ExitReadiness® PODCAST: Exit Planning, Succession & Selling Your Business

Hosted by Pat Ennis & Walter Deyhle · ENNIS Legacy Partners

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Oct 2026

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The ExitReadiness® PODCAST is the exit planning podcast for business owners who want to sell, transfer, or step back from their business on their own terms. Hosts Pat Ennis, CExP™ and Walter Deyhle, CPA, CExP™, CEPA of ENNIS Legacy Partners talk with M&A advisors, attorneys, CPAs, valuation experts, and owners who have been through it. Each episode covers practical steps to build a more valuable, transferable business: increasing business value, reducing owner dependency, succession planning, selling to a third party, ESOPs and employee buyouts, family business transitions, buy-sell agreements, tax planning before a sale, due diligence, and what life after the exit actually looks like. Whether you're 10 years out or 10 months out, there's something here for you. Subscribe wherever you listen, and visit exitreadiness.com to take your free ExitReadiness® DIY™ Assessment.

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October 21, 202625 min

Value Acceleration and Solving the Business Development Problem Ft. Karl Wappaus

For many owners of professional services firms, business development has always been personal. They've spent years building relationships, establishing reputations, developing referral sources, and becoming the person clients turn to when they need the firm's services. That approach may have contributed significantly to the firm's success. But it can also become a problem when the owner wants to grow the business, step back from daily responsibilities, or eventually sell. If most new business depends on the owner's personal relationships, what exactly is a future buyer or successor acquiring when that owner leaves? In this episode of the ExitReadiness® PODCAST, Pat Ennis and Walter Deyhle welcome Karl Wappaus, Founder and Principal Advisor of Legacy Growth Advisors LLC, to discuss why business development is more than a growth issue. It's also an important consideration in building business value and preparing for a successful ownership transition. The conversation explores how professional services firms can move beyond founder-dependent business development by developing a more systematic approach to generating opportunities through relationships, referrals, and centers of influence. For business owners, the objective isn't simply to generate more revenue. It's to build a business that can continue attracting clients, growing, and creating value long after the founder steps away. This Episode, We Discuss: Why founder dependency in business development can limit growth and transferability How an owner's personal relationships can become both a strength and a potential risk Why business development matters when preparing a professional services firm for sale or succession The role of warm introductions, referrals, and centers of influence in generating new business How relationship-based business development differs from traditional sales approaches and cold outreach Why hiring a salesperson may not be the answer to a firm's business development challenges How to begin developing business development capabilities that don't depend entirely on the founder Practical first steps for owners who want to strengthen business value and create more options for their eventual exit About Karl Wappaus Karl is the Founder and Principal Advisor of Legacy Growth Advisors LLC, a fractional business development advisory firm serving founder-led Registered Investment Advisors (RIAs), law firms, CPA practices, and architecture and engineering firms throughout Washington, DC, Baltimore, and Northern Virginia. With more than 25 years of business development experience, Karl helps professional services firms establish sustainable growth strategies built around warm introductions and center-of-influence relationships rather than cold outreach. His focus is helping founders develop business development capabilities that support continued growth without depending solely on the owner's personal involvement. Contact Karl: https://www.linkedin.com/in/karlwappaus/ | karl@legacygrowthadvisors.com | legacygrowthadvisors.com --- Ready to Assess Your Own ExitReadiness®? A valuable and transferable business needs more than strong financial performance. It needs the people, processes, relationships, and systems necessary to continue operating and growing without being dependent upon its owner. If you'd like help building a more valuable, transferable business or preparing for your eventual exit, contact ENNIS Legacy Partners at email@ennislp.com. Learn more at ennislp.com. Prefer to Begin Your Planning Process on Your Own? Visit exitreadiness.com and explore ExitReadiness® DIY™. ExitReadiness® DIY™ provides proven frameworks, AI-powered tools, assessments, and educational resources to help business owners increase business value, prepare for a future transition, and make more informed decisions. And when judgment and experience matter most, credentialed exit planning professionals are available to help. Conversations that move you closer to a regret-proof exit. Subscribe To The Channel By Clicking HERE ! Learn more about working with Pat and Walter at ennislp.com Connect with Pat: linkedin.com/in/pat-ennis-25b4a111/ Connect with Walter: linkedin.com/in/walter-deyhle-cpa-abv-cff-maff-cexp-cepa-57386614/ #PatEnnis #WalterDeyhle #ExitReadiness DISCLAIMER: The information in this presentation is provided as education only. Neither the presenter nor ENNIS Legacy Partners is engaged to render legal, accounting, or other professional services. Consult a qualified professional for advice specific to your situation. ENNIS Legacy Partners assumes no legal liability for any loss related to information contained in this presentation.

