Invest in You Fredrik Sandvall, Ivan Sandvall, Charlie Sandvall

In this episode of the Invest in You podcast, host Fredrik is joined by guest Rob Goddard, a business advisor and expert in selling companies. They discuss the importance of preparing a business for sale and the key factors that can make or break a deal. Rob talks about the need for business owners to make themselves redundant and build a strong team to ensure the business is not reliant on their day-to-day involvement. He also highlights the significance of having robust financial reporting and a clear growth plan to attract potential buyers. Rob shares valuable insights on the common mistakes business owners make when selling their companies and offers practical advice on how to navigate the process successfully. 

KEY TAKEAWAYS


The importance of determining a "magic number" when selling a business: The "magic number" refers to the capital sum needed from the sale of the business to start a new chapter in the owner's life. It is not necessarily the value of the business, but rather the amount required to sustain their desired lifestyle.
Making the business owner redundant: To make a business saleable, the owner needs to build a succession plan and surround themselves with a capable team. This ensures that the business is not reliant on the owner's day-to-day involvement and increases its transferability to a new entity.
The significance of financial reporting: Having up-to-date and robust financial reporting, including monthly management accounts, is crucial when selling a business. It provides potential buyers with a clear understanding of the business's financial performance and future prospects.
The need for a growth plan: Many business owners lack a clear growth plan for their business. Having a well-defined growth plan, supported by reliable sales forecasts and a narrative that substantiates the numbers, can significantly increase the value of the business and attract potential buyers.
The challenges of owner reliance: Businesses heavily reliant on the owner's involvement can be difficult to sell. Buyers typically expect a ready-made management team in place, and if the owner is the sales director or at the centre of everything, it can hinder the sale process. Making the owner redundant and building a capable team is essential for a successful business sale.

BEST MOMENTS

"I think it's the, I like educating business owners because most business owners have never sold before." 

"So I've already seen their accounts by that point. So I give them a really low ball offer, right? I'll say, if I think it's probably worth 3 million, I'll say, do you know what? I think it's worth one and a half. Would you accept that today?" 

"I want them to make themselves redundant and, and the business isn't reliant on their day to day input, expertise, knowledge, contacts." 

"If you can show a reliable sales forecast based on real customers and how you retain people, all of a sudden now you can multiply the value quite easily."

 

ABOUT THE HOSTS

Serial entrepreneurs Fredrik, Charlie and Ivan Sandvall love sharing ideas and interviewing world-class entrepreneurs and influences. Invest In You is about investments, entrepreneurs, personal development and doing fun things. They hope to ensure you to take action, helping others and yourself, plus enjoying the journey we call life.

CONTACT METHOD

Fredrik Sandvall

www.linkedin.com/in/sandvall/

https://www.facebook.com/FredrikinLondon/

Charlie Sandvall 

LI: https://www.linkedin.com/in/csandvall/

Youtube Channel: https://youtube.com/c/Sandvall

Ivan Sandvall

Instagram @ivansandvall

In this episode of Invest in You we interview Paul Griffiths, a corporate finance expert who shares insights on his coolest acquisition project with a ticket price of 4 million. Paul discusses working with private investors and investment groups, along with high-net-worth individuals. He also highlights his experience in corporate finance and his background in accounting and recruitment. Tune in to learn more about Paul's expertise in buying businesses and building senior management teams.

KEY TAKEAWAYS


Paul Griffiths runs a corporate finance business that primarily works with private buyers, trade acquirers, and private equity firms. They focus on businesses with a valuation of at least £1-2 million, but can handle larger transactions as well.
Building relationships and trust is crucial in the acquisition process. Paul emphasizes the importance of forming personal relationships with sellers and buyers, as it helps generate confidence and traction in the transaction.
To enter the field of acquisitions, Paul suggests developing skills in communication, analysis, relationship building, and project management. While a background in accounting or finance can be beneficial, there are various paths to enter the industry.
Utilizing personal networks and proactively reaching out to potential employers or mentors can help young professionals break into the industry. Persistence, professionalism, and making an effort to stand out from the competition are key.
Paul highlights the value of personal branding and utilizing platforms like LinkedIn to build a professional presence. Having a strong personal brand can help attract opportunities and establish oneself as a thought leader in the industry. Additionally, Paul mentions the potential for outsourcing certain tasks or roles to overseas locations to reduce costs and access talent.

