Best The Shaughnessy Group Podcasts (2025)

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10 Most Negotiated Elements in a Share Sale 21:54

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8h ago21:54

21:54

As a Canadian business owner with a company generating between $5 million and $50 million in annual revenue, deciding to sell your privately held enterprise is a big step. In this mid-market segment, share sales are common. They let buyers acquire the entire entity — including assets, liabilities and tax attributes — while often giving you favorabl…

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Why Professional Service Firms Acquire Rivals 16:17

1h ago16:17

16:17

More Than Just The Bottom Line: Why Professional Service Firms Acquire Rivals In the competitive landscape of professional services – from law firms and accounting practices to consulting agencies and architectural studios – the decision to acquire a rival isn't just about snatching up market share. While the core business principles of reducing co…

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Skyrocketing Your $10–$50M Sale With Porter’s Five Forces 18:32

3h ago18:32

18:32

For Canadian business owners of privately owned companies with $10 to $50 million in annual revenue, selling your lower-middle market business is a high-stakes opportunity. Often, an unsolicited approach from a stakeholder—such as a rival, supplier, customer, or management team member—triggers the sale process. By integrating Porter’s Five Forces a…

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Master Working Capital in Your $10–50M Business Sale 18:32

3h ago18:32

18:32

As a Canadian business owner preparing to sell your $10 to $50 million revenue company through a broadly marketed M&A process led by an M&A advisor, you’re likely navigating a complex but exciting transition. One critical concept that will arise during negotiations, particularly in the Letter of Intent (LOI) from a buyer, is working capital—and spe…

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How Much Capital Is Available to Buy Your Canadian Business? 16:29

19d ago16:29

16:29

As a Canadian business owner running a lower middle market company—typically generating $5–$100 million in annual revenue or $2–$20 million in EBITDA—you may be wondering about the pool of capital available from private equity (PE) firms and strategic acquirers looking to buy businesses like yours in 2025. The good news? There’s a substantial amoun…

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Don't Get Caught Off Guard: Auction Your Business for Max Value 16:55

8d ago16:55

16:55

As a Canadian business owner of a privately held company generating $5 million to $50 million in annual revenue, selling your business is a high-stakes endeavor that can define your financial legacy. Businesses in this lower middle market segment typically exhibit earnings before interest, taxes, depreciation and amortization ranging from approxima…

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MBO: Spotting Top Talent for Your Company's Succession 14:57

8d ago14:57

14:57

A management buyout (MBO) is a strategic transaction where a company’s management team purchases all or part of the business, often with external financing. This approach allows managers to take control of a company they know intimately, leveraging their expertise to drive future success. Below, we explore the key aspects of an MBO, its benefits, c…

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Share Purchase Agreement Strategic Considerations 16:48

16d ago16:48

16:48

In a Canadian business share sale, the Share Purchase Agreement (SPA) is the cornerstone document that formalizes the transfer of shares from the seller to the buyer, detailing critical terms such as purchase price, representations and warranties, indemnities, conditions precedent, and post-closing obligations. The Letter of Intent (LOI), typically…

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Defining Your “Why Sell?” Statement 23:17

19d ago23:17

23:17

The first step in selling your mid-market Canadian business ($5M–$50M in annual revenue) is defining your “Why Sell?” statement—a clear articulation of your motivations and goals for the sale. This foundational step ensures your decision aligns with your personal, financial, and emotional objectives, setting the tone for the entire process. For mid…

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Respond to Cold Outreach From Potential Buyers 13:21

26d ago13:21

13:21

For owners of privately-owned Canadian businesses generating $10 to $50 million in annual revenue, receiving an unsolicited call from a potential buyer can be both intriguing and disruptive. These cold outreach attempts—whether from private equity firms, strategic buyers, individual investors, other entrepreneurs, the company’s major customers, maj…

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When To Skip A Quality Of Earnings Report 11:17

