Matthew Bowe Consulting

Strategy and Product Consulting for Startups, Entrepreneurs and Mid-Market Organizations.  Realizing outcomes through Product Strategy, Product Management, mentoring Product Owners.

Strategic Product and Marketing Consultant

GRAVICORE

Director Of Solution Strategy

Charles Schwab

Director, Product Strategy, BPM, Agile Leader COE

Modis

Agile Coach, Program and Product Transformation

Product Management/Agile Consultant and Engagement Manager

Pearson eCollege

Agile Program Manager / Agile Program Coach

Colorado Housing and Finance Authority

* Guided organization wide team to create reporting methodology to efficiently report on almost $100 million of American Recovery and Reinvestment Act (ARRA) funds.
* Represented organization as presenter of industry award winning software which manages liquidity, swaps, and bond activity for over $1 billion in assets.
* Currently assisting in the adoption of Agile project management methodologies on an organizational level.

Product Manager

Consultant

Embracing projects in User Experience Design, Business Analysis, Product Strategy, and Product Delivery. Currently designing and helping to build a Healthcare and Benefits Account system for FSA, HSA and other card benefit systems.

Product Owner

The Mortgage Coach

Director of Product Development

Self-Employed

Entrepreneur, Mortgage Technology

My 9 years at Apple were the best fit for me of any company.  Why?  Because Apple empowers the individual.  

It's what I am currently focused on... empowering Solopreneurs, Intrapreneurs and Entrepreneurs to fathom and realize their full potential.

Matthew Bowe

Paul B Evans

I started my first business at the age of 20, a fitness center. 

I've been…
↳ Solopreneur or partner in 11 businesses. 
       ↳ 7 brick and mortar and 4 digital. 
↳ 35+ years as an entrepreneur and business owner. 
↳ 25+ years as an online solopreneur.

Owning businesses since 1989 and helping owners sell their businesses since 2004.

Coached to Sell™ prepares business owners for an eventual sell.

Sell Yourself™ equips owners to sell their company on their own.

Coached for Life™ helps professionals create C.L.E.A.R. purpose and on a track of continual personal growth on a sustainable level.

Contributing writer… 
↳ Entrepreneur
↳ Mind Body Green
↳ The Good Men Project

Author of 9 books.

Over 2,500 presentations and keynotes given. Featured on the same event programs as John Maxwell & the late Zig Ziglar.  

Lewis Howes - NT Times Bestselling Author and host of one of the world’s most popular podcasts, “School of Greatness.” - “Paul is one of the few online marketing educators that I actually listen to and take advice from. He has a way of teaching that helps you receive the most in the least amount of time. He is a "no fluff" kinda guy.”

Todd Loyd - Paul teaches timeless principles translatable to any industry. I have slashed my time invested in projects and tasks, all without feeling guilty. I love this training.

Cayce Crown - Paul is clear, concise, and has a sense of humor. He walks you through everything step by step, making it easy to understand and implement.

Please DM when you are ready to discuss personal and business growth.

Entrepreneur & Executive Advisor

Carr, Riggs & Ingram Capital Advisors

Paul Evans joined CRI Capital Advisors with 28 years of business entrepreneurship. His firm, Genesis Business Group, merged with CRI in 2010. He’s been on both the buyer and seller side of mergers and acquisitions as a client and as a business owner. 

This unique perspective helps CRI Capital Advisors serve clients in a way other firms do not because Paul understands day to day business operations, not just the spreadsheet side. In addition, he brings 23 years of business and consulting experience to provide strategic advice to companies and owners making critical decisions for the next stage of their future. 

Education & Credentials
Bachelors of Science in Business Management
Owner in 11 businesses
Contributing writer for Entrepreneur Magazine
Author of “Success is NOT an Accident!”

Partner

Keynote Speaker

Keynote speaker from the client perspective. Paul lost his wife Sherri at age 25. Their son, Sam, was only 5 weeks old at the time. 

