Tag: deals

My goal is to always bring you new strategies, wisdom and unorthodox ideas that can help you grow your business rapidly and inorganically. With that in mind, I decided to talk to an incredible group of entrepreneurs from across various industries and business models in an informative roundtable discussion.

During a recent episode of the Fueling Deals podcast, I hosted a roundtable discussion with Walton Financial founder Scott Walton; Judy Briggs, a 1-800-GOT-JUNK franchisee; Chuck Morris, owner of Morris Creative Group; Jane Bolin, Chief Marketing Officer of Peyton Bolin; and J2 Solutions founder Vijay Khatnani.

In our interview, the roundtable group discussed how their businesses were able to use deals to accelerate their business growth. We discuss the lessons each entrepreneur learned in the process of closing their deals, and we share valuable strategies, insights and wisdom to help you find and complete your own deals. Listen to our discussion and see how, regardless of the size of your business or the industry in which you operate, deals can be used to fuel your organization.

The Benefits and Challenges of Deals

If there’s one thing I hope you’ll take from our roundtable discussion, it’s that it doesn’t matter how large or small your company is and it doesn’t matter what industry you work in, growth through deals is possible for you. These five incredible business professionals all saw the potential of inorganic growth as a catalyst for their companies.

My guests also share the concerns they felt and the challenges they experienced as they prepared to close their deals, as well as the steps they took to overcome those problems. This is a great educational opportunity to hear firsthand how the process of acquiring or merging works and to prepare yourself for any potential obstacles.

For Companies of Every Shape and Size

The five businesses represented during the roundtable come from wide-ranging industries: legal services, financial services, marketing, information technology, and even junk removal. They are family operated, partnerships, sole proprietorships and franchises. But, as diverse as they are, they all fueled their growth through deals.

Just as these five entrepreneurs were able to use inorganic growth to expand their businesses, you too can benefit from business partnership, franchise, equity barter, acquiring or merging and other deals to grow your own business. These real world case studies are a great way to familiarize yourself with the process and truly highlight the benefits you can reap from the rapid growth of fueling deals.

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Corey Kupfer is an expert strategist, negotiator and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

If you want to find out how deal-ready you are, take the Deal- Ready Assessment today!

When it comes to deals, few things will facilitate or derail a deal the way the people involved will. Emotions and egos have an oversized impact on the success or failure of deals, and they can cause negotiations to rapidly break down over a perceived slight or imbalance that could have been worked out to everyone’s satisfaction.

I recently spoke with John Furey, the founder and principle of Advisor Growth, as a guest on my Fueling Deals podcast. John and his organization specialize in the financial advisor industry and in helping financial advisor firms grow, expand, strategize, and do deals of all kinds. John knows from firsthand experience the importance of keeping a level head and remaining fair to all parties involved, and he has also seen how emotions can have a chilling effect on deals.

In our discussion, John shares some of the strategies and advice he provides his clients, including the importance of remembering that three constituencies are involved on each side of a deal: the owners of the dealing businesses, the teams that make up those businesses, and the clients or customers who rely on those businesses. A successful deal will benefit all three of these distinct groups and help satisfy their unique needs and expectations.

Checking Emotions at the Door

As part of his work on behalf of his clients, John helps to facilitate deals. A big portion of that facilitation lies in ensuring that everyone keeps a level head. As John said during our conversation, “let’s not let a transaction die over a toaster oven”. In other words, when small, easily solvable issues with a deal collide with huge egos, the entire deal can unravel.

Being clear in your expectations and keeping a willingness to compromise are critical for any deal. It isn’t as important to have every box in your column checked as it is to ensure that both sides feel they are being treated fairly. Try to remain calm, be flexible, and prioritize the things that actually matter and your negotiations should go much more smoothly.

Attracting and Keeping Talent

One of the other functions of John’s organization is helping financial advisor firms strategize and plan for growth. Of course, business growth is at the heart of what the Fueling Deals podcast is all about, so during our conversation we explored some of the other advice and tips John shares with his clients.

