focus on enterprise value rather than short-term profits? Listen in as Laurie Barkman talks with Kevin Trout about preparing your business for sale. Kevin built Grandview Medical Resources with the intent to sell one day. Revenue growth was strong, but created too much risk in the business. Kevin shares some key decisions that he made to drive enterprise value and his reflections on what he would have done differently along the way. Today Kevin pays his experience forward as a Vistage Chair, advising high-performing executives and business owners on growing their businesses and enhancing their lives.    Listen in to learn more about: The importance of a Value Builder assessment in driving business value  Phases of a business growth cycle How to prepare your business for growth Building business value beyond revenue Three key things to consider when thinking of selling your company   Show Links: Kevin Trout LinkedIn Three Rivers Leadership Podcast - Laurie Barkman's appearance Vistage  Laurie Barkman on LinkedIn Podcast website: SuccessionStories.com   About: The Succession Stories podcast is hosted by Laurie Barkman, Founder of SmallDotBig.   We'll help you maximize business value, plan your exit transition, and get rewarded for all of your hard work by finding the right buyer or seller.   Visit https://smalldotbig.com for more value building resources and subscribe to our newsletter!

Are you stuck in the owner's trap? Where you went into business to have freedom, but your business slows down if you take a vacation? Or maybe your company's growth is so dependent on you that it plateaus – because there's only so many hours in the day and you can't keep up.    In this episode of

Build your business smart, and you can make a lot of money when you sell it.   In today's episode of Business Lunch, host Roland Frasier sits down with John Warrillow, founder of ValueBuilder, author of three great books, and all-around good guy, to talk about building and selling businesses.   Each of his books is geared toward a different phase of your business. Built to Sell is for anyone feeling trapped in their business and shows you how to create a business that can thrive without you. The Automated Customer is for anyone looking for a recurring revenue stream. And The Art of Selling Your Business is for anyone on the last chapter of their entrepreneurial journey.   He also has an exclusive offer for Business Lunch listeners who want to apply the lessons from his latest book to their own businesses.   Listen in as Roland and John dig deep into how to build and sell your business well.   Building a Company You'll Eventually Sell John has a radio show called Built to Sell where he interviews a different entrepreneur each week about their exit strategy. He says there are a few dozen people out there playing at a higher level, out-maneuvering and outthinking the other side. They were the inspiration behind his most recent book. What tactics can we learn from these people? What mistakes can they help us avoid?   The biggest issue entrepreneurs face when they go to sell their business is: what do you want for it? John says if you put a super-high number out there, you'll lose people before you even start the process. On the other hand, if your number is too low, you're cheating yourself. There's virtually no good answer to this question, but this is a decent one: “Hey, I'm a reasonable person. I'm happy to review any offer you think is reasonable.”   He tells them that he's willing to look at an IOI (indication of interest) if they want to put that together. An IOI is not the same as an LOI (letter of intent). An LOI gives a specific price and includes a no-shop clause where you agree not to market your business to anyone else. That's a dangerous document to sign. You've lost leverage. You want a process to try to get multiple bids from multiple people at a time.   The Importance of Building Your Own Media A lot of Business Lunch listeners own ecommerce companies, and right now FBA (Fulfillment By Amazon) roll-ups are all the rage. They've raised over $1 billion in funds and hold workshops on how to get the most for your business. They create a deal flow mechanism—How to Sell Your Amazon Business—then go in and buy at low multiples. They're like the fox in the henhouse. How would John advise someone who gets an offer from one of these groups to proceed?   He asks the question: who owns the customer? If Amazon is seen as the ultimate owner of the customer, and you're a fulfillment house with a 3rd party product you sourced, you don't have a direct relationship with the customer. This puts you in a weak negotiating position.   If you own the brand, the customer list, and you have multiple marketing channels, one of which is Amazon, you can do a lot better. You don't want to be dependent on the traffic from one platform, and you want access to your clients.    John tells a story about Ben Leonard who built a cool workout platform, Beast Gear, selling weight lifting straps and gloves. He started selling on Amazon and, in the package he included a note that says, “Make sure you tag us on IG when you get a PR. I'd love to know about it.” Then he DMs anyone who posts, says something like, “I can't believe you dead lifted that many pounds!” and builds rapport. On top of that, he gives them a $20 gift card for the Beast Gear website.    This lessens his dependency on Amazon, which is always a good thing.   Selling Your Business to a Private Equity Firm or an Individual Investor Entrepreneurs thrive on freedom. If they wanted to go work for someone, they'd do that. Most of them are successful and smart. Selling to a private equity firm is usually the worst of both worlds. You're giving up control (60% to the PE firm) and you're a minority shareholder in a company they want you to run. People in charge may not know the details of your company, and there's significant risk.    It comes down to the quality of the buyer and their history in executing this kind of plan. You have to know your stuff to do this. It can work, but it's tough. The key is to think about building your concerns into the deal. Do your research and know what to ask for.   Private equities in general are a bit like sheep. They all have identical investment criteria. The good news is that, if you attract the attention of one private equity group, others will be attracted too, and you can negotiate and get a better deal.   Individual investors are the most likely buyers for small businesses. That person is either looking for a job or a business that fits together nicely with their own business. They often need to borrow money to buy your company. The more bankable your business it is, the easier it will be to get a loan. You'll likely have to carry a note, finance at least a little of the sale.    Figure Out Your Freedom Point Your freedom point is when the sale of your company after taxes will create enough liquid wealth for you to live comfortably for the rest of your life. When you crest that point, ask yourself, is now the right time to get out?    If you stay, and your business is a big part of your net worth, you're effectively gambling your freedom. Once you crest the freedom point, get out. Take the amount of annual income you need to feel totally free, multiply it by 33, and that's what you need.   Most entrepreneurs are happiest when they're creating, building new things. Once you've crossed a certain point in your business where the excitement is wearing off, it's a good time to sell. 