"You were absolutely superb, and I am so grateful you were able to share your message with our agency. Paul, you are a gifted communicator with a story to tell. Your message was right on, and the points you made from the client beneficiary perspective, inspired us all to appreciate just how big an opportunity we have to impact lives around us, if we manage our role and relationships effectively.

Not only were you inspiring and uplifting, but you were challenging as well. The feedback has been terrific, and I am so grateful for the opportunity to get to know you. As you promised, you did entertain, encourage and equip. Thanks again for your effort and please feel free to use me as a strong reference and grateful client." William Goodwin, CLU, ChFC

Life Insurance Keynote Speaker

Second Half Solopreneur | C.L.E.A.R. Purpose™ | Monetize Your Mind™ | live a profitable life

Confidential advising of business owners and trusted advisors selling companies for $25M-$100M. Advisory Results...

↳ Increased business value for owners. 
↳ Increased income for trusted advisors.

- Business owner sold his company for $26 and 
    gained an expansion partner

- Wealth manager gained $56M in new investment 
     capital from a single transaction.

- CPA gained $60K in new billables.
 
- Business owner sold her company for $19M

- CPA received a $200K referral fee.

- CPA booked $105K in quality of earnings work.

- Business owner sold for $86M

- Business owners sold for $210M

- Referral partner received a $60K fee.


Business Owners:

Discover what your company may sell for: https://paulbevans.com/multiple 

Quick discussion if you are considering a business sale: https://paulbevans.com/qa 


Trusted Advisors:

In this 20-minute call, we'll quickly dive into ways we can work together. We pay 10% on referrals and our average fee is $750K. https://paulbevans.com/trusted

-------

Paul opened his first business at age 20, a fitness center, and has been an owner or partner in ten additional businesses since that time. 

Including co-founding Genesis Business Group, which merged with Carr, Riggs, and Ingram in 2010 as the mergers and acquisitions arm. 

He combines more than thirty years of tried and true business ownership (11 companies), and insightful business and life coaching. 

His “Coached to Sell” program provides the education, expertise, and experience to arm owners with the resources necessary to prepare and position their company to sell for maximum value. 

In addition to business, Paul spent time in nine countries as the director of 100X Missions, which focuses on orphan care, and he is currently serving on the board of MtendereVillage. 

Paul is an accomplished international speaker, the author of nine books, and has shared events with leading experts such as John C. Maxwell and the late Zig Ziglar.

Career: 
Advising Business Owners and Trusted Advisors Selling Companies for $25-$100  Million

Calling: 
Helping People Live Free and Happy Lives

Paul B. Evans

One of the biggest elephants in the room when an owner wants to sell? Unproven adjust EBITDA. (Wait! Don't go to sleep, this won't be boring!)

Here’s the reality:
 
You don’t defend value with a story.
 You defend it with numbers buyers can trust.

A Quality of Earning doesn’t just clean up your financials—it protects your valuation.
 
It turns “Here’s what we think the business earns” into “Here’s what the business actually earns once non-recurring, discretionary, and personal expenses are normalized.”

Buyers rely on Adjusted EBITDA to price your company.
 
* Without a QofE, they assume the worst:
* Add-backs get challenged
* EBITDA gets reduced
* Offers come in lower
* And retrades become almost guaranteed
 
(See my Add-Backs Workbook for exactly how buyers think)

A strong QofE flips the script.
 
It defends your value, eliminates ambiguity, and shows buyers you’re credible, organized, and deal-ready.

If selling your business may be in your future—even 12–36 months out—invest in a QofE early.
 
It’s not an expense.
It’s a valuation shield.

Your future buyer will thank you.
Your future self will too.

Anything to add... Jeff Hawkins, CPA or Jeff Silver, CPA ?

