M&A Launchpad

In this episode of the M&A Launchpad Podcast, hosts Feras Moussa and Casey Minshew welcome Jesse Welch, founder of Mid Cap Global, a boutique M&A and capital advisory firm, and Capital Love Letters, a financial media and education platform. With a career spanning entertainment, technology, artificial intelligence, private equity, hedge funds, and investment banking, Jesse brings a unique perspective to the lower middle market and the opportunities available to entrepreneurs looking to acquire businesses. After transitioning into finance in 2019, Jesse developed a focus on representing buyers and helping entrepreneurs navigate business acquisitions, capital raising, and complex deal negotiations. Jesse shares why overlooked blue-collar industries like environmental testing, storm drain cleaning, and liquid waste removal offer compelling acquisition opportunities. He explains how high barriers to entry, specialized expertise, recurring revenue, and government contracts create durable businesses in an increasingly AI-driven economy. The conversation covers SBA financing, debt and equity options, seller financing, and creative deal structures. Jesse also explains how to find off-market deals through banks and CPAs, identify undervalued businesses that need strong operators, and negotiate better transactions through smart contract structuring. A valuable discussion for anyone looking to acquire, operate, and grow a business. In this podcast episode, we discuss: Opportunities in the lower middle market and why business ownership is an attractive path to wealth creation. Jesse Welch’s journey from film production in China to technology, private equity, hedge funds, and M&A. Overlooked acquisition opportunities in blue-collar and specialized service industries. Attractive industries to acquire, including environmental testing, storm drain cleaning, and liquid waste removal. Finding businesses with strong barriers to entry, recurring revenue, technical advantages, and government contracts. How AI and robotics could reshape acquisitions and which industries are more resistant to automation. SBA financing, alternative capital structures, and creative deal terms such as seller financing, earnouts, and equity rollovers. Navigating today's debt and equity markets and finding off-market acquisition opportunities. Identifying undervalued businesses that need better operators rather than more capital. Negotiation strategies, tax planning, and structuring win-win transactions. Using SEC EDGAR to research successful acquisitions and learn from private equity deal structures. Jesse's advice for first-time buyers: acquire a business you know how to sell and use AI to improve its operations. Connect with Jesse: Website: https://midcapglobal.com/ LinkedIn: Jesse Welch Media and Education: Capital Love Letters Find Jesse on Instagram, YouTube, and TikTok through Capital Love Letters. Newsletter: Capital Love Letters, featuring insights into financial transactions, contract clauses, and deal negotiation strategies. Additional Resources: Access our archive of video interviews on YouTube. Get in touch with show hosts Casey Minshew and Feras Moussa at [email protected]. Looking to invest in M&A opportunities or partner with an advisor to acquire, scale, or sell your business? Visit Equity Launchpad. About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions. The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community. Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7 🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586 🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

From Failed Search to a Successful Acquisition with Megan McGee In this episode of the M&A Launchpad Podcast, hosts Feras Moussa and Casey Minshew welcome Megan McGee, owner of Virginia Guest Houses, a 50-year-old vacation rental management company in Charlottesville, Virginia. Megan shares her journey through nearly four years of entrepreneurship through acquisition, from raising $500,000 from 13 investors and contacting more than 7,500 businesses to navigating failed deals, due diligence challenges, and ultimately acquiring a business through a self-funded search. Megan discusses the realities of operating and growing a vacation rental management company, including managing guest and property owner expectations, building a strong team, and balancing daily operations with long-term strategy. She shares how she has grown the business from approximately 75 properties toward 100, while exploring geographic expansion, strategic acquisitions, and AI to improve efficiency and customer experience. The episode offers valuable lessons for aspiring entrepreneurs and business buyers on navigating the search process, finding the right acquisition, and building a sustainable business. In this podcast episode, we discuss: Traditional Search vs. Self-Funded Search Raising Capital and Managing a Search Fund Lessons Learned from Failed Acquisitions and Due Diligence Proprietary Deal Sourcing and Building Relationships with Sellers Acquiring and Operating a Vacation Rental Management Business The Realities and Challenges of Small Business Operations Growing Through Organic Expansion and Strategic Acquisitions Leveraging AI to Improve Efficiency and the Customer Experience Building a Team and Scaling a Business for Long-Term Success Connect with Megan McGee: Email: [email protected] Megan advises students and alumni on entrepreneurship through acquisition at the University of Virginia's Darden School of Business. Additional Resources: Access our archive of video interviews on YouTube. Get in touch with show hosts Casey Minshew and Feras Moussa at [email protected]. Looking to invest in M&A opportunities or partner with an advisor to acquire, scale, or sell your business? Visit Equity Launchpad. About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions. The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community. Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7 🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586 🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

