About this episode

Jared Johnson and Mark Sims discuss the Five Cs framework for evaluating business value during acquisitions.

Jared Johnson sits down with Mark Sims, Managing Partner at Consult MSG, to discuss what separates businesses that create lasting value from those that create unnecessary risk during an acquisition. Drawing on decades of experience in consulting, corporate leadership, M&A, and post-acquisition transformation, Mark introduces his framework for evaluating businesses through the "Five Cs" of value creation and preservation. Together, they explore why competitive positioning, cash flow management, clean financials, customer concentration, and operational capabilities matter long before a deal reaches closing. They also discuss how buyers should evaluate founder dependency, customer concentration, documentation, and non-compete agreements, along with practical ways sellers can prepare their businesses for a smoother exit. The conversation closes with lessons from real transactions, common deal mistakes, and what successful buyers should focus on during the first 100 days after acquiring a business. Main Takeaways: The Five Cs provide a practical framework for both buyers evaluating businesses and sellers preparing for an exit. Competitive positioning should clearly explain why a…

People in this episode

Host: Jared Johnson

Guest: Mark Sims

Topics covered

• business valuation
• M&A
• value creation
• entrepreneurship
• exit strategy

Keywords

• Five Cs
• business buyer
• business seller
• competitive positioning
• cash flow management
• clean financials
• customer concentration
• operational capabilities

Mentioned in this episode

Organizations: Consult MSG

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