The Fractional Network Podcast with Brad Scharfenberg PCE Investment Bank

What does it really take to sell your business, and what could put your deal at risk? Jason Frost, founder of The Fractional Network and fractional COO, sits down with Brad Scharfenberg, Vice President of M&A at PCE Investment Bankers, to discuss preparing for a successful business exit. With 14 years of investment banking experience, Brad shares his perspective on what buyers evaluate, what sellers underestimate, and why preparation should begin long before your business goes to market. In this episode, we explore: • Reducing owner dependence and building a business that can operate without you. • Preparing financials and understanding quality of earnings. • How customer concentration and other risks affect buyer confidence. • Issues that can reduce your purchase price or derail a transaction. • Evaluating deal terms, earnouts, and cash at closing. • Strategic buyers versus private equity buyers. • Common misconceptions about private equity and what happens to employees after a sale. Whether you’re considering an exit soon or several years from now, this conversation offers a practical look at building a business buyers want to own. CHAPTERS 00:00 Meet Brad Scharfenberg and PCE 04:03 What sellers underestimate 07:26 Preparing your business for a sale 08:43 Owner dependence and succession 11:24 Financial readiness and quality of earnings 15:27 What buyers scrutinize during due diligence 21:26 Issues that can change or derail a deal 24:34 Keeping your business strong throughout the sale 26:03 Rapid fire: valuation, deal terms, buyers, and profitability 31:19 Preview of the October 7 M&A Advisory Panel 32:11 Misconceptions about private equity and employees 34:29 Closing invitation JOIN BRAD IN PERSON Brad will be a panelist at The Fractional Network and ACG Orlando M&A Advisory Panel on October 7 at Dragonfly Farms in Palm Bay, Florida. Connect with business owners, executives, investors, and advisors for an evening of education and networking. Reserve your seat: Event registration Explore The Fractional Network: thefractionalnetwork.org Subscribe for more conversations with fractional executives and business leaders. #TheFractionalNetwork #MergersAndAcquisitions #ExitPlanning #BusinessValuation #FractionalLeadership