BEST MOMENTS

"I think we, because I do mostly deal origination work at the front end of the process, it's a lot about relationships, it's a lot about giving people the comfort that we can deliver a service professionally, efficiently, ultimately, you know, giving them what they want, you know, deal flow, seeing enough deals, et cetera."

"Everybody needs to move forwards."

"And what I would advise is try to get an internship, try to offer your time for free."

"So if you are doing good stuff, then you will stand out immediately."

VALUABLE RESOURCES

https://www.linkedin.com/in/pasha-munro/

https://blackboxglobal.net/

ABOUT THE GUEST

Having served in elite military units, Pash Munro has honed his skills in high-pressure

Pash’s leadership style is characterised by a commitment to teamwork, meticulous planning, and a focus on achieving objectives with the highest level of efficiency and effectiveness. He fosters a culture of excellence, empowering his teams to deliver results that surpass client expectations. Pash’s unwavering dedication to the principles of integrity, professionalism, and confidentiality inspires trust and confidence in both clients and colleagues alike.

Beyond his role at Black Box Global, Pash is a recognized authority in the field of security operations. He has shared his insights and expertise as a sought-after speaker at international conferences and has contributed to the development of best practices in the industry. Pash’s ability to analyse complex situations, think strategically, and provide innovative solutions has made him a respected figure among his peers.

ABOUT THE HOSTS

Serial entrepreneurs Fredrik, Charlie and Ivan Sandvall love sharing ideas and interviewing world-class entrepreneurs and influences. Invest In You is about investments, entrepreneurs, personal development and doing fun things. They hope to ensure you to take action, helping others and yourself, plus enjoying the journey we call life.

CONTACT METHOD

Fredrik Sandvall

www.linkedin.com/in/sandvall/

https://www.facebook.com/FredrikinLondon/

Charlie Sandvall LI: https://www.linkedin.com/in/c

Fredrik interviews Paul Harper, an attorney and executive search consultant in the UK. Paul specializes in the financial services industry, particularly wealth management and associated insurance. They discuss the recruitment industry, the challenges of sales job interviews, and Paul's involvement in mergers and acquisitions. Tune in to learn more about Paul's work as a "headhunter" and gain insights into the financial services market.

BEST MOMENTS

"People in the UK use the term headhunter because they know if someone calls them up and they say that they're a headhunter, what they do, which is to basically work for companies to find top executives for them."

"If you want to be found, so if you're a candidate and you want people to find you, to head something for good positions, they need to be able to quickly look at your profile and work out what you do."

"You just want people to believe that when they've got a problem, you might be able to help them solve that problem."

"When you've got your own business unless you're going to pay loads and loads of money to other people to do things you should be able to do yourself, you have to know about finance, marketing, sales, everything, everything, everything, operations."

"Qualifications and university is just a waste of time."

ABOUT THE HOSTS

Serial entrepreneurs Fredrik, Charlie and Ivan Sandvall love sharing ideas and interviewing world-class entrepreneurs and influences. Invest In You is about investments, entrepreneurs, personal development and doing fun things. They hope to ensure you to take action, helping others and yourself, plus enjoying the journey we call life.

CONTACT METHOD

Fredrik Sandvall

www.linkedin.com/in/sandvall/

https://www.facebook.com/FredrikinLondon/

Charlie Sandvall LI: https://www.linkedin.com/in/csandvall/

Youtube Channel: https://youtube.com/c/Sandvall

Ivan Sandvall 

Instagram @ivansandvall

Join hosts Fredrik, Ivan, and Charlie Sandvall for a fun and insightful conversation about sales.

