Episode 294
10/8/26
Topic: From CEO to Exit: Build Value & Go to Market
Guests: Dan Gordon, CPA & CEPA & Donnie Shelton
In this episode we discuss:
Our sponsors Coalmarch by Workwave, PestSure, Voice for Pest, Forshaw & PestPac by WorkWave
PMP Industry Insiders Peer Groups
The upcoming Insiders Conference occurring Dec. 15-16 in Raleigh, N.C.
How this episode builds on Episode 293 and Dan's forthcoming book, co-authored with Brian Post, CPA & Matt Gordon, CPA: "From CEO to Exit"
The importance of building a business that doesn't depend solely on the owner for a successful exit
How to increase business value using the 4 Cs framework: human capital, structural capital, customer capital, and social capital
The risks of customer concentration and how it can negatively impact a business valuation
The importance of maintaining a positive brand reputation through social capital
How to approach exit planning systematically through three "gates:" discover, prepare, decide
The challenges of the due diligence process and why early disclosure of potential issues is critical
Practical advice on handling the transition and staying out of the way after selling your business
Why understanding your adjusted EBITDA and valuation multiples is the most important step for business owners
Resources mentioned:
PMP Industry Insiders Episode 293: From CEO to Exit: Hope Is Not an Exit Plan
Link to request your free copy of From CEO to Exit (pest and lawn owners only, please)
Dan's first book: From Technician to CEO: The Evolution of a High-Growth Pest Control and Lawn Care Company
Notable: "A company that has a workforce and a leadership team that doesn't need (the owner) has more value." —Dan Gordon, CPA & CEPA
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