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Episodes

Achieve Faster Sales Growth When Sales and Marketing Collaborate, with Samantha Stone

7/20/2017
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Achieve Faster Sales Growth When Sales and Marketing Collaborate, with Samantha Stone hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice Achieve Faster Sales Growth When Sales and Marketing Collaborate, with Samantha Stone Even if you believe your sales and marketing teams are already aligned, you may be surprised by how much more can be done to accelerate growth. If your sales and marketing teams aren't on the same page, tune in to learn how to course...

Duration: 00:38:18


Improve Your Profitability, with Andy Fauver

6/29/2017
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Improve Your Profitability, with Andy Fauver hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice Improve Your Profitability, with Andy Fauver Most business owners focus on cost control and efficiency in order to improve profitability. Although important, is that enough? In this week's episode, Andy Fauver, VP of Business Development at Insight2Profit, helps us understand how pricing is your biggest profit lever. Andy’s success has been built over 20 years...

Duration: 00:28:31


Why You Need to Move Slowly AND Quickly as the Buyer

6/22/2017
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Why You Need to Move Slowly AND Quickly as the Buyer hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice Why You Need to Move Slowly AND Quickly as the Buyer As the buyer, you'll need to be mindful of the pace at which you move through the M&A process. Your success rate and your reputation depend on it. In this week’s short-but-sweet episode, we discuss the efficiency and risk of the M&A process as it pertains to the speed at which the transaction is moving...

Duration: 00:11:42


What I Learned about Acquisitions at the 2017 ASPIRE Conference

6/8/2017
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What I Learned about Acquisitions at the 2017 ASPIRE Conference hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice What I Learned about Acquisitions at the 2017 ASPIRE Conference For the second year running, Smart Business Magazine held the ASPIRE Conference here in Cleveland, Ohio. It is quickly becoming an invaluable event, packed full of information and advice from all areas of business. In case you missed it, here is a partial recap for you. The 2017...

Duration: 00:16:15


Getting More Value out of Your Advisor Relationships, with Marc Rosen

6/1/2017
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Getting More Value out of Your Advisor Relationships, with Marc Rosen hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice Getting More Value out of Your Advisor Relationships, with Marc Rosen Every smart business owner knows there will be a transition at some point in their business. You'll be more likely to sail through the inevitable transition when you take an active role in accessing the collective experience and wisdom of your advisors. We are joined...

Duration: 00:28:57


Growing Sales in a Slow Growth Economy, with Larry Goddard

5/25/2017
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Growing Sales in a Slow Growth Economy, with Larry Goddard hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice Growing Sales in a Slow Growth Economy, with Larry Goddard Growth is never easy and the recent economic climate has made it even more difficult for businesses to achieve it. Smart business owners know that it takes analysis, discipline and training to tilt the odds in their favor. Today in the studio we have Larry Goddard, a principal and practice...

Duration: 00:26:09


Transitioning Out of a Business on Your Terms, with Don Matso

5/18/2017
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Transitioning Out of a Business on Your Terms, with Don Matso hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice Transitioning Out of a Business on Your Terms, with Don Matso It is inevitable that there will be a crucial transition in your business’ future. But how can you properly plan for that eventuality? What reasonable objectives can you reach for? This week, we'll hear practical advice on how to create a successful and satisfying transition, on your...

Duration: 00:30:32


How to Get an Acquisition Target to Call You Back

5/4/2017
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How to Get an Acquisition Target to Call You Back hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice How to Get an Acquisition Target to Call You Back Everyone knows how frustrating it can be when you don’t get a call back from an acquisition prospect. If the competition is so great, how can you convince them that you are serious? Follow these steps to stand out from the rest. In this episode, we dive into how to make your call to an acquisition target...

Duration: 00:11:56


Selling Businesses in Bankruptcy and Financially Distressed Situations

4/27/2017
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Selling Businesses in Bankruptcy and Financially Distressed Situations hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice Selling Businesses in Bankruptcy and Financially Distressed Situations There are as many reasons a business would fall into a bankruptcy as there are businesses, but there are specific steps a business owner can take to make the most of a tough situation. In this episode, learn what to do before your creditors are spooked and the bank...

Duration: 00:21:07


Why You Need to Treat an Acquisition Candidate Like a Customer

4/20/2017
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Why You Need to Treat an Acquisition Candidate Like a Customer hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice Why You Need to Treat an Acquisition Candidate Like a Customer Buying a business involves much more than just bringing the right amount of money to the table. Making a good, first impression is a nice start, but how you behave before and after the initial approach can make the difference on whether or not you get a deal closed. In this week’s...