John Warrillow is an entrepreneur, author, podcast host as well as being the CEO and Founder of the Value Builder System. In this super conversation you can learn: Why he coaches entrepreneurs to consider selling from the outset Making yourself dispensable - your ultimate poker hand - so what is that? Why we should focus on value above all else “Parenting” your team and business can deliver great value   Join our Tribe at https://leadership-hacker.com Music: " Upbeat Party " by Scott Holmes courtesy of the Free Music Archive FMA Transcript: Thanks to Jermaine Pinto at JRP Transcribing for being our Partner. Contact Jermaine via LinkedIn or via his site JRP Transcribing Services Find out more about John below: John on LinkedIn: https://www.linkedin.com/in/johnwarrillow/ Value Builder System Website: https://valuebuilder.com John on Twitter: https://twitter.com/JohnWarrillow Full Transcript Below Steve Rush: Some call me Steve, dad, husband or friend. Others might call me boss, coach or mentor. Today you can call me The Leadership Hacker.   Thanks for listening in. I really appreciate it. My job as the leadership hacker is to hack into the minds, experiences, habits and learning of great leaders, C-Suite executives, authors and development experts so that I can assist you developing your understanding and awareness of leadership. I am Steve Rush and I am your host today. I am the author of Leadership Cake. I am a transformation consultant and leadership coach. I cannot wait to start sharing all things leadership with you   Our special guest on today's show is John Warrillow. He's the founder of The Value Builder System, a practice management software for business advisors. His best-selling book, Built to Sell has been internationally recognized as one of the best business books. He's also the host of the Built to Sell Radio. But before we get a chance to meet with John, it's The Leadership Hacker News. The Leadership Hacker News So, as we head towards the end of the summer holidays, business leaders and team leaders are going to start thinking about how to get ready for 2022. Although we can't predict a future, we can say that next year will not be returned to business as usual. The pandemic, social unrest, cultural divisions, new remote, or hybrid working, schooling possibilities, all but guarantee that leading teams of businesses in the coming year will be anything but business as usual. The technological trends in which workers will need to learn new skill sets outside of their roles, combined with new ways of working. Remote, in person, or hybrid of the two, would require leaders to be nimble, empathetic, and inclusive as well as strategically focused. So how do we get ready for 2022 and beyond? Use technology in human ways and for human reasons, when it comes to even the near future, the ability to adapt to new technology is always going to be a priority. And the question often in its minds of its workforce, is this tool a force of good or the enemy? Professor Roshni Raveendran research explores the integration of novel technologies into the workplace and where those technologies intersect with the psychology of human behavior. With studies include an examination of monitoring technology and the use of virtual and augmented reality. Raveendran keeps focus on the use of new systems to augment human life and how to use those new technologies responsibly. For example, the use of avatars may relieve a sense of social threat through psychological distance or an organization's behavior tracking application may be used for better. If it's for the information for its employees to self-analyze, rather than making them feel monitored constantly, as companies start thinking about making remote work a long-term reality, one key challenge pertains to the missing social connection, the feeling of being part of the same group, said Raveendran. So, there'll be a lot more demand for immersive technologies like virtual reality. That's why it's important for us to understand the psychology that drives people to adopt some of those technologies. Let's look at maintaining and improving company culture. If a company does maintain remote work as a status quo, how can leaders nurture a sense of teamwork and company culture across a distance and the difference that might exist? Well, Darden Professor Laura Morgan Roberts is an expert in human potential, diversity and leadership development. She knows compassionate, responsive leadership is what every organization needs, whether it's face-to-face or screen to screen, because learning needs to happen so rapidly. The fastest route is often peer to peer through nonlinear ways of thinking. Even after a crisis, there will be a normal, normality and leaders need to map out old values and behaviors and norms, even especially the unspoken ones. And then contrast them with what we now know to be the normal as it is today, or as we'd like it to be. As companies compete and grow, the successful ones will emphasize with a culture of inclusivity, authentic ways of developing and retaining their talent. And the last thing I want to call out for how organizations and teams can get set up for 2022 is advance your diversity efforts and intelligent inclusion as we move forward next year or any year for that matter. Successful leaders will forge beyond diversity efforts and developing minority talent, pushing their organizations to embrace the importance of intelligent inclusion, ultimately the impact of diversity, equity and inclusion efforts. However well-meaning will depend on how they're viewed. Professor Martin Davidson, who also serves as Darden's senior associate Dean and global chief diversity officer, said, create an inclusion climate is inherently ambiguous task, how organizations and to take inclusion matters is key. Decades of research in social psychology and organizational behavior show us that when individuals questioned the value of group identity, the social identity threats they register are massively damaging, not just to the individual, but to the individual's relationship with the organization they work in. Davidson and explores how those organizations can design and Institute programs and policies that work to eliminate racial inequality by reducing that psychological reactivity that arises in response to any racial friction. While Davidson's research was focused on racial equality. For me, intelligent inclusion is about any minority. Age, race, religion, sexuality, cultures. The more we can recognize that we're all in the same boat, heading in the same direction, the better we can serve each other. That's been The Leadership Hacker News. If you have any news, insights or any information that you'd like us to showcase on the show? Please get in touch. Start of Podcast Steve Rush: Our special guest on today's show is John Warrillow. He's an entrepreneur, a writer, he's a podcast host, and he's also the founder and CEO of The Value Builder System. John, welcome to The Leadership Hacker Podcast. John Warrillow: Hey, good to be with you Steve. Steve Rush: So, delighted to have a fellow podcaster and an entrepreneur on the show today. But for the folks that listening for the first time that may not have heard a little bit about your backstory, let's just give us a little flavor of how you ended up creating The Value Builder System and doing what you're doing now? John Warrillow: Oh man, it goes back 25 years ago. I had a market research business where we did quantitative market research for big companies. We had a decent sized company. I think we were five or six million in revenue, 20, 30% profit margin. So, it was a good business. I thought I was sitting on a gold mine and I went to see an M&A professional guy named Harry Mielly in Toronto. And I said, you know, what do you think it's worth? And I was kind of rubbing my hands together, waiting for his number. And he said, well, it kind of depends on the answer to a couple of questions and I said, shoot. He said, all right. So, like, you do research? And I'm like yep. He said who does the research. And at the time we worked with these massive companies, Bank of America, Apple and JP Morgan Chase. And so, I was involved. So, I said, well, I'm involved in the research. He said, all right, who does the selling? And I'm like, we're working with these giant companies. Of course, I'm doing some of the selling, right? He says, okay, well John, there is nothing here I could sell, your company is worthless. Steve Rush: Wow. John Warrillow: And man, that was tough to hear for me, especially going into that meeting, thinking, I was sort of sitting on this goldmine, kind of counting my shekels, so to speak. And leaving, realizing that I had built this business that was effectively unsellable. And I spent the better part of, I guess, three years, really trying to listen to what Perry had to say and others frankly, and transform that business, made much change we create. It's a subscription model I got out of doing the selling out doing research. Long story short, it was acquired by a New York stock exchange listed company in 2009. So, it had a happy ending, I think kicked off for me to sort of lifelong journey that I'm on to this day, which is to really discover what drives the value of a business. And hopefully, you know, you talking about purpose-driven leadership, hopefully helping other entrepreneurs you know, not have to experience what I felt and maybe save them some years off their lives by building a business from the start that's valuable. So, I've written a few books on that topic and of course, Value Builder is a software platform that advisors use to help their clients sort of understand some of these principles. So that's me in a kind of nut shell. Steve Rush: Was that kind of an epiphany for you at the time where you had a perception there was valuing the business because of its turnover, yet when it comes down to its underlying asset value, there was a real mismatch. Was that the kind of defining moment to set you on this path I guess? John Warrillow: Yeah, I walked around thinking my business is going to be valuable because it's profitable. And because we have great clients and people would say to me, they would say, wow, you work with Bank of America, you work with IBM, you know, fill in the blank, large enterprise organization. You're going to be, you know, this business is going to be valuable. And, I was under the impression that an acquirer would buy us for our client list. So, my focus for many years was to really win clients that were prestigious clients, right. We worked with British Telecom, biggest Telecom company in Europe at the time. And that was an aspiration for us. Not because they were necessarily great clients or the biggest revenue, but because we could put that logo on our PowerPoint slide deck to say, hey, we worked with British Telecom, and I was chasing the wrong stuff. What I came to learn was that clients are great and having kind of blue-chip clients can help the value of your company, but they're not going to make the value of your company. They're instiller tertiary to the overall value. So, it was a real learning experience for me. Steve Rush: What's your experience then John, in helping other entrepreneurs on this path, when they start to think and realize that value isn't derived from turnover? John Warrillow: Yeah, it can be a bit difficult, right? Because again, we have these yardsticks, I think as entrepreneurs. As a society, we celebrate top-line turnover, right? Like that's all the newspaper articles and the magazine articles are like this company's growing this quickly. And their top line revenue is this amount of money, yet it's generally not necessarily the most important driver for value. You mentioned Built to Sell radio in the intro of podcasts, where I interviewed different entrepreneurs. I did two interviews kind of back-to-back a few months ago. And one guy distributed a product and distribution companies by their nature, terrible businesses to sell, they're really difficult to sell. And he distributed product, built it up to $15 million in revenue turnover, and ultimately sold it for 25% of one year's revenue. Well, literally the next day I did an interview with a guy named Rob Walling who built a company called drip, which was a SAS product software and service product. And he focused exclusively on this one product, focused a hundred percent on recurring revenue and built it to just two million dollars of turnover. So, the day before I'd talked to the guy who had a business with fifteen million turn over, sold for twenty five percent of one year revenue. The next day I learned from Rob Walling that he sold his two-million-dollar turnover business for somewhere between nine- and thirteen-times top line revenue. He didn't show the exact number, it was a multiple of revenue, not a multiple of profits. And it was a large, high multiple of revenue. And it was just such a black and white contrast for me, of here's two companies. One is a fraction of the size of another. Yet the tiny company is trading at a much, much higher value than the large company. And so, I think we boast about and kind put out our chest and say, yeah, we get a million in turnover a week. You know, we got ten employees or we're at five million or whatever the boast is, but oftentimes it's kind of revenue sort of vanity, I think for a lot of entrepreneurs. And yet the real value oftentimes is not in the revenue, in the other elements of your business. Steve Rush: So, what are they John? What are the other elements that you would really drive conversations to focus on value? John Warrillow: Probably the biggest one, I think is finding something, an area where you can absolutely dominate. One feature, one product, one offering where you can be the dominant provider. Because again, when you look at an acquire, if you put your acquire hat on for a second, they've got generally tons of money. They've got tons of resources. If you're just selling a commoditized product, if you are offering something where you're competing on price, you're responding to RFP'S, you're selling by ounce or pound or whatever. That large enterprise organization is just going to basically come to the conclusion that it's a lot cheaper to compete with you than it would be to buy you. So, this is going to lower the price in the market for that service or product. Steve Rush: Right. John Warrillow: Get in a bidding war with you, and basically pick up your business. Whereas if you do something really unique, they're going to draw the conclusion that it would take years to replicate what they have bill. You know, if you go back to Rob Walling and Drip, he had a really beautiful, elegant email marketing software, which lead pages, which was ultimately his acquire didn't have. And he had some features that would have taken years to build out. And he had a two- or three-year head start, could lead pages with enough developers have replicated Drip, of course, but for lead pages where time was money, they thought, you know what, this is too unique. We can just acquire this. And I think, again, going back to distribution companies and why that fifteen-million-dollar distribution company was so difficult to sell and ultimately got such a huge discount is they're not selling anything unique. They're basically taking someone else's product and selling it. And again, if you're a fortune 500 or a large enterprise organization, you can simply do that without buying the company. Steve Rush: Right? Yeah. It's a pretty interesting perspective, isn't it? And also, there's been some recent articles around the human capital element that plays into that value stream. So that's the people on your balance sheet versus the assets on your balance sheet. How do you frame that in? John Warrillow: Yeah, look, the people on your team, again, a lot of acquirers will look at that and say, could we recruit all these people with some unique skillset? Yes, of course is yes. With enough money and time could, in many cases acquire will look at that and say, you know what, it's just going to be a lot cheaper rather than spent two years and many hundreds of thousands or millions of pounds on a recruiter. Why don't I just buy this company? Now, those valuations are referred to as acquihires in the industry, those generally are much lower than you would expect from a acquire who is placing value on other elements of what you do. So, I don't think you're going to get the highest valuation for your business if you're just looking at an