In this episode, Tom sits down with Cliff Spolander, founder of Business by Design, to explore what it really takes to scale and successfully exit a business. With a background in the military and over 25 years of entrepreneurial experience—including buying, selling, franchising, and licensing businesses—Cliff brings real-world insights to a problem many business owners face: wanting to sell, but having an unsellable business.
Cliff explains why up to 90% of businesses listed for sale never sell, and outlines a structured approach to help owners reverse that outcome. From evaluating business value and risk profiles, to improving systems, financials, and leadership structure, he shares how he helps clients build businesses that are both sellable and valuable.
Key topics discussed:
Why clean financials, clear reporting, and a simple cash flow forecast are critical for both growth and exit
The importance of removing owner dependency and preparing management to run the business independently
How to assess your wealth gap: the difference between what your business is worth now and what you need post-exit
The psychological side of selling: why business owners often sabotage good deals due to uncertainty about life after exit
Real-world examples of deals that fell through—or succeeded—based on proper planning and clarity
Cliff’s approach to building a personalised “master action plan” using 90-day cycles to keep progress focused and manageable
Whether you're five years or one year away from exiting your business, Cliff emphasizes that the best time to start planning is now.
