Deal Playbook with Tom Shipley

Tom Shipley
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Deal Playbook with Tom Shipley

Welcome to The Deal Playbook Podcast — the ultimate show for entrepreneurs, CEOs, and founders who want to scale their businesses, diversify risks, and unlock multiple exit opportunities through strategic acquisitions and deals. Hosted by Tom Shipley, an experienced entrepreneur with 18 successful acquisitions and exits, this podcast offers invaluable insights into the world of M&A. Each episode features expert guests who share their knowledge on how to identify once-in-a-lifetime deals, navigate the acquisition process, and engineer lucrative exits. Discover how top business leaders overcame their toughest challenges, maximized wealth, and turned obstacles into opportunities. Whether you're looking to scale your company, explore exit strategies, or learn from others' successes and failures, this podcast is packed with actionable advice, practical tips, and inspiring stories. Tune in to The Deal Playbook Podcast to sharpen your business acumen and accelerate your path to a successful exit. Ideal for anyone searching for expert guidance on mergers, acquisitions, and business exits.

  1. How to Achieve Agency Success Without Cheap Labor with JC Hite

    11/26/2024

    How to Achieve Agency Success Without Cheap Labor with JC Hite

    This episode features JC Hite, founder of Hite Digital, sharing how he disrupted the traditional digital agency model by blending franchising with global talent acquisition. JC recounts his evolution from a white-label provider to building one of the fastest-growing agency networks, spanning 16 offices across the U.S. and Latin America. You will gain insights into how focusing on integrity, premium talent, and scalable systems helped him stand out in a competitive industry. From overcoming challenges in leadership to transforming his team’s approach to growth, JC offers advice for entrepreneurs looking to scale with intention and impact. Chapters: 00:00:00 - Why Entrepreneurs Thrive with Their Own Systems00:00:49 - Meet JC Hite: Transforming Agencies Through Innovation00:01:41 - How Hite Digital Scaled to 16 Offices in Record Time00:02:48 - Evolution of Business Models: From White Label to Franchise00:04:52 - Building a High-Performance Team in Latin America00:07:49 - Navigating Cultural Challenges and Staying True to Core Values00:11:16 - Taking the Leap: Starting a Business from Scratch00:14:50 - Why the Franchise Model Simplified Growth and Increased Revenue00:18:27 - Overcoming Client Issues with Long-Term Partnerships00:20:14 - How JC Recruited and Retained Franchise Partners00:21:33 - The Downside of Entrepreneurial Freedom in Franchises00:27:32 - Pioneering a New Business Model: Equity and Rev-Share Partnerships00:29:06 - Breaking Down Equity and Profit-Sharing Deals for Growth00:35:37 - Closing Thoughts and an Invitation to Future Events Links and Resources The HitesJC on LinkedInJC on InstagramHite Digital Scale with StabilityDigital Agency Hacker by JC HiteThe Hites on YouTubeTom Shipley Tom on LinkedInAgency Ventures Aggregator  Thanks so much for joining us this week. Want to subscribe to Deal Playbook? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

    38 min
  2. Strategic Acquisitions and Long-Term Vision: E-Commerce Growth with Brian Burt

    10/15/2024

    Strategic Acquisitions and Long-Term Vision: E-Commerce Growth with Brian Burt

    Brian Burt, founder of Canopy Management, shares his incredible journey from a scrappy Amazon seller to leading one of the fastest-growing e-commerce agencies in the country. Brian breaks down the strategic role acquisitions played in scaling his business, revealing how buying companies unlocked massive growth opportunities. From leveraging TikTok Shop's powerful affiliate network to designing innovative pricing models, Brian offers game-changing insights into building multi-platform success. Whether you're an e-commerce entrepreneur or a growth strategist, this episode is packed with actionable takeaways on scaling fast, fostering client relationships, and staying ahead in the ever-evolving digital landscape. Chapters 00:00:00 – Unlocking TikTok Shop Success: How Affiliates are Changing the Game00:01:00 – Meet Brian Burt: From Scrappy Startup to Scaling E-commerce Empires00:02:00 – Building Canopy Management: Lessons from Growing a Multi-Platform Agency00:04:05 – The Power of Acquisitions: How Strategic Buys Built Canopy’s Backbone00:06:54 – Innovating Pricing Models: Creating Win-Win Client Success Stories00:13:41 – Relationships and Vision: Brian’s Path to Long-Term Growth and Future Plans00:15:34 – Final Takeaways: What’s Next for E-commerce Titans and Industry Disruptors Links and Resources Brian on LinkedInCanopy ManagementTom Shipley Tom on LinkedInAgency Ventures Aggregator  Thanks so much for joining us this week. Want to subscribe to Deal Playbook? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

    16 min
  3. Mastering the Art of Acquisitions: 100+ Deals a Year with Robyn Siers

