The Deal Room

[EP 110] Financial Modelling for Business Insight and Decision Making (Part 2)

07 Oct 2019

Contributed by Lukas

The concept of financial modelling and its impact in business decisions is often neglected in business enterprises. In the final part of this two-...

[EP 109] Financial Modelling for Business Insight and Decision Making (Part 1)

30 Sep 2019

Contributed by Lukas

In Part 1 of this two-part series, we discuss financial modelling for business insight and decision making with our guests Mark Vigors and Lance Rubin...

[EP 108] The Art of Developing Deep Client Relationships – and how this makes you a better broker (or advisor)

24 Sep 2019

Contributed by Lukas

In today’s episode we talk with Matthew Grech, the owner and director of SME Business Sales about the art of developing deep client relationships. I...

[EP 107] Why EVERYTHING other than The Price Makes or Breaks a Deal (Part 2)

18 Sep 2019

Contributed by Lukas

In our second half of “Why EVERYTHING other than The Price Makes or Breaks a Deal”, we continue our discussion with Director of Quinn M&A, Stephen...

[EP 106] Why EVERYTHING other than The Price Makes or Breaks a Deal (Part 1)

11 Sep 2019

Contributed by Lukas

Today’s episode is part one of a two-part series where we are talking to Stephen Groves, who is a director at Quinn M & A, and who deals with mid-m...

[EP 105] Mentored – Mark Bouris’ play into business sales & acquisitions

02 Sep 2019

Contributed by Lukas

Today we are talking with Mark Bouris – the very well known Executive Chairman of publicly-listed Yellow Brick Road, who has himself been involved i...

[EP 104] Beware of personal guarantees

26 Aug 2019

Contributed by Lukas

If you’re a business owner, it’s likely that at one time or another you’ve been asked to provide a personal guarantee to a contract. But just be...

[EP 103] The M&A opportunity for SME

19 Aug 2019

Contributed by Lukas

In today’s episode, we talk to Jeremy Harbour of The Unity Group of Companies about how M&A can be a key strategy in driving growth for SMEs. Tune i...

[EP 102] The Power of Advisors in Alignment – Brokers and Lawyers Working Together

13 Aug 2019

Contributed by Lukas

In today’s episode we have our expert panel, Matthew Grech from SME Business Sales and Aspect Legal’s very own Fiona Yiend and Joanna Oakey. Today...

[EP 101] How to Exit Elegantly

05 Aug 2019

Contributed by Lukas

Selling your business can be a really stressful process. Many unprepared business owners break under all the pressure and it can get pretty ugly. But ...

[EP 100] The Centenary Episode: Where we’ve been, and where we are going in the next 100

29 Jul 2019

Contributed by Lukas

It’s been two years since we launched our first episode back in August 2017, and now we’re thrilled to welcome you to our 100th episode on The Dea...

[EP 099] Conversations at the Coalface: Using acquisition as a growth strategy, and the $1M mistake (Part 2)

22 Jul 2019

Contributed by Lukas

Welcome to the final half of our two-part series with serial entrepreneur Sarah Riegelhuth of Grow My Team. Find out how her mistakes from multiple bu...

[EP 098] Conversations at the Coalface: Using acquisition as a growth strategy, and the $1M mistake (Part 1)

15 Jul 2019

Contributed by Lukas

Interested in learning more about the concept of growth through acquisition? This serial entrepreneur talks to us about her experience in acquiring, g...

[EP 097] Tax considerations in a sale: How choices leading up to exit can make a massive difference to tax outcomes

08 Jul 2019

Contributed by Lukas

So, you've decided to sell your business. Now you must consider how to structure the sale in the most tax effective way. If you're not careful, you mi...

[EP 096] How buying an online business can help you quit your day job

01 Jul 2019

Contributed by Lukas

He wanted to travel the world and make money online, so he did. Join us on this episode as we speak with Jaryd Krause, founder of Buying Online Busine...

[EP 095] How my personal experience in buying a business made me a better accountant and advisor

24 Jun 2019

Contributed by Lukas

There’s nothing like walking in the shoes of our clients, to make us better advisors. In this episode, Greg Will, the principal of the accounting pr...