21 Years of 7, 8, & 9 Figure Transaction Experience | Exit 365 Infused Strategy | Get the book... SMART Exit Advantage™

Why Identity Matters (Even If You'll Never Sell a Business)

Whether you're a business owner planning an exit or someone navigating any major life transition—retirement, empty nest, career change, divorce, relocation... this framework solves the same core problem: identity crisis following change.

Most people wait until AFTER the transition to figure out who they're becoming, leading to regret, depression, and feeling lost. 

The Exit Identity Shift Framework™ teaches you to practice being your future self NOW, so major transitions feel like natural progressions instead of cliff jumps into the unknown. 

If you've ever thought "I'll be happy when..." or "Once X happens, then I'll..." this article will show you why that thinking fails and how to transform your identity before circumstances force you to.

Navigating the Hidden Crisis of Selling Your Business Here's the brutal truth: 85% of business owners regret their sale within a year. Not because the

Open article: The Exit Identity Shift Framework™ by Paul B Evans • 5 min read

2 a.m. last night. My grandson decided to sneak out.

Thought he was clever. Thought he'd get away with it.

Forgot about the outside motion cameras. Got caught. Plus he damaged the screen on top of it.

And then? He still lied. "I never went outside."

The evidence said otherwise. 

Footprints in the dirt. 

Grass on his shoes. 

The screen ripped from the frame.

The lie made everything worse.
 
You're not 14. 

Your business isn't a bedroom window.

But some of you are doing the same thing.

Hoping buyers won't notice. 
Hoping they won't dig deep enough. 

Hoping the story you tell covers the truth you're avoiding.

It won't work.

Professional buyers aren't your tired grandparent heading to the kitchen at 2 a.m. 

They're forensic accountants. 

Due diligence teams with unlimited time and sharp eyes.

They audit your operations.
They examine your financials. 
They interview your key employees. 
They test every part of your narrative.

All of it gets scrutinized. 
All of it needs to be defendable.

Because here's what I know: 

The lie or half-truth, or omission always makes it worse & makes your company worth less.

So stop sneaking. Stop hoping they won't find it.

Whatever you're being sneaky about in your business---fix it now.

Before they find the footprints in the dirt.

Before the damaged screen gives you away.

Start thinking today about anything you hope a buyer won't discover. 

Then make the changes. Now.

Because sophisticated buyers discover everything.

And your credibility and the value of your business is worth more than any shortcut.

As for my grandson? He's gonna get to do some fun outdoor chores today since he wanted to be outside so badly last night.

You, on the other hand, don't have to learn this lesson the hard way.

SMART Exit Advantage walks you through exactly what buyers are looking for, what they'll dig into, and how to fix it before they ever show up.

Think of it as getting ahead of the chores instead of being forced to do them.

(Much better than raking leaves on a Sunday afternoon as a teen. Trust me.)

Business owners are professional business builders — not professional business sellers.

And yet, when it’s time to exit, they find themselves negotiating with professional buyers who do this every single day.

It’s not a level playing field.

Owners pour years (often decades) into building something meaningful. Buyers bring teams, tactics, and experience designed to acquire that value at the best possible price for them.

This isn’t about fear.
It’s about awareness.

If you want freedom, control, and maximum value at exit, preparation matters.
You don’t have to become a professional seller — but you can level the field by understanding how the process really works.

Teach yourself the game before you play it.
Your life’s work deserves nothing less.

The past few months have gone great with the SMART Business Exit webinar. Next up... the book. 

Coming early in 2026...  

SMART Exit Advantage: Prepare & Position Your Business to Win Against Professional Acquirers.

87% of business owners regret selling - not because of the price, but the void | I teach you to sell for millions AND love your new identity | M&A + Life Transition Expert | S.M.A.R.T. Exit Architect™

Only 20% Sell.

Only about 20% of companies taken to market ever sell.

Most owners don’t miss the exit because the business is weak—
they miss it because the preparation is.

Prep your company to be sell-ready long before you think you need to be.