    10/08/2024

    Mastering the Art of Acquisitions: 100+ Deals a Year with Robyn Siers

    Robyn Siers is a seasoned M&A attorney telling you her insights on what it takes to successfully navigate mergers and acquisitions, especially in the marketing and tech industries. She talks about the importance of having a clear buying thesis, understanding seller motivation, and using creative deal structures to close deals. Robyn also discusses how AI is becoming part of the M&A world and why building a repeatable process can make transactions smoother and faster. With over 100 deals a year, Robyn offers up advice for buyers and sellers looking to make smart decisions. Chapters: 00:00:00 – Nailing the Buying Thesis: Say No to the Wrong Deals00:01:00 – Robyn Siers on M&A Mastery: Why Experience Matters00:02:30 – Top Advice for Entrepreneurs Navigating Their First M&A Deal00:03:15 – Is AI Part of Your Buying Thesis? The Future of Acquisitions00:05:00 – How Seller Motivation Can Make or Break Your Deal00:07:45 – Creative Deal Structures: Getting More Than Just Cash Upfront00:18:00 – M&A Nightmares: The Challenges of Closing Tough Deals00:21:30 – Wrapping Up with Robyn: What to Expect at DealCon Links and Resources: Robyn on LinkedInJonesSprossTom Shipley Tom on LinkedInAgency Ventures Aggregator  Thanks so much for joining us this week. Want to subscribe to Deal Playbook? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

    22 min
  4. Big Picture Marketing: Scaling Through Offers, Content, and Acquisitions with Molly Pittman

    10/01/2024

    Big Picture Marketing: Scaling Through Offers, Content, and Acquisitions with Molly Pittman

    Molly Pittman, CEO and Managing Partner at Smart Marketer, shares her proven strategies for growing businesses in today’s rapidly changing digital marketing landscape. Due to how she helps brands scale from $5 million to $50 million, Molly talks about the importance of strong offers, using native ads, and thinking big-picture when navigating market shifts. She also discusses why many brands are struggling while others are thriving, how to measure success in a world with less data, and the role acquisitions can play in growth. Whether you're an agency owner or a business looking to scale, Molly's insights offer practical, actionable advice for winning in 2024. Chapters 00:00:00 - How Data-Driven Decisions Shape Success00:01:00 - Meet Molly Pittman: From Intern to Industry Icon00:02:30 - Surviving Market Shifts: Insights from the Field00:05:10 - Smart Growth Strategies for Scaling Your Business00:06:50 - Deep Dive: The Latest Paid Media Analysis00:08:30 - Offers That Win: Reinventing Business Models00:11:45 - Mastering Content & Personal Branding for Growth00:15:20 - Native Ads vs. Non-Native Ads: What Actually Works00:19:10 - Future Trends in E-Commerce and Digital Marketing00:20:30 - Attribution & ROI: The Ultimate Guide to Measuring Success00:22:50 - Scaling Up with Acquisitions & Lead Generation00:24:30 - Closing Thoughts: Simplifying for Success Links and Resources Molly PittmanMolly on LinkedInMolly’s LinkTree Molly on Instagram Smart Marketer Smart Marketer Podcast Tom Shipley Tom on LinkedInAgency Ventures Aggregator  Thanks so much for joining us this week. Want to subscribe to Deal Playbook? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

    29 min
  5. EBITDA, Earn-Outs, and the Exit Plan with Todd Taskey

    09/24/2024

    EBITDA, Earn-Outs, and the Exit Plan with Todd Taskey

    Todd Taskey discusses the key strategies digital marketing agencies need to know when preparing for a successful exit. He explains why finding the right buyer matters more than you think and how clear messaging about your business can drive up your transaction value. Todd also covers the importance of realistic projections, navigating earn-outs, and the factors that can either help or hurt your chances of closing a good deal. With examples, including a case study on Social SEO’s 8X growth, this episode is packed with advice for agency owners looking to sell. Chapters 00:00:00 - Kickoff: Making Partners as Happy as Customers00:00:53 - Meet Todd Taskey: Maximizing Digital Marketing Exits00:01:54 - The Top Advice for Agencies Eyeing an Exit00:02:15 - Aligning with the Right Buyer for Lasting Success00:03:38 - How Social SEO Scaled 8X with Private Equity00:04:46 - EBITDA Demystified: Boosting Your Transaction Value00:10:24 - The Power of Realistic Projections in Business Deals00:11:56 - Earn-Outs and Retention: How to Stay in Control00:17:20 - Navigating Market Trends & What They Mean for Agencies00:23:28 - Secrets to Client Retention: Don’t Let Them Walk00:33:19 - Final Prep: How to Ensure a Successful Business Exit Links and Resources: Todd on LinkedIn Second Bite PodcastPotomac Business CapitalTom Shipley Tom on LinkedInAgency Ventures Aggregator  Thanks so much for joining us this week. Want to subscribe to Deal Playbook? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

    34 min
  6. Building an Empire: Acquisitions, Leadership, and Vision in the Agency World with Jason Swenk

    09/23/2024

    Building an Empire: Acquisitions, Leadership, and Vision in the Agency World with Jason Swenk