[EP 094] When you should consider buying a franchise

17 Jun 2019

Contributed by Lukas

Buying a franchise business? Before you make that purchase, it’s important to know all the basic steps involved in the acquisition process in order ...

[EP 093] The broker turned entrepreneur, who drove a 6x return from acquisition to exit

10 Jun 2019

Contributed by Lukas

Mark purchased an underperforming business, build it up and sold it four years later for six times return on his initial investment, then went travell...

[EP 092] The Secret to an $830 Million Exit

03 Jun 2019

Contributed by Lukas

Ever wondered what an $830M exit might feel like? Tune in to this week’s episode where we delve into the themes of hard work, success and business a...

[EP 091] Why 80% of businesses sell at the wrong time and what to do about it

27 May 2019

Contributed by Lukas

How do you know when it's time to sell the business? There’s no hard and fast rule in getting this right, but there are many things you can do to av...

[EP 090] Prepping for Sale from a Legal Perspective Part 3: Protecting Assets

20 May 2019

Contributed by Lukas

To get the best price when selling your business, it's super important to lock in the value of your assets early on. But how do you do that? Find out ...

[EP 089] The Inside Scoop on the AIBB 2019 Conference

14 May 2019

Contributed by Lukas

If you’re a business broker or an advisor working in the M&A space, this episode is for you! This episode gives you a preview of topics that will be...

[EP 088] Prepping for Sale from a Legal Perspective Part 2: Protecting Value

07 May 2019

Contributed by Lukas

Welcome to part 2 of the three-part series about the legal elements for preparing a business for sale with our resident expert Fiona Yiend, the Head o...

[EP 087] The Ins and Outs of Employee Share Plans, and how they can help in gearing up for Exit, with Craig West

30 Apr 2019

Contributed by Lukas

In this episode Joanna talks to our return guest Craig West of Succession Plus where they talk all about Employee Share Plans. Employee Share Plans ha...

[EP 086] Preparing for Sale from a Legal Perspective Part 1: Protecting People

22 Apr 2019

Contributed by Lukas

Welcome to part 1 of a three-part series about the legal elements for preparing a business for sale with our resident expert Fiona Yiend, the Head of ...

[EP 085] Business Sales Revolving Around a Team

16 Apr 2019

Contributed by Lukas

On this episode of The Deal Room, Joanna Oakey talks once again to Simon Clatworthy - the founder of Start Your Earn-Out Now and take on the subject o...

[EP 084] Tips on Exit Planning and how to get businesses to start with the end in mind, with Craig West

09 Apr 2019

Contributed by Lukas

Believe it or not, it pays to think about your exit strategy early in the business cycle. Listen in and learn all about the most common mistakes owner...

[EP 083] Business buying agents: Acquiring businesses as a growth strategy

26 Mar 2019

Contributed by Lukas

Mergers and acquisitions are a popular growth strategy for companies looking to expand into new markets or territories, gain a competitive edge, or ac...

[EP 082] Understanding Earn-Outs

18 Mar 2019

Contributed by Lukas

Although earn-outs are a common part of many acquisitions, there can be a lot of confusion (and concern) about their operation. In this episode Joanna...

[EP 081] Business buying agents: Should you consider one for your next big play?

13 Mar 2019

Contributed by Lukas

In Australia, we are used to Sellers engaging a professional to help them sell the business and source a pool of buyers. But increasingly, we’re now...

[EP 080] Strategic remuneration – What does it have to do with your business?

05 Mar 2019

Contributed by Lukas

Few organisations apply anywhere near as much scrutiny to remuneration programmes as they do to even relatively minor capital expenditure proposals. I...

[EP 079] Straight from the CEO: A different approach to dealmaking

25 Feb 2019

Contributed by Lukas

Today we hear straight from the CEO of a corporate advisory firm with a unique approach to M&A transactions. Find out why anonymity is a big part of t...

[EP 078] Tips for sellers: Business sale lessons you don’t want to learn the hard way

18 Feb 2019

Contributed by Lukas

In dealmaking (and in life), much of the knowledge we gain is learned the hard way. But if you can learn the lessons from others who have done it befo...

[EP 077] The ABC’s of Dealmaking in the Childcare Services Sector

13 Feb 2019

Contributed by Lukas

Today we take a specialised look into merger and acquisition activities within Australia’s booming childcare services sector with industry expert Li...