21 Years of Transaction-Tested, Exit-Infused Strategy | I help business owners build a business and life they love so they can exit their company in the top 5% & avoid regret | The book... SMART Exit Advantage™

Don't let a nod cost you $2 million. Become exit-fluent.

You show up for the purchase agreement call. 

The buyer's attorney says: "We'll need a 15% escrow holdback for standard reps and warranties, plus a working capital adjustment based on the peg date."

You nod.

(You have no idea what he just said.)

**𝗪𝗲𝗹𝗰𝗼𝗺𝗲 𝘁𝗼 𝘁𝗵𝗲 𝗺𝗼𝘀𝘁 𝗲𝘅𝗽𝗲𝗻𝘀𝗶𝘃𝗲 𝗹𝗮𝗻𝗴𝘂𝗮𝗴𝗲 𝗯𝗮𝗿𝗿𝗶𝗲𝗿 𝗼𝗳 𝘆𝗼𝘂𝗿 𝗹𝗶𝗳𝗲.**

Here's what nobody tells you: M&A has its own dialect. Terms like "EBITDA normalization," "earnouts," "clawbacks," and "seller notes" get thrown around like everyone's supposed to just... know them.

But most don't. Because why would you? You've spent 20 years building a company, not studying deal structures.

And that puts you at a serious disadvantage.

It's like trying to negotiate a contract in a language you don't speak. Sure, you can hire a translator (your advisors). 

But if YOU don't understand what's being said, you can't ask the right questions. 

You can't push back when you should. 

You can't smell a bad term buried in legalese.

I've watched owners leave millions on the table simply because they didn't understand what they were agreeing to.

**So I created a glossary.**

Not some academic dictionary. 

A practical guide to the 116 terms that matter when you're selling your company. 

The ones buyers and their teams use every single day.

Think of it as your crash course in becoming *exit fluent.*

Because when you speak the language, you stop being the person who nods and hopes for the best.

You become the person who understands exactly what's at stake - and negotiates accordingly.

Don't sell your business until you can speak the language.

Your future self will thank you.

When it comes to selling your company, I’m not a CPA — and you absolutely need a great one.

Not a generalist. Not a tax-season-only CPA.

A credible, M&A-savvy CPA who understands how to protect value during a transaction.

Here are five reasons a strong M&A CPA directly increases the money you keep after the sale:

1. They turn “tax surprises” into tax strategy.

Most owners focus only on enterprise value.

But what you net after taxes is what funds your next chapter.

A transaction CPA models scenarios and identifies strategies that can save hundreds of thousands — sometimes millions — in tax leakage.

(See: the importance of deal structure & tax planning in SMART Exit Advantage. )

2. They defend your Adjusted EBITDA with credibility.

Buyers don’t accept add-backs just because you say they’re legitimate.

They accept them when they’re documented, defensible, and survive QofE scrutiny.

A CPA who understands M&A knows how to present clean, credible financials that buyers trust — protecting your multiple and preventing retrades.

(This is a core purpose of proper add-backs. )

3. They reduce buyer risk — which increases your valuation.

Messy financials make buyers nervous. Nervous buyers lower offers.

Clean, organized, audit-ready numbers tell buyers:

“This business is safe, stable, and scalable.”

That confidence translates directly into higher enterprise value.

(Clean financials are a core value driver in SMART Exit. )

4. They help you structure the deal in your favor.

Asset sale vs. stock sale… allocation… depreciation recapture… rollover equity limits…

A CPA who specializes in M&A understands how each choice impacts your tax bill — and maximizes what you keep.

Many owners unknowingly lose 10–20% of their proceeds because nobody helped them optimize.

(Your uploaded materials emphasize structure as a major lever.)

5. They protect you from value erosion during due diligence.

Due diligence is where deals fall apart.

A seasoned CPA anticipates buyer questions, prepares documentation, identifies red flags early, and prevents small issues from becoming big price reductions.

