Your Business Isn’t Sellable

Brian Dukes is the Co-founder and Managing Partner at Exitwise, an M&A advisory platform that helps business founders prepare for and execute high‑value exits by assembling tailored advisory teams and guiding owners through complex sale processes. With over 20 years of operational and transaction experience, he began his career at a Big Five accounting firm. Later, Brian co‑founded Shift Digital through a joint venture with Ford Motor Company. Today, he leverages his deep industry insight to help entrepreneurs increase enterprise value and achieve transformative outcomes at exit. Here’s a glimpse of what you’ll learn: • [00:00] Introduction • [0:45] Brian Dukes unpacks the core mechanics of selling a business in the lower‑middle market • [4:10] Common misconceptions among founders when preparing for liquidity events • [8:30] How Exitwise helps owners think clearly about timing, readiness, and optionality • [13:20] Why common blind spots derail M&A outcomes before bankers are ever involved • [18:45] What buyers are underwriting in today’s more selective M&A market • [23:55] Brian discusses value creation before launching a formal sale process • [29:30] Why smart preparation drives better outcomes and stronger leverage • [35:15] How Brian advises founders who are quietly evaluating their options • [45:00] Brian’s top lessons for founders on teams, EBITDA, and maximizing exit value In this episode… Every business owner dreams of a successful exit, but how many truly understand what it takes to get there? Selling a business isn’t just about finding a buyer — it’s about preparation, timing, and foresight. What separates a profitable, smooth transition from a missed opportunity? Brian Dukes, an expert in mergers and acquisitions and exit planning, explains that early and structured preparation is key to closing the value gap. Organizing financials, understanding customer relationships, and building strong leadership teams are essential steps for a successful exit. Brian also notes that founders often underestimate the emotional and strategic aspects of the process. By taking deliberate steps now, business owners can increase valuation, reduce surprises, and achieve a more controlled transition. In this episode of Owner’s Profit Playbook, Pat Mancuso sits down with Brian Dukes, Co-founder and Managing Partner at Exitwise, to discuss why preparation is crucial for a successful exit. Brian shares how to identify blind spots, increase enterprise value, and navigate buyer expectations. He also touches on timing, team dynamics, and forecasting strategies that protect value and ensure smoother transactions. Resources mentioned in this episode: • Pat Mancuso on LinkedIn -   / patmancuso   • Mancuso Consulting Group - https://mancusocg.com/ • The Mancuso Method - http://www.themancusomethod.com • Brian Dukes: LinkedIn -   / brdukes   • Brian Dukes: Email - [email protected] • Exitwise - https://exitwise.com/ Sponsor for this episode... This episode is brought to you by the Mancuso Consulting Group, a small business consulting company for entrepreneurs, CEOs, and business owners dedicated to personal and business growth. Business tax consultant Pat Mancuso, creator of The Mancuso Method, offers innovative insights and solutions for securing massive wealth through taxes, estate planning, sales, and acquisitions. Our team of expert tax consultants have coached, consulted, and trained over 15,000 entrepreneurs, C-suite leaders, and business owners, providing small business tax advice and coaching in sales, leadership, organizational development, and personal growth. Additionally, Pat Mancuso has launched multiple multimillion-dollar business ventures, giving him a firsthand understanding of entrepreneurs' daily challenges. At the Mancuso Consulting Group, we are committed to exploring innovative ways to help businesses and leaders grow their people and improve their bottom lines. To learn how the Mancuso Consulting Group’s bookkeeping and tax services can help you unlock your full potential, visit http://www.themancusomethod.com, email us at [email protected], or call 651-503-7355. Powered by Rise25 Podcast Production Company - https://rise25.com/