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Key takeaways
• $10 trillion in businesses will be sold over the next 10 years as boomers age out — buyers will have options, so you need to be bankable.
• Franchise value matters: if your business can't run without you, you could lose 2-3x on your valuation.
• Do sell-side due diligence on yourself 12-18 months before a deal. Finding your own gaps first shows buyers you're proactive, not reactive.
• Know your margins per engagement, not just overall. "About 50%" isn't an answer an investor will accept.
• Recurring revenue is what's worth money. Buyers care about the lifespan of your revenue, not just new sales.
• A board of the owner's friends is worthless. Real governance asks the hard questions at the right time.
• You're not an accountant, you're a CFO — there's a difference. Be a strategic partner to sales, marketing, and operations, not a number cruncher.
About the guest
Jeff Glick
Jeff Glick is a seasoned CPA and fractional CFO with over 20 years of experience helping founders scale and raise capital. His career spans Merrill Lynch, Salomon Brothers, and 16 years at Phibro Energy before founding Start You Up, an outsourced CFO and compliance firm serving hedge funds, private equity, VCs, family offices, and SPACs. He is currently Head of US Operations at OCFO, where he helps small and mid-sized businesses grow from the inside out.
