Inside the Deal — How Acquisitions Really Work with Kathy Hopper

Kathy Hopper is back to show us how businesses actually get bought and sold. She explains how investment bankers bring companies to market, including the "speed dating" events where buyers and bankers meet. She also covers what Jones Capital looks for in the lower middle market, why they only invest in industries they understand, and why there's no such thing as a typical acquisition timeline. We also get into the emotional side of selling a business you built from the ground up. Kathy explains why finding the right partner matters as much as the price, and what founders should think about if they want a say in their company's legacy after the sale. She closes with advice every small business owner can use today: stop telling people what you do, and start showing them how you solve their problems. In this episode: How investment bankers and deal flow work EBITDA and the lower middle market, explained (by Paul, not Kathy) Why liking the people on the other side of the table matters "The task behind the task," or why marketing gets underestimated Content that educates vs. "show up and throw up" marketing Why SEO still matters in the age of AI search