Their job is simple:

Get you to the closing table with the value intact.

(This aligns directly with the Resolve & Transaction stages of SMART. )

Bottom line:

A strong M&A CPA doesn’t just “do your taxes.”

They maximize your net, protect your valuation, and eliminate deal-killing surprises.

If you’re thinking about selling — whether it’s in 3 months or 3 years — get the right CPA involved early. It’s one of the highest-ROI decisions a business owner can make.

Anything to add... Chad Pinson, Aaron Akanlu, Ross Mackenzie, Kelly Bollinger, Roderick Williams,

SMARTexitAdv.com

Meet Owen.

Right out of the gate, he says: "Listen, I know business. I know this industry inside and out. But I have never sold a company, so just tell me what to do and I'll do it."

I almost dropped the phone.

During 21 years in M&A, I usually hear:

"I already know what my company's worth." 

"My buddy sold his business for 10x, so that's what I expect." 

"I don't need advisors, I'll handle this myself."

“My company is special. Nobody is doing what we are.”

But Owen? Owen was a unicorn. A rare gem. A precious stone.

He actually meant it.

When I said, "You need three years of clean and defendable financials," he didn't argue about tax strategies. He hired the CPA.

When I said, "You need to reduce owner dependence," he didn't defend why the business couldn't run without him. He built a management team.

When I said, "We need to diversify your customer base," he didn't explain why his top client was loyal. He went out and signed five new contracts.

And here's the kicker: He asked questions. A lot of questions.

"Why does this matter to buyers?" 

"What happens if we structure it this way instead?" "

Help me understand the difference between these two approaches."

Not "I know better" statements disguised as questions. 

Real, curious, learning-oriented questions.

The result?

Owen sold eighteen months later at a valuation 40% higher than his initial expectations. 

The deal structure gave him exactly what he wanted: significant cash at close, minimal earnout risk, and a buyer who kept his team intact.

But here's what really mattered: He didn't just get a deal done.

He got THE deal done.

The one that matched his goals. The one that rewarded his years of work. The one he didn't regret six months later.

The Owen Principle:

You don't have to know everything. 

You just have to be willing to learn from people who've done this hundreds of times.

There's wisdom in saying, "I don't know what I don't know."

There's power in being coachable.

And there's value - literal dollar value - in trusting the guides who've walked this path before.

Want to become an Owen instead of an "I've got this" who crashes in due diligence?

SMART Exit Advantage walks you through every stage of the process so you know exactly what questions to ask, what moves to make, and when to trust your advisors.

Education first. Execution second. Exit on your terms.

Grab your copy.

Most business owners spend Sundays scrolling.

The 5% who thrive after their exit? They spend Sundays reflecting.

Here are 3 simple AI prompts designed for Sunday reconnaissance - the inner work that separates regret from freedom.

They're designed to surface the truth you've been avoiding about:

→ Your operator mindset vs. commander thinking
→ Your identity beyond the business
→ Your physical readiness for the exit marathon

Swipe through. Pick one. Use it today.

The questions you're avoiding could cost you millions when it comes time to sell your business. 

Or they can save you from becoming another exit regret statistic.

What I love about this work is that the exit regret the majority of business owners experience are completely avoidable.

Sunday Strategy Session - SMART Exit 365

Three Owners. Three Exits. Only One Saw It Coming.

I've watched hundreds of business owners sell their companies. Here are three I'll never forget. Each taught me something different about what it really takes to exit well.

STORY 1: Tom - The Unprepared Builder

Tom waited too long.

At 61, a health scare forced his hand. He had to sell - fast. No time to clean up the books. No time to diversify his customer base. No time to build a management team that could run things without him.

He got one offer. Just one.

The buyer could smell desperation. They offered 3.8x EBITDA on a business that should have commanded 6x. Tom knew it. But what choice did he have?

He took the offer. Sold for $11M when it should've been $20M.

He left $9 million on the table because he didn't prepare.