They draw from their personal experiences, discussing how to overcome fear and build confidence when starting out in sales. They explore techniques like asking questions, listening, and establishing trust to create win-win sales situations and talk about the importance of believing in your product and identifying the true decision-maker. This energetic episode will get you excited about improving your sales skills. Tune in for key strategies on how to sell yourself, your ideas, and your business.

KEY TAKEAWAYS


Overcome fear of rejection by focusing on helping people, not just making sales.
Ask questions and listen to understand what the customer truly wants.
Establish trust and provide value, even if you don't make an immediate sale.
Motivate sales teams by emphasising enjoyment over a stressful focus on results.
Identify the real decision-maker, not just the person you are speaking with.
Believe in your product and convey passion to make people excited to buy.

BEST MOMENTS

"It was almost as scary to knock on doors and to meet new people and to present yourself confidently, even when you're unconfident, it was actually scarier to sell than it was to fight." - Ivan

"If you try to sell something that you don't believe in, try and fail and try and fail and improve yourself and learn, learn like the kind of arguments and the intricacies of it, you will eventually be able to sell that thing." - Fredrik

"Well, I've actually only had a limited number of sales. And as you talked about, you have to be motivated. You have to, um. You have to really believe in what you're selling." - Charlie

ABOUT THE HOSTS

Serial entrepreneurs Fredrik, Charlie and Ivan Sandvall love sharing ideas and interviewing world-class entrepreneurs and influences. Invest In You is about investments, entrepreneurs, personal development and doing fun things. They hope to ensure you to take action, helping others and yourself, plus enjoying the journey we call life.

CONTACT METHOD

Fredrik Sandvall

 

www.linkedin.com/in/sandvall/

 

https://www.facebook.com/FredrikinLondon/

Charlie Sandvall LI: https://www.linkedin.com/in/csandvall/

Youtube Channel: https://youtube.com/c/Sandvall

 

Ivan Sandvall 

Instagram @ivansandvall

Guest Pasha Munro, Former SBS and Special Forces Operator and MD of Black Box Global talks with Fredrick, Charlie and Ivan about how he became a Royal Marine, being in the forces and his company Blackbox

Having served in elite military units, Pash Munro has honed his skills in high-pressure environments and discusses some of his experiences and his drive for excellence

KEY TAKEAWAYS


Word of mouth and networking is the best way to generate sales
I loved being in a team and being on the water and that’s how  I got into the royal marines
You need to spend time building the connections and I spent a huge amount of time writing my profile on Linkedin prior to starting my business
Coming out from the military means you have to intrigue people without giving away the details of what you have done and where
If I don’t train I feel moody, it’s something I need to do every day
Jungle training was early in my career so everything after that was easier, in the jungle it's about maintaining and putting back into your body
I want to be at the top of the industry or area I am in
You need to always understand your worth, and I want to pay those people  I employ what they are worth

 

BEST MOMENTS

‘I’m a unicorn because I have a military background and I like sales, it doesn’t usually happen’

‘I like to run and be out in the freedom experiencing my man time’ 

‘At Blackbox, we look after celebrities and royalty around the world’

VALUABLE RESOURCES

https://www.linkedin.com/in/pasha-munro/

https://blackboxglobal.net/

ABOUT THE GUEST

Having served in elite military units, Pash Munro has honed his skills in high-pressure

Pash’s leadership style is characterised by a commitment to teamwork, meticulous planning, and a focus on achieving objectives with the highest level of efficiency and effectiveness. He fosters a culture of excellence, empowering his teams to deliver results that surpass client expectations. Pash’s unwavering dedication to the principles of integrity, professionalism, and confidentiality inspires trust and confidence in both clients and colleagues alike.

