The Ownership Journey

Buying A Business: What Every Seller Gets Wrong | Saul Cohen

Buying a business is one of the most complex decisions an entrepreneur can make — and most sellers get the process completely wrong. In this episode of The Ownership Journey, we sit down with Saul, a chartered accountant and M&A specialist who has worked on over 150 deals, to unpack what really happens when you buy or sell a business. From unrealistic valuations to deferred consideration traps, Saul reveals the hard truths that brokers won't tell you. If you're thinking about selling a business, buying a business, or simply want to understand how business valuation and M&A deals actually work, this episode is essential listening. Saul breaks down valuation multiples by business size, explains why 80% of businesses never result in a sale, and shares the exit readiness checklist every owner needs before going to market. Whether you're a first-time buyer or a seasoned entrepreneur, the insights here will save you from costly mistakes. We also dive deep into the baby boomer retirement wave — a massive economic shift that's creating more sellers than buyers in the SME market. Saul explains why succession planning is failing, how deal structures like deferred consideration work in practice, and why trust is the single most important factor in whether a deal closes or collapses. His front-line perspective from 150+ transactions cuts through the noise and gives you the real playbook. Beyond the numbers, we explore Saul's own journey from PwC and BT to founding his M&A firm, his upcoming book "Finding Gold," and his plans to launch a private equity fund focused on a buy-and-run model. We also discuss the impact of AI on accounting, the difference between business due diligence tiers, and why business owners consistently undervalue their own role. This is a masterclass in business acquisition strategy from someone who lives it every day. Episode Chapters: * (00:00) Introduction — Who Is Saul? * (02:00) From PwC to M&A: Saul's Career Journey * (06:00) 150+ Deals & Niche Focus in SME M&A * (10:00) Business Valuation Multiples Explained * (14:00) Deal Structure: Cash, Debt & Deferred Consideration * (18:00) Why 80% of Businesses Never Sell * (21:00) The Baby Boomer Business Wave * (24:00) Exit Readiness: How to Prepare Your Business * (30:00) Due Diligence: The 3 Tiers Explained * (34:00) Pipeline Risk & Owner Dependence * (37:00) AI and the Future of Accounting * (40:00) Final Advice & What's Next for Saul Show: The Ownership Journey Guest: Saul Host: James Lamb Editor: Taran (taran@ediflick.com [taran@ediflick.com]) Follow for weekly conversations with people who've built, bought, and sold real businesses.

Business Exit Strategy: Selling a Business & Entrepreneur Journey | Sarah Jane

Knowing your business exit strategy before you need one can be the difference between a life-changing sale and a costly mistake. Selling a business requires legal foundations most founders overlook — and that's exactly what corporate lawyer turned entrepreneur Sarah Jane breaks down in this episode. From building Firing for Legal with 30 team members across four continents to advising on M&A deals worth up to £35 million, Sarah shares the entrepreneur journey lessons she learned the hard way — including why her first business collapsed after COVID, why 75-80% of her clients are female founders, and the critical legal documents every business partner needs from day one. Whether you're building, scaling, or preparing to sell, this conversation covers what most lawyers won't tell you about business exit strategy, mergers and acquisitions, founder dependency, deferred consideration traps, and how AI is transforming the legal profession. If you're an entrepreneur at any stage, this episode will change how you think about protecting what you've built. Key topics covered: * From magic circle lawyer to entrepreneur: Sarah's career pivot * Lessons from a first business that grew to 16 staff across two countries * How COVID exposed weak business foundations * Firing for Legal's flat-hierarchy, no-billable-targets model * Why 75-80% of their clients are female founders * The valuation expectation gap between men and women * M&A from the seller's perspective: what buyers look for in due diligence * M&A from the buyer's perspective: spotting red flags * Key man dependency and how it destroys business value * Deferred consideration and earn-out risks explained * AI in law: embracing technology while keeping the human in the loop * Shareholders agreements: why every co-founded business needs one * The multiple-hats problem in business partnerships Chapters: * (00:00) Introduction — Sarah's Background * (02:00) From Corporate Law to Entrepreneurship * (05:00) First Business: Lessons & COVID Impact * (08:00) Why Legal Foundations Help You Scale * (11:00) Firing for Legal: The Business Model * (16:00) Networking & Business Growth * (20:00) Female Founders & Funding Challenges * (24:00) Business Acquisitions & Exits (M&A) * (35:00) AI in Law: Embracing the Future * (39:00) Shareholders Agreements & Business Partnerships Show: The Ownership Journey Guest: Sarah Jane Host: James Lamb Editor: Taran (taran@ediflick.com [taran@ediflick.com]) Follow for weekly conversations with people who've built, bought, and sold real businesses.