[EP 076] Working Together to Seal the Deal

31 Jan 2019

Contributed by Lukas

To get the best results when selling your business, you’ll need to enlist the aid of qualified professionals. In this episode, we’ll drill into th...

[EP 075] An Entrepreneur’s Exit: What happens after the sale?

26 Jan 2019

Contributed by Lukas

Ever wondered what life might be like after selling your business? In this episode, serial entrepreneur Chris Mentzel walks us through his own experie...

[EP 074] What I wish I knew before selling my first startup, with serial entrepreneur Chris Mentzel

14 Jan 2019

Contributed by Lukas

Chris Mentzel launched his first business with nothing but a business idea and a lot of gumption. He then grew this business and sold it for twice the...

[EP 073] The Who, What and Why of AIBB: the Australian Institute of Business Brokers

07 Jan 2019

Contributed by Lukas

Ever heard of AIBB? In this episode, we talk about the Australian Institute of Business Brokers - who they are, what they do, and why you should consi...

[EP 072] The Price is (not always) Right! Problems with pricing business for sale

31 Dec 2018

Contributed by Lukas

Have you ever disagreed with your client or advisor on the price that they think a business is worth? You’re not alone. So join in on our discussion...

[EP 071] From Startup to IPO: What we can learn from Xero’s story

17 Dec 2018

Contributed by Lukas

Today we get an inside take on Xero’s journey as a publicly listed tech startup from its former country manager, Wayne Schmidt. In this episode, we’...

[EP 070] Current trends in buyer motives: Mark Ostryn of Strategic Transactions explains

10 Dec 2018

Contributed by Lukas

Want to know how businesses are valued at sale? Find out by listening in to this episode with the trends man, Mark Ostryn of Strategic Transactions, w...

[EP 069] Business Exits: Achieving Maximum Results with Minimum fuss (Part 2)

04 Dec 2018

Contributed by Lukas

Welcome to the second half of our two-part series with business exit advisor Koos Kruger. In this episode, we will drill into a number of moving facto...

[EP 068] Business Exits: Achieving Maximum Results with Minimum fuss (Part 1)

29 Nov 2018

Contributed by Lukas

Business Exit advisor Koos Kruger of Business Companion maps out a unique approach to business exit planning where business owners progressively step ...

[EP 067] What the Tech? Startups, IPOs and how and when to Exit

19 Nov 2018

Contributed by Lukas

Are early exits good for tech startups? Listen in to our discussion with industry specialist Oscar Jones of Copperstone Capital as we talk about the i...

[EP 066] Market Matters: M&A Market Update in the Recruitment Sector

12 Nov 2018

Contributed by Lukas

Rod Hore of HHMC Global joins us again on The Deal Room to talk about their latest M&A market update in the recruitment sector — the trends, drivers...

[EP 065] Fail to Plan, Plan to Fail: Managing your wealth before and after a business sale

05 Nov 2018

Contributed by Lukas

Today we discuss the importance of having a wealth management plan before and after a business sale transaction, with our guest Michael Massey of Koda...

[EP 064] Exits for Tech Startups: what it looks like and why it needs to be considered sooner

29 Oct 2018

Contributed by Lukas

Today we are joined by Oscar Jones of Copperstone Capital to talk about issues in the tech startup ecosystem, and we drill into why founders ought to ...

[EP 063] Financial Due Diligence 101 (An overview of the basics)

22 Oct 2018

Contributed by Lukas

In this episode, we take a quick run through the area of financial due diligence with Luke Malone from Prosperity Advisors. We cover some of the term...

[EP 062] Legal Due Diligence in Larger (or Higher Risk) Transactions

15 Oct 2018

Contributed by Lukas

Today we go through the areas we consider during legal due diligence for a business acquisition, particularly in the context of a higher risk or large...

[EP 061] Legal Due Diligence in Smaller (or Lower Risk) Transactions

08 Oct 2018

Contributed by Lukas

In this episode, we run you through the sorts of things we would be looking at during legal due diligence in an acquisition of a business, particularl...

[EP 060] 5 Steps to Preparing a Business for Sale (And getting more money out of it in the process!)

