What 18 Months Before Your Exit Should Actually Look Like

Most business owners are leaving money on the table — not because they're running a bad business, but because they can't prove how good it is. In this episode, we break down exactly what buyers look for and how to build a business that commands top dollar.Joshua Wilson sits down with Mark Sims, a former Chief Information Officer and Head of Strategy & M&A at Scott's Miracle-Gro ($4B company), who now helps businesses transact, transition, and transform through his consulting firm Consult MSG. Mark brings a rare generalist perspective — spanning Fortune 1000 consulting, corporate M&A, and private equity due diligence — to help middle market business owners understand how buyers really evaluate their businesses.Mark introduces his Five C's of Value Creation framework and breaks down the most common gaps he sees in businesses preparing for a sale. From clean financials to vendor contracts to AI implementation, this episode is a practical roadmap for founders who want to maximize exit value — whether they're 18 months out or just starting to think about it.Topics covered:How buyers calculate EBITDA multiples and what moves the needle from 6x to 8xThe Five C's: Competitive Positioning, Cash Conversion Cycle, Clean Financials, Concentration Proof, and CapabilitiesWhy most small businesses struggle most with clean and trusted financialsHow to identify which divisions, geographies, or products are actually profitableThe difference between "run the business" and "manage the business" technologyWhy disorganized data elongates deals and erodes buyer interestHow SOPs and vendor contracts expand your buyer poolPractical AI use cases for small and mid-size businessesThe "parking lot report" AI technique for high-impact client prepWhy being a generalist consultant is a competitive advantage🔗 Website: https://www.thedealpodcast.com/ Joshua Wilson on LinkedIn: https://www.linkedin.com/in/joshuabrucewilson/ YouTube: https://www.youtube.com/@dealpodcast Powered By: FA Mergers https://www.famergers.com/📩 Want to be a guest or have a topic suggestion? Reach out via LinkedIn or our website.🎧 Subscribe and leave a review so you never miss an episode!Curious what your business is worth? Request your free valuation at famergers.comDisclaimer: Joshua Wilson is a licensed Florida real estate broker and holds FINRA Series 79 and Series 63 licensure. The Deal Podcast is presented by FA Mergers and is produced for informational and educational purposes only. Nothing discussed constitutes investment advice, legal or tax advice, a solicitation, or a recommendation to buy or sell any security or to pursue or avoid any transaction. All views and opinions expressed by the hosts, co-hosts, and guests are their own and do not necessarily reflect the positions of FA Mergers, One Iron Network LLC, any regulatory agency, or any employer. Listeners should consult their own legal, financial, and tax professionals before making any business, financial, or transaction decision. This podcast does not constitute a solicitation or recommendation for any financial products or services.Let's Connect on LinkedIn:https://www.linkedin.com/in/joshuabrucewilson/To Contact Us, Please Visit:https://www.thedealpodcast.com/contact/