1M ago11:17

11:17

For Canadian business owners navigating the sale or purchase of a company, a Quality of Earnings (QoE) report can be a powerful tool. This detailed financial analysis examines the sustainability and quality of a company’s earnings, often playing a key role in mergers, acquisitions, or investment decisions. However, producing or requiring a QoE repo…

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Are you Ready for Due Diligence? 8:42

21d ago8:42

8:42

Self-Assessment: Are You Ready for Due Diligence? Business owners preparing to sell their company can use this self-assessment, based on the article “Common Issues Found in Due Diligence and What Sellers Should Fix,” to gauge readiness. It features questions linked to key issues from the article, helping owners pinpoint areas for improvement. Answe…

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Evaluating a Letter of Intent for Your Business 12:24

22d ago12:24

12:24

Receiving unsolicited interest in buying your company can be both thrilling and overwhelming. The prospect of a sale brings a mix of emotions—pride in what you’ve built, curiosity about the buyer, and uncertainty about whether the offer truly reflects your business’s value. After engaging in discussions, meeting with the interested party, sharing f…

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Key Factors Influencing Seller Responses in Canadian Lower Middle-Market Acquisitions, Understanding the Dynamics of Deal Sourcing 15:26

1M ago15:26

15:26

Canadian buyers interested in acquiring lower middle-market companies—those generating between $5 million and $50 million in revenue—face unique hurdles when searching for suitable targets. Success often hinges on working with an experienced M&A advisor, who can clarify which factors drive measurable responses from potential sellers and shape a thr…

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Growing Your Canadian Business Through Acquisitions 15:28

1M ago15:28

15:28

For Canadian business owners aiming to scale their operations, acquisitions offer a powerful strategy to achieve rapid growth, expand market share, and enhance competitiveness. While organic growth—building your business incrementally through internal efforts like increasing sales or developing new products—has its place, acquisitions can deliver t…

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Understanding Equity Rolls for Canadian Business Owners, 19:42

1M ago19:42

19:42

As a Canadian business owner preparing to sell your business, you may encounter the term "equity roll" during negotiations, particularly when dealing with private equity firms, strategic buyers, or other sophisticated investors. An equity roll, also known as a rollover or equity rollover, refers to a transaction structure where the seller retains a…

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Navigating The Management Meeting Stage In The M&A Process 10:48

1M ago10:48

10:48

For Canadian business owners selling a company with annual revenues between $5 million and $50 million, reaching the management meeting stage in the mergers and acquisitions (M&A) process is a pivotal moment. This phase, typically occurring after initial offers or letters of intent (LOIs) have been received, is where potential buyers get an in-dept…

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Compensating Key People When Selling Your Canadian Business 7:50

2M ago7:50

7:50

In the Canadian business landscape, a company backed by a robust leadership team is inherently more attractive to both financial buyers (like private equity firms) and strategic buyers (such as competitors or consolidators). These buyers value transferability, the ability of the business to thrive without heavy reliance on the original owner, which…

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About the Shaughnessy Group 12:58

2M ago12:58

12:58

Unlocking Your Companies Value While Honoring Your Legacy. Selling and buying expertise for privately owned Canadian businesses with revenue from $5 million to $50 millionBy Amy Ice

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How Buyers React When Your Business Beats Or Misses Forecasts 13:55

2M ago13:55

13:55

As a Canadian business owner preparing to sell a company with $5 million to $50 million in revenue, you've likely invested significant time in the merger and acquisition process. Your M&A advisors have crafted a compelling teaser and confidential information memorandum (CIM), highlighting historical financials, projections and trailing 12-month EBI…

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Where Do M&A Advisors Add the Most Value? 13:36

2M ago13:36

13:36

As a Canadian business owner running a company with revenues between $5 million and $50 million, you're likely at a crossroads. Maybe you're eyeing retirement, a pivot to new ventures, or simply capitalizing on your hard work. Selling a private business isn't straightforward. It's a complex process fraught with risks, from undervaluation to deal-ki…