{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"MM M&A - 030: Why Hire an Advisor","description":" In this episode, host Jeff Guylay is joined by guest Mark Achler, co-author of Exit Right, to explore the critical decision of whether\u2014and when\u2014to hire advisors during the M&A process. Drawing on lessons from the book and real-world experience, Jeff and Mark outline how CEOs can maximize value by assembling the right team of experts, while still retaining control over strategy, relationships, and execution. From bankers and attorneys to financial planners and tax professionals, this episode offers actionable insights on selecting advisors who align with your values and contribute meaningfully to successful outcomes. What You\u2019ll Learn in This Episode: The spectrum of advisors involved in a typical M&A transaction   Why hiring early\u2014especially pre-LOI\u2014creates leverage and unlocks value   How to avoid becoming overly dependent on advisors   The CEO\u2019s role in maintaining judgment, relationships, and deal momentum   Why trust between parties is the foundation of successful dealmaking   How detailed LOIs and clear integration planning drive better outcomes   Real-world case studies showing how applying these principles boosted valuations Key Discussion Points & Notable Quotes: The Spectrum of Advisors in a Deal (00:43) Mark and Jeff review the key players involved in M&A: attorneys, bankers, tax advisors, financial planners. Timing matters\u2014especially when it comes to financial planning and structuring decisions. \u201cYou want the best experts early\u2014not just after the deal is done.\u201d \u2013 Mark The CEO\u2019s Non-Negotiable Responsibilities (03:48) Even with great advisors, CEOs must lead on strategy, decisions, and relationships. \u201cThere are some things you just can\u2019t outsource. You can\u2019t outsource judgment or trust.\u201d \u2013 Mark The Importance of Trust in Getting Deals Done (05:46) Advisors can facilitate\u2014but it\u2019s the trust between principals that often moves a deal forward. \u201cTrust is the lubrication that gets deals across the finish line.\u201d \u2013 Mark The Role of the Banker and the Importance of Timing (06:17) A good banker understands the full arc of a transaction and helps prioritize forward-looking rationale over backward-looking valuation. \u201cWe\u2019re not just selling the past EBITDA\u2014we\u2019re building the case for future synergy.\u201d \u2013 Jeff When to Step in as a CEO (08:13) The back-and-forth between attorneys can derail progress. CEOs must often step in to resolve what really matters. \u201cThere\u2019s always a point in a deal when someone has to say, \u2018Enough\u2014we need to solve this as principals.\u2019\u201d \u2013 Jeff Detailed LOIs Preserve the Deal\u2019s Integrity (10:41) Without a clearly written LOI, sellers lose leverage and risk misinterpretation later. \u201cThe minute you sign the LOI, you lose 90% of your negotiating leverage.\u201d \u2013 Mark \u201cOur role as advisors is to make sure the LOI is translated accurately into legal documents.\u201d \u2013 Jeff The Case for the Right Advisor (13:18) Not all advisors add value\u2014some derail deals. Founders must choose those aligned with their values and goals. \u201cThis is your baby. Choose someone who gets it, who gets you.\u201d \u2013 Mark \u201cYou\u2019re essentially choosing a best friend for a very intense experience.\u201d \u2013 Jeff Real-World Success: A Valuation Doubled (18:54) Mark shares a powerful case study of a founder who used the rationale framework to double their offer\u2014by helping the buyer see the long-term potential. \u201cThey shrugged and said, \u2018We\u2019re not paying you enough.\u2019 That\u2019s the Jedi mind trick.\u201d \u2013 Mark What Makes an M&A Outcome Truly Successful (23:31) Success isn\u2019t just the highest purchase price. It\u2019s achieving the intent of the transaction\u2014alignment, culture, growth, and impact. \u201cThink beyond the number. Think about the next chapter.\u201d \u2013 Mark Final Thoughts: Hiring the right advisor can unlock enormous value\u2014but only when paired with clear leadership from the CEO. This episode offers a roadmap for founders preparing to sell, highlighting how to build an aligned, expert team while maintaining ownership of the process. Deals aren\u2019t just financial\u2014they\u2019re personal, strategic, and long-term. The right partner makes all the difference. ","author_name":"Middle Market Mergers and Acquisitions by Colonnade Advisors","author_url":"https:\/\/coladv.com\/","html":"