01 Oct 2018

Contributed by Lukas

In this episode we are talking to business exit expert Stuart Goodfellow of Small Business Big Exit to walk us through his simple 5-step process to pr...

[EP 059] Lessons from a serial startup entrepreneur on starting, building and selling businesses (Part 2)

25 Sep 2018

Contributed by Lukas

Welcome to the second half of our 2-part series with Paolo Lencioni of APL Accountants. In this episode, we go through 4 lessons that Paolo offers to ...

[EP 058] Lessons from a serial startup entrepreneur on starting, building and selling businesses (Part 1)

24 Sep 2018

Contributed by Lukas

Today we are joined by serial startup entrepreneur Paolo Lencioni - the director, senior accountant and software project manager at APL Accountants. T...

[EP 057] The leasing timeline and considerations in business sales

17 Sep 2018

Contributed by Lukas

Issues relating to property lease is a common reason for delays in mergers and acquisitions transaction. In this episode, we hope to help parties in a...

[EP 056] How emotions can impact the business sale process

10 Sep 2018

Contributed by Lukas

We reach out to Peter Diaz, who is a workplace psychology and mental health expert, and together we explore the wide range of emotions associated with...

[EP 055] Using Put and Call Options in M&A transactions

03 Sep 2018

Contributed by Lukas

Put and call options are a useful way of allowing parties to enter into an agreement to sell or acquire shares of a business at a future date. In this...

[EP 054] What to look for when choosing advisors for your business sale, with serial entrepreneur Neil Asher (Part 2)

27 Aug 2018

Contributed by Lukas

To continue our interview with Neil, today we drill into his encounters with accountants and brokers in the M&A space. We have great tips on what busi...

[EP 053] How clever marketing can drive a top dollar business sale, with serial entrepreneur Neil Asher (Part 1)

20 Aug 2018

Contributed by Lukas

We talk to serial entrepreneur Neil Asher about some of the businesses that he built and sold, the lessons he learned from each sale, and the clever a...

[EP 052] 6 Things you can do to speed up your business sale (A Legal Perspective)

13 Aug 2018

Contributed by Lukas

Here are 6 things you can do to help speed up your business sale transaction.

[EP 051] M&A across the sea with Joey Walters (A Canadian Perspective)

06 Aug 2018

Contributed by Lukas

Today we are jumping across the ocean and talking to Joey Walters from HRPrenuer in Canada to talk about the Canadian landscape and the M&A environmen...

[EP 050] 8 Traps that are slowing down your business sale (A Legal Perspective)

30 Jul 2018

Contributed by Lukas

Welcome to the first half of another 2-part series with our resident mergers and acquisitions expert Elizabeth Lee. In this episode, we run you throug...

[EP 049] Think Tank: New Ideas in business broking, and deal making

23 Jul 2018

Contributed by Lukas

Today we take a look at the issues with the traditional transactional model of business broking with our guest John Fitzgerald of Your Enterprise Stra...

[EP 048] What impact does GDPR have on sale and purchase of business transactions?

16 Jul 2018

Contributed by Lukas

The General Data Protection Regulation or GDPR is an EU legislation dealing with the collection, storage handling and transfer of personal information...

[EP 047] Buying, Selling and Merging Accounting Practices

09 Jul 2018

Contributed by Lukas

Today we zoom in on how accounting practices are bought, sold and merged. Joining us to talk about this topic is Kev Ryan of United, who is an account...

[EP 046] Quick Tips: Simple steps to getting legally prepared before a sale

02 Jul 2018

Contributed by Lukas

This quick tips episode is all about giving you simple steps to get your business sale-ready from a legal perspective.

[EP 045] The Future of M&A – and how to be a disruptor in the broking industry

25 Jun 2018

Contributed by Lukas

Welcome back to part two of our special series on the future of the business sales and acquisitions industry with business futurist an innovation expe...

[EP 044] The Future of M&A – and how advisors can get future ready

18 Jun 2018

Contributed by Lukas

Today’s episode is first half hour of our new and exciting 2-part series, where we take a good look at the future of M&A with business futurist and...

[EP 043] Quick Tips: The differences between a share sale, business sale and asset sale

11 Jun 2018

Contributed by Lukas

In this Quick Tips session, we quickly investigate the differences between share sales, asset sales, and business sales. It is certainly one of those ...

