DealQuest Podcast with Corey Kupfer Corey Kupfer

On this episode of the DealQuest Podcast, Darren Horwitz joins me to discuss his extensive experience in guiding Fortune 500 and growth global brands and how branding intersections with deals. As founder of TenTen Group, a leading brands implementation firm that helps organizations plan, build, and manage brand changes, Darren is an excellent source to understanding branding and how that translates into dealmaking, With over 35 years of experience as a successful entrepreneur, professional negotiator, and attorney, Darren is dedicated to helping businesses strategize, plan for, find, and complete deals that will help them grow faster. THE IMPACT OF BRANDING ON DEAL VALUEWhen considering an acquisition or merger, it's essential to evaluate the target company's brand strength and viability. A recognizable and well-established brand can significantly impact the perceived value of the deal. Darren emphasizes the need for brand due diligence as part of the overall assessment process. By understanding the target company's brand equity, market positioning, and customer perception, acquirers can make informed decisions about the deal's potential impact on their own brand portfolio. Additionally, a comprehensive brand assessment can reveal opportunities for brand synergy and alignment, ultimately enhancing the value proposition of the deal. BRAND IMPLEMENTATION IN DEAL SCENARIOSIn deal scenarios such as spin-offs or rebranding initiatives, the strategic implementation of brand changes is crucial. Darren shares real-world examples of working with Fortune 500 companies like GE to support their brand transition during a spin-off. He highlights the concept of defining a "brand MVP" – the essential elements that need to be in place on day one of the transition. By planning and executing brand changes with precision and agility, organizations can minimize disruption and maintain brand continuity throughout the deal process. This proactive approach to brand implementation ensures a seamless transition for both internal and external stakeholders, fostering confidence and trust in the evolving brand identity. BRANDING CONSISTENCY AND GROWTH STRATEGIESBranding consistency is crucial for growth strategies, especially in the context of mergers, acquisitions, and spin-offs. Consistency in branding ensures that a company’s identity and messaging remain clean and unified, which in turn helps build trust and recognition amongst customers, employees, and stakeholders. In the case of mergers and acquisitions, the acquiring company should assess the brand value of the target company, and identify opportunities for improvement. This could involve evaluating the target company’s brand management and implementation practices, as well as identifying any weaknesses or areas needing enhancement. Ultimately, the power of branding consistency lies in the ability to create a cohesive and compelling brand experience, which can drive growth and success for the company – especially in the context of deal-driven growth strategies. • • • For my full discussion with Darren Horwitz, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON DARREN HORWITZ:https://www.linkedin.com/in/darrenhorwitz/https://www.tentengroup.com


Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.  Get deal-ready with the DealQuest Podcast with Corey Kupfer, where like-minded entrepreneurs and business leaders converge, share insights and challenges, and success stories. Equip yourself with the tools, resources, and support necessary to navigate the complex yet rewarding world of dealmaking. Dive i