    Jason Swenk breaks down how agency owners can scale their businesses, overcome common challenges, and position themselves for success. He shares his Eight System Framework, which has helped countless agencies grow from scratch to eight figures. Jason also dives into the power of strategic acquisitions, the importance of having a clear vision, and why most agencies fail to get the right clients. Whether you're looking to fine-tune your offer, attract better leads, or understand the future of agencies with AI on the rise, Jason gives great advice that you can put into action.  Chapters 00:00:00 - The Journey: From Small Beginnings to Big Success00:00:53 - Meet Jason Swenk: The Mind Behind Scaling Agencies00:02:16 - The Biggest Agency Challenges & How to Tackle Them00:03:17 - Jason’s Eight System Framework: The Blueprint for Agency Growth00:05:08 - Positioning & Offer Strategies That Win Clients00:09:03 - Scaling Through Acquisitions: How Republics Changes the Game00:12:30 - Acquisitions vs. Organic Growth: Which is Right for Your Agency?00:16:45 - Real-Life Acquisition Success Stories: Lessons from the Field00:21:00 - Integrating New Teams: How to Keep Culture and Efficiency Intact00:25:09 - AI in Agencies: Adapt or Get Left Behind00:29:43 - Final Thoughts: Practical Advice to Elevate Your Agency Links and Resources: Jason Swenk Jason on LinkedInTom Shipley Tom on LinkedInAgency Ventures Aggregator  Thanks so much for joining us this week. Want to subscribe to Deal Playbook? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

    32 min
  7. Building a Brand that Sells Out Through TikTok with Josh Snow

    09/20/2024

    Building a Brand that Sells Out Through TikTok with Josh Snow

    Josh Snow shares how he built a multi-million dollar brand by tapping into the power of TikTok and leveraging an army of creators. He explains the strategies that helped him generate $1 million in sales within days of launching on TikTok Shop and how this platform has become a game changer for e-commerce. Josh breaks down the importance of viral content, affiliate marketing, and how TikTok’s unique tools allow businesses to scale quickly. He also discusses how brands can adapt to stay competitive in a rapidly changing online market. Chapters 00:00 - Authenticity Over Ads: The New Era of Marketing00:50 - Meet Josh Snow: The Mastermind Behind Viral Success01:55 - TikTok Shop: The Gold Rush You Can’t Ignore03:10 - E-commerce Shakeup: TikTok’s Impact on the Industry07:55 - Viral Marketing Unleashed: How to Leverage Creators for Explosive Growth14:55 - The Future of E-commerce: Scaling Beyond Limits16:00 - Nashville Bound: CEO Summit Preview and Key Takeaways Links and Resources Josh on LinkedIn SNOW Tom Shipley Tom on LinkedInAgency Ventures Aggregator  Thanks so much for joining us this week. Want to subscribe to Deal Playbook? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

    16 min
  8. Building Multimillion-Dollar Brands with Celebrity Partners with Rudy Mawer

    09/19/2024

    Building Multimillion-Dollar Brands with Celebrity Partners with Rudy Mawer

    Rudy Mawer shares his journey of building multimillion-dollar businesses through strategic partnerships, celebrity collaborations, and leveraging AI and automation. Rudy shares insights on acquiring iconic brands during the COVID-19 pandemic, his strategic partnership with Ty Lopez, and building multi-million dollar businesses while running an expansive agency. He reveals his innovative approach to celebrity partnerships through his company, More Capital, and how he's leveraging AI to streamline operations and amplify success. Rudy also emphasizes the importance of adaptability in business and teases his upcoming participation at the Deal Con M&A CEO Summit. Chapters: 00:00:00 - Introduction to Rudy Mawer00:00:29 - From Agency Owner to Partnering with Global Icons00:02:25 - Acquiring Pier 1 and Other Iconic Brands00:04:38 - Scaling Teams While Maintaining Efficiency00:08:31 - Running Multiple Brands Under One Roof00:09:11 - Building Profitable Brands with Celebrity Partners00:13:00 - Why Celebrity Brands Are Easier to Exit00:17:23 - Transforming Business with AI and Automation00:20:18 - Rudy’s Upcoming Appearance at Deal Con M&A CEO Summit Links and Resources: Mawer CapitalPersonal WebsiteRudy on YouTubeTom Shipley Tom on LinkedInAgency Ventures Aggregator  Thanks so much for joining us this week. Want to subscribe to Deal Playbook? Have some feedback you’d like to share? Connect with us on Spotify, Apple Podcasts and YouTube to leave us a review!

    21 min
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About

Welcome to The Deal Playbook Podcast — the ultimate show for entrepreneurs, CEOs, and founders who want to scale their businesses, diversify risks, and unlock multiple exit opportunities through strategic acquisitions and deals. Hosted by Tom Shipley, an experienced entrepreneur with 18 successful acquisitions and exits, this podcast offers invaluable insights into the world of M&A. Each episode features expert guests who share their knowledge on how to identify once-in-a-lifetime deals, navigate the acquisition process, and engineer lucrative exits. Discover how top business leaders overcame their toughest challenges, maximized wealth, and turned obstacles into opportunities. Whether you're looking to scale your company, explore exit strategies, or learn from others' successes and failures, this podcast is packed with actionable advice, practical tips, and inspiring stories. Tune in to The Deal Playbook Podcast to sharpen your business acumen and accelerate your path to a successful exit. Ideal for anyone searching for expert guidance on mergers, acquisitions, and business exits.

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