September 30, 202644 min

Cleaning Up Business Data Before a Sale: Get Rid of Your Crap ft. Dale Tuttle

Every business accumulates digital clutter over time—old files, duplicate documents, outdated customer records, archived emails, forgotten software subscriptions, and multiple versions of documents scattered across shared drives, CRMs, cloud storage, and other systems. It may not seem particularly important day to day, but that clutter can affect operational efficiency, technology costs, cybersecurity risk, and even the quality of the results a business gets from AI.It can also become an ExitReadiness® issue. When a business eventually enters due diligence, a buyer will look beyond the financial statements and examine the company's information and systems. Organized, current, and trustworthy information can reduce diligence friction and help build buyer confidence, while outdated or forgotten information can create questions, risk, and uncertainty. In this episode of our AI & Exit Planning Series, the hosts are joined by Dale Tuttle, Partner at FutureBridge, to discuss why cleaning up your company's digital environment is more than good housekeeping. Done properly, it can improve the way your business operates today, improve the usefulness of AI, reduce risk, and contribute to building a more valuable and transferable business for tomorrow.In This Episode, We Discuss: What “Get Rid of Your Crap” actually means inside a business Why digital clutter has become increasingly important as businesses adopt AI How outdated and duplicate information can affect the accuracy and usefulness of AI-generated results The hidden costs of unnecessary data, software, storage, and employee time Why digital clutter can create cybersecurity and compliance exposure What buyers may discover when they begin examining a company's systems during due diligence How disorganized information can create uncertainty and potentially affect buyer confidence Where owners should begin when cleaning up years of accumulated data and content How to prioritize customer data, financial information, contracts, and other important records How AI itself can help identify duplicates, summarize information, and assist with the cleanup Why simply giving AI access to everything isn't necessarily the answer The “lost in the middle” problem and why more information doesn't always produce better AI results Where AI can help—and where human judgment is still required Dale Tuttle is a Partner at FutureBridge. He holds a PhD and works at the intersection of AI innovation and business operations, including hands-on work building AI-powered applications.Dale brings more than 20 years of experience leading technology consulting firms, organizational transformations, and teams of more than 50 people across government, commercial, and nonprofit sectors. He has held full P&L responsibility for practices ranging from $5 million to $20 million in revenue, guided three M&A processes, and is a Certified Exit Planning Advisor. Contact information: https://www.linkedin.com/in/daleleetuttle/ | futurebridgeinc.net Ready to assess your own ExitReadiness®? Building a more valuable and transferable business isn't only about increasing revenue and profitability. It's also about reducing risk, improving systems, organizing information, and creating a business that someone else can understand and operate.If you'd like help building a more valuable, transferable business or getting ready for your eventual exit, contact us at email@ennislp.com. Learn more about ENNIS Legacy Partners at ennislp.com. Prefer to begin your planning process on your own?Visit exitreadiness.com and explore ExitReadiness® DIY™.ExitReadiness® DIY™ provides proven frameworks, practical tools, assessments, and educational resources to help you increase business value, prepare for a future transition, and make more informed decisions. And when judgment and experience matter most, credentialed exit planning professionals are available to help. Conversations that move you closer to a regret-proof exit. Subscribe To The Channel By Clicking HERE ! Learn more about working with Pat and Walter at ennislp.com Connect with Pat: linkedin.com/in/pat-ennis-25b4a111/ Connect with Walter: linkedin.com/in/walter-deyhle-cpa-abv-cff-maff-cexp-cepa-57386614/ #PatEnnis #WalterDeyhle #ExitReadiness DISCLAIMER: The information in this presentation is provided as education only. Neither the presenter nor ENNIS Legacy Partners is engaged to render legal, accounting, or other professional services. Consult a qualified professional for advice specific to your situation. ENNIS Legacy Partners assumes no legal liability for any loss related to information contained in this presentation.

