Right in the Middle Market
45 episodes - English - Latest episode: over 3 years ago -Right in the Middle Market offers pragmatic perspectives on running, growing, and selling your business. We talk about the challenges, decisions, and most importantly the actions business owners can take to create long term value in their companies.For more information, find us at http://www.slscapitaladvisors.com or http://www.gaffingroup.com, or drop us a line at [email protected].
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Episodes
Ep33: Rewarding Exits: Accounting Matters
January 21, 2021 11:00 - 40 minutes - 27.6 MBAs the old saying goes, you never get a second chance to make a first impression, and this is definitely true when engaging with a potential buyer or investor. On today's episode, part of our series on getting your Middle Market business ready to go to market, Cheryl Ashenbrener, National Leader for Transaction Advisory Services at Sikich (and one of our most popular guests here on Right In the Middle Market), comes back on the podcast to talk about the accounting (and a few other) aspects o...
Ep32: Rewarding Exits Don't Happen By Accident
January 14, 2021 11:00 - 33 minutes - 23 MBSelling your company is about telling the right story to the right buyer at the right time. So, whenever the time comes – what is the tale you want to be able to tell? What will you want to be able to say then about your company’s performance and accomplishments? On today’s episode, we begin a new series on what you can do now to prepare for a successful transaction, and at a desirable valuation? Whether your exit horizon is in a few months or still years away, whenever that time comes, you ...
Ep31: A Four Letter Word for 2021: Hope
January 07, 2021 11:00 - 35 minutes - 24.7 MBBeyond the impact to physical and economic health, 2020 also took a shocking toll on mental health. While the new year may bring a fresh bout of optimism, with the pandemic lingering on, I fear it is not long before four letter words once again take over our vocabulary. So let me beat the rush and offer a four letter word of my own – HOPE. Dr. Lisa Brown, a clinical health psychologist known by her clients for amazing outcomes and innovative approaches, joins us to talk about tactical ways ...
Ep30: Gratitude: Your Stealth Tactic for Growth
November 24, 2020 11:00 - 21 minutes - 14.7 MBEach year, the week of Thanksgiving brings a veritable flood of messages about gratitude. But for me, and maybe you, this year there is a level of authenticity to those sentiments that perhaps has been lost in recent years. On today’s episode, we talk about gratitude as a pragmatic tip for sustaining and growing your business even in tough times, and our own expression of thankfulness. We'd love to hear your feedback! Email us at [email protected]. Looking for more episodes or playl...
Ep29: Why Foreign Currency Exchange Matters to Middle Market Companies
November 10, 2020 11:00 - 33 minutes - 23 MBIn an increasingly global world, middle market businesses are engaged in cross border activity at ever earlier stages of growth. Whether that is part of operations, supply chain, talent sourcing, or global M&A, this necessitates navigating exchange of domestic and foreign currency – which can be challenging, or even risky, but also presents opportunity. On today’s episode, we are joined by Marc Chandler, Chief Market Strategist, and Chie Nicholson, Managing Director, of Bannockburn Global Fo...
Ep28: The Network Effect: Building Connections that Matter
November 05, 2020 11:00 - 29 minutes - 20.1 MBWhen I say “networking”, whether you get a feeling of dread or excitement probably depends on whether it is something you like doing. How much we enjoy anything depends of course on our natural inclinations, but also on how confident we feel at that particular skill. Personally, I have always marveled at people for whom networking seems to come naturally. Kim Stapleton of the law firm Ice Miller is one of those people, and on today’s episode she breaks down her approach and best practices to...
Ep27: EBITDA...It Takes Some Adjustment
November 03, 2020 11:00 - 32 minutes - 22.7 MBEBITDA is a phrase you often hear when talking about size, profitability and valuation of a company - but it actually isn't a technical accounting term. On today's episode, we'll talk about what exactly EBITDA is, why it's used, the rationale and methodology for adjusted EBITDA and EBITDA multiples. We'd love to hear your feedback! Email us at [email protected]. Looking for more episodes or playlists? Find them on our Right In the Middle Market website, https://www.rightinthemiddlem...
Ep26: Aspirin for Your HR Headaches: Understanding the PEO Model
October 29, 2020 10:00 - 32 minutes - 22.1 MBFor business owners who say that running their business has become less fun, Human Resources often tops the list of things they wish they didn’t have to deal with. So…what if you didn’t? On today’s episode we talk with Naydu Brandenburg and Erik Wayton of TriNet about the PEO model and how it can be the aspirin for your HR headaches. We'd love to hear your feedback! Email us at [email protected]. To learn more about TriNet, go to https://www.trinet.com/ or contact Naydu Brandenburg a...