In this episode of the M&A Launchpad Podcast, hosts Feras Moussa and Casey Minshew welcome Etinosa Agbonlahor, CEO of Decision Alpha, a pricing strategy and consumer research firm that helps businesses make smarter pricing decisions, particularly during the post-acquisition integration process. Drawing on his background in behavioral economics and experience working with major financial institutions in Australia and the United States, Etinosa explains how businesses can use customer research, behavioral insights, and rigorous pricing analysis to capture more value from their products and services. Etinosa discusses why pricing is often overlooked during acquisitions and how buyers can avoid relying on guesswork, outdated assumptions, and cost-plus pricing models. He explains how Decision Alpha helps acquired businesses understand customer willingness to pay, evaluate competitors and alternatives, identify pricing opportunities, and structure offerings that better communicate value. Through practical examples, including a manufacturing business struggling with rising input costs and a nonprofit technology platform looking for the right market and pricing strategy, the conversation highlights how thoughtful pricing can improve profitability, protect margins, and unlock significant value after an acquisition. The episode offers valuable insights for entrepreneurs, searchers, and business owners looking to build more profitable and sustainable businesses. In this podcast episode, we discuss: The Importance of Pricing Strategy During Post-Acquisition Integration How Behavioral Economics Influences Customer Purchasing Decisions Identifying Hidden Value and Revenue Opportunities in an Acquired Business The Limitations of Cost-Plus Pricing and the Importance of Value-Based Pricing Understanding Customer Willingness to Pay Through Qualitative and Quantitative Research Evaluating Competitors, Alternatives, and Market Positioning Building a Comprehensive Pricing Strategy: Costs, Competition, Value, and Price Presentation Avoiding Common Pricing Mistakes, Including Underpricing and Overlooking Hidden Costs Using Customer Segmentation and Product Packaging to Improve Revenue Conducting Pricing Research During the First 180 Days After an Acquisition Applying Pricing Research to Manufacturing, Software, and Professional Services Businesses Using AI Tools to Research, Analyze, and Stress-Test Business Decisions Connect with Etinosa: Website: https://decisionalpha.co/ Free Pricing Playbook: playbook.decisionalpha.co Download Decision Alpha's free pricing playbook for practical guidance on raising prices safely and conducting effective pricing research. Additional Resources: Access our archive of video interviews on YouTube. Get in touch with show hosts Casey Minshew and Feras Moussa at [email protected]. Looking to invest in M&A opportunities or partner with an advisor to acquire, scale, or sell your business? Visit Equity Launchpad. About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions. The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community. Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7 🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586 🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

In this episode of the M&A Launchpad Podcast, hosts Casey Minshew and Feras Moussa sit down with fellow Houstonian Ian Reynolds of Thesis Capital Partners. Ian shares how he bought his first business, scaled it from about 15 to more than 200 employees in four and a half years, and turned that experience into an operations-focused independent sponsor named one of Axial's top 20 independent sponsors two years running.  In this episode, we discuss:  Ian's path from startups and Houston energy finance to buying a software services business through a self-funded search  Why Ian partners with proven operators first, then builds an investment thesis and finds the business around them  What a clear seller catalyst looks like, and why most deals need one to negotiate a reasonable price  Building the capital stack under $100M TEV: under-levering, over-equitizing, and using banks, SBICs, and BDCs  Seller alignment through notes, rollover equity, and earnouts (typically 25% to 30% of purchase price)  How independent sponsors get paid: deal fees, management fees, the 6% to 8% pref, carried interest tiers, and management incentive pools  Guest Contact Information  Ian J.H. Reynolds  Founder & Managing Partner, Thesis Capital Partners  LinkedIn: https://www.linkedin.com/in/ianjhreynolds/  Email: [email protected]  Website: https://www.thesiscapital.com  Additional Resources  Thinking about buying a business? Connect with the Equity Launchpad team to learn more about acquisition entrepreneurship and upcoming opportunities.  Contact Casey Minshew and Feras Moussa: [email protected]  Explore more: https://www.equity-launchpad.com   About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions. The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community. Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7 🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586 🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