acquihires, okay, effectively, you're selling your team. But you will get some value for that in particular, if they have some unique skill set that that is, you know, obviously if you have a bunch of people who are doing AI right now, or even people who have a real skillset in the area of digital marketing, those are very hard to come by. And so, someone might value that team of yours, but generally that's not going to be an astronomical multiple relative to having some sort of unique product that is more valuable. Steve Rush: Sure, is there anything in the value set that you look at that should be avoided by potential entrepreneurs? John Warrillow: Interesting, yeah. I mean, I think cross selling is probably one of the biggest mistake's entrepreneurs make and they come by it, honestly, because if you listen and talk to virtually any sales and marketing guru that gets the stage or writes a book, they'll tell you that cross selling an existing customer is like eight or nine times cheaper than going and winning a new customer. And so most entrepreneurs here that, they're focused on scale and growing and top line revenue and they say great, we've got a few customers, let's cross them. And by doing that, they're ultimately diluting their value proposition and ultimately making the business less sellable, certainly less valuable than it would be if they stuck to their knitting. I'll give you an example. There's a woman I interviewed on Built to Sell Radio named Stephanie Breedlove. She built up a payroll company and they had a special niche where they did payroll for parents who had a nanny, an HomePay to pay. And her niche was very small. And she reached a point at three hundred thousand dollars in revenue where it started to become harder for her to get new parents who had a nanny to pay. She was based in Texas. She was focused mostly locally. She reached three hundred thousand dollars in revenue, so tiny business, was just her and one employee. And she had this kind of fork in the road. She could go, and although it would be hard, find new parents who had a nanny to pay, or she could do what everybody else was telling her to do, which was to cross sell other services to her existing customers, right? So, what else did busy parents have a nanny need? They need, you know, lawn care services and meal deliveries, and you could go on and kind of brainstorm what busy parents need? And Breedlove was being told at the time that that's how you grow your business. Yet to her credit, she did not do that. She instead took the much harder road. She went and said, I'm going to double down and go find more parents who have a nanny to pay. Twenty-five years later, she built her business up to nine million dollars in revenue, ten thousand parents who have nannies to pay. Nine million in revenue over twenty-five years. It's not liked the next Tesla, right? Like it's not a super-fast growth company. It's a kind of twenty-five-year overnight success, it's a slow burn. Steve Rush: Yeah. John Warrillow: And she goes to sell it. She sells it to care.com, care.com, I'm not sure if they have it in the UK, but basically if you plug in your postal code and it will render babysitters and Au Pairs in your local market, that all be five stars rated. Have you seen that, Steve? Steve Rush: Yeah, yeah. Right. John Warrillow: Yeah. Yeah. Okay. So, she finds care.com and care.com at the time of the acquisition had seven million subscribers. So, she made the case, look, with just one percent of your seven million subscribers by my payroll service. That's seventy thousand customers. We're a nine-million-dollar company on the back of ten thousand customers. Long story short, Stephanie sold her nine million business for fifty-four million dollars. Steve Rush: Wow. John Warrillow: That's like six times revenue. That's like unbelief. It doesn't make any sense on any valuation table you could possibly conceive of. And it would never have happened, had she done what ninety five percent of gurus would have told her to do at a time, which was to go cross sell her existing customers because care.com wanted a very elegant solution to provide payroll to their seven million subscribers. They didn't want meal delivery services or lawn care services, right? Like they had a very specific need. And that's really were understanding what a strategic acquires looking for and sticking to your knitting. Doing one thing is where I think so much value can be added, but also undermined and lost if you sort of follow the mantra of growth is good. Top line revenue is our number one goal. I think you can, many cases hurt you more than it can help you. Steve Rush: That's super fascinating. Almost contradictory to what certainly I've heard. And most people have muted along the way because you build up a client base to cross sell more revenue. So, but I get the whole focus on the whole be great at your niche or your niche. And most importantly, be super, super good at that. And therefore, it just grows and develops and its strength and capability, right? John Warrillow: Yeah, and again, put your acquirer hat on for a second. And when you're looking at company, they closed the boardroom door, you're not invited to the meeting. And the head of corporate development sits down with the CEO and says, why are we buying this company again? And why don't we just compete with them? Are they doing something that unique, that's special that we need to acquire them because it'll be a lot cheaper and a lot less disruptive if we just get in a price war with them and for six months drop our price, ten percent below them, we can sustain that way better than they can? Why don't we just do it and get in a price war? And then the corporate development head as to fight back to the CEO and say, no, but you don't get it. They got something really unique that would take us years to build, you know, many millions of dollars to replicate. And that's the conversation that happens when you're not in the room. Steve Rush: Yeah. John Warrillow: And so, if you're just selling a bunch of, I mean, like, I don't know what it's like in the UK, but in North America, the cable providers had a monopoly and they would package up their television programming so that if you wanted like one or two channels, you couldn't buy the one or two channels, you'd have to buy like two hundred channels. And it was the most frustrating thing on earth, right. Because all you wanted was a couple of channels and you're paying for something you really don't need. Steve Rush: Yeah. John Warrillow: And then along comes Netflix and now Disney and all these discreet channels where you don't need cable anymore. And they're obviously losing customers in droves because people are like, all I want is ESPN, Disney and Netflix, and I'm good. And I don't two hundred channels. Steve Rush: It's exactly the same in Europe. John Warrillow: The Acquiror of a business makes the same. Steve Rush: Exactly the same. You have written the book Built to Sell. And it comes from that mindset of how you encourage entrepreneurs to consider building their business with the intention to sell at some point in the future. Tell us a little bit about what that mindset is and how we might need to reframe some of that thinking along the way. John Warrillow: Yeah, I mean, the essence of building to sell is you're creating a company that can thrive without you, the entrepreneur, founder, doing all the work. And when you've created a business that can succeed without you personally doing the work, you've got all of the options, like think of the poker player who gets like a royal flush. I mean, you can't lose basically. So, you can run your business without having to do the hard lifting, right? The hard yards, as they say. You can just simply be the CEO and letting your teams sort of run the business and take lots of time away from the company. You could bring in a manager and literally leave and have the manager run the business. While you kind of think of it as a passive asset, as it works, you could bring in a private equity group and sell sixty percent of the company, put some cash in your jeans and then continue to run and get a sort of second traunche of equity. When the private equity group sells, you can sell to a strategic. I mean, you've got every option available to you. If it can succeed without you personally doing the work and the inversus is not true. If the business is deeply dependent on you showing up for work, you've got very few options. You've got effectively a job, not to put too fine point on it, where you can't really get out of it. And then you're in this weird position where you got into business for the freedom, right. Freedom to do what you want, when you want, financial freedom, et cetera. Those were all, and for many of the entrepreneurs I speak with the aspirations. And yet, if the business is dependent on you, you actually have less freedom than most employed people. Steve Rush: That's very true. John Warrillow: Like if you go to work for Proctor & Gamble and you put in your fifty hours a week, and you're a good corporate citizen, you can have your weekends, you can have your evenings to do the things that you want to do with your family, et cetera. If you run a company that's dependent on you, your life sucks. You're not only putting in your fifty hours, but you're working all the hours in the evening, the weekends, you're on call for your customers, you're thinking about it constantly in your back of your mind, worried that this is going to happen, that's going to happen. So, you have none of the freedom and none of the benefits. So, for me, I think if you're going to create a business, really the aspiration should be, if freedom is your goal, to get it to survive without you. And that gives you the ultimate program. Steve Rush: Yeah, so you hold all the next play, don't you? And of course, if you are part of the play, so your part of that key human capital, then actually you could be at risk financially and probably the value of the business will be less, I guess. John Warrillow: Absolutely. Steve Rush: Yeah. John Warrillow: The other piece of this is, that you can get out more cleanly if and when you decided, just did an interview with a woman based in the UK, your name's Jodie Cook, she started a social media company and the beginning, it was her. It was actually JC Social Media or something. It was her initials in the name of the company. So, it was totally dependent on her. And over time she realized that really what she wanted to build was something that didn't actually depend on her. And she ultimately came a decision that she wanted to sell the business and what she did not want to do, which is what most, every entrepreneur in the marketing services industry has to do, was to sign up for an earn-out. An earn-out is when you have a portion of the proceeds of the sale of your company at risk in the future. And you've got to reach some certain goals that the acquire puts in place, and Jodie is an independent woman, and she just had no interest in that, right. Of kind of working for a company for three, five years and have some goals out there that she had. So, she said, I'm going to create a business, that's not dependent on me. And she focused on building out her standard operating procedures. These are like the processes that people need to follow to do the work. And she spent months building out these SOPs. I said but Jodie. I mean, for a young entrepreneur, like you, that must have been torture to spend all that time kind of systematizing your business and thinking about all the processes and so forth, Yeah, John think about this way, if you're going to go to jail, would you rather go to jail for four months or four years? Steve Rush: It's an Interesting philosophy, isn't it? John Warrillow: And her point was, I could sell the company, but then I'm going to have to be in a four, five year earn-out, while I'm working for some middle manager who reports to some senior manager, who reports to some division for some giant conglomerate and have no control over my destiny. Whereas if I do this work in creating standard operating procedures now, yeah It sucks for a few months, but man I'm much better off. And so, she sold her company,  She left two weeks later and that's almost unheard of in marketing services, almost all marketing services deals have some sort of burnout, but good for her for doing the work. Steve Rush: Totally, right. Yeah. So, what's the reason you think then John, that entrepreneurs fall into this trap? John Warrillow: You know, I think there's an element of ego to it, if I'm honest, I was just, you know, the same as I think many entrepreneurs. It feels good to be wanted, right? It feels good to be the Knight in shining armor, you know, that swoops in and saves the day and fixes the customer problem. And this, you know, this happens in virtually every industry where you, as the owner gets brought in to some really technical challenge or some difficult customer relationship, and you solve the issue. And for a few months or years, or a few weeks, probably. It feels good to be there and be the Rainmaker for your company. I got a chance; this goes back twenty years. So, bear with me, Steven. It was a while ago, but I got a chance to go to something called the birthing of giants. It's simply, it's been renamed, something different these days, but it was a group of sixty entrepreneurs who were invited to MIT's executive education center for a three-year program of entrepreneurship, it's called the birthing of giants. And we got to hear from these amazing speakers, like Patrick Lencioni who wrote The Five Dysfunctions of a Team and lots of other books in the area of leadership. He came in and spoke, and there's lots of speakers that came in. One day, this guy came in towards the end who just sold his company. And he started off the conversation with a ploy. Okay, raise your hand if you're involved in selling your product or service. And like every one of our hands went up. This is like sixty eager young entrepreneurs, we were all kind of, you know, the fourth grader got with the answer to the question when the teacher asks, like, we were all sort of like proud of that. And he said, all right, put your hands down. He says, here's the deal. You've all got the right skills. You're selling the wrong product, hire salespeople to sell your product. Your job is to use those same skills to sell your company. And it was like, for me, it was an epiphany. Like I felt like an amateur who had just seen a professional game for the first time. Like I actually saw that my job was not to do the work. It was actually to sell the company and I don't mean sell it transactionally. I mean, to promote it, to be having conversations with strategic investors, people who might one day want to buy the company, that's the job of the CEO. I'll never forget that meeting again. It goes back twenty or so years now, but it was a real light bulb for me. Steve Rush: Yeah, it's interesting that a lot of the principles that you've created within your writing and your books are all around that kind of take stock and be thoughtful about your role as the business owner, the CEO, rather than being the practitioner inside the business, right? John Warrillow: Absolutely. I think one of the things that helps people get their head around that, or start the journey down the road of getting it to not be so dependent on them is this concept of recurring revenue, because for a lot of businesses, there are some transactional business models, right? So, you kind of run around bidding on jobs, finding clients, responding to RFP's to win the project, and then it takes it two or three months to delivery. And then you kind of wake up, you delivery the project and then you've got nothing on top to follow and you're on this kind of hamster wheel that gets really frustrating over time. Because you kind of have the sense, I think, at least I did at the time when I was in a kind of a business transaction model where you just not making any progress. Every month, you kind of dread the beginning of the month. Because you know, you have to go create the magic again next month, right. And, you know, sell everybody. And so, I think one of the things in addition to finding one thing that you're really good at, Stephanie Breedlove did, I think the other thing is, is to create some recurrent revenue, put your company as much as possible on an annuity stream where customers have to opt out versus opting in. Steve Rush: Yeah. John Warrillow: And I don't mean