Ep 25: October Middle Market Update: Silver Linings
October 27, 2020 10:00 - 26 minutes - 18 MBOn this 25th episode of Right In the Middle Market, we find silver linings in the state of the Middle Market and share what is coming in the next 25 episodes. Be sure to listen to the end for a special engaged listener bonus! We'd love to hear your feedback! Email us at [email protected]. Looking for more episodes or playlists? Find them on our Right In the Middle Market website, https://www.rightinthemiddlemarket.com. For more information about us, or to inquire whether we could he...
Ep 24: Strategics, Sponsors, and Searchers Oh My! Who Will Buy My Company?
October 09, 2020 19:00 - 45 minutes - 31 MBWhat kind of buyer would be best for your company? And how should different potential buyer types impact your exit strategy? On this episode of Right in the Middle Market we talk about strategic buyers, financial buyers, and a few in between – as well as 5 key questions you need to answer for an effective exit strategy. We'd love to hear your feedback! Email us at [email protected]. Looking for more episodes or playlists? Find them on our Right In the Middle Market website, https://w...
Ep 23: Unexpected Revenue Sources for Business Growth
October 06, 2020 09:00 - 28 minutes - 19.9 MBFinding funding sources to help your potential clients is a fabulous - if unexpected path - to business growth. Amanda Wood of Becker is far more than a typical lobbyist – and trust me, even (maybe especially) if your company isn’t B2G, you are going to want to hear what she has to say about government funding as a potential revenue source for growing your business. We'd love to hear your feedback! Email us at [email protected]. To learn more about Amanda Wood and Becker, go to http...
Ep 22: Investment Banking: Behind the Pinstripes
October 01, 2020 09:00 - 30 minutes - 20.7 MBWhen you talk about investment banks, many people think of large firms driving IPOs. But how do middle market companies use investment banks to support their growth and exit plans? On this episode we go “behind the pinstripes” to talk about types of investment banks, the role they play in the middle market, and how their role is different than business brokers and consultants. We'd love to hear your feedback! Email us at [email protected]. Looking for more episodes or playlists? Find...
Ep 21: Business Advisors: Profiles and Pitfalls
September 29, 2020 21:00 - 31 minutes - 21.4 MBYou brought in an advisor to help run your business or grow your company – but what role should they play? Is a facilitator different than a consultant? Or a coach different than a facilitator? Does it matter? On this episode we talk about how to define an advisor's role in the organization for the best outcome. We'd love to hear your feedback! Email us at [email protected]. Looking for more episodes or playlists? Find them on our Right In the Middle Market website, https://www.ri...
Ep 20: Getting the Most Out of Any Advisor
September 24, 2020 09:00 - 32 minutes - 22.2 MBAny article on the essential characteristics of successful entrepreneurs will list attributes such as creative, passionate, resilient, optimistic, adventurous, decisive, and resourceful. Middle market business owners are known for their ability to get things done and figure stuff out, which is exactly what allows them to build what they do. But what about when they shouldn’t do it alone? How do you know when it is better to ask for help? On today’s episode we will talk about how to get the m...
Ep 19: Bias for Action: 5 Things To Do Now
September 22, 2020 09:00 - 35 minutes - 24.7 MBPablo Picasso said, “Action is the foundational key to all success.” Over the last several episodes we have focused on bigger picture topics of strategy and selling your business. Today we take a pragmatic view on five things every middle market business owner should be reviewing – and potentially acting on now. We'd love to hear your feedback! Email us at [email protected]. Looking for more episodes or playlists? Find them on our Right In the Middle Market website, https://www.right...
Ep 18: Strategy: The Most Misused Word in Business
September 17, 2020 09:00 - 39 minutes - 27.1 MBStrategy is one of the most mis-used words in business today. There are people who love talking about the excitement of where the company is going, while others hate what can feel like an onerous and bureaucratic process. But chances are if you listen to either type you’ll hear about mission and vision, and tactics – but will you really hear about strategy? On today’s episode we talk about what strategy actually is in a context and a framework that will help you think pragmatically and produ...
Ep 17: ERP Systems: Driving Decisions, or Just Data?
September 15, 2020 09:00 - 28 minutes - 19.9 MBMost business owners have encountered that point in growth of realizing that they need a better tool to manage their company – often called an enterprise resource planning, or ERP, system. They go through a tedious selection process and buy a new system, only to be sorely disappointed with the results, and then are left wondering – did they pick the wrong software? Or just not using it correctly? On today’s episode, we are joined by Joel Schneider, Founder and President of Liberty Technology...
Ep 16: Business Strategy: What Good Are Goals Anyway?