September 2, 202637 min

Operational Due Diligence: What Buyers Check in Your Business ft. Tim Van Mieghem

When business owners think about due diligence, financial statements, tax returns, contracts, and legal documents usually come to mind. But buyers are also trying to answer a more fundamental question: How well does this business actually operate? In this episode, Pat Ennis and Walter Deyhle welcome back Tim Van Mieghem, Founding Partner of The ProAction Group, for a discussion about operational due diligence and why it matters long before an owner decides to sell. They explore the operational risks and opportunities buyers look for, including owner dependency, undocumented processes, weak management, customer concentration, poor KPIs, and lack of accountability. For owners, the important takeaway is that operational due diligence doesn't have to begin when a buyer arrives. Looking at your company today through the eyes of a future buyer can reveal weaknesses, reduce risk, improve performance, and uncover opportunities to increase business value well before a transaction. In this Episode we discuss: What operational due diligence is and how it differs from financial and legal due diligence What buyers are really trying to learn about a company's operations What gives a buyer confidence that the business can continue performing after the owner exits Common operational issues that can reduce value or create buyer concern The impact of owner dependency and undocumented processes Why management strength, KPIs, and accountability matter Operational improvements owners should make two or three years before going to market How technology, automation, data, and AI are changing operational due diligence Why owners should prepare for operational due diligence before a Letter of Intent is ever signed Guest: Tim Van Mieghem, Founding Partner, The ProAction Group Tim Van Mieghem is a Founding Partner of The ProAction Group, an operational consulting firm that has served middle-market companies since 1995 by helping them identify, quantify, and uncover latent value. ProAction primarily serves private equity firms and their portfolio companies. Tim's expertise includes manufacturing, logistics, and inventory management, and is showcased in his book Implementing Supply Partnerships and his forthcoming book, Shocking Profit. He also hosts the Shocking Profit podcast. Connect with Tim: https://www.linkedin.com/in/tim-van-mieghem-5ba91b/ https://www.proactiongroup.com/ ───────────────────────────────────────── Ready to assess your own ExitReadiness®? Take the free ExitReadiness® DIY™ Assessment at exitreadiness.com. ───────────────────────────────────────── Prefer to begin your planning process on your own? Explore ExitReadiness® DIY™ at exitreadiness.com. The platform provides proven frameworks, practical tools, assessments, and educational resources designed to help business owners make better decisions, build more valuable and transferable businesses, and create more options for the future. When judgment and experience matter most, credentialed exit planning professionals are available to help. Conversations that move you closer to a regret-proof exit. Subscribe To The Channel By Clicking HERE ! Learn more about working with Pat and Walter at ennislp.com Connect with Pat: linkedin.com/in/pat-ennis-25b4a111/ Connect with Walter: linkedin.com/in/walter-deyhle-cpa-abv-cff-maff-cexp-cepa-57386614/ #PatEnnis #WalterDeyhle #ExitReadiness DISCLAIMER: The information in this presentation is provided as education only. Neither the presenter nor ENNIS Legacy Partners is engaged to render legal, accounting, or other professional services. Consult a qualified professional for advice specific to your situation. ENNIS Legacy Partners assumes no legal liability for any loss related to information contained in this presentation.

