In this episode of Sell Side Shorts, Michael Stanley breaks down one of the most common deal-making tools used to close that gap: the earnout.

Michael explains how earnouts work, why buyers use them to manage risk, and why sellers should approach them carefully. He also shares key considerations when structuring an earnout, including the importance of choosing the right performance metrics, avoiding potential pitfalls tied to EBITDA-based calculations, and creating a clear process for measuring results after closing.

Whether you're preparing to sell your business or simply want to better understand M&A deal structures, this episode offers practical insight into how earnouts can help get a deal across the finish line while protecting both sides of the transaction.

In this installment of Sell Side Shorts, host Michael Stanley breaks down one of the most important — and often misunderstood — parts of the M&A process: the Quality of Earnings (QofE) report.

Michael explains what a QofE report is, why buyers rely on it during due diligence, and how it impacts the final valuation of a business. From verifying revenue recognition and profitability to identifying potential risks or inconsistencies in financial reporting, this episode gives business owners a behind-the-scenes look at how buyers evaluate a company before closing a deal.

The conversation also covers the difference between buy-side and sell-side QofEs, why project-based and seasonal businesses should strongly consider completing a sell-side QofE before going to market, and how a proactive approach can help reduce surprises, retrading, and stress later in the process.

Whether you’re preparing to sell your business or simply want a better understanding of how buyers assess EBITDA and company value, this episode offers practical insight into one of the most critical financial steps in a successful transaction.

In this episode of the Sell Side Podcast, we sit down with Wilbur to take a deeper dive into one of the most active areas in private equity today: roll-up strategies in fragmented service industries.

We break down why sectors like landscaping, HVAC, pest control, and pool services have become prime targets for investors—and what makes these businesses so attractive for acquisition and growth.

From recurring revenue and customer retention to EBITDA, multiples, and working capital, this conversation walks through the key factors that drive valuation and buyer interest. We also explore the differences between residential and commercial revenue, why maintenance contracts matter more than installs, and how operational efficiencies can dramatically increase a company’s value.

Beyond the numbers, we cover what buyers are really looking for—strong teams, clean financials, low customer concentration, and scalable systems—and how business owners can position themselves for a successful exit.

Finally, we break down the different types of buyers—from strategic acquirers to private equity groups and family offices—and what each path means for life after the deal.

If you own or operate a service-based business, this episode is packed with insights on how to grow, scale, and ultimately maximize the value of what you’ve built.

🎙️ Listen now to learn how small businesses are being transformed into major opportunities through smart strategy and consolidation.