September 10, 2020 09:00 - 34 minutes - 23.8 MBFew key elements of long-term value creation in middle market firms - actually, in firms of any size - cause more consternation than strategy. And yet the long-term success of companies is predicated on both strategy development AND strategy execution. In today’s episode, we focus on one of the fundamentals of strategy development and a primary source of confusion in the process: defining Goals, Objectives, Strategy and Tactics; how do they fit together, and what is their place in strategy d...
Ep 15: M&A in 2020: A Legal Perspective
September 08, 2020 09:00 - 40 minutes - 28.2 MBLegal due diligence can sound scary to anyone selling their business – and quite frankly, the reality can be daunting. On today’s episode, we are joined by Mike Mercurio of Offit Kurman to talk about how he helps sellers navigate this critical part of any transaction, ways to most effectively leverage the attorney on your deal team, and what you should do now if you are thinking about selling your business in the next few years. We'd love to hear your feedback! Email us at podcast@gaffingro...
Ep 14: What Did We Do This Summer?
September 03, 2020 09:00 - 36 minutes - 24.8 MBIt may be years since you have been in school, but the end of summer still brings the sense of the change of seasons. Join co-hosts Stephanie and Mark to reflect on the summer of 2020, why we started the podcast, and how business owners can focus to make the most of the balance of the year. We'd love to hear your feedback! Email us at [email protected]. Looking for more episodes or playlists? Find them on our Right In the Middle Market website, https://www.rightinthemiddlemarket.com....
Ep 13: A Strategic View on M&A - Part 2
September 01, 2020 09:00 - 38 minutes - 26.5 MBIn the second of this two part episode with Chris Helmrath, Founder and Managing Director of SC&H Capital, we focus on pragmatic tips for business owners considering an exit or a capital raise, in a conversation that will inspire anyone looking for creative business solutions in the current environment. We'd love to hear your feedback! Email us at [email protected]. You can learn more about Chris Helmrath and SC&H Capital at https://www.schgroup.com/services/investment-banking-adviso...
A Strategic View on M&A - Part 1
August 27, 2020 09:00 - 29 minutes - 20.1 MB"The pessimist complains about the wind; the optimist expects it to change; the realist adjusts the sails." This quote from William Arthur Ward captures the spirit of our conversation with Chris Helmrath, Founder and Managing Director of SC&H Capital. On the first of this two part episode, we talk with Chris about the importance of having a clear strategy for any M&A transaction and finding opportunity in any environment, bringing his infectious optimism and encouragement to middle market bu...
Ep 12: A Strategic View on M&A - Part 1
August 27, 2020 09:00 - 29 minutes - 20.1 MB"The pessimist complains about the wind; the optimist expects it to change; the realist adjusts the sails." This quote from William Arthur Ward captures the spirit of our conversation with Chris Helmrath, Founder and Managing Director of SC&H Capital. On the first of this two part episode, we talk with Chris about the importance of having a clear strategy for any M&A transaction and finding opportunity in any environment, bringing his infectious optimism and encouragement to middle market bu...
Business Strategy: Anchoring on Mission and Vision
August 25, 2020 09:00 - 35 minutes - 24.5 MBMission and Vision statements are mocked as much as anything in the business world - arguably because they are often not done well and are completely disconnected from reality. In this episode that kicks off our series on business strategy, we start at the beginning with mission and vision - how the two are different, why they are matter, and what they have to do with authenticity. For more information, find us at https://www.slscapitaladvisors.com or https://www.gaffingroup.com, or drop us...
Ep 11: Business Strategy: Anchoring on Mission and Vision
August 25, 2020 09:00 - 35 minutes - 24.5 MBMission and Vision statements are mocked as much as anything in the business world - arguably because they are often not done well and are completely disconnected from reality. In this episode that kicks off our series on business strategy, we start at the beginning with mission and vision - how the two are different, why they are matter, and what they have to do with authenticity. We'd love to hear your feedback! Email us at [email protected]. Looking for more episodes or playlists?...
Rethinking Business Strategy for 2020
August 20, 2020 09:00 - 33 minutes - 23.3 MBBusiness strategy, done well, is challenging even in the best of times. The uncertainty of 2020 brings a whole new level of difficulty when everything has changed - or has it? In today's episode, co-hosts Mark and Stephanie discuss pragmatic tips for retooling your company's strategy in the current environment. For more information, find us at https://www.slscapitaladvisors.com or https://www.gaffingroup.com, or drop us a line at [email protected].
