Think you're ready to sell your business? Think again. Selling your
business is one of the biggest decisions you’ll ever
make — second only to marriage and kids. But how do you know
when you’re actually ready to sell? In this episode of
the Grown Up Business Podcast, Paul Avins speaks
with Ken Gorman, Regional Director at Transworld M&A and
author of three books on selling businesses, to uncover the reality
behind preparing your company for a successful exit. Together, they
break down the myths, including why most business owners aren’t
ready to sell, how accountants can unknowingly sabotage deals, and
why 75% of businesses that go to market never sell at all. Ken
shares his personal story from California to London and his 8+
years in sell-side M&A, with over 60 closed
deals under his belt. If you’re a CEO or founder thinking
about exit planning or simply wanting to build a grown-up
business worth buying, this episode is a must-listen. Key
Takeaways The “Switch in the Heart”: You’re ready to sell when
the emotional shift happens — the moment you know it’s time to do
something else in life. Profit is the #1 Value Driver: Buyers
don’t buy passion, they buy predictable profits — and your job is
to maximise and prove them. Get yourself out of the
business: If the company can’t function without you, it isn’t
ready to sell (or worth as much as you think). The truth about
deferred deals & earnouts: Why the “wedding cake” model of
deal structures (cash, deferred payments, earn-outs, rolled equity)
matters, and how to protect yourself as a seller. Accountants can
derail deals: Not through incompetence — but because they
often lack deal experience, especially around working capital
negotiations. 75% of sales fail: Selling is as much
about EQ as IQ — success depends on managing
people, egos, and expectations at every stage. Not all buyers are
equal: You don’t want just a buyer, you need the right
new owner who can fill the leadership void you leave behind.
About Ken Gorman Ken Gorman is a seasoned M&A Advisor,
Certified Business Valuer, and Regional Director at Transworld
M&A, one of the world’s largest global dealmaking firms. With
over three decades in business across the US, UK, and Europe,
Ken has personally been involved in 100+ project teams and 60+
closed transactions. He specialises in helping owner-operators
prepare their businesses for sale, find the right new owners, and
secure life-changing exit deals — all while keeping heart and human
dynamics central to the process. Resources & Links Grab Ken’s
book “Selling Your Business” — Selling Your Business
Connect with Ken Gorman on LinkedIn — linkedin.com Learn
more about Transworld M&A — Transworld
Follow Paul Avins for Scale Up insights on LinkedIn
— Paul Avins | LinkedIn Transform your business at
the Grown Up Business Retreat — The Grown Up
Business Retreat 2025 Next Steps Action Now: Write down the 3
actions from this episode you’ll apply in your business over
the next 72 hours. Think bigger: Thinking about selling in 2–3
years? Start now. Building enterprise value takes time — get your
free resources at Paul Avins Scale Up: Get actionable tips
from Paul in your inbox every Saturday, Subscribe to Scale Up
Saturday Newsletter Level Up: Book a Call with Paul and Get ready
to level up your business and transform your life!
![[REVEALED] How Private Equity Turns £15M Businesses Into £50M Exits with Nick Bradley](https://cdn.podcastcms.de/images/shows/66/3742245/s/704657298/revealed-how-private-equity-turns-ps15m-businesses-into-ps50m-exits-with-nick-bradley.png)
![[REVEALED] How Private Equity Turns £15M Businesses Into £50M Exits with Nick Bradley](https://cdn.podcastcms.de/images/shows/66/3742245/s/704657292/revealed-how-private-equity-turns-ps15m-businesses-into-ps50m-exits-with-nick-bradley.png)
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