August 19, 202627 min

AI Workflow Automations for Professional Services Businesses ft. Scott Samborn

Artificial intelligence is changing the way professional services firms operate, but its greatest potential extends well beyond helping individuals work faster. When implemented thoughtfully, AI workflow automation can fundamentally improve how work moves through an organization—connecting people, processes, and technology to create more efficient, consistent, and scalable operations. In this episode of the AI & Exit Planning Series, Pat Ennis and Corby Megorden are joined by Scott Samborn, Founder of Aspen Management Group, to explore how AI workflow automation is transforming professional services businesses. Rather than focusing on individual AI tools, the discussion centers on building systems that improve client service, reduce administrative burden, increase profitability, and create businesses that are less dependent on the owner and more attractive to future buyers. Whether you lead an accounting firm, law practice, engineering firm, consulting company, marketing agency, or financial advisory business, this episode provides practical guidance for identifying automation opportunities that strengthen both operational performance and long-term business value. In This Episode, We Discuss: What AI workflow automation really means—and why it's more than simply using chatbots The first workflows professional services firms should consider automating Common implementation mistakes that limit success Why documented processes matter before introducing automation How workflow automation improves consistency and client experience The relationship between automation, scalability, and profitability How automation reduces owner dependency and strengthens transferability Why buyers value businesses built on repeatable, documented systems Practical first steps for implementing AI workflow automation over the next 90 days Guest: Scott Samborn Founder, Aspen Management GroupScott Samborn is the Founder of Aspen Management Group, where he helps boutique firms rethink how work gets done through technology and AI. His career began as an IT consultant serving Fortune 1000 companies before spending more than 20 years building and operating a managed services provider serving small and mid-sized businesses. After successfully selling that business, Scott worked with organizations evaluating complex technology solutions before founding Aspen Management Group to bring enterprise-grade AI strategy and workflow automation to SMBs in a practical, business-focused way. Connect with Scott: LinkedIn Profile | aspenmg.net ───────────────────────────────────────── Ready to assess your own exit readiness? Take the free ExitReadiness® DIY™ Assessment at exitreadiness.com. Learn more about working with Pat and Corby at ennislp.com ───────────────────────────────────────── Building your exit plan at your own pace?Explore ExitReadiness® DIY™ at exitreadiness.com. The platform combines proven frameworks, practical tools, assessments, and educational resources designed to help business owners make better decisions, build more valuable and transferable businesses, and create more options for the future. And when judgment and experience matter most, credentialed exit planning professionals are available to help. Conversations that move you closer to a regret-proof exit. Subscribe To The Channel By Clicking HERE ! Learn more about working with Pat and Walter at ennislp.com Connect with Pat: linkedin.com/in/pat-ennis-25b4a111/ Connect with Walter: linkedin.com/in/walter-deyhle-cpa-abv-cff-maff-cexp-cepa-57386614/ #PatEnnis #WalterDeyhle #ExitReadiness DISCLAIMER: The information in this presentation is provided as education only. Neither the presenter nor ENNIS Legacy Partners is engaged to render legal, accounting, or other professional services. Consult a qualified professional for advice specific to your situation. ENNIS Legacy Partners assumes no legal liability for any loss related to information contained in this presentation.