that in a nefarious way, but I do mean, like if you're a carpet cleaning company, you know, don't wait for your customer to call you to come in and clean their carpets. Most customers frankly have better things to do, then think about how clean their carpets are. And most people only remember to clean their carpets well past the date where they should've had them cleaned, right. Whereas if you say, look, once a month, we'll come in on the third Tuesday of every month and clean your carpet, let us know, if you ever don't want us to, but we'll be here on the third Tuesday of every month. And all of a sudden, first of all, taken something off your clients or customers to-do list to remember, to have the carpet clean and come in every period of time. And number two, you've got recurring revenue. Now you can decide how many people you need? How many trucks you need on the road? et cetera. It creates this sort of domino effect where it makes a much more predictable business and ultimately a whole lot more valuable. So, I'm a big believer in this notion of recurring revenue as an important element to building a valuable company. Steve Rush: Of course, if it's recurring revenue, it's also bottom-line value on the balance sheets as well. John Warrillow: Absolutely. I mean, I just looked at this recently, the security companies, you know, the folks we use to secure our homes and offices, you come in and they put together the sensors on the windows and they call the fire brigade if there's a fire. Those companies have two forms of revenue. They've got their installation revenue where they come in and do the initial setup for the system. And then they had their monitoring revenue. And you have the kind of thirty, forty, fifty-dollar revenue a month, they charge us to come on the system. Those companies, when they go to sell a typical acquire will pay about 75 cents for every dollar of installation revenue, because it's kind of one and done transactional, not very valuable. They'll pay between two and three dollars for every single dollar of monitoring revenue. Another way your recurring revenue is worth like kind of three, four dollars for every dollar of installation revenue you have. Steve Rush: That's really fascinating, yeah. John Warrillow: We see it in virtually every industry. Carpet cleaning, you can look at HVAC, you know, heating and air condition, any industry. Your recurring revenue is going to be what acquirers place the highest value on. Steve Rush: You know, it's just struck me actually, there are a number of different businesses taking the same approach. I have the same now with coffee beans. So, I have a coffee machine. It knows broadly that every two months, I need another three kilograms of coffee beans. And every three months I get a box of coffee beans. So same principle, right? John Warrillow: Absolutely. Think about? For that coffee company, how much more valuable you are then sitting around, waiting for the phone to ring or buying Google ad words, trying to get you to stimulate your purchase because that's what most people do. They effectively manufactured demand through advertising. Whereas you're locking in, actively demand by subscribing. It makes it easy for you. You don't have to worry about that, you know, the morning you wake up and there's no coffee beans, it's like the dreaded morning of my life. Steve Rush: Absolutely right. John Warrillow: And so, knowing that you're going to get that order every two months or whatever preemptively allows you to just kind of sit back and relax and know what's coming. So, it's good for the customer. It's not something nefarious thing. It's good for the customer. Not only that, it makes it way, way easier for the coffee company, because they're probably not, you know, they're probably not growing their own coffee beans. They're probably buying them from a supplier. And when you're at the mercy of a transaction business module, you never know how many coffee beans to buy. I reminded of a company I wrote about in the automatic customer called H. Bloom, and they do flowers on subscription. They focus on hotels that want to have like a fresh cut bouquet of flowers on their reception table. Typical flower store, at least in North America. I'm sure it's the same in the UK or similar. Typical flower store in north America, will throw out sixty percent of its inventory every single month. Why? Because it's dead, rotting in your refrigerator, right? Like you guess wrong, you guess how many people are going to come in and want gerbera daisies, verses roses, verses daisies or whatever. And so, you've got a bunch of inventories you can't sell and you throw it out. 60% of the inventory, a typical flower store is thrown out. H. Bloom comes along and says, we're not going to sell flowers in some retail shop. We're going to sell flowers on subscription, were going to focus on hotels, four- or five-star hotels that just want that bouquet of flowers fresh cut every two weeks on the reception table. There spoilage rate, in other words, the percentage of their flowers they throw out every month is less than 2%. Steve Rush: Wow, that's amazing. John Warrillow: I mean, if you think about, which company would you rather own? Which company would you rather invest in? I mean, it's not even an argument. A company have a predictable revenue where you only buy the number of flowers you need to fulfill the subscribers you have is a much different model than worrying about guessing how much you need every month. And again, for your example, same thing. They're probably buying their beans from a third-party provider and beans have a shelf life. And if they guess wrong, they've got a bunch of beans that can't sell. Whereas if they get guys like Steve to subscribe, they only buy the coffee beans they have for subscribers, they need to fulfill. And it just changes the business entire. Steve Rush: Yeah, it really does, yeah. So, when it comes to that moment where I'm now going to sell my business, walk away and leave it, is there ever a perfect time to sell it out? John Warrillow: Well, you might make the case that right now is pretty good. I mean, I think, you know, interest rates are very low and of course, acquirers, in many cases in particular, private equity groups are one of those common acquires for SMEs right now. They make their business model work on debt. Like it doesn't work without debt. So, they take on a bunch of debt to buy a business and they try to sell it later on for higher multiple. And they put a little bit of equity in, but they give a lot of debt and that allows them to choose their return on investment for their investors. Private equity is fuel on interest rates. And right now, we're at a point in the history of our world where interest rates are still very, very low. And so that's creating an enormous sort of volume of sort of acquisitions. I think on the flip side of that. I think we're also in a point where a lot of SME owners have come through the worst of the pandemic, I realized as we record this, the pandemic is not over, but there is a lot of entrepreneurs that have kind of come through the worst of it and said, enough is enough. I can't do this anymore. And they're willing to leave their company for less than they might have prior to the pandemic. And, I see that again, I do this Built to Sell Radio episode or Podcast. And in the last few weeks I've had that sediment two or three times where people said, yeah, you know, I was just at my wit's end. I wanted out and, you know, almost at any price. And so, I think those two things are off setting one on the right now. On one hand, you've got a lot of demands. On the other hand, you've got a lot of really burnt-out owners who are effectively willing to sell for lower prices. So, I think they're balancing right now, but you might make the case, at least economically that right now is a pretty good time. Steve Rush: So, as we start to transition into me hacking into your leadership brain, the last time you and I met, we had a really fascinating conversation around Fortnite and how kids were getting dragged into Fortnite and consumed by video games. And that you had a great parallel to this, which is this whole concept of leadership being a bit like a parent. There's tell our listeners a little bit about that. John Warrillow: Well, I think a lot of SME owners, small business owners, think of their role as being the leader of their company, the CEO, oftentimes they're involved in doing some of the selling, the rainmaker, the driver of their company, right. And that's all fine. I think a lot of us would be better served thinking of ourselves, not as the CEO of our company, but as the parent of our company. And again, I'm sure a lot of your listeners are parents. And if you think about your job as a parent, it's, you know, some people want their kids to go to Oxford or Harvard or some fancy school, but for most of us, we would be happy if our kids got out of the basement. They went into the world as adults and they were happy functioning, independent adults and like box check that as a parent, if you're able to succeed and do that. And so, you know, despite the fact that many parents are sitting there with their, you know, kids play a lot of Fortnite and wondering, will they ever sort of get out of the house? I think that's the job as a parent is to kind of nudge them and cajole them and teach them to be independent functioning adults. And if we're successful in that, then we've done our job. And again, I think if we go back to our job as the owner of a company, I think if you can get your business to thrive without you, to be independent of you, it is the most rewarding thing in the world psychologically, but it also gives you all the cards when it comes to the value of your company. So, I think we'd be better served in a lot of ways, not thinking of ourselves as a rainmaker, as the CEO, but more as the parent of our business. And our main goal is to get it to become an independent thriving adult. Steve Rush: Yeah, it's a really great reframe. I love it. So, we're going to now start to tap into your leadership brain, having led and run businesses and coached other businesses for over twenty years, I want to hack into that leadership brain of yours. So, if you had to distill your top three leadership hacks or tips, what would they be John? John Warrillow: I'm a big believer in journaling and really reflecting on what's working and what's not. And whether you do that in a sort of formalized program or just a white paper or white board every week or so. So, I'm a big believer in journaling and having the people you're leading also journal, I think is big win. So, I think it helps you, one for yourself personally. And two, for the people you're leading. I guess, you know, to take that hack to another level. I think there are some really good journaling tools out there. I know I'm a user of the high-performance planner, I this its Brendon Burchard product. I mean, there's nothing magical about it per se, but it's a good journal. And I think having some sort of system around that can be super helpful. So, I'm a big journaling guy. Steve Rush: Me too. So, the next part of the show we call it Hack to Attack. So, this is typically where something has gone wrong and as a result of it going wrong or not working out well, you've now used the experience as a driver and a positive force in your life and work. What would be your Hack to Attack? John Warrillow: You know, I would actually go back to the very beginning of our conversation. And I think my hack was when I really got punched in the nose by a Perry figuratively. And he told me in no uncertain terms, that what I built was not a successful, not a valuable company. And so, I take that, although it was really strong cheese for me to hear at the time and very, you know, difficult, frankly for me to hear, I have now taken that. And also, you know, it's really informed everything that we do professionally, out the books and so forth. So, I think that's been super helpful and I'm also maybe inspired a little bit by that fairly straightforward with business owners, probably it's sometimes offensive at times where, you know, I make the case hopefully gently that a business isn't as valuable as they perceive it to be because it's too dependent on them personally. So, I think I've tried to sort of to honor that as time has gone on. Steve Rush: Awesome. Last thing we want to do, give you some time travel. So, if you could go and meet John at twenty-one and give them some words of wisdom, what would your advice to him at twenty be? John Warrillow: Stop chasing other people's approval. At twenty-one, I had graduated, I'd left university early because I hated university and I was trying to get a job. And I was in this funny zone where, you know, my father had worked for company all his life and I thought, okay, that's what I should do. I should go get a job and climb the corporate ladder. And so, I also knew at the time that I wanted to do my own thing, be an entrepreneur. And I was in this kind of really conflicted zone where I wasn't sure which path to take. And I spent a couple of years working for a company and probably three years actually. And I wish I had, if I can rewind the tape basically just started as an entrepreneur at twenty-one. I think I would have learned more. And I think I would have, you know, in retrospect gotten as much, if not more experience just doing it. So, if I was twenty-one again, I would say, look, this one time in your life where you don't have dependents. You don't have stresses; you can live on a couch. That's the time to start something and really go all in. Steve Rush: Yeah, isn't it? John Warrillow: Some people have the opinion, oh, you should work for a company for 10 years, get experience, understand the corporate world and then start a business. Well, good luck doing that when you've got, you know, a spouse, a mortgage, kids on the way, the whole idea just seems so much less attractive. But at twenty-one, I think that's a great time to start something. Steve Rush: That's great words of wisdom. Thank you for sharing that, John. So, we're very fortunate, in the fact that in order to keep our conversation going and keep our listeners connected with your work, you're going to create a URL for us. So, we can get some free resources to share with us a little bit about how our listeners can get hold of some of that stuff. John Warrillow: Yeah, just builttosell.com/hacker. We put together a landing page where you can get free video series on the eight key drivers of value in a company. We've also put the nine Subscription Models at the whole recurring revenue theme was sort of resonated with you. We've got a checklist that you could identify, which of the nine models might work for you. And then the art of selling your business workbook, which again is a digital workbook. You can work through to help you think about what you need to do to get prepared to sell your company. So, it's all free and it's builttosell.com/hacker. Steve Rush: Thank you for doing that, John. And that's some great resources and we'll make sure that, they in our show next too, and of course, outside of the corporate arena, you blog, you're regularly quoted in lots of different articles. So, we'll make sure that your social media links are in our show notes as well. John Warrillow: Thanks Steve. It was fun being with you. Steve Rush: Love chatting, John. Good luck with the new book. Good luck with The Valuable Builder System continuous growth and thanks for being on the community. John Warrillow: It's my pleasure. Steve Rush: Thanks John.   Closing   Steve Rush: I genuinely want to say heartfelt thanks for taking time out of your day to listen in too. We do this in the service of helping others, and spreading the word of leadership. Without you listening in, there would be no show. So please subscribe now if you have not done so already. Share this podcast with your communities, network, and help us develop a community and a tribe of leadership hackers.   Finally, if you would like me to work with your senior team, your leadership community, keynote an event, or you would like to sponsor an episode. Please connect with us, by our social media. And you can do that by following and liking our pages on Twitter and Facebook our handler there @leadershiphacker. Instagram you can find us there @the_leadership_hacker and at YouTube, we are just Leadership Hacker, so that is me signing off. I am Steve Rush and I have been the leadership hacker.  