In continuance with the DealQuest Podcast episode remastering project, I’m sharing with you one of my earlier solocasts regarding licensing deals. In this episode, you’ll find not only the basics of licensing deals, but the various types of deals that can be executed through licensing, including large complex mergers and acquisitions, capital raising, joint ventures, strategic alliances, real estate, affiliate ship deals, and more. Furthermore, the potential for recurring income through the use of intellectual property. A lot to cover, but necessary for understating licensing deals as a whole and a surefire way of utilizing licensing deals so they can help your company grow faster. UNDERSTANDING THE BASICS OF LICENSING DEALS Licensing deals are a powerful tool for business growth, allowing entrepreneurs and business leaders to expand their reach and generate recurring income. Entrepreneurs can easily double and triple their income and even expand their business tenfold or more through strategic licensing deals. As such, licensing deals are a lucrative yet underutilized opportunity for businesses. Licensing allows individuals or companies to grant others the right to use their intellectual property, technology, or content in exchange for a fee. But there’s even more that goes into a licensing deal than just the usage to consider. Licensing deals are complex, and entrepreneurs need to consider: Licensing fees and royalties, and the need for clear parameters, including exclusivity, minimums, and control over the use of the licensed property. IDENTIFYING OPPORTUNITIES FOR LICENSING INTELLECTUAL PROPERTYIdentifying opportunities for licensing intellectual property is paramount to success when it comes to utilizing intellectual property (or “IP” for short). There are opportunities for entrepreneurs to license inventions, products, software, processes, and other forms of intellectual property to larger companies with the capability to manufacture, distribute, and further develop the licensed assets. But, when it comes to usage of IP, entrepreneurs need to be aware of the fact that it’s not a cheap endeavor. You must understand the parameters and industry standards for royalty rates in licensing agreements. Researching and learning about the usual royalty rates for licensing specific types of content or inventions within your industry is one of the biggest tools to prepare you when making IP deals. You must also be confident in setting your own clear parameters for exclusivity and minimum revenue requirements in licensing agreements to protect your interests of licensors. LEVERAGING LICENSING DEALS FOR BUSINESS GROWTH AND EXPANSIONFolks, I’m not going to sugarcoat it – there is exponential potential for growth and expansion in IP deals. Not only as a licensee but as a licensor. You can generate recurring income and expand your reach by licensing your own IP to other companies, both within and outside your industry. Through this, entrepreneurs can create opportunities for collaboration with competitors and companies with complementary capabilities, providing you with access to new markets and distribution channels. Again, do your own due diligence with your IP, and learn what industry norms are when it comes to fees, as well as create your own clear parameters for quality control and brand protection. Licensing deals can provide ongoing opportunities for innovation and product development, allowing licensors to continually evolve and improve their intellectual property while generating income through licensing deals. • • • For my full discussion, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here


Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply

As is the case with many guests of the DealQuest Podcast, this week’s guest, Richard Parker, never envisioned himself as a dealmaker. Parker's journey into the world of dealmaking, however, began early at the age of 12 when he launched his first business endeavor, delivering newspapers and selling subscriptions in his local community. This early venture instilled in him the fundamentals of sales and marketing, laying the groundwork for his future endeavors. Throughout his career, Parker has been actively involved in numerous transactions, assuming roles as both buyer and seller. Each deal has provided invaluable insights, shaping his approach to deal making and bolstering his expertise in the field. Today, Parker is committed to assisting others in realizing their entrepreneurial aspirations. Through his programs and consultations, he shares his wealth of knowledge and experience, empowering individuals to achieve their dreams of business ownership – and he’s here to share this the keys of knowledge base with us today. 5 GOLDEN RULES OF DEALMAKINGIn his years as a dealmaker, Richard has created his own formula for a set of guiding principles that he adheres to when assessing potential business opportunities. These principles have played a pivotal role in his success, and as such, he encourages others to develop their own criteria for evaluating deals. Parker's five golden rules are outlined as follows:


Sales and Marketing Driven: Richard prioritizes businesses that are driven by robust sales and marketing strategies, recognizing that revenue generation is fundamental to business success.
High Margins: He seeks out businesses with high profit margins, understanding that such margins facilitate increased profitability and long-term sustainability, providing resilience against challenges and fostering opportunities for strategic growth.
Element of Exclusivity: Richard looks for businesses offering an element of exclusivity in their products or services, whether through unique offerings or territorial advantages. This exclusivity confers a competitive edge and enhances the business's overall value.
Demand in Place: He gives preference to businesses with established demand in the market, recognizing the costliness and difficulty of creating demand from scratch. Investing in businesses with proven market demand mitigates risk and enhances potential returns.
Not Competing on Price: Richard steers clear of businesses that compete solely on price, recognizing the inherent pitfalls of such a strategy in the long term. Instead, he focuses on businesses that offer value and differentiation in the marketplace.