July 31, 202633 min

AI and Business Value: Why AI Won't Fix Your Company ft. Jürgen Dauk

AI & Exit Planning Series: Why AI Won't Fix Your Company Ft. Jürgen Dauk Artificial intelligence is transforming the way businesses operate, compete, and create value. Every day, new tools promise to increase productivity, improve decision-making, reduce costs, and accelerate growth. But while AI is a powerful business tool, it cannot compensate for weak leadership, poor processes, unclear strategy, inconsistent execution, or a dysfunctional culture.In this episode of the AI & Exit Planning Series, Pat Ennis and Walter Deyhle are joined by leadership expert Jürgen Dauk to explore a simple but important principle: AI won't fix your company. Instead, AI acts as an amplifier. It enhances organizations with strong fundamentals while exposing the weaknesses of those without them. The conversation focuses on what business owners must build first—and how AI can then become a meaningful accelerator of growth, scalability, and transferable value.Whether you're just beginning your AI journey or already implementing AI tools, this episode offers practical guidance for thinking strategically rather than simply chasing the latest technology.In This Episode, We Discuss: Why AI is an accelerator—not a substitute for good leadership The leadership, process, and cultural issues AI cannot solve Common misconceptions business owners have about AI What makes a company truly "AI ready" The relationship between AI adoption and business value Why buyers care more about business fundamentals than AI tools alone What owners should improve before investing heavily in AI How AI can expose weaknesses that already exist in a business The human skills that become even more valuable in an AI-driven workplace One principle every business owner should remember about AI over the next five years Guest: Jürgen Dauk Leadership Expert | Author | Keynote SpeakerJürgen Dauk helps senior leaders and boards redesign how organizations operate by improving decision-making, distributing ownership, and strengthening execution as companies scale. With decades of executive leadership experience at global technology companies including Oracle and Avaya, he has led international sales, operations, and business transformation initiatives throughout Europe. Today, he advises organizations on building modern Leadership Operating Systems that enable faster decisions, distributed leadership, and outcome-driven execution. Connect with Jürgen: https://www.linkedin.com/in/juergendauk/ ───────────────────────────────────────── Ready to assess your own exit readiness?Take the free ExitReadiness® DIY™ Assessment at exitreadiness.comLearn more about working with Pat and Walter at ennislp.comConnect with Pat: linkedin.com/in/pat-ennis-25b4a111/Connect with Walter: linkedin.com/in/walter-deyhle-cpa-abv-cff-maff-cexp-cepa-57386614/───────────────────────────────────────── Building your exit plan at your own pace?Explore ExitReadiness® DIY™ at exitreadiness.com. The platform combines proven frameworks, practical tools, assessments, and educational resources designed to help business owners make better decisions, build more valuable and transferable businesses, and create more options for the future. And when judgment and experience matter most, credentialed exit planning professionals are available to help. ───────────────────────────────────────── DISCLAIMER: The information presented in this podcast is provided for educational purposes only. Neither the presenters nor ENNIS Legacy Partners are engaged to render legal, accounting, tax, or other professional services. Consult a qualified professional regarding your specific circumstances. ENNIS Legacy Partners assumes no legal liability for any loss related to information contained in this presentation. Conversations that move you closer to a regret-proof exit. Subscribe To The Channel By Clicking HERE ! Learn more about working with Pat and Walter at ennislp.com Connect with Pat: linkedin.com/in/pat-ennis-25b4a111/ Connect with Walter: linkedin.com/in/walter-deyhle-cpa-abv-cff-maff-cexp-cepa-57386614/ #PatEnnis #WalterDeyhle #ExitReadiness DISCLAIMER: The information in this presentation is provided as education only. Neither the presenter nor ENNIS Legacy Partners is engaged to render legal, accounting, or other professional services. Consult a qualified professional for advice specific to your situation. ENNIS Legacy Partners assumes no legal liability for any loss related to information contained in this presentation.

July 16, 202631 min

Hiring and Keeping Gen Z Employees ft. Danielle Verderosa

Finding and keeping great employees has become one of the biggest challenges facing business owners today. Recruiting is more competitive, turnover is more costly, and leading a multigenerational workforce requires a different approach than it did just a decade ago. While much has been written about Generation Z, the real opportunity isn't simply understanding a generation—it's understanding how the workplace is changing and what that means for building stronger, more valuable businesses. In this episode, Pat Ennis and Walter Deyhle welcome Danielle Verderosa, Founder and President of HR Allies, for a practical conversation about recruiting, retaining, and engaging Generation Z employees. Drawing on more than 25 years of executive Human Resources leadership, Danielle explains why effective people strategies are not simply HR initiatives—they're competitive advantages that strengthen leadership, improve organizational performance, and increase business value. Whether you're struggling to attract younger talent, reduce turnover, or build a leadership team that allows your business to thrive without you, this episode offers practical insights every business owner can apply. Guest: Danielle Verderosa | Founder & President, HR Allies Danielle Verderosa is the Founder and President of HR Allies, where she serves as a trusted Executive HR Advisor to owners of growing privately held businesses across the United States. With more than 25 years of executive Human Resources leadership experience, she helps founder-led companies become more operationally effective, profitable, and less dependent on the owner by strengthening recruiting, leadership, employee retention, workplace culture, compliance, and organizational structure. Connect with Danielle: https://www.linkedin.com/in/daniellemverderosa/ | https://hrallies.com/ ───────────────────────────────────────── Ready to assess your own exit readiness? Take the free ExitReadiness® DIY™ Assessment at exitreadiness.com Learn more about working with Pat and Walter at ennislp.com Connect with Pat: linkedin.com/in/pat-ennis-25b4a111/ Connect with Walter: linkedin.com/in/walter-deyhle-cpa-abv-cff-maff-cexp-cepa-57386614/ ───────────────────────────────────────── Building your exit plan at your own pace? Explore ExitReadiness® DIY™ at exitreadiness.com. The platform combines proven frameworks, practical tools, assessments, and educational resources designed to help business owners make better decisions, build more valuable and transferable businesses, and create more options for the future. And when judgment and experience matter most, credentialed exit planning professionals are available to help. ───────────────────────────────────────── DISCLAIMER: The information presented in this podcast is provided for educational purposes only. Neither the presenters nor ENNIS Legacy Partners are engaged to render legal, accounting, tax, or other professional services. Consult a qualified professional regarding your specific circumstances. ENNIS Legacy Partners assumes no legal liability for any loss related to information contained in this presentation. Conversations that move you closer to a regret-proof exit. Subscribe To The Channel By Clicking HERE ! Learn more about working with Pat and Walter at ennislp.com Connect with Pat: linkedin.com/in/pat-ennis-25b4a111/ Connect with Walter: linkedin.com/in/walter-deyhle-cpa-abv-cff-maff-cexp-cepa-57386614/ #PatEnnis #WalterDeyhle #ExitReadiness DISCLAIMER: The information in this presentation is provided as education only. Neither the presenter nor ENNIS Legacy Partners is engaged to render legal, accounting, or other professional services. Consult a qualified professional for advice specific to your situation. ENNIS Legacy Partners assumes no legal liability for any loss related to information contained in this presentation.