The Lesson: The best time to prepare your exit was 3 years ago. The second best time is today. Tom didn't have three years. Do you?

STORY 2: Sarah - The Overwhelmed Negotiator

Sarah did better. She prepared. She had clean financials, a solid team, and multiple offers.

Then due diligence started.

For 4 months, it was relentless. Document requests at 11pm. Buyer silence for weeks. A retrading attempt that dropped the price by $3M. Her attorney and CPA fighting over strategy.

She was running her company during the day and managing the deal at night. Stopped sleeping. Almost walked away three times.

Then, at 2am on a Tuesday, her buyer sent a final ultimatum: "Accept these new terms by Friday or we walk."

Sarah called me. We talked for an hour. I'd seen this bluff play before.

She held firm. The buyer blinked. The deal closed at the original price 3 weeks later.

The Lesson: The deal often goes to the one with the most resolve. Sarah almost lost $3M because she didn't know the game. Now she's retired in Tuscany.

STORY 3: Michael - The Hollow Victor

Michael sold for $47M at 53. He thought he'd won.

12 months later, he was crying.

"I got everything I wanted," he said. "So why do I feel like I lost?"

Because Michael planned the EXIT but not the ENTRANCE. 

He spent 3 years preparing the business but zero time preparing himself.
He had no vision for Day 366. No purpose. No identity outside of "Owner."

The money didn't fill the void. It amplified it.

The Lesson: The most dangerous moment isn't the day you sell. It's the day after.

Tom lost millions because he didn't prepare the business.

Sarah almost lost millions because she didn't prepare for the battle.

Michael lost himself because he didn't prepare for the aftermath.

SMART addresses all three.

Because selling your business isn't one moment. It's three critical transitions:

Strategy - The Builder Phase

Market/Attract/Resolve - The Navigator Phase

Transaction & Beyond - The Life After Phase

Most advisors help you close the deal.

I help you close the chapter and start a new one.

Which owner are you?

Request your SMART PreScore™ - let's figure out where you are and what you need.

Build a business worth buying and a life worth living. 

Most owners focus so hard on the business that they forget the second part.

But what’s the point of a big exit if you’re too exhausted, disconnected, or directionless to enjoy the next chapter?

The real win isn’t just selling well.

It’s living well — before, during, and after the deal.

Build your company with intention.
Build your life with even more.

What It Means To Be SellReady™

Being sell ready is not a moment.

It’s a condition.

It means your company is valuable, transferable, predictable, and buyer-ready at any time — even if you never plan to sell.

Being SellReady gives owners three rare advantages:

1. Maximum Value

Your business commands premium pricing because it's engineered for growth, proof, and low buyer risk.

2. Maximum Control

You choose if, when, how, and to whom you sell — instead of being forced into a deal by burnout, health issues, or external pressure.

3. Maximum Freedom

A SellReady business runs without your daily involvement, creating the life flexibility owners crave long before a transaction ever happens.

This is the antidote to:
• feeling trapped
• being the bottleneck
• having no plan
• guessing at value
• hoping a buyer “shows up someday”

SellReady™ 365 is the system that ensures owners are never caught in those traps again.

It allows you to build a business worth buying and a life you love.

I asked AI what it "thinks" about the CPA Extinction fear being circulated...

Every week I hear the same question from partners, managers, and owners of accounting firms: “Is AI going to replace CPAs?” It’s a fair question. So I

Open article: Is AI About to Make CPAs Obsolete? The Truth About the “Extinction” Narrative by Paul B Evans • 5 min read

Is AI About to Make CPAs Obsolete? The Truth About the “Extinction” Narrative

Saturday morning. Coffee in hand. Working through an almost final proof. Just added something to the SMART Exit Advantage™ book that I wish every owner had three years before they sell:

The SMART Exit Readiness Checklist.

One consolidated assessment that shows you exactly where you stand across all five pillars: Strategy, Market, Attract, Resolve, and Transaction.