In this episode of the M&A Launchpad Podcast, hosts Casey Minshew and Feras Moussa sit down with Sarah Andrews, SBA Senior Business Development Officer at Northwest Bank, who reviews 200 to 300 acquisition deals a year with her partner Lisa Forrest. Sarah shares what lenders look for in buyers, how to pitch a deal to your bank, and what the latest SBA rule changes mean for acquisition entrepreneurs.  In this episode, we discuss:  Why lenders now weigh the buyer as heavily as the business, and why grit matters  How to stand out to a lender with a one-to-four slide summary instead of the broker's CIM  New SBA rules on QoE for deals of $3M or more, the 10% equity requirement, seller notes, and investor distributions  Loan deferrals, the 75% SBA guarantee, and the 20% rule for trusts in the cap table  Guest Contact Information  Sarah Andrews  SBA Senior Business Development Officer, Northwest Bank  LinkedIn: https://www.linkedin.com/in/sarah-andrews-22a78364/  Email: [email protected]  Office Hours: Every Wednesday at noon, covering all things SBA and the Northwest process  Additional Resources  Thinking about buying a business? Connect with the Equity Launchpad team to learn more about acquisition entrepreneurship and upcoming opportunities.  Contact Casey Minshew and Feras Moussa: [email protected]  Explore more: https://www.equity-launchpad.com    About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions. The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community. Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7 🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586 🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

In this episode of the M&A Launchpad Podcast, hosts Casey Minshew and Feras Moussa sit down with Antoine Campbell, founder of CEO 929 Business Solutions, to talk about building the back end of a service business so it's ready to scale, take on capital, or sell. Antoine has been a full-time entrepreneur since 2013, starting with a tag and title agency that grew to three locations, then moving into real estate before launching CEO 929 to build marketing systems, custom CRMs, and software for established service businesses.  The conversation covers the low-hanging marketing fruit most new owners miss, why recurring revenue should be the first lever you pull, and a real case study: an AI-powered quoting and checkout tool built for a plumber who specializes in hot water heaters. Antoine also shares how he's now applying that playbook to acquisitions through his new firm, Maurant Ventures  including an automated underwriting system and a three-part strategy for sourcing deals directly from sellers.  In this episode, we discuss:  Why understanding your customer and increasing lifetime value comes before spending more on acquisition  Turning one-off customers into recurring revenue with continuity offers, from plumbing maintenance plans to flat-rate slow-day pricing at a barbershop  Moving off generic, out-of-the-box software and building custom CRMs and lead-capturing tools tailored to the business  A case study: an AI tool that scans a water heater's data plate, recommends replacements, and gives customers an all-in, out-the-door price they can pay on the spot  Building an automated underwriting system that screens deals for seasonality, cash reserves, and treasury management before you sink weeks into them  Three ways to source deals: marketplace scanning, direct-to-seller outreach drawn from real estate, and an education funnel for owners who aren't yet ready (or financeable) to sell  Guest Contact Information  Antoine Campbell  Founder, CEO 929 Business Solutions  Website: ceo929.com  Instagram: @ceo929  Additional Resources  Thinking about buying a business? Connect with the Equity Launchpad team to learn more about acquisition entrepreneurship and upcoming opportunities.  Contact Casey Minshew and Feras Moussa: [email protected]  Explore more: https://www.equity-launchpad.com About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions. The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community. Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7 🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586 🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