For some author-entrepreneurs, success isn't planned. Instead, it comes from a series of events and being able to see opportunities in those events.  This is definitely the story with John Warrillow. He built a successful market research business, with more than $6 million in revenue. Clients included The Bank of America and American Express, and because each job was custom, the profit margins were around 30 percent.  My Business Was Worth Nothing  One day, John decided to sell his business, assuming it was worth a lot of money. He soon discovered that because he did most of the research and sales, there was actually nothing to sell. John had built a business where he was the most valuable asset.  Recalls John: “For me, it was like getting kicked in the groin, it was brutal. It really inspired this journey that I went on to try to understand what makes a business valuable.   “Ultimately, we transformed that company. We hired sales people, created recurring revenue, a subscription model, etc. It was acquired years later by a publicly traded company in New York, a New York Stock Exchange listed company,” details John.   John details this experience in his first book Built To Sell. This book was recognized by Fortune and Inc magazines as one of the best business books of 2011. It's been translated into 12 languages and since publication has sold almost the same number of copies every week, within plus or minus 20 percent. It's one of those rare evergreen books that just keeps selling.   The Amazing Journey To Value Builder  Today, John helps companies build and accelerate the value of their company leading up to an exit. He runs a company called Value Builder, which is software used by business advisors to market themselves and to add a value building practice to their firm.   He tells Published Author show host Josh Steimle that this part of his entrepreneurial journey began after writing Built To Sell,   A questionnaire on the Built To Sell helped businesses determine whether their business was sellable. “Suddenly, we started getting calls from advisors, accounting firms, merger and acquisition firms, asking ‘Could we license that questionnaire on your website?',” says John.   “That triggered a light bulb for me to say ‘Why don't I build some tools for advisors to use?' And that's what started Value Builder, which evolved into a practice management software for advisors to use in their firms.”  The Importance Of Recurring Revenue  John's subsequent books are The Automatic Customer: Creating a Subscription Business in Any Industry, published in 2015, and the newly published The Art Of Selling Your Business.    He explains that he wrote The Automatic Customer with much more intention and more thoughtfully than Built To Sell.   John explains what he set out to do with The Automatic Customer. “Built to Sell talks thematically about how do you create a business that's not dependent on you. But I had underestimated and given short shrift to this concept of recurring revenue. I just hadn't made it a big enough deal.   “What I came to learn through doing some of the research for Value Builder is that recurring revenue is this incredible secret sauce for building a valuable company. If you don't have recurring revenue, it's gonna be very difficult to create a sort of transferable value. And so that's what inspired The Automatic Customer.”  Why Selling Your Business Is An Art, Not a Science  John's podcast, Built To Sell Radio, alerted him to the fact that some entrepreneurs are able to sell their businesses for much more than the accepted industry average.   “I was fascinated by what they were doing differently than all the other folks. And so that's what I really wanted to begin with The Art Of Selling Your Business. This is a bit of a frustration for me . . . valuation experts—people who value businesses—parade around as if there's some formula that values a company and that they are the ultimate arbiters of what a business is worth.   In John's experience, businesses can be viewed very differently in terms of value by different acquirers. In The Art Of Selling Your Business John explains that there is indeed an art to selling a business you've worked hard to build.   “It's not just zeros and ones. It's not just Excel spreadsheets. There's a way you position your company, market your business,” he details. “There's a way you go about romancing the buyer, so that it entices them into wanting to own your company. And that's not something you could put in a spreadsheet. And that's what I wanted to communicate with this book.”  Learn more: If you appreciated this episode, listen to:  Bestselling Author Tells How Books Built His Career  And:  Entrepreneurs, The World Needs Your Book. Don't Let Anyone Talk You Out Of It  LINKS LinkedIn FaceBook Twitter BuiltToSell.com BuiltToSell Radio (podcast) SUBSCRIBE TO THE PUBLISHED AUTHOR PODCAST  If you enjoyed this episode, don't forget to subscribe on Apple Podcasts, Spotify, Google Podcasts, or anywhere else you listen to podcasts. You can also watch episodes of the podcast on YouTube.  And if you want to spread the word, please give us a five-star review (we read every single one!) and share this page with your friends.   We also share valuable snippets from podcast episodes on Instagram, Twitter, LinkedIn, and Facebook.  ABOUT THE HOST  The Published Author Podcast is hosted by Josh Steimle, founder of Published Author. Josh is a book author himself and his article writing has been featured in over two dozen publications including Time, Forbes, Fortune, Mashable, and TechCrunch. He's a TEDx speaker, the founder of the global marketing agency MWI, a skater, father, and husband, and lives on a horse farm in Boston. Learn more at JoshSteimle.com.