Ep 10: Rethinking Business Strategy for 2020
August 20, 2020 09:00 - 33 minutes - 23.3 MBBusiness strategy, done well, is challenging even in the best of times. The uncertainty of 2020 brings a whole new level of difficulty when everything has changed - or has it? In today's episode, co-hosts Mark and Stephanie discuss pragmatic tips for retooling your company's strategy in the current environment. We'd love to hear your feedback! Email us at [email protected]. Looking for more episodes or playlists? Find them on our Right In the Middle Market website, https://www.right...
Ep 9: Decisional Bandwidth in the COVID Era
August 18, 2020 16:00 - 38 minutes - 26.8 MBBusinesses are defined by the cumulative impact of their decisions - and making good decisions relies on cognitive bandwidth. In this episode, Ashley Zumwalt-Forbes, CoFounder and President of Black Mountain International, brings the CEO perspective as we explore the impact of the COVID environment on business decision making - and why so many of us are so tired! Join us to find out what pennies, playgrounds, Taylor Swift, and Pitbull have to do with business decision making during a pandemi...
Decisional Bandwidth in the COVID Era
August 18, 2020 16:00 - 38 minutes - 26.8 MBBusinesses are defined by the cumulative impact of their decisions - and making good decisions relies on cognitive bandwidth. In this episode, Ashley Zumwalt-Forbes, CoFounder and President of Black Mountain International, brings the CEO perspective as we explore the impact of the COVID environment on business decision making - and why so many of us are so tired! Join us to find out what pennies, playgrounds, Taylor Swift, and Pitbull have to do with business decision making during a pandemi...
Ep 8: Middle Market Update: August 2020 Edition
August 14, 2020 01:00 - 27 minutes - 19.3 MBWhile there is still much uncertainty in the world, there are many strong signs that the middle market is picking up activity. Tune in for what we are hearing from private equity and other institutional investors (spoiler - this might be a great time to sell), as well as advice and encouragement for business owners still struggling in the current environment. We'd love to hear your feedback! Email us at [email protected]. Looking for more episodes or playlists? Find them on our Right...
Middle Market Update: August 2020 Edition
August 14, 2020 01:00 - 27 minutes - 19.3 MBWhile there is still much uncertainty in the world, there are many strong signs that the middle market is picking up activity. Tune in for what we are hearing from private equity and other institutional investors (spoiler - this might be a great time to sell), as well as advice and encouragement for business owners still struggling in the current environment. For more information, find us at https://www.slscapitaladvisors.com or https://www.gaffingroup.com, or drop us a line at podcast@gaff...
Ep 7: Demystifying Due Diligence: The Q of E
August 11, 2020 09:00 - 24 minutes - 16.9 MBDue Diligence is a key part of any transaction when buying or selling a business - but also one that can be confusing, or even daunting for middle market business owners. In this episode, Cheryl Aschenbrener, Co-Leader and Partner of Sikich Transaction Advisory Services, joins us to discuss the important role of the Quality of Earnings, or Q of E, in the due diligence process, and how it is impacted by the COVID environment. We'd love to hear your feedback! Email us at [email protected]...
Demystifying Due Diligence: The Q of E
August 11, 2020 09:00 - 24 minutes - 16.9 MBDue Diligence is a key part of any transaction when buying or selling a business - but also one that can be confusing, or even daunting for middle market business owners. In this episode, Cheryl Aschenbrener, Co-Leader and Partner of Sikich Transaction Advisory Services, joins us to discuss the important role of the Quality of Earnings, or Q of E, in the due diligence process, and how it is impacted by the COVID environment. For more information, find us at https://www.slscapitaladvisors.co...
Selling Your Business - Part 3
August 07, 2020 09:00 - 35 minutes - 24.6 MBMost middle market business owners plan to sell their business at some point - whether at retirement, or simply when there is an interesting opportunity to do so. But how exactly does the process of selling a business work? Is it just like selling a house, or different? Across this three part series, co-hosts Stephanie Chambliss Gaffin and Mark Gaffin walk you through the process of selling your business. In part 3 we talk about negotiating price and other common deal terms, as well as overa...
Ep 6: Selling Your Business - Part 3
August 07, 2020 09:00 - 35 minutes - 24.6 MBMost middle market business owners plan to sell their business at some point - whether at retirement, or simply when there is an interesting opportunity to do so. But how exactly does the process of selling a business work? Is it just like selling a house, or different? Across this three part series, co-hosts Stephanie Chambliss Gaffin and Mark Gaffin walk you through the process of selling your business. In part 3 we talk about negotiating price and other common deal terms, as well as overa...