June 25, 202629 min

Key Person Insurance: Protecting Your Business From Losing Key Employees ft. Mark Gage

Most business owners understand the importance of attracting and retaining talented employees. What many fail to appreciate is how much risk can be concentrated in just one or two key individuals. Whether it's a top salesperson, lead engineer, operations manager, or other critical team member, the sudden loss of a key employee can create significant disruption to revenue, customer relationships, operational continuity, and future growth plans. In some cases, it can materially reduce the value of the business itself.In this episode, Pat Ennis and Walter Deyhle are joined by Mark Gage to discuss one of the most overlooked areas of business risk management: identifying and protecting key employees. The conversation explores how business owners can assess their exposure to key person risk, understand the role of insurance in mitigating that risk, and implement strategies that protect both the business and its stakeholders.This discussion is especially relevant for founder-led businesses where significant knowledge, customer relationships, or operational expertise may be concentrated in just a few individuals. In This Episode, We Discuss: What defines a "key employee" from a risk management perspective How to identify the employees whose loss would create the greatest disruption Why many business owners underestimate key employee risk The financial and operational consequences of losing a key employee How Key Person Insurance works and when it should be considered Determining the appropriate amount of insurance coverage Common misconceptions surrounding Key Person Insurance How buyers evaluate key employee risk during due diligence Strategies for reducing dependency on critical employees Why protecting key employees is an important component of exit planning Guest:Mark Gage, CLU Vice President | Northeast BrokerageMark has worked in the insurance industry for more than 30 years and specializes in succession planning, estate planning, life insurance contract analysis, and impaired risk underwriting. A Certified Life Underwriter through The American College, Mark works with insurance professionals and their clients to identify appropriate life, disability, and long-term care insurance solutions while representing more than 30 insurance carriers.Connect with Mark: https://www.linkedin.com/in/mark-gage-clu-a48b7a7/ ───────────────────────────────────────── Ready to assess your own exit readiness? Take the free ExitReadiness® DIY™ Assessment at exitreadiness.com. Learn more about working with Pat and Walter at ennislp.com ───────────────────────────────────────── Trying to build your exit plan yourself?ExitReadiness® DIY™ provides a proven framework with tools, assessments, and educational resources designed to help business owners make better decisions and create more options for the future. And when judgment and experience matter most, credentialed exit planning professionals are available to help. Conversations that move you closer to a regret-proof exit. Subscribe To The Channel By Clicking HERE ! Learn more about working with Pat and Walter at ennislp.com Connect with Pat: linkedin.com/in/pat-ennis-25b4a111/ Connect with Walter: linkedin.com/in/walter-deyhle-cpa-abv-cff-maff-cexp-cepa-57386614/ #PatEnnis #WalterDeyhle #ExitReadiness DISCLAIMER: The information in this presentation is provided as education only. Neither the presenter nor ENNIS Legacy Partners is engaged to render legal, accounting, or other professional services. Consult a qualified professional for advice specific to your situation. ENNIS Legacy Partners assumes no legal liability for any loss related to information contained in this presentation.