For some author-entrepreneurs, success isn't planned. Instead, it comes from a series of events and being able to see opportunities in those events.  This is definitely the story with John Warrillow. He built a successful market research business, with more than $6 million in revenue. Clients included The Bank of America and American Express, and because each job was custom, the profit margins were around 30 percent.  My Business Was Worth Nothing  One day, John decided to sell his business, assuming it was worth a lot of money. He soon discovered that because he did most of the research and sales, there was actually nothing to sell. John had built a business where he was the most valuable asset.  Recalls John: “For me, it was like getting kicked in the groin, it was brutal. It really inspired this journey that I went on to try to understand what makes a business valuable.   “Ultimately, we transformed that company. We hired sales people, created recurring revenue, a subscription model, etc. It was acquired years later by a publicly traded company in New York, a New York Stock Exchange listed company,” details John.   John details this experience in his first book Built To Sell. This book was recognized by Fortune and Inc magazines as one of the best business books of 2011. It's been translated into 12 languages and since publication has sold almost the same number of copies every week, within plus or minus 20 percent. It's one of those rare evergreen books that just keeps selling.   The Amazing Journey To Value Builder  Today, John helps companies build and accelerate the value of their company leading up to an exit. He runs a company called Value Builder, which is software used by business advisors to market themselves and to add a value building practice to their firm.   He tells Published Author show host Josh Steimle that this part of his entrepreneurial journey began after writing Built To Sell,   A questionnaire on the Built To Sell helped businesses determine whether their business was sellable. “Suddenly, we started getting calls from advisors, accounting firms, merger and acquisition firms, asking ‘Could we license that questionnaire on your website?',” says John.   “That triggered a light bulb for me to say ‘Why don't I build some tools for advisors to use?' And that's what started Value Builder, which evolved into a practice management software for advisors to use in their firms.”  The Importance Of Recurring Revenue  John's subsequent books are The Automatic Customer: Creating a Subscription Business in Any Industry, published in 2015, and the newly published The Art Of Selling Your Business.    He explains that he wrote The Automatic Customer with much more intention and more thoughtfully than Built To Sell.   John explains what he set out to do with The Automatic Customer. “Built to Sell talks thematically about how do you create a business that's not dependent on you. But I had underestimated and given short shrift to this concept of recurring revenue. I just hadn't made it a big enough deal.   “What I came to learn through doing some of the research for Value Builder is that recurring revenue is this incredible secret sauce for building a valuable company. If you don't have recurring revenue, it's gonna be very difficult to create a sort of transferable value. And so that's what inspired The Automatic Customer.”  Why Selling Your Business Is An Art, Not a Science  John's podcast, Built To Sell Radio, alerted him to the fact that some entrepreneurs are able to sell their businesses for much more than the accepted industry average.   “I was fascinated by what they were doing differently than all the other folks. And so that's what I really wanted to begin with The Art Of Selling Your Business. This is a bit of a frustration for me . . . valuation experts—people who value businesses—parade around as if there's some formula that values a company and that they are the ultimate arbiters of what a business is worth.   In John's experience, businesses can be viewed very differently in terms of value by different acquirers. In The Art Of Selling Your Business John explains that there is indeed an art to selling a business you've worked hard to build.   “It's not just zeros and ones. It's not just Excel spreadsheets. There's a way you position your company, market your business,” he details. “There's a way you go about romancing the buyer, so that it entices them into wanting to own your company. And that's not something you could put in a spreadsheet. And that's what I wanted to communicate with this book.”  Learn more: If you appreciated this episode, listen to:  Bestselling Author Tells How Books Built His Career  And:  Entrepreneurs, The World Needs Your Book. Don't Let Anyone Talk You Out Of It  LINKS LinkedIn FaceBook Twitter BuiltToSell.com BuiltToSell Radio (podcast) SUBSCRIBE TO THE PUBLISHED AUTHOR PODCAST  If you enjoyed this episode, don't forget to subscribe on Apple Podcasts, Spotify, Google Podcasts, or anywhere else you listen to podcasts. You can also watch episodes of the podcast on YouTube.  And if you want to spread the word, please give us a five-star review (we read every single one!) and share this page with your friends.   We also share valuable snippets from podcast episodes on Instagram, Twitter, LinkedIn, and Facebook.  ABOUT THE HOST  The Published Author Podcast is hosted by Josh Steimle, founder of Published Author. Josh is a book author himself and his article writing has been featured in over two dozen publications including Time, Forbes, Fortune, Mashable, and TechCrunch. He's a TEDx speaker, the founder of the global marketing agency MWI, a skater, father, and husband, and lives on a horse farm in Boston. Learn more at JoshSteimle.com.