One of the things John said that really stood out is that it is bright, talented professionals are vital for the success and growth of any firm. Attracting and keeping that talent is incredibly important, but doing so requires offering a clear and communicated path for those talented individuals within the firm. That involves things like compensation, career advancement and other steps that need to be taken to ensure that your great employees understand how they can continue to grow alongside the firm’s growth.

Learn more about Facilitating Deals and Growing Firms, with John Furey by listening to my episode on Fueling Deals podcast.

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Corey Kupfer is an expert strategist, negotiator and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

If you want to find out how deal-ready you are, take the Deal- Ready Assessment today!

In this episode of the Fueling Deals podcast, I highlight some of the key points I have been able to draw from some of the deals I have personally worked on. These deals are protected by attorney-client privilege, of course, so I can’t go into the specifics of the deals, but I do want to discuss some of the prevailing themes and key considerations that were found in these deals.

There are numerous details to consider when navigating a deal, and there are countless ways a deal can capsize or go sour, but there are a few primary points that we can look at that are important to any deal of every kind and size.

The importance of keeping your patience, appropriately pacing a deal, asking the right questions, dealing with “conversation stopping” statements, and maintaining relationships with your deal partners cannot be overstated. These critical steps will help you deal with many of the challenges, obstacles and obstructions in your own deals. I hope you’ll listen to the episode and learn why each of these steps is so vital to a successful deal.

Navigating Treacherous Waters

Many of the problems you may face when negotiating with a deal partner can be mitigated or totally avoided by maintaining a calm, level head throughout the process. Impatience can lead to losing any advantages you have during the negotiations, and it can derail the deal entirely if emotions are running hot. That’s precisely why it is important to allow a deal to carry its own momentum and avoid trying to hurry it along artificially or slow it down dramatically.

Likewise, it is important to know how to deal with conversation-stopping statements like “that’s how we’ve always done it” and “nobody has ever asked that before”. When these statements are made, it is the other party’s attempt to shut down the conversation. In response, explain that because it has always been done that way doesn’t make it right and that you are not everyone else. Then explain why it matters to you and make your case for why you are pressing the issue. Many misunderstandings and miscommunications can be avoided in this way.

Smooth Sailing

Just as there are steps to take to keep a deal from derailing, there are other steps you can take to strengthen a deal. Open communication is vitally important for building trust and letting the other party know that you’re serious. Asking questions and seeking clarification on important or confusing details can keep the negotiation process flowing smoothly.

By taking these important steps all throughout the deal process, you can avoid many of the rocky issues that can create difficult problems or even shut down a deal in progress. Of course, other issues may still come up, but by remaining patient, allowing things to move at their own natural pace, asking key questions and building a relationship on trust and communication, you have already laid the foundations of a strong deal and are better prepared to deal with any other problems that may arise.

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Corey Kupfer is an expert strategist, negotiator and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

If you want to find out how deal-ready you are, take the Deal- Ready Assessment today!

In the most recent episode of the Fueling Deals podcast, I had the incredible opportunity to sit down for a conversation with Brian Smith. Brian is the founder of UGG, and today he is a highly respected and sought-after business speaker and business growth mentor.

Brian had the spark of the idea that would become UGG when he was surfing in California and realized that there were no sheepskin boots readily available in the United States. Brian reached out to an Australian supplier and became a distributor, and from those humble beginnings UGG began its ascent to an international billion-dollar brand.

Throughout UGG’s early years, Brian turned to deals many times to fuel the company’s growth. He traded equity in the company for investment financing many times, until he had no equity in his company at all. But a series of events involving a death, a rival brand, fantastic timing and incredible good luck saw Brian restored to 100% control over UGG.

Brian was able to use inorganic growth to help bring UGG to consumers’ attention, fueling its growth and going from $20,000 in startup capital to more than $1 billion in annual sales every year. Brian shares how deals helped him not only grow his company but also overcome the challenges and obstacles he faced time and time again. Listen to the episode and learn how deals helped put UGG on the international map.