Hazem Ahmed co-founded a bank in 2007, grew it to $800M, and sold it. Then he did it again — building Integrity Bank, SSB from scratch into a $360M institution in just 23 months, one of only seven de novo bank charters approved nationwide in 2024.  In this episode, Hazem breaks down what it really takes to charter a bank (an 1,800-page application, a 14-15 month approval process, a $40-50M capital raise) and why he measures success in relationships and reputation, not just the balance sheet.  In this podcast episode, we discuss:  Hazem's path from a reluctant banking intern to a 25-year career banker, building and selling the original Integrity Bank (2007, grown to ~$800 million, sold to a North Texas regional bank)  What it actually takes to charter a de novo bank: an ~1,800-page regulatory application, 14-15 months to conditional approval, and raising a $40-50 million minimum capital target amid a shifting 2024 market  Being one of only seven de novo banks chartered nationwide, opening in October 2024, and reaching ~$360 million in total assets by month 23  Why “familiarity” and local ownership are Integrity Bank's edge over national institutions, and how Hazem measures success through relationships and reputation rather than just balance sheet growth  Guest Contact Info:  Hazem Ahmed, Founder & President, Integrity Bank, SSB  LinkedIn: https://www.linkedin.com/in/hazema/  Additional Resources:  Thinking about buying a business? Connect with the Equity Launchpad team to learn more about acquisition entrepreneurship and upcoming opportunities.  Contact Casey Minshew: [email protected]  Explore more: https://www.equity-launchpad.com  Save the Date: M&A Launchpad Conference is coming May 8, 2027. Learn more at malaunchpad.com    About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions. The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community. Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7 🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586 🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

In this episode of the M&A Launchpad Podcast, hosts Feras Moussa and Ben Suttles sit down with Jason Hunt, founder and CEO of Ink Insurance, to unpack one of the biggest hidden risks in small business acquisitions: the personal guarantee. Jason's path here started in restructuring during the 2008 financial crisis, continued through buying and selling his own education company, a decade in tech at Reverb, Amazon, and QuickNode, and finally hit a wall in 2024 when he went to buy another business and got stopped cold by the size of the PG he'd have to sign. With no personal guarantee insurance product on the market, he built one.  The conversation covers how SBA 7(a) loans work without much business collateral, why that makes the personal guarantee so much larger and riskier for buyers of cash-flow-based businesses like professional services and trades, and how Ink Insurance's coverage, claims process, and pricing actually work. Jason also shares how his company (which recently raised $2.2 million) is backed by an A-rated, AM Best–rated carrier, and how the product is starting to solve a newer problem: sellers who roll equity and get stuck personally guaranteeing a loan on a business they no longer control.  In this episode, we discuss:  Why SBA loans require a personal guarantee when a business doesn't have $2M+ in EBITDA or enough hard collateral, and why that hits cash-flow acquisitions (professional services, trades) hardest  How Ink Insurance's coverage works: targeting roughly 80% of the loan amount, the claims process after a default and business liquidation, and why full coverage (100%) can actually reduce an owner's incentive to fight for the business  Pricing: about 2% of the coverage amount per year, based on risk scoring from SBA industry/location default data, personal credit, and deal metrics like DSCR  Deal sizing: Ink Insurance covers SBA 7(a) loans from $350,000 up to $5 million, with plans to expand into 504 loans and eventually non-SBA products like real estate  Using PG insurance as a negotiating chip in a deal (similar to reps and warranties insurance) and as a solution for sellers now required to personally guarantee rolled equity for two years after close  Being backed by an A-rated, AM Best–rated carrier with a $5–6 billion balance sheet, Ink Insurance's role as the MGA, and the company's recent $2.2 million capital raise  What happens to buyers who previously defaulted and went through bankruptcy, and why paying off a prior SBA loan in full (even after default) keeps the door open for future financing  Guest Contact Information  Jason Hunt  Founder & CEO, Ink Insurance  LinkedIn: https://www.linkedin.com/in/jasonchrishunt/  Website: https://inkinsurance.com  Apply: https://apply.incinsurance.com  Additional Resources  Thinking about buying a business? Connect with the Equity Launchpad team to learn more about acquisition entrepreneurship and upcoming opportunities.  Contact Feras Moussa and Ben Suttles: [email protected]  Explore more: https://www.equity-launchpad.com    About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions. The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community. Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7 🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586 🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