[EP 042] How To Prepare A Trade Business For Sale

04 Jun 2018

Contributed by Lukas

Today we talk about the concept of preparing a trade business or trade-based business for sale, and by trade business we refer here to small to mediu...

[EP 041] Quick Tips: Brand Protection Issues Before Sale

28 May 2018

Contributed by Lukas

Today’s episode is all about brand protection issues prior to a business sale. In order to talk informatively about this, we brought back our reside...

[EP 040] What’s Broken In The Broking Industry?

21 May 2018

Contributed by Lukas

Joining us today is Simon Bedard, the founder and CEO of Exit Advisory Group. In this episode, Simon and I cover some really interesting topics about ...

[EP 039] Franchising 101 – Buying, Selling and Everything in Between

14 May 2018

Contributed by Lukas

Today we hone in on the franchise business model. To help us do that, we brought back Martin Lo Surdo of Amplify Business to walk us through the sorts...

[EP 038] The Risk Of Misrepresentation Allegation In A Sale And Purchase Of Business

07 May 2018

Contributed by Lukas

Today we talk about the element of misrepresentation and how it can potentially occur in the sale and purchase of a business and how it can hold risks...

[EP 037] 8 Ways to Exit Your Business

30 Apr 2018

Contributed by Lukas

We’re bringing back on the show Kerry Boulton, the CEO and founder of The Exit Strategy Group, to talk about the pros and cons of eight different ty...

[EP 036] How To Sell A Niche Business

23 Apr 2018

Contributed by Lukas

Joining us for this episode is Martin Lo Surdo of Amplify Business. In this episode, we talk about Martin’s history as a business owner, and draw in...

[EP 035] Coming Full Circle – The Joys Of Retirement After The Business Sale, with Sam De Longis

16 Apr 2018

Contributed by Lukas

To close our series with Sam, let’s talk about the joys of coming full circle in the business cycle. We ask Sam about his post-sale reflections and ...

[EP 034] My Business Sale Story, with Sam De Longis

09 Apr 2018

Contributed by Lukas

In this episode, Sam talks about some of the fundamentals that we hear again and again and again. The importance of looking at your business from a bu...

[EP 033] How To Grow A Business And Retire On Your Own Terms, with Sam De Longis

02 Apr 2018

Contributed by Lukas

Today we have the first of a 3 part series, where we dissect the growth and sale of an IT consulting business. In this episode, we talk in depth with ...

[EP 032] Kerry Boulton on Management Buyouts and Having an Exit Plan

26 Mar 2018

Contributed by Lukas

In this episode, we talk to Kerry Boulton, the CEO and Founder of The Exit Strategy Group. We drill into the elements that Kerry has learned in her ca...

[EP 031] How Not To Join The M&A Failure Club: The Common Mistakes And How To Avoid Them (Part 2)

19 Mar 2018

Contributed by Lukas

Welcome to the final half hour of our 2-part series with Toby Tester where we run through some common mistakes that unwittingly get you into the M&A f...

[EP 030] How Not To Join The M&A Failure Club: The Common Mistakes And How To Avoid Them (Part 1)

12 Mar 2018

Contributed by Lukas

We start another interesting 2-part series today as we discuss some common mistakes in the M&A space. To help us do that, we have with us on the show ...

[EP 029] Start Up To $60M – Greg Savage on Fast Growth, Acquisitions, IPOs and Management Buyouts (Part 2)

05 Mar 2018

Contributed by Lukas

We continue our conversation with Greg Savage and dig deeper into his coalface experience in engineering a management buy out and some key concepts he...

[EP 028] Start Up To $60M – Greg Savage on Fast Growth, Acquisitions, IPOs and Management Buyouts (Part 1)

26 Feb 2018

Contributed by Lukas

For the next two weeks, we have on the show Greg Savage of The Savage Truth who brings to us a wealth of experience in understanding building business...

[EP 027] On Your Terms: The Commercial and Legal Elements of Preparing a Business for Sale (Part 2)

20 Feb 2018

Contributed by Lukas

We get into the content of Andrew’s book and talk about the usual suspects for business sale disappointments and go through some key considerations ...