Not a test. Not a performance review.

Just clarity.

Because you can't fix what you can't see.

And you can't sell smart if you don't know where the gaps are.

The checklist reveals your true position and guides exactly where to focus your preparation.

Book drops soon. Getting closer.

Happy Saturday.

I was just asked this question yesterday and it's a valid one...

No. But they can guard against receiving a lower one. Let me explain. Most owners think hiring a CPA to audit or review their financials is about maki

Open article: Will Audited Financials Get You a Higher Multiple When Selling Your Business? by Paul B Evans • 4 min read

Will Audited Financials Get You a Higher Multiple When Selling Your Business?

Your 'boring' business might be worth 3x more than you think

You sell wire.
Or lumber.
Or packaging.
Or something everyone else sells.

Same product.
Same specs.

The market sees you as interchangeable.

And here's what that means:
Lower margins.
Price wars.
Buyers who shrug.

Acquirers look at commodity businesses and see sitting ducks.

No moat.
No protection.
Nothing stopping the next guy from undercutting you by 2%.

So they discount your value.

---

But here's what the data shows.

But when a company has a clear angle on what it sells—when it's clearly differentiated—that multiple jumps by 25%.

These businesses are also 40% more likely to get an offer in the first place.

That premium matters even more when you're selling a commodity.

Just ask Rich Galgano.

---

**Rich sold wire.**

Low-voltage wire.
The same stuff everyone else sold.

Nothing proprietary about the material itself.

He could have competed on price.
He could have played the race-to-the-bottom game.

He didn't.

Instead, he focused on solving small, nagging problems his customers actually had.

---

**His first breakthrough?**

Color-coded insulation.

High-voltage wire had been color-coded for decades. Safety. Identification. Standard practice.

But no one had applied that logic to low-voltage wire.

So Galgano did.

Suddenly, installations got faster.
Easier.
Less error-prone.

Contractors and electricians stopped making costly mistakes on job sites.

The wire hadn't changed.
But using it? Completely different.

For his customers, that meant real money saved.
For Galgano, that meant repeat business.

---

**His second innovation?**

A box.

Traditional wire spools were bulky. Inefficient. Prone to tangling.

Galgano developed a packaging system that made it easier to pull wire cleanly and consistently on job sites.

Then he patented it.

The wire itself? Still the same.

But now it came in a form that made contractors' lives easier.

And because the system was patented, competitors couldn't copy it.

That packaging became his moat.

It protected his margins.
It reinforced the brand's reputation for reliability.
It turned wire into a preference.

---

Over time, Windy City Wire became the preferred supplier for major contractors and Fortune 500 companies.

Not because the wire was different.

Because the experience was.

---

When Galgano sold the business, it had grown EBITDA for 32 consecutive years.

The sale price?

Just under $500 million.

---

**The Takeaway**

Galgano didn't reinvent the wire.

He reimagined how it was delivered.

That's what turned a commodity into a category leader.

---

If you sell something the market sees as undifferentiated, focus on the friction.

What slows your customers down?
What do they tolerate that you could fix?
What small problem could you solve that no one else bothers with?

Solving those problems is what creates value.

And gets buyers to pay a premium.

The product doesn't have to change.

The experience does.

Only 20% of businesses ever sell. And 85% of those who do regret it within a year.

Why? Because they asked the wrong questions, or didn't ask them at all.

I've spent 21 years in M&A, educating business owners through one of the most pivotal decisions of their lives. The owners who exit successfully all have one thing in common: they prepared with brutal honesty.

That's why I created the 100 Essential Questions Every Business Owner Must Answer Before Selling.

This isn't a fluffy checklist. 

It's the questions buyers ask that you need to answer for yourself first.

These questions expose hidden risks, guide strategic decisions, and ensure your sale aligns with both your financial goals and your legacy.

The best exits don't happen by chance. They happen by design.

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