The Right Place and the Right Time

As Brian’s story illustrates, sometimes the secret to a great deal lies in recognizing the opportunity when it knocks. Time and time again, Brian saw opportunities for partnerships, trading equity for financing, entering into key strategic alliances and navigating dark waters through deals. Many of these opportunities could have been easily missed if Brian had not been paying attention, and the legacy of Brian’s time at UGG could have turned out very differently.

Brian had to develop a keen sense of business strategy and knowing when to take a deal and when to walk away. The UGG story does a wonderful job illustrating the big lessons I want you to draw from the Fueling Deals podcast: that inorganic growth through deals can be a powerful way to grow your business.

Bad Deals?

During our conversation, Brian shared a profound story of a deal gone wrong. The details, while interesting, don’t matter as much as the lesson the story contains, however. Brian explains that, although the deal worked out poorly for him, he doesn’t blame the other parties for ripping him off or trying to take advantage of him. Instead, Brian sees things differently. Brian recognizes that the other parties were looking out for their own interests, and that Brian himself should have been more diligent in ensuring that his strategies, goals and expectations from the deal were aligned with his deal partners.

This is a powerful takeaway, and it illustrates one of the primary ways that a deal can turn sour. Doing your due diligence and making sure that the deal benefits everyone involved is an important step that can strengthen your good deals and warn you away from the bad ones. Brian learned this lesson the hard way, but through good luck and strategy he was able to continue to steer UGG on its road to astonishing success despite this rough period. Brian was able to right the ship after a bad deal, and later sell his company in what he considers to be the best deal he ever made.

Learn more about From Startup to Billion-Dollar Brand by listening to my episode on Fueling Deals podcast.

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Corey Kupfer is an expert strategist, negotiator and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

If you want to find out how deal-ready you are, take the Deal- Ready Assessment today!

In the latest episode of the Fueling Deals podcast, I spoke with John Bly about the advantages and disadvantages of using deals to grow inorganically.

John is an expert in dealmaking, both for his own CPA firm and for the clients he advises. When John first left his Big Four job to start his own firm, he quickly turned to acquisitions as a way of fueling the growth of his business, with the intent of expanding rapidly beyond small-business levels. He closed five acquisitions within a short amount of time, pushing his firm to the next level.

On this episode of Fueling Deals, John and I discuss both the incredible advantages and challenging disadvantages of growing inorganically. John shares how his own experiences with acquisitions inform his work with his clients. We also discuss the importance of finding the right deal, doing your due diligence, and ensuring that the firm you are looking to acquire is a good culture fit for your organization. John is a living example of how a small business can use deals to rapidly expand far beyond what could happen organically over time.

Deals are High-Octane Fuel for your Business

In John’s case, acquisitions within the CPA space were generally considered to be the exclusive domain of the Big Four firms. However, John’s experience working for one of the Big Four made him realize that he could use their strategies to grow his own small firm. Shortly after setting out on his own, John’s firm acquired five other small CPA firms and rapidly grew as a result of these deals.

The opportunity to grow inorganically, acquire new clients and new talent through mergers and acquisitions, and expand your reach are compelling arguments for finding worthwhile deals… regardless of your industry or how large your business is. The idea that mergers and acquisitions belong exclusively to large organizations is a pervasive myth, but it couldn’t be further from the truth.

Avoiding the Potholes While Your Foot is On the Gas

It is important to remember that, while inorganic growth can be a powerful stimulant for your business, the wrong deal can be potentially dangerous. There are often unseen challenges as John experienced in his fifth acquisition. That is why it is important to do your research and be sure of the firm you are looking to acquire. When John bought the firm, he was unaware that the previous owner had checked out on the business and stopped working on their clients’ behalf months before, and John had to spend a large amount of time and money cleaning up the mess with the IRS.