You love running your creative business, so why would you ever exit? Author and Value Builder founder John Warrillow offers an unexpected, real-world perspective that might just change the trajectory of your creative firm.

Today, John Warrillow, the president of The ValueBuilder System, talks with Ben about how to value your business after finding auto automatic customers. The value builder system measures the value of your company and provides you with the 8 elements that affect your business value. One way to create a valuable business is to find one product or service that is uniquely valuable. Ben and John discuss how you can drive value for your business. Show NotesConnect With: John Warrillow: Website // LinkedInThe MarTech Podcast: Email // Newsletter // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today, John Warrillow, the president of The ValueBuilder System, talks with Ben about how to value your business after finding auto automatic customers. The value builder system measures the value of your company and provides you with the 8 elements that affect your business value. One way to create a valuable business is to find one product or service that is uniquely valuable. Ben and John discuss how you can drive value for your business. Show NotesConnect With: John Warrillow: Website // LinkedInThe MarTech Podcast: Email // Newsletter // TwitterBenjamin Shapiro: Website // LinkedIn // Twitter

Ben continues his discussion with John Warrillow, the president of The ValueBuilder System, about building a business that finds auto automatic customers. How can small businesses find their automatic customer? John authored the book Automatic Customer that speaks on just that. Today, Ben and John discuss building automations and how you can find your automatic customer. Show NotesConnect With: John Warrillow: Website // LinkedInThe MarTech Podcast: Email // Newsletter // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Ben continues his discussion with John Warrillow, the president of The ValueBuilder System, about building a business that finds auto automatic customers. How can small businesses find their automatic customer? John authored the book Automatic Customer that speaks on just that. Today, Ben and John discuss building automations and how you can find your automatic customer. Show NotesConnect With: John Warrillow: Website // LinkedInThe MarTech Podcast: Email // Newsletter // TwitterBenjamin Shapiro: Website // LinkedIn // Twitter

