Business Buying Strategies from The Dealmaker's Academy Jonathan Jay Business Buying Expert

In this week’s episode of the podcast, we feature highlights from peak performance coach Nigel Risner’s presentation at our last Dealmakers Retreat on how to get deals done and negotiate with vendors.
During the presentation, Nigel delivers a masterclass on why some people are more effective than others in a negotiation, how to connect with and understand the other party to get the best deal and why you need to go deeper to understand why you’re not getting the results you want. 
This is packed with valuable insights and practical suggestions that will make a difference in your next negotiation.
Here is what you will discover…
👉 The No.1 reason why people go to work (and how understanding this helps you negotiate better)
👉 Why money is not the biggest motivator for vendors (and why focusing on money is a bad idea)
👉 Why your past behaviour is the biggest driver of your future behaviour (and how to change it)
👉 Why you need to be 100% present with a vendor to close deals successfully
👉 The #1 thing that gets in the way of connecting with a vendor (this kills more deals than you know)
Key timings:
01:34 Nigel Risner's Insights on Personal Needs in Business
03:16 Understanding the Importance of Personal Needs in Negotiations
04:52 The Power of Being Present and Engaged
08:30 Overcoming the Past to Create a New Future
11:04 The Impact of Beliefs and Communication on Success
13:48 Seizing Opportunities and Simplifying Deals
15:59 The Psychology of Online Shopping
16:47 Learning from Giants: Amazon and McDonald's
17:53 The Power of Face-to-Face Communication
18:29 Mastering Communication Styles
19:34 Understanding Your Business Zoo
20:01 Navigating the Business Zoo: Monkeys, Lions, Elephants, and Dolphins
25:22 Becoming an Effective Zookeeper in Business
28:49 The Importance of Trust and Self-Belief
 
** Looking for a great acquisition lawyer in the UK? Use mine! **
If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at johnandrews.deallawyer@jmw.co.uk.
Ready to get started?
Here’s how you can start your business buying journey…
Download our free Business Buying Toolkit
https://dealmakers.co.uk/business-buying-toolkit
Join our Business Acquisition FastTrack programme
https://www.dealmakers.co.uk/fast
Already bought a business?
if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on hello@thedealmakersacademy.com for more information.

In the latest episode of the Business Buying Strategies podcast, Jonathan Jay reveals the psychology of the buyer and seller during any negotiation for the acquisition of a business.
Business acquisition negotiations are primarily a psychological game, with the party who has more information carrying an advantage.
Understanding how the vendor thinks from the start of a negotiation and through the various stages of a discussion is essential to building the trust and rapport needed to ensure an open conversation. 
Ultimately, the goal is to discover the motivation of the seller for having the conversation in the first place and working with them to find an exit that works for both parties.
Listen to the episode to gain an insight into the mind of the seller before your next negotiation.
Listen and discover…
Here are the key highlights:
01:50 The psychology of buying and selling businesses
04:03 Understanding the seller's emotions and hopes
06:17 The value in knowing buyer's fears and motivations
06:58 The importance of understanding motivation
11:47 Strategies for successful business buying
22:26 First impressions and negotiation tactics
35:32 How to use this information in your next negotiation
Here is what you will discover…
Why you need to be aware of your own motivations before engaging with a seller (to understand what you need from a conversation) The reason why so many vendors have unrealistic valuations (and what to do about it to secure a great deal) Why knowing more than the other party in a negotiation gives you an advantage (and how to avoid losing the ‘information game’) Why you will lose any chance of a good deal if you turn into a motivated buyer (avoid this at all costs) The No.1 reason why you need to avoid dealing with business brokers (on your first deal, at least)  
** Looking for a great acquisition lawyer in the UK? Use mine! **
If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at johnandrews.deallawyer@jmw.co.uk.
Ready to get started?
Here’s how you can start your business buying journey…
Download our free Business Buying Toolkit
https://dealmakers.co.uk/business-buying-toolkit
Join our Business Acquisition FastTrack programme
https://www.dealmakers.co.uk/fast
Already bought a business?
if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on hello@thedealmakersacademy.com for more information.