In this episode of the M&A Launchpad Podcast, hosts Casey Minshew and Ben Suttles sit down with Joseph Cruz, who left a decade-long career in leveraged finance and investment banking at Fifth Third to acquire a sewer and water distributor in the Chicagoland area. Joseph walks through how he found the business on BizBuySell, structured the deal with an SBA loan, seller note, and a side-letter earnout, and what he's learned in less than two years of ownership — from underestimating seasonal cash flow to building toward a broader infrastructure platform.  The conversation is a candid, ground-level look at self-funded search: what it actually takes to structure an SBA deal, why buyers should expect a post-close “J-curve,” and how a search that started industry-agnostic ended up in a defensible, unglamorous niche.  In this episode, we discuss:  Making the leap from Fifth Third's leveraged finance group to a self-funded search, and finding the deal on BizBuySell after starting industry-agnostic  How the deal was structured: a $536,000 purchase price, a $550,000 SBA loan, a seller note, a holdback, and an off-books earnout tied to the general manager's retirement  Real lessons from year one: underestimating seasonal working capital, living through the post-acquisition “J-curve,” and staying resourceful when a general manager departs weeks before closing  The long-term vision: pivoting from commoditized distribution toward a defensible infrastructure platform spanning manufacturing, distribution, and equipment service  Guest Contact Information  Joseph Cruz  President, A&A Equipment and Supply Co.  Website: aa.equipment  LinkedIn: linkedin.com/in/joseph-cruz-47472150  Additional Resources  Thinking about buying a business of your own, whether through a self-funded search or an independent sponsorship model? The Equity Launchpad team helps entrepreneurs navigate every stage of acquisition, from search to close. Reach out at [email protected] to start the conversation.  Explore more resources at: equity-launchpad.com    About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions. The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community. Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7 🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586 🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/

In this episode of the M&A Launchpad Podcast, hosts Casey Minshew and Feras Moussa sit down with Mike Krupit, founder of Trajectify, to talk about mentoring and coaching leaders through the stages of scaling a business — from one to two, two to five, and five to ten — and what it really takes to shift from a founder-led mindset to a CEO-led one. A software engineer turned COO turned CEO across eight Silicon Valley startups over 25 years, Mike walked away from operating companies 13 years ago to build a leadership and organizational development practice instead. The conversation also digs into the acquisition side, including two very different horror stories: a forced take-private during the dot-com bust, and a $1 million company that turned an $8 million offer into a $25 million sale after a bidding war.  In this episode, we discuss:  Why Mike chose coaching and advisory work over buying a business himself, and the networking exercise (75 meetings in three months) that helped him find his lane  The four jobs of a real CEO — visionary, right people in the right seats, fiduciary accountability, and the outside voice of the company — and the "not-to-do list" that gets founders out of the day-to-day  Building an accountability chart (not an org chart) and using fractional executives to delegate without adding headcount  Spotting the "sweet spot" between an underprepared and an over-prepared acquisition target  Two acquisition stories from opposite ends of the spectrum: a chaotic forced sale during the dot-com bust, and a $1 million company that became a $25 million sale after being shopped around  Why mastering difficult conversations — not tactics — is the real skill buyers need before, during, and after a deal  Guest Contact Information  Mike Krupit  Founder, Trajectify  LinkedIn: https://www.linkedin.com/in/mkrupit/  Website: https://www.trajectify.com  Additional Resources  Thinking about buying a business? Connect with the Equity Launchpad team to learn more about acquisition entrepreneurship and upcoming opportunities.  Contact Casey Minshew and Feras Moussa: [email protected]  Explore more: https://www.equity-launchpad.com  About The M&A Launchpad: The M&A Launchpad provides insights into acquiring, investing in, and selling profitable businesses in the lower to middle market. Whether you are a business owner, investor, or aspiring entrepreneur, we will provide you with the knowledge, guidance, and capital to navigate the world of mergers and acquisitions. The M&A Launchpad presents a series of weekly podcast episodes and hosts an annual M&A Launchpad Conference tailored to the M&A community. Connect with M&A Launchpad: 🎧 Podcast on Spotify: https://open.spotify.com/show/0mW6i4ooujqC7eOPWmguU7 🎧 Podcast on Apple: https://podcasts.apple.com/us/podcast/m-a-launchpad/id1740382586 🎟️ Attend Upcoming M&A Launchpad Conference: http://malaunchpad.com/