Resilience Under Pressure: The Hard Decisions Most Founders Avoid || Angela Middleton

Most business owners are building without an exit in mind — and Angela Middleton built a 130-person company, placed over 30,000 people into jobs, and still had to make the hardest call of her career when Covid hit.In this episode, you'll get: - How Angela went from working class at 18 to reporting to the board — without a degree - Why she walked away from a multi-million pound acquisition offer (and what she'd do differently) - The M&A truth nobody tells first-time buyers - Why she got a six pack at 55 — and what physical resilience has to do with business survival - The one mindset shift that separates intentional builders from reactive ones (00:00) Introduction – Angela Middleton's Story Starts Here (01:21) Working Class to BP Oil: Starting at 18 Without a Degree (04:28) The Moment She Knew She Had to Leave Corporate (07:30) Starting a Recruitment Business From Scratch in 2001 (13:20) Apprenticeships vs. University Degrees: What the Stats Say (20:42) Why Starting a Business Is Easier — But Not Simpler (23:09) Personal Brand: What It Really Means for Business Owners (27:19) Remote Work, Flexibility and Managing Modern Teams (30:38) Building to 130 People — and Closing During Covid (36:10) M&A Done Well vs. M&A Done Wrong (43:52) Podcasting as a Business Tool: Angela's Two Series (46:06) Weight Training at 54, Six Pack at 55, Stronger at 63 (48:30) Body, Mind, Business: Why Physical Resilience Drives Success (56:38) Final Advice for Business Owners on the Ownership Journey Subscribe to The Ownership Journey for weekly conversations with people who've built, bought, and sold real businesses.

From Council Estate to £100M Exit || Andrew Hulbert

Andrew Hulbert went from a council estate in Oxfordshire to selling his facilities management business for £100 million — before turning 40. This conversation covers everything he actually did to get there.How he left corporate at 27 with nothing and built Pareto FM from his bedroomThe doughnut strategy that won contracts worth hundreds of thousandsWhy he hired a CEO above himself — and what that cost him emotionallyThe £400K bad debt that nearly broke him (and what he learned)Life after exit: blood donations, planting a forest, and genuine mental freedom(00:00) Introduction – Council Estate to £100M(02:36) Andrew's Early Life & Career Beginnings(06:38) Why He Left Corporate at 27 to Start From Scratch(08:50) First Clients, Bulgari & the Doughnut Strategy(12:48) Why Facilities Management Is a £100B Hidden Goldmine(17:30) Building the Team & Scaling to £50M Turnover(25:20) Sales, Operations & Staying Close to Clients(33:00) Succession, Hiring a CEO Above Himself & Letting Go(38:00) The Exit: Acquisitions, Employee Ownership Trust & Final Sale(46:22) Setbacks, Bad Debt & The Hardest Moments in Business(54:05) Personal Branding, Networking & Winning Without Selling(01:02:00) What He Looks for in Young Entrepreneurs & Career Advice(01:07:43) Life After Exit: The Caledonian Sleeper, the Farm & Legacy(01:15:00) Investments, Mentoring & What Comes Next(01:21:00) Closing Thoughts – Anyone Can Do ThisSubscribe for weekly conversations with founders and business builders who've done it the hard way.

He Bought a £12M Business (Then Sold It Fast) || Sacha Jak

Most business owners think acquisitions are only for big private equity firms. Sacha proves otherwise — he's built a 200-person group by buying distressed businesses, turning them around fast, and now listing his own bond on the Vienna Stock Exchange to fund the next wave.In this episode, you'll learn:- How to identify which businesses are worth acquiring (hint: staff + revenue)- The supplier audit that saved one company £50K in a week- Why recurring revenue transforms what your business is worth- How to list a corporate bond as an SME — and what it actually costs- The 5 things you need to raise capital without a personal guarantee(00:00) Introduction – Meet Sasha, Serial Acquirer (02:09) Early Entrepreneurial Roots: Selling Autographs & Running a Bike Shop (10:13) Jobs, Sales & Deciding to Back Himself (17:05) The Leveraged Buyout Mindset: Books That Changed Everything (20:47) First Acquisition: Turning Around a £1M Business in One Week (27:10) Supplier Audits, Invoice Discounting & Cash Flow Fixes (31:23) The Power of Recurring Revenue in Any Business (36:18) The Biggest Deal: A £12M Computer Business Post-Covid (40:20) Building the FM Group: Commercial Cleaning & Facilities Management (43:10) Listing a Bond on the Vienna Stock Exchange as an SME (47:00) Bond Structure, Coupon Rate & Raising £3M for Acquisitions (01:09:30) What It Costs to List a Bond (And How to Do It Yourself) Subscribe for weekly conversations with operators building real businesses