Today Ben talks with John Warrillow, the president of The ValueBuilder System, about building a business that finds auto automatic customers. The ValueBuilder System helps small businesses to sustainably increase their value. John is also an author and host of the Built To Sell podcast. Ben and John discuss how you build, accelerate, and harvest the value of a company. Show NotesConnect With: John Warrillow: Website // LinkedInThe MarTech Podcast: Email // Newsletter // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Today Ben talks with John Warrillow, the president of The ValueBuilder System, about building a business that finds auto automatic customers. The ValueBuilder System helps small businesses to sustainably increase their value. John is also an author and host of the Built To Sell podcast. Ben and John discuss how you build, accelerate, and harvest the value of a company. Show NotesConnect With: John Warrillow: Website // LinkedInThe MarTech Podcast: Email // Newsletter // TwitterBenjamin Shapiro: Website // LinkedIn // Twitter

It’s time for

How should you go about selling the business that you worked so hard to build? What are the steps you must take to ensure that you are able to capture maximum value while exiting your business? We have John Warrillow for you today. John Warrillow is the founder of The Value Builder System™, and author of the bestselling books: Built to Sell: Creating a Business That Can Thrive Without You The Automatic Customer: Creating a Subscription Business in Any Industry The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top. Warrillow is also the host of Built to Sell Radio, ranked by Forbes magazine as one of the world's 10 best podcasts for business owners. Before founding The Value Builder System, John started and exited four companies, including one acquired by a public company. He lives with his family in Toronto. Get Warrillow’s latest book, The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top: https://wealthwithoutbaystreet.com/theartofsellingyourbusiness    IN THIS EPISODE, YOU WILL LEARN:  0:00 Introduction  1:20 The idea behind John's new book  6:43 The freedom entrepreneurs experience when selling their companies 14:18 The message behind “Built To Sell”  27:39 The Value Builder software to valuate your company 37:00 Who John wants to be a hero to  

How should you go about selling the business that you worked so hard to build? What are the steps you must take to ensure that you are able to capture maximum value while exiting your business? We have John Warrillow for you today. John Warrillow is the founder of The Value Builder System™, and author of the bestselling books: Built to Sell: Creating a Business That Can Thrive Without You The Automatic Customer: Creating a Subscription Business in Any Industry The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top. Warrillow is also the host of Built to Sell Radio, ranked by Forbes magazine as one of the world’s 10 best podcasts for business owners. Before founding The Value Builder System, John started and exited four companies, including one acquired by a public company. He lives with his family in Toronto. Get Warrillow's latest book, The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top: https://wealthwithoutbaystreet.com/theartofsellingyourbusiness    IN THIS EPISODE, YOU WILL LEARN:  0:00 Introduction  1:20 The idea behind John’s new book  6:43 The freedom entrepreneurs experience when selling their companies 14:18 The message behind “Built To Sell”  27:39 The Value Builder software to valuate your company 37:00 Who John wants to be a hero to  

Today we're talking to John Warrilow, founder of Value Builder and author of The Art of Selling Your Business. John's newest book teaches entrepreneurs tactics to make the most of their business sales and how to avoid predatory offers. He also wrote Built to Sell about ten years ago and had such interest in the principles described within that he started the Value Builder System to help entrepreneurs reach their desired results when it came to an exit strategy. Today he shares many examples of some great exits and some not so great. -- The Exit - Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You'll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/

Are you feeling stuck in your business or don’t know what to do next? Kenyon Blunt, certified Gazelles coach, Value Builder, and expert in growing and selling businesses, gives his advice on what to do when you hit a wall in your business… Maybe that means you want to move on from it to the next phase of your life or maybe that just means figuring out how to take it to the next level. In today’s episode, you will learn: The difficulty of having a business partner with a different vision How to get “unstuck” Importance of a network or entrepreneur’s organization What is a roll-up of a company Importance of long range plans for your company Challenges with the turnaround of a business owned by a PE firm Kenyon didn’t start out as a business coach – he went through his own exit first. During the episode, you will hear more about this journey and the exit option he chose when he was feeling completely burned out. You will hear about the next company he helped to turnaround and the challenges he faced with it being owned by a private equity firmed. After going through these different exits, Kenyon wanted to help other business owners plan out their exits and grow and sell their companies on their own terms. Every entrepreneur at some point hits a personal or business plateau, just as Kenyon had, and with the help of his training in Scaling Up (Mastering Rockefeller Habits) through Gazelles, he helps people see beyond these plateaus. The biggest takeaway Kenyon has for us is: “If you think you are stuck in your business and feeling like you are trapped, get some help… Try to get someone to bounce ideas off of. There are a lot of people who have gone through the same problems.” Thanks to Kenyon for sharing his experience with us and I hope you all enjoy today’s episode! Please leave me any comments you have in the section below. To help out this show, leave an honest review on iTunes. I read every review and your ratings will help the Life After Business Podcast gain exposure and hopefully help more business owners to exit happy! Contact Information and Bio for Kenyon: Email: Kenyon@kenyonblunt.com LinkedIn: https://www.linkedin.com/in/kenyonblunt/ Twitter: https://twitter.com/kenyonblunt?lang=en Website: http://kenyonblunt.com/ Unstuck Website: http://unstuckbook.info/ Buy “Unstuck” on Amazon HERE Kenyon Blunt is an expert in growing small and medium-sized businesses. He likes to say that he has walked in the shoes of the business owner; he has founded and grown several companies in his career. Kenyon works with business owners and entrepreneurs to get unstuck and he knows how tough this can be especially with companies who have hit a bump in the road. In his last company, Kenyon led the turnaround of a struggling marketing services company. It was this experience and many before that showed him how businesses grow with core competencies he has labeled the Strategic 8: talent management, marketing, sales, operations, customer relationships, financial management, techno

Are you feeling stuck in your business or don't know what to do next? Kenyon Blunt, certified Gazelles coach, Value Builder, and expert in growing and selling businesses, gives his advice on what to do when you hit a wall in your business… Maybe that means you want to move on from it to the next phase of your life or maybe that just means figuring out how to take it to the next level. In today's episode, you will learn: The difficulty of having a business partner with a different vision How to get “unstuck” Importance of a network or entrepreneur's organization What is a roll-up of a company Importance of long range plans for your company Challenges with the turnaround of a business owned by a PE firm Kenyon didn't start out as a business coach – he went through his own exit first. During the episode, you will hear more about this journey and the exit option he chose when he was feeling completely burned out. You will hear about the next company he helped to turnaround and the challenges he faced with it being owned by a private equity firmed. After going through these different exits, Kenyon wanted to help other business owners plan out their exits and grow and sell their companies on their own terms. Every entrepreneur at some point hits a personal or business plateau, just as Kenyon had, and with the help of his training in Scaling Up (Mastering Rockefeller Habits) through Gazelles, he helps people see beyond these plateaus. The biggest takeaway Kenyon has for us is: “If you think you are stuck in your business and feeling like you are trapped, get some help… Try to get someone to bounce ideas off of. There are a lot of people who have gone through the same problems.” Thanks to Kenyon for sharing his experience with us and I hope you all enjoy today's episode! Please leave me any comments you have in the section below. To help out this show, leave an honest review on iTunes. I read every review and your ratings will help the Life After Business Podcast gain exposure and hopefully help more business owners to exit happy!  Contact Information and Bio for Kenyon: Email: Kenyon@kenyonblunt.com LinkedIn: https://www.linkedin.com/in/kenyonblunt/ Twitter: https://twitter.com/kenyonblunt?lang=en Website: http://kenyonblunt.com/ Unstuck Website: http://unstuckbook.info/ Buy “Unstuck” on Amazon HERE Kenyon Blunt is an expert in growing small and medium-sized businesses. He likes to say that he has walked in the shoes of the business owner; he has founded and grown several companies in his career. Kenyon works with business owners and entrepreneurs to get unstuck and he knows how tough this can be especially with companies who have hit a bump in the road. In his last company, Kenyon led the turnaround of a struggling marketing services company. It was this experience and many before that showed him how businesses grow with core competencies he has labeled the Strategic 8: talent management, marketing, sales, operations, customer relationships, financial management, technology and innovation. Past Accomplishments Kenyon has a long career