Selling Your Business - Part 2
July 29, 2020 09:00 - 29 minutes - 20.5 MBMost middle market business owners plan to sell their business at some point - whether at retirement, or simply when there is an interesting opportunity to do so. But how exactly does the process of selling a business work? Is it just like selling a house, or different? Across this three part series, co-hosts Stephanie Chambliss Gaffin and Mark Gaffin walk you through the process of selling your business. In part 2 we'll define some of the jargon, narrowing the buyer universe, and ways to ke...
Ep 5: Selling Your Business - Part 2
July 29, 2020 09:00 - 29 minutes - 20.5 MBMost middle market business owners plan to sell their business at some point - whether at retirement, or simply when there is an interesting opportunity to do so. But how exactly does the process of selling a business work? Is it just like selling a house, or different? Across this three part series, co-hosts Stephanie Chambliss Gaffin and Mark Gaffin walk you through the process of selling your business. In part 2 we'll define some of the jargon, narrowing the buyer universe, and ways to ke...
Ep 4: Selling Your Business - Part 1
July 28, 2020 19:00 - 27 minutes - 19.1 MBMost middle market business owners plan to sell their business at some point - whether at retirement, or simply when there is an interesting opportunity to do so. But how exactly does the process of selling a business work? Is it just like selling a house, or different? Across this three part series, co-hosts Stephanie Chambliss Gaffin and Mark Gaffin walk you through the process of selling your business. Part 1 covers an overview of the process, selecting an advisor, getting ready to go to ...
Selling Your Business - Part 1
July 28, 2020 19:00 - 27 minutes - 19.1 MBMost middle market business owners plan to sell their business at some point - whether at retirement, or simply when there is an interesting opportunity to do so. But how exactly does the process of selling a business work? Is it just like selling a house, or different? Across this three part series, co-hosts Stephanie Chambliss Gaffin and Mark Gaffin walk you through the process of selling your business. Part 1 covers an overview of the process, selecting an advisor, getting ready to go to ...
Ep 3: Middle Market Update: July 2020 Edition
July 23, 2020 09:00 - 18 minutes - 12.6 MBIt is "easy" to watch the stock markets to see how the public markets are doing - understanding which metrics to watch to understand the health of the Middle Market is a little trickier. In this episode, we explore data and insights on the current state of the Middle Market. We'd love to hear your feedback! Email us at [email protected]. Looking for more episodes or playlists? Find them on our Right In the Middle Market website, https://www.rightinthemiddlemarket.com. For more infor...
Middle Market Update: July 2020 Edition
July 23, 2020 09:00 - 18 minutes - 12.6 MBIt is "easy" to watch the stock markets to see how the public markets are doing - understanding which metrics to watch to understand the health of the Middle Market is a little trickier. In this episode, we explore data and insights on the current state of the Middle Market. For more information, find us at https://www.slscapitaladvisors.com or https://www.gaffingroup.com, or drop us a line at [email protected].
Can You Sell Your Business During a Pandemic?
July 23, 2020 00:00 - 26 minutes - 18 MBOwners of middle market companies are all eventually faced with how to exit their business - both to ensure the legacy of their business and to realize the economic value they have created. But what do you do if the time to sell comes right in the middle of a global pandemic? Should you push ahead or hold off? In this episode, we explore the pros and cons of selling your business in this environment - and what to do if you really need to sell in the near future. For more information, find u...
Ep 2: Can You Sell Your Business During a Pandemic?
July 23, 2020 00:00 - 26 minutes - 18 MBOwners of middle market companies are all eventually faced with how to exit their business - both to ensure the legacy of their business and to realize the economic value they have created. But what do you do if the time to sell comes right in the middle of a global pandemic? Should you push ahead or hold off? In this episode, we explore the pros and cons of selling your business in this environment - and what to do if you really need to sell in the near future. We'd love to hear your feedb...
So, About That Planning Retreat...
July 22, 2020 03:00 - 21 minutes - 14.7 MBSmall and mid size businesses have had to rethink many things - perhaps almost everything - amidst the shutdown. For the first few weeks, even months, cancelling or delaying strategic planning efforts made good sense. Months into the pandemic, with "normal" on an uncertain time horizon, business leaders need to find new ways to approach business planning. In our first episode on this topic, we will explore what to do "About That Planning Retreat", as management offsites have disappeared - bu...
Ep 1: So, About That Planning Retreat...
July 22, 2020 03:00 - 21 minutes - 14.7 MBSmall and mid size businesses have had to rethink many things - perhaps almost everything - amidst the shutdown. For the first few weeks, even months, cancelling or delaying strategic planning efforts made good sense. Months into the pandemic, with "normal" on an uncertain time horizon, business leaders need to find new ways to approach business planning. In our first episode on this topic, we will explore what to do "About That Planning Retreat", as management offsites have disappeared - bu...