[EP 026] On Your Terms: The Commercial and Legal Elements of Preparing a Business for Sale (Part 1)

12 Feb 2018

Contributed by Lukas

Today’s episode is part one of an exciting two-part series with Andrew Cassin of Acquisiti. In this episode, we talk about the story behind Andrew’...

[EP 025] Mid-market M&A Activity in Review – What It Means for You (Part 2)

05 Feb 2018

Contributed by Lukas

This episode is part two of an exciting two-part series with Mark Ostryn of Strategic Transactions. Mark runs us through his checklist of consideratio...

[EP 024] Mid-market M&A Activity in Review – What It Means for You (Part 1)

30 Jan 2018

Contributed by Lukas

Welcome to a fascinating two-part series with Mark Ostryn, the CEO of Strategic Transactions. Mark and his team track all of the reported mid-market m...

[EP 023] Brand and Communication Strategies for Mergers and Acquisitions

23 Jan 2018

Contributed by Lukas

Sophie Bartho of Brandswell joins us on this episode as we take a good look at the valuable role of brand and communication in making a merger or acqu...

[EP 022] How to Avoid Business Sale Disappointment

19 Jan 2018

Contributed by Lukas

Today, we’re re-publishing another past episode which went missing on iTunes shortly after we released it. Last October, Jon Hemming of Unity Manage...

[EP 021] Five Top Tips to Get Your Business Sale-Ready for Medium to Large Service-based Businesses

15 Jan 2018

Contributed by Lukas

Last September, we released an exciting two-part series with Rod Hore of HHMC Global, where we discussed Rod’s top tips on how to prepare your busin...

[EP 020] Conversations at the CoalFace: Using Acquisition as a Growth Strategy (Part 2)

21 Dec 2017

Contributed by Lukas

This is part 2 of Conversations at the Coalface with Dean Tavener of Lifestyle Financial Services. In this episode, we have a number of helpful tips a...

[EP 019] Conversations at the CoalFace: Using Acquisition as a Growth Strategy (Part 1)

12 Dec 2017

Contributed by Lukas

Welcome to our very first Conversations at the Coalface! In this episode, we talk to Dean Tavener, Head of Operations at Lifestyle Financial Services....

[EP 018] What impact will Brexit, Trump and the Asian markets have on the Australian M&A market

05 Dec 2017

Contributed by Lukas

Rod Hore of HHMC takes us around the world for an analysis on how our domestic markets might likely be affected by the geopolitical events in Europe, ...

[EP 017] How an innovative approach brought a seller $500k more than expected, in record time

27 Nov 2017

Contributed by Lukas

David Biddle of Brilliant Businesses joins us to share how he built and sold his business in record time, for double the valuation that he was initial...

[EP 016] Case Alert! Issues in Entering into a Conditional Business Sale Agreement

20 Nov 2017

Contributed by Lukas

A recent case highlights the underlying risks with termination rights in relation to the right to undertake due diligence for a business sale and purc...

[EP 015] Tips from a Seller on How to Achieve a Great Sale with James Schramko, SuperFastBusiness

16 Nov 2017

Contributed by Lukas

In this episode, we talk about business sales from the seller's perspective. James Schramko of SuperFastBusiness.com walked us through many of the ele...

[EP 014] The Risks in Using Heads of Agreements and How to Keep Safe with Elizabeth Lee

06 Nov 2017

Contributed by Lukas

Elizabeth Lee joins us again to talk about the kinds of documents that set out the commercial terms between parties and the extent to which these are ...

[EP 013] Spotlight on Sales with Denise Hall, Business Broker

30 Oct 2017

Contributed by Lukas

From vendor to broker, Denise Hall trod a unique path to her role now as business value analyst, exit strategist and broker. In this episode Denise sh...

[EP 012] Earn-out Arrangements: The Tips, the traps and everything in between with Elizabeth Lee

23 Oct 2017

Contributed by Lukas

Elizabeth Lee joins us again to talk about earn out arrangements in the sales and acquisitions space - the risks, controls, and other considerations. ...

[EP 011] Today we learn, tomorrow we earn with Richard Hayward, HHMC

16 Oct 2017

Contributed by Lukas

Make your business more valuable at sale with these five key tips from mergers and acquisitions expert Richard Hayward of HHMC Global. In this episode...