June 10, 202630 min

Selling Your Business Confidentially: Selling in Stealth Mode ft. Gregory Kovsky

Most business owners understand the importance of confidentiality during a sale process. What many do not fully appreciate is just how fragile that confidentiality can be once the business is taken to market. A single conversation, unusual document request, or shift in behavior can create concern among employees, uncertainty among customers, and speculation among vendors or competitors. And once uncertainty enters the picture, business value can begin eroding long before a transaction ever closes. In this episode, Greg Kovsky joins Pat Ennis and Walter Deyhle to discuss how business owners can explore a sale while protecting the relationships and stability that make their company valuable in the first place. Drawing on more than three decades of M&A experience and over 300 completed transactions, Greg shares practical insights into confidentiality, buyer screening, information control, and the realities of taking a business to market without creating unnecessary disruption. Whether you're considering a sale in the near future or simply want to understand how the process works, this conversation provides valuable perspective on preserving trust, protecting value, and maintaining leverage throughout the transaction process. In This Episode, We Discuss: What "selling in stealth mode" actually means in practice Why confidentiality is critical to preserving business value Common mistakes that unintentionally expose a sale process How experienced advisors screen potential buyers The role and limitations of non-disclosure agreements (NDAs) When employees, customers, and vendors should be informed How to protect key relationships during due diligence What a well-managed confidential sale process looks like Practical advice for owners considering a future sale Guest Gregory Kovsky President & CEO, International Business Associates (IBA) Greg is President & CEO of International Business Associates, the Pacific Northwest's oldest and largest business brokerage firm. With more than 30 years of experience as an M&A intermediary, he has facilitated over 300 transactions involving privately held companies and family businesses across multiple industries, typically ranging from $1 million to $30 million in enterprise value. He is also a published author, seminar speaker, and advocate for entrepreneurship. Connect with Greg: ibainc.com | https://ibainc.com/about-iba/presidents-page/ ───────────────────────────────────────── Trying to build your exit plan yourself? ExitReadiness® DIY™ provides a proven framework, AI-powered tools, assessments, and practical guidance to help you increase business value, prepare for a future transition, and make more informed decisions. When you need additional expertise, credentialed exit planning professionals are available to help you navigate the issues that matter most. Check it out at exitreadiness.com. Conversations that move you closer to a regret-proof exit. Subscribe To The Channel By Clicking HERE ! Learn more about working with Pat and Walter at ennislp.com Connect with Pat: linkedin.com/in/pat-ennis-25b4a111/ Connect with Walter: linkedin.com/in/walter-deyhle-cpa-abv-cff-maff-cexp-cepa-57386614/ #PatEnnis #WalterDeyhle #ExitReadiness DISCLAIMER: The information in this presentation is provided as education only. Neither the presenter nor ENNIS Legacy Partners is engaged to render legal, accounting, or other professional services. Consult a qualified professional for advice specific to your situation. ENNIS Legacy Partners assumes no legal liability for any loss related to information contained in this presentation.

May 21, 202631 min

Reducing Owner Dependency: 3 Actions to Step Back From Your Business ft. Laurie Barkman

