Articles

When preparing for a business transition—whether passing it to a family member, selling to an external buyer, or stepping back from daily operations—certain risks can significantly impact the process. Two of the biggest challenges business owners face are customer concentration and management team readiness. These factors can affect business valuation, buyer interest, and long-term stability after the transition. Addressing these early can make the difference between a smooth transition and one …

In this session of Ask the CFO, I sat down with Ken Scales to talk about AI.

It’s everywhere right now. Every company feels like they need an AI strategy. Boards are asking about it. Leadership teams feel like they’re behind if they don’t have an answer.

But most of the conversations I’m having with business owners aren’t about strategy—they’re about pressure. It usually comes out like this: “What are we supposed to be doing with AI?”

So instead of trying to cover everything, we focused on wh…

For many business owners, an external sale is the best path to exit. Whether selling to a competitor, private investor, or private equity firm, a well-planned transition can provide financial security and ensure the company’s long-term success. However, selling a business isn’t as simple as finding a buyer—it requires careful preparation, strategic decision-making, and an understanding of the potential benefits and challenges.

Key Considerations for an External Sale

One of the most important s…

Passing your business to the next generation is a major milestone—one that requires careful planning, strategy, and open communication. While the idea of keeping a business in the family is appealing, the reality is that many family-owned businesses don’t survive the transition. In fact, only 1 in 3 make it from the first to the second generation, and just 1 in 8make it to the third.

As a CFO with over 30 years of experience, I specialize in helping business owners navigate these transitions—av…

One of the most common things I hear from business owners and sales teams is this:

“We can’t raise prices. Customers will leave.”

I’ve been hearing some version of that for decades, and in most cases, it simply isn’t true.

On this recent Ask the CFO session, we talked about pricing, margins, and why too many businesses wait too long to make adjustments. If your costs have gone up but your pricing has stayed still, you are likely putting pressure on your margins whether you realize it or not.