3 Silent Deal Killers That Destroy Your Business Valuation with Lindsey Wendler | This Is M&A

Most CEOs think value equals revenue and EBITDA. Buyers think differently. In this episode of This Is M&A, Lindsey Wendler, Managing Director at 414 Capital, breaks down what buyers actually score you on, what you need to have in order before going to market, and what quietly kills deals before they close. Lindsey advises lower middle market companies on M&A, capital raises, and restructures across industries from roofing and landscaping to staffing and legal services. She is a Certified M&A Advisor and Certified Business Appraiser, Vice Chair of the AM&AA, and incoming President of that organization. She has been on both sides of the table — as an advisor and as a founder who started a business abroad and raised capital in Geneva, Switzerland. In this episode, you will learn: • Why recurring revenue, management depth, and technology resistance matter more than most sellers realize • How buyers use a valuation scorecard to raise or lower your multiple • Why owner dependency is one of the most common deal limiters in the lower middle market • What a Quality of Earnings report actually does for your valuation • The silent deal killers showing up in diligence right now — from EBITDA disputes to I-9 compliance Learn more about Lindsey and 414 Capital: Website: https://414capital.com/ LinkedIn:   / lindseywendler   Connect with your host, Steven Monterroso: LinkedIn:   / determined2succeed   Follow This Is M&A Podcast on LinkedIn:   / this-is-m-a   Want to become our next guest? Sign up or subscribe: https://sharevault.com/this-is-ma/ Listen now on Apple Podcasts, iHeartRadio, Spotify, and all major podcast platforms. 00:00 — Intro and Lindsey's background 02:00 — The three buckets: value drivers, financial readiness, deal killers 03:00 — Value drivers beyond revenue and EBITDA 07:25 — Accounting controls and why messy books break trust 11:10 — Financial readiness: accrual, GAAP, QoE 16:10 — Diligence surprises: EBITDA disputes, revenue mix, missed targets 19:50 — Silent deal killers: customer concentration, I-9s, sales tax 22:35 — Lindsey's background and why she does this work 26:00 — How to reach Lindsey, wrap #thisismapodcast #mna #mergersandacquisitions #exitplanning #middlemarket #founders #valuation #privateequity