Another thing to be mindful of is that the culture of your existing business and the firm you are wanting to acquire should be a good match with a lot of overlap, or chaos could result. Small cultural differences are to be expected, but if you acquire a team that is dug-in and set in their ways and lack the willingness to be flexible, you could easily find yourself in the position of regretting your acquisition. In the worst case, separations (and all the hassles, headaches, and client issues that come with them) could result.

However, as long as you keep these concerns in mind, do your research, fully understand the benefits and liabilities your acquisition partner brings to the table and plan for unavoidable challenges, the benefits of the deal will almost always outweigh the negatives.

Learn more about Why Acquisition Isn’t Just for the Big Guys by listening to my episode on Fueling Deals podcast.

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Corey Kupfer is an expert strategist, negotiator and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

If you want to find out how deal-ready you are, take the Deal- Ready Assessment today!

In the latest episode of the Fueling Deals podcast, I share some of the more newsworthy deals of 2018. In the last year, there were a plethora of corporate partnerships, mergers, and acquisitions between major companies. Big deals can teach us big lessons.

Whether we’re looking at a deal like Oracle’s acquisition of DataFox or AlienVault being purchased by AT&T, there are approaches being used on the billion-dollar level that can help the inorganic growth of your business, no matter how large or small.

As you consider how to take advantage or source inorganic growth opportunities for your company, studying the reasons for, types of and strategies underlying the deals that that the big guys do is a smart thing to do.

What can you take away from the biggest deals of 2018?

• Grow through strategic acquisition. Your company doesn’t have to be as large as Gannett or IBM to make a strategic move forward. Bringing on a company whose skillset will compliment that of your company can provide an accelerated path of growth.
• Partner to keep up/outpace a competitor. Walmart and Microsoft seemingly have their sights on Amazon when they partnered for the purpose of being more competitive in e-commerce. Who can your company collaborate or partner with to increase sales?
• Boost internal operations. The best deals can help you strengthen where your business needs some support. With AT&T’s purchase of AlienVault, they boosted their infrastructure and added value for their clients.

There are many differences between all these deals, and by evaluating them, you can use their proven strategies to grow your success.

Make sure to listen closely to this solocast to not only learn about some of the biggest deals that were made in 2018, but also to understand how to apply the philosophies to your own deal-making.

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Corey Kupfer is an expert strategist, negotiator and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

If you want to find out how deal-ready you are, take the Deal- Ready Assessment today!

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In the latest “solocast” episode of the Fueling Deals podcast, I discuss some of the bigger, higher-profile and more newsworthy deals of 2018, and I highlight the lessons that can be drawn from these deals and brought into your business and its own deals, no matter how large or small your business may be.

By analyzing the inner workings, strategic motivations and structural differences of these deals, I believe we can take away some powerful lessons and information about the making of a deal. Through reviewing what the “big guys” are doing, we can apply their philosophies and successful strategies to our own businesses.

There are as many reasons for doing a deal with another business as there are types of deals that can be done. We can learn a great deal about the motivations behind these deals, what the deal partners expect to gain, and even when deals with competitors are appropriate and beneficial. Listen to the episode and apply these lessons to your own deal-making.

The Motivation Behind Deals

As we analyze 2018’s biggest deals, consider the motivation behind them. In some cases it is obvious; IBM’s acquisition of Red Hat positions the company to be the #1 hybrid cloud provider in a rapidly growing market. The benefits of the acquisition are clear, as the deal helps IBM cement its dominance in the market.

Other times, the advantages aren’t as obvious. Why would Apple partner with one of its primary competitors, Google, for the purposes of cloud-based web services? Apple and Google are rivals in many other areas, but this partnership makes sense for both companies as it helps pressure their other main rival, Amazon. Since both companies benefit from the deal, the partnership is worth pursuing despite their ongoing competition in other areas.