In the latest episode of the Business Buying Strategies podcast, business growth expert Andy Hemming explains the importance of vision, values and culture in a business in achieving business success post-acquisition. Andy discusses strategies for creating a positive culture that attracts quality employees and sustains growth. The episode covers practical frameworks for identifying and reinforcing a business's core values, structuring the organisation, and optimising operations through effective systems and processes, ultimately advocating for the systematic approach to building and integrating an acquired business for long-term success.
00:00 Welcome to Business Buying Strategies
01:09 Introducing the Business Buyers Toolkit
01:50 Vision, Values, and Culture: The Key to Business Success
02:24 The Power of a Compelling Vision
03:23 Recruitment and Culture: Attracting the Right Talent
06:47 Defining Core Values and Building Culture
12:20 Identifying and Leveraging Your Team
17:01 Creating Consistency Through Systems and Processes
23:03 Conclusion: Taking Action for Success
** Looking for a great acquisition lawyer in the UK? Use mine! **
If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at johnandrews.deallawyer@jmw.co.uk.
Ready to get started?
Here’s how you can start your business buying journey…
Download our free Business Buying Toolkit
https://dealmakers.co.uk/business-buying-toolkit
Join our Business Acquisition FastTrack programme
https://www.dealmakers.co.uk/fast
Already bought a business?
if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on hello@thedealmakersacademy.com for more information.
Connect with Jonathan Jay at:
Website: https://www.dealmakers.co.uk
LinkedIn: https://www.linkedin.com/in/jonathan-jay-3556b230/
YouTube: https://www.youtube.com/c/TheDealmakersAcademy

In the latest episode of the Business Buying Strategies podcast, business growth expert Andy Hemming explains how to oversee the performance of your business and drive growth without getting involved in the day-to-day operations.
As a business investor, you need to avoid being drawn into daily management. Yet you also need to set the direction and focus on the business while holding the management team accountable.
In this episode, Andy Hemming explains how to get the best from your management team and oversee growth by tracking the right metrics and KPIs, how to use the business cycle to create a loop of continuous improvement and why it is essential to build systems that support growth and guarantee consistent results.
Andy punctuates his presentation – recorded at the last Dealmakers Retreat in Marbella – with real-world success stories and examples. 
Whether you are an experienced business owner looking to increase the value of your existing business or you are a new dealmaker looking to acquire your first business, this is the episode to listen to and make notes for practical strategies and tools to grow and scale a business.
Here are the key highlights:
Why most business owners are really technicians in their own business
Why a mindset change is often needed before a business can grow
The 8 key drivers that influence the value of a business – according to John Warrilow
Why reliance upon the owner is a major issue for any business
How one business owner went from working 60 hours a week in his business down to just one hour a week
The four simple steps of the cycle of business
Why it is important to identify causes rather than deal with effects
Why you need to focus on delegation, not abdication
Why systems are so powerful in a business
How accountability plays a role in guaranteeing performance
Why your thoughts create your actions
The value of setting performance standards
The reasons why businesses do need to meet their growth goals
Why the availability of objective information is essential to business growth
How to use a dashboard to monitor operational effectiveness
Why you need to think like an investor - not a manager
Here is what you will discover…
Why most business owners need to shift their mindset when it comes to growing the business Why a business that is reliant on the business owner will struggle to grow (and will never be as valuable) What specific metrics and KPIs you should be looking at, as the owner of the business (these are different to what a manager or staff member should be tracking)  Why it is important to understand the cycle of business (in four easy steps) Why most business owners get the cause and effect mixed up (and why most of their time is spent firefighting) Why systems are the most powerful tool in a business to create growth  Why most businesses do not have any systems of any kind (and why that is an opportunity for a dealmaker) Why it is important to define – and enforce – performance standards (it’s all about expectations) Why owners need to set better goals to achieve the growth they want The two primary blockers to achieving growth goals (these are the same for 99% of businesses)  Why building a dashboard is essential for oversight and accountability  Why driving your business by your bank account does not give you the full picture Why you need to think more like an investor than a manager (and how that impacts the information you need from the business) Why better performance for the wider business begins by looking in the mirror (even as an investor, you set the standard) Why ownership is key to ensuring everyone plays their role in the business (you need to think like a sports team) Why you need to articulate your vision to the wider team (if you want everyone moving in the same direction) The simple question that can uncover most of the performance issues in your business (in a matter of minutes)  
** Looking for a great acquisit