Beyond his role at Black Box Global, Pash is a recognized authority in the field of security operations. He has shared his insights and expertise as a sought-after speaker at international conferences and has contributed to the development of best practices in the industry. Pash’s ability to analyse complex situations, think strategically, and provide innovative solutions has made him a respected figure among his peers.

ABOUT THE HOSTS

Serial entrepreneurs Fredrik, Charlie and Ivan Sandvall love sharing ideas and interviewing world-class entrepreneurs and influences. Invest In You is about investments, entrepreneurs, personal development and doing fun things. They hope to ensure you to take action, helping others and yourself, plus enjoying the journey we call life.

CONTACT METHOD

Fredrik Sandvall

www.linkedin.com/in/sandvall/

https://www.facebook.com/FredrikinLondon/

Charlie Sandvall LI: https://www.linkedin.com/in/csandvall/

Youtube Channel: https://youtube.com/c/Sandvall

 

Ivan Sandvall 

Instagram @ivansandvall

 

 

 

 

 

 

In this episode Fredrik chats with David Riemer, tech and ad executive, and marketer. He is the author of ‘Get Your Startup Story Straight ; The Definitive Storytelling Framework For Innovators And Entrepreneurs.’ He guides people to create the narrative of their startup, sharing their beginning motivations, their aims and values to create understanding between themselves and their target audience. 

 

KEY TAKEAWAYS


David has always been a narrative storyteller, has experience in journalism, and so has turned this skill towards startup business. Thinking in terms of a narrative, shifts the focus and viewpoint on the project.
Stories have a structure. Overlay a classic story structure onto your innovation story and understand the motivations of your customer, the protagonist, and how your product or service is going to solve their problem. 
One of the best ways to be successful as a business is to make a meaningful connection with your customer and understand them on a human level. 
When you are telling a story, part of the narrative is conveyed by your facial expressions. Bear this in mind in zoom meetings and FaceTime. Show your expressions. 
Include a human factor in your story that anybody can connect with no matter what your product is. 

BEST MOMENTS

 

‘I have seen this incredible thing happen when I talk to a founder about their project, and we talk about it in the context of a story. Who is the protagonist in your story? And they’ll say, “I am, I built this thing”. No, the protagonist in a product story is not you, it’s the customer.’

‘You have to know who the protagonist is, you have to know what their motivations are and you have to have some insights into what’s motivating them. You have to understand the conflict in the story. You have to understand how their life will be better if they use your product.’

‘People don’t care about what you say but they do care about the way you make than feel.’

‘Why is he getting excited about this point? He’s waving his hands around. We all have to do that in a way that’s natural to us, but our bodies are part of the instrument we use as a storyteller, and our faces.’

 

ABOUT THE GUEST

 

David is a long-time tech executive and marketer.

He led the ad agency J. Walter Thompson in San Francisco, held senior marketing roles at two start-ups and was VP Marketing at Yahoo! (during their heyday).

David now runs Box Out Industries where he works with entrepreneurs, product managers and marketers to develop and convey their product stories.

He also started Spiral Staircase Productions to collaborate with artists and is currently developing two original musicals. David teaches at Berkeley-Haas Business School and works with several accelerators throughout the Bay Area.

 

GUEST RESOURCES

 

Www.DavidRiemer.com



ABOUT THE HOSTS

 

Serial entrepreneurs Fredrik, Charlie and Ivan Sandvall love sharing ideas and interviewing world-class entrepreneurs and influences. Invest In You is about investments, entrepreneurs, personal development and doing fun things. They hope to ensure you to take action, helping others and yourself, plus enjoying the journey we call life.

 

CONTACT METHOD

Fredrik Sandvall

www.fredriksandvall.com

www.linkedin.com/in/sandvall/

https://www.facebook.com/FredrikinLondon/

 

Charlie’s Youtube Channel:

 

https://youtube.com/c/Sandvall