The Key Lessons

Even though we are talking about multi-million and billion-dollar deals between huge, dominant corporations, the lessons we can take away from our analysis of their deals can be scaled and applied to businesses of any size. Just like with Oracle’s acquisition of DataFox, you can turn to deals to become even stronger in the areas of your business in which you’re already succeeding. Or, like with AT&T’s purchase of AlienVault, you can acquire a company that will help you boost your internal operations.

There are many other reasons to consider deals as a powerful tool for inorganic growth. The recipe for a successful deal involves having a clear understanding of what your deal partner is bringing to the table, how it will benefit your organization, and whether the deal will be more cost-effective and timely than trying to grow organically in that same direction. It is for this reason that I believe there is much value to be found in analyzing the deals of others and looking into the deeper truths and the nuts and bolts of those deals.

Learn more about Finding the Right Deal by listening to my episode on Fueling Deals podcast.

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Corey Kupfer is an expert strategist, negotiator and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

If you want to find out how deal-ready you are, take the Deal- Ready Assessment today!

The landscape of the wealth management field is ever-changing, and the changes in the industry have affected the deals as well. In my latest installment of the Fueling Deals podcast, I spoke with Mindy Diamond, CEO and founder of Diamond Consultants, specializing in recruiting and placing financial advisors, on this subject.

Through Mindy’s work in the wealth management field, she has helped facilitate numerous deals between buyers and sellers. She is a true expert at identifying potential deals for her clients, and she is also excellent at identifying weak points when the deal partners aren’t a good match.

On this episode of Fueling Deals, Mindy and I talk about what differentiates a good deal from a bad one. Mindy shares her strategies for identifying when a buyer is ready to buy, and her thoughts on the ever-evolving financial advisor field. Listen to our conversation and learn how a facilitator like Mindy can simplify the sometimes confusing process of finding and closing a deal.

A Complicated Process in a Changing Field

The work Mindy does helps grease the wheels for deal partners within the financial advisor industry. She has worked with big firms like Merrill Lynch, as well as independent, boutique, and specialty firms. One of the major changes Mindy has identified in recent years is the industry’s move to toward independence.

Not only does this create more possibilities and avenues for deal-making, it has also served to complicate the process. There are many more things to consider when structuring a deal now than there were ten years ago. Finding the right partner is critical, but it can be a challenge with the buffet of options available.

Looking to the Heart of a Deal

One of the most important aspects of finding the right deal is self-awareness. The buyer needs to understand specifically what it is looking to get out of the deal, what needs can be met and what challenges can be addressed through acquisition. The buyer needs to also understand what differentiates it in the industry and makes it a more attractive proposition for the seller than its competitors.

It is also important to look at the bigger picture. A deal can have immediate benefits but sour over time. By looking past the instant gratification, you can get a better sense of how your deal will affect you in the long term. That long-term approach is an important aspect of the evaluation process, and an experienced consultant like Mindy can help you with that process.

Learn more about Finding the Right Deal by listening to my episode on Fueling Deals podcast.

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Corey Kupfer is an expert strategist, negotiator and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

If you want to find out how deal-ready you are, take the Deal- Ready Assessment today!

For certain businesses, it is essential to raise capital to get to the next level. One of the key ways that this can be accomplished is through investors. If you don’t structure your deals with investors properly, it can turn a strong move towards growth into a significant liability. During my latest interview on the Fueling Deals podcast, I spoke with Joel Block to gain more insight into finding, pitching and structuring deals with investors to raise capital.

Joel is the CEO of Bullseye Capital as well as a venture capitalist and expert in raising capital and creating investment funds. Joel’s experience in navigating the hedge fund world is one of the many benefits he brings his clients and speaking engagement attendees. He is the master of teaching companies to “draw the shortest line to the money”.

On this episode of Fueling Deals, Joel and I discuss why so many businesses struggle to obtain capital investments, how to structure your offer so that investors can easily understand it, and how to use new tax rules to your favor to completely avoid taxes on your capital gains and 1031 exchange deals. Listen and learn how to get money from others and keep more of your own money.