In the latest episode of the Business Buying Strategies podcast, Jonathan Jay reveals the rules for executing a successful Buy and Build strategy.
The Buy and Build strategy is a popular with Private Equity firms. It involves acquiring multiple businesses and rolling them up together to create a business worth far more than the sum of its parts.
However, there are plenty of risks along the way for the inexperienced dealmaker. 
In this episode recorded during the Dealmakers Retreat in Marbella earlier this year, Jonathan explains the benefits of using a Buy and Build strategy and how to avoid the potential challenges that come with it.
He highlights the important differences between organic growth and acquisition growth, the principle of increasing a business's value through strategic acquisitions, and the crucial role of getting financials right.
Jonathan also topics like validating the business model, managing people effectively, selecting quality businesses, de-risking by tying in the seller, and the reason why you might choose not to consolidate your acquisitions into one overarching brand.
If you are looking to rapidly increase the size of your business through acquisition, you need to listen to this episode.
Here are the key highlights:
01:50 Exploring the Buy and Build Strategy
03:19 The Power of Acquisition Growth
04:23 Leveraging Private Equity for Business Expansion
06:58 The Financials of a Successful Buy and Build
13:21 Networking and Valuation Insights
14:19 Validating Your Business Model
18:31 The Importance of Investing in People
24:14 Day-to-Day Management and Quality Control
26:19 The Significance of Buying Quality Businesses
27:48 The Importance of Choosing Quality Businesses
29:06 De-risking by Tying in the Seller
32:45 The Strategy of Non-Integration in Business Acquisitions
34:05 Managing Change and Cultural Integration
37:52 The Critical Role of Cash Flow in Business
43:39 Building a Strong Head Office Management Team
46:42 Embracing the Journey of Becoming Better Business People
Here is what you will discover…
Why everything takes longer and costs more than you expect going through your first acquisition (the next acquisition is always easier) Why your biggest challenge integrating businesses is staff (and what to do about it) Why you need to be clear on your exit objective to drive your Buy and Build strategy forward  Why you should never overpay for a business (even if it feels like a must-have) Why understanding deal multiples is key to a highly lucrative exit (when you play the Private Equity game) Why training your staff is the secret weapon to growing your business Why you need to be aware of your flaws so you can hire people who meet those needs Why the day-to-day management of a business has to work without your involvement (unless you want another job) Why you have to keep a close eye on cashflow while pursuing a Buy and Build strategy


** Looking for a great acquisition lawyer in the UK? Use mine! **
If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at johnandrews.deallawyer@jmw.co.uk.
Ready to get started?
Here’s how you can start your business buying journey…
Watch my FREE Dealmakers webinar training:
https://www.dealmakerspodcast.com
Get a FREE copy of my book:
https://www.thedealmakersacademy.com/free-book-giveaway
Join the Business Acquisition FastTrack course
https://www.thedealmakersacademy.com/quick
Already bought a business?
if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on hello@thedealmakersacademy.com for more information.

In this week’s episode of the Business Buying Strategies podcast Jonathan is in conversation with James Khan, renowned for his time on Dragon's Den and his expertise in business acquisitions.
James shares his journey from starting a small recruitment business to building Alexander Man into a global leader in talent solutions, emphasizing the strategy of 'buy and build' for achieving scale. He discusses the importance of not taking on too much personal risk during acquisitions, the value of due diligence, especially regarding cultural fit, and his approach to financing deals without jeopardizing personal assets.
James shares the lessons he has learned from a failed venture in Benjy’s, a sandwich shop business, and underscores the critical importance of understanding the business sector you're entering into.
The episode provides valuable insights into building a successful acquisition strategy, the pitfalls to avoid, and the significance of integration post-acquisition.
Key moments
00:51 Special Episodes: Behind the Scenes at Marbella Retreat
01:14 Introducing James Khan: A Business Buying Expert
02:06 James Khan's Journey: From Recruitment to Global Success
03:28 The Strategy of Buy and Build
06:31 Financing Deals Without Risking It All
11:29 A Deep Dive into a 12 Million Pound Acquisition
15:04 The Importance of Due Diligence and Cultural Fit
17:54 Learning from Failures: The Benji's Sandwich Shop Story
21:51 Minimizing Personal Risk in Business Acquisitions
23:10 The Art of Successful Business Integration
** Looking for a great acquisition lawyer in the UK? Use mine! **
If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at johnandrews.deallawyer@jmw.co.uk.
Ready to get started?
Here’s how you can start your business buying journey…
Download our free Business Buying Toolkit
https://dealmakers.co.uk/business-buying-toolkit
Join our Business Acquisition FastTrack programme
https://www.dealmakers.co.uk/fast
Already bought a business?
if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on hello@thedealmakersacademy.com for more information.
Connect with Jonathan Jay at:
Website: https://www.dealmakers.co.uk
LinkedIn: https://www.linkedin.com/in/jonathan-jay-3556b230/
YouTube: https://www.youtube.com/c/TheDealmakersAcademy