Duration: 00:11:48


The Owner’s Dilemma (To Sell or Not to Sell), with John Micklitsch and Howard Essner

4/13/2017
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The Owner's Dilemma (To Sell or Not to Sell), with John Micklitsch and Howard Essner hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice The Owner's Dilemma (To Sell or Not to Sell), with John Micklitsch and Howard Essner As a business owner, you have likely thought about selling your business at some point. And if you are like most owners, you probably face a dilemma when you start thinking about it. If I sell, what will I do next? What would I do with the...

Duration: 00:30:12


What Happens After the Sale of a Business?

4/6/2017
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What Happens After the Sale of a Business? hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice What Happens After the Sale of a Business? What happens after the dust has settled? Can I just walk away once the deal is closed? What if I change my mind? Get the answers to these questions and others to better understand what happens after the sale of a business. This week we are digging into Chapter 15 of The Mergers & Acquisitions Playbook, by Mark Filippell....

Duration: 00:21:19


Why You Need an Experienced M&A Lawyer When Selling a Business

3/30/2017
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Why You Need an Experienced M&A Lawyer When Selling a Business hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice Why You Need an Experienced M&A Lawyer When Selling a Business Once you find the right buyer and negotiate the price and other terms in a letter of intent, it’s time to draft the purchase agreement and other deal documents. Do you have the right attorney for this process? We are back in the studio today with Mark Filippell, Managing Director...

Duration: 00:18:23


A Roadmap to Closing the Deal When Selling a Business

3/23/2017
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A Roadmap to Closing the Deal When Selling a Business hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice A Roadmap to Closing the Deal When Selling a Business You may have a signed letter of intent with a great buyer, but it's not time to break out the champagne yet. This is the time to keep the process moving and remain focused on getting the deal closed. Mark Filippell, a founding partner of Western Reserve and author of The Mergers and Acquisitions...

Duration: 00:22:34


Buying a Business That Is Larger Than Yours

3/16/2017
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Buying a Business That Is Larger Than Yours hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice Buying a Business That Is Larger Than Yours Every company seems to want to grow by acquisition these days. But what if the ideal target is larger than you? Buying a larger business may not be as far-fetched as you think. We are delighted to have Rebecca White back in the studio today. Rebecca, Director of Capital Raising at Western Reserve Partners, has returned...

Duration: 00:25:21


How to Negotiate the Sale Price of a Business

3/9/2017
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How to Negotiate the Sale Price of a Business hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice How to Negotiate the Sale Price of a Business After preparing your business for sale and sorting through offers and management presentations, it’s time to negotiate the best price for your business. Know what to expect so you don’t leave money on the table. Mark Filippell is back to discuss how to negotiate the sale price of a business. This conversation is...

Duration: 00:24:22


Using the Management Presentation to Wow a Buyer (Just as You Would A Customer)

3/2/2017
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Using the Management Presentation to Wow a Buyer (Just as You Would A Customer) hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice Using the Management Presentation to Wow a Buyer (Just as You Would A Customer) When you have a customer in for the first time, you do everything you can to make it a first class experience. No detail is too small. The stakes are just as high (if not higher) when meeting with a potential buyer for the management presentation....

Duration: 00:18:39


The Unbreakable Link Between Business Value, Performance and Communication, with Leslie Ungar

2/23/2017
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The Unbreakable Link Between Business Value, Performance and Communication, with Leslie Ungar hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice The Unbreakable Link Between Business Value, Performance and Communication, with Leslie Ungar The connection between business value and communication may not be obvious at first. But when you think about the best companies and their ability to attract and retain the best people and customers, you'll notice a...

Duration: 00:42:24


How to Approach Potential Buyers During the M&A Process

2/16/2017
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How to Approach Potential Buyers During the M&A Process hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice How to Approach Potential Buyers During the M&A Process If you and your company have gone through the appropriate steps to prepare for a sale, does this mean automatic success? We wish it was that easy. The real chess game has just begun. Today on the show, Mark Filippell has returned to discuss approaching prospective buyers when selling a business....

Duration: 00:26:32


Getting into the Talent Mindset, with Stacy Feiner

2/9/2017
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Getting into the Talent Mindset, with Stacy Feiner hosted by: David Mariano, Director and head of the firm's Buy-Side advisory practice Getting into the Talent Mindset, with Stacy Feiner Every business owner knows that their companies will run better and be more valuable if they can attract and retain the best people, but many don’t know where to start. Our guest today is Dr. Stacy Feiner, PhD, author and Director of Management Consulting at BDO in Cleveland. Stacy’s passion is talent...

Duration: 00:37:27

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