Terms Matter

If you’re looking for a large source of unsecured equity for your business, there are some things you need to keep in mind. Asking for large amounts of money is a different creature from smaller investments or loans against collateral, and the strategies you employ must adapt to these differences. It’s important to know how to speak the investors’ language and inspire confidence in what you’re doing (and offering).

It is also vitally necessary to understand the terms of the deal you’re offering the investor, whether the terms were drawn up by your attorney or not. If you don’t understand the deal, how can you give good answers to a potential investor’s questions and alleviate their concerns? You don’t need to be fluent in legalese, but you should be able to explain what you’re offering in exchange for their risk.

Simplicity and Shelter

The terms of the deal you’re offering should be simple enough for a layman to understand. Your goal isn’t to convince your investor’s attorney, your goal is to convince your investor to take the risk. Structuring your deal so that it can be easily explained will go a long way in portraying both confidence and knowledge of what you’re offering.

Additionally, Joel shares some incredible information on opportunity zone tax shelters brought to us courtesy of the 2017 tax code changes. Joel explains them as the most potentially powerful tax shelter ever, and he shares how to take advantage of these new rules (as well as their requirements).

Learn more about Raising Capital and Avoiding Taxes by listening to my episode on Fueling Deals podcast.

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Corey Kupfer is an expert strategist, negotiator and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

If you want to find out how deal-ready you are, take the Deal- Ready Assessment today!

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Using social media influencers may not be the first strategy that comes to your mind when you think about getting more deals. However, in my most recent podcast episode, Influencer and Sponsorship Deals, Ramon Ray, a bestselling author and four-time entrepreneur, gave us some great insight into how influencers can be a big asset to your marketing strategy.

Ramon’s career has been about helping entrepreneurs grow and scale their businesses. He also has personal and first-hand experience in the areas of marketing, sales, technology and personal branding. He has spoken before the United States Congress, invited by the Office of the President of the United States to speak at the White House on personal branding and produced many events including the “Smart Hustle Small Business Conference”, “Small Business Summit”, “Small Business Technology Tour”, “Small Biz Big Things” and more.

On this episode of Fueling Deals, Ramon and I talk about influencer and sponsorship deals, why they make sense for businesses of all kinds, and how they can have a powerful return on investment. Ramon shares his own experiences of closing a deal to sell his business, and he details his experience of setting up a business partnership and how it was structured. Listen to our conversation and learn why deals aren’t just mergers and acquisitions, they can be smaller arrangements… with huge results.

Why Influencers?

Social media influencers are a relatively new phenomenon, so why would you turn to one for your marketing? The answer is simple. An influencer already has an established relationship with his or her audience and has already done the work of building trust and growing their community. You can tap into that ready-made market for far less money than you would spend working with a traditional celebrity.
Social media influencers are also a great way to tailor your marketing efforts. You already know the kind of content the social media influencer is making, and you know who their target audience is. Finding and working with an influencer whose audience is your exact demographic can reap rewards you wouldn’t find with traditional marketing methods, and for far less money.

The Variety in Deals

As I have stressed before, deals aren’t just about mega-mergers and acquisitions. Working with smaller deals can provide significant benefit to your business as well. Influencer and sponsorship deals can be a powerful tool to connect your business with a premade audience, expose your products or services to new people who are more likely to be interested, and allow you to connect to your customers and build brand trust.

And that’s just one of the many types of deals at your disposal. If you haven’t done a deal before, just remember: everyone started with one deal. Perhaps working with an Instagram or YouTube star or, more applicable to some businesses, a LinkedIn Influencer is a great first deal to help give you a sense of how powerful deals can be in growing and scaling your business.

Learn more about Influencers and Sponsorship Deals by listening to my episode on Fueling Deals podcast.

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Corey Kupfer is an expert strategist, negotiator and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author and professional speaker who is passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.

If you want to find out how deal-ready you are, take the Deal- Ready Assessment today!