Most business owners know their company depends heavily on them. Fewer understand how much that dependency impacts transferable value, scalability, leadership continuity, and long-term optionality. In this episode, Laurie Barkman joins Pat Ennis and Walter Deyhle to discuss three practical actions owners can begin taking now to reduce owner dependency and build businesses that are more scalable, transferable, and valuable. The conversation focuses on the tension many founders experience: building something successful while unintentionally remaining at the center of every important decision. A business that cannot function without the owner may still produce strong income—but it becomes significantly harder to transfer, sell, or scale with confidence. This episode explores how owners can begin stepping back intentionally while strengthening the business at the same time. In this episode, we cover: Why owner dependency reduces transferable business value The hidden risks of being central to every decision and relationship How leadership teams gain confidence and accountability Practical ways to create operational independence Why scalable businesses create greater freedom and optionality for owners The connection between self-sustaining companies and stronger exit outcomes Guest: Laurie Barkman — Growth Strategist, Certified Exit Planner, M&A Advisor, Author, and Founder of The Business Transition Sherpa® Laurie helps engineering, architecture, and design services firm owners build scalable, self-running businesses that create more time, freedom, and long-term value. She is the author of The Business Transition Handbook and host of the award-winning Succession Stories podcast. Connect with Laurie: Website: Laurie Barkman Website Book: The Business Transition Handbook Successor Assessment: Successor Assessment Survey LinkedIn: Laurie Barkman on LinkedIn YouTube: Laurie Barkman YouTube Channel ───────────────────────────────────────── Ready to assess your own exit readiness? Take the free ExitReadiness® DIY™ Assessment at ExitReadiness® DIY™ Learn more about working with Pat and Walter at ENNIS Legacy Partners. ───────────────────────────────────────── DISCLAIMER: The information in this presentation is provided as education only. Neither the presenter nor ENNIS Legacy Partners is engaged to render legal, accounting, or other professional services. Consult a qualified professional for advice specific to your situation. ENNIS Legacy Partners assumes no legal liability for any loss related to information contained in this presentation. Conversations that move you closer to a regret-proof exit. Subscribe To The Channel By Clicking HERE ! Learn more about working with Pat and Walter at ennislp.com Connect with Pat: linkedin.com/in/pat-ennis-25b4a111/ Connect with Walter: linkedin.com/in/walter-deyhle-cpa-abv-cff-maff-cexp-cepa-57386614/ #PatEnnis #WalterDeyhle #ExitReadiness DISCLAIMER: The information in this presentation is provided as education only. Neither the presenter nor ENNIS Legacy Partners is engaged to render legal, accounting, or other professional services. Consult a qualified professional for advice specific to your situation. ENNIS Legacy Partners assumes no legal liability for any loss related to information contained in this presentation.

May 14, 202629 min

How AI Affects Business Valuation ft. Janet Waring

AI is quickly moving beyond experimentation and becoming part of how buyers evaluate operational maturity, scalability, and future growth potential. But not every use of AI increases business value. In many cases, owners are implementing tools without a clear strategy, measurable impact, or understanding of what sophisticated buyers are actually looking for. In this episode, Janet Waring, CEO of ArtForm Agency, joins Pat Ennis and Corby Megorden to discuss how AI is beginning to influence valuation conversations—from operational efficiency and market intelligence to scalability and decision-making. The conversation focuses on practical application rather than hype, helping owners think more strategically about where AI fits within long-term value creation and exit planning. This discussion is particularly relevant for owners trying to determine whether AI is simply a productivity tool—or an emerging factor in how businesses are evaluated, differentiated, and ultimately valued. **In this episode, we cover:** * What separates meaningful AI implementation from experimentation * How buyers and private equity groups may evaluate AI capabilities * Where AI can improve operational scalability and efficiency * Risks associated with fragmented or poorly integrated AI adoption * Practical starting points for owners planning an exit within the next few years * Why thoughtful AI strategy may increasingly influence transferable value Guest: Janet Waring, Co-Founder & CEO, ArtForm Agency ArtForm Agency combines strategy, creativity, and data science to help organizations scale through AI enablement, market intelligence, and performance-driven marketing strategies. Janet brings more than 25 years of experience in business development, audience research, positioning, and data-driven growth strategy. Connect with Janet: artformagency.com ───────────────────────────────────────── Ready to assess your own exit readiness? Take the free ExitReadiness® DIY™ Assessment at exitreadiness.com Learn more about working with Pat and Walter: ennislp.com You can also access free exit-related assessments and educational resources at ennislp.com. ───────────────────────────────────────── Conversations that move you closer to a regret-proof exit. Subscribe To The Channel By Clicking HERE ! Learn more about working with Pat and Walter at ennislp.com Connect with Pat: linkedin.com/in/pat-ennis-25b4a111/ Connect with Walter: linkedin.com/in/walter-deyhle-cpa-abv-cff-maff-cexp-cepa-57386614/ #PatEnnis #WalterDeyhle #ExitReadiness DISCLAIMER: The information in this presentation is provided as education only. Neither the presenter nor ENNIS Legacy Partners is engaged to render legal, accounting, or other professional services. Consult a qualified professional for advice specific to your situation. ENNIS Legacy Partners assumes no legal liability for any loss related to information contained in this presentation.