THE IMPORTANCE OF SPECIFICITY IN DEAL CRITERIAWhen crafting deal criteria, Richard states that it is imperative to be precise and deliberate about the factors that hold the most significance. Richard believes that generic criteria can result in vague and unproductive assessments of potential deals, and he advises dealmakers to look deeply and pinpoint the specific quality and attributes crucial for success in a business venture. For instance, rather than simply expressing a general preference for enjoying one’s work, it hold more weight to identify the underlying motivation behind the desire. Perhaps it stems from a passion for working with children, which can then be translated into a specific criterion pertaining to businesses specializing in children’s products or services. By adopting a specific and intentional approach to defining deal criteria, dealmakers can effectively evaluate potential opportunities and align them with their unique strengths and interests. HOW TO BUY A GOOD BUSINESS AT A GREAT PRICEAre you looking into making serious business purchases? Need a good place to start on how to go about it? Luckily enough, Richard offers a course for just this. The How To Buy a Good Business at a Great Price course featured on Richard’s website is a course designed to help individuals who are thinking about bu

Mergers and acquisitions, one of the best ways to grow your business, but sometimes it feels like trying to assemble a puzzle in a hurricane - exhilarating, chaotic, and you might end up missing a few pieces. That’s why I’m excited to have Scott Bushkie on this episode of the DealQuest Podcast. Scott is a managing partner and Founder of Cornerstone Business Services, a firm that specializes in offering exit strategies, managing sell- and buy-side transitions, and providing valuations within the lower middle market. With a primary focus on businesses with revenue ranging from $5 to 150 million and an EBITDA between $1 to 15 million, Cornerstone Business Services have collaborated with private equity firms, family offices, and strategic buyers. Scott himself dons over 25 years of experience in providing exit strategies, sell- and buy-side transitions, and valuations. Scott is a go to man to help you turn your hurricane puzzle into a carefully crafted masterpiece, ensuring that all the pieces fit together seamlessly for a successful outcome. STRATEGIC SELLINGStrategy is something we discuss often on the DealQuest Podcast, and in the context of selling, strategy in identifying and targeting specific buyers or investors who can bring the most value to a company is no less important. Business owners need to shift their mindset from just building a successful business organically to thinking like a dealmaker. Successful entrepreneurs and business owners need to focus on creating a valuable and transferable company, rather than just taking cash out of it. This involves planning early, building a team of advisors, and understanding the various options available for exiting the business. For Scott, one of the biggest moves when it comes to strategy is having “the conversation” about exiting the business early on. Business owners should feel encouraged to explore their options and start making well-informed decisions about their future exit strategy – there are more options available than just simply giving their business to children or selling to a local buyer. THE COST OF DOING IT WRONGHolding out too long could cost 40% of a company's value and make it unsaleable. Many businesses sell at a low rate due to mistakes, but educating business owners can increase their chances of success. The issue is that owners often keep their intentions confidential and try to figure things out alone, leading to overspending and poor results. Working with trusted advisers and partners can help increase odds of success. Unsolicited offers may seem perfect for tired entrepreneurs, but they should be cautious and consider consulting trusted advisers before making a decision. ENSURING A FAIR DEALEntrepreneurs might initially feel a sense of relief when they receive interest from a potential buyer for their business. It's crucial, however, to recognize that this doesn't always translate into the most favorable deal. Buyers may capitalize on the seller's emotional connection to the business by telling them what they want to hear. That's why it's so important to collaborate with a professional who can help navigate the complexities of selling a business and secure a fair deal. To maximize the value of their business and prevent leaving money on the table, sellers should consider creating a sense of urgency and scarcity. Scott also emphasizes the significance of professional buyers who are adept at securing advantageous deals for themselves. It's essential for sellers to have a clear understanding of the true market value of their business. To learn more about ensuring a fair deal and navigating the M&A landscape, check out the book Finish Strong: Sell Your Business on Your Terms by Scott Bushkie: https://www.cornerstone-business.com/finishstrong/ • • • For my full discussion with Scott Bushkie, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON SCOTT BUSH

On this episode of the DealQuest Podcast, I have guest Stephen Speer, the founder and CEO of eCommerce Lending Inc., a firm specializing in financing acquisitions, advisory, and search services in the online space. With a lending career spanning decades, Stephen and his team have utilized their expertise in assisting hundreds of entrepreneurs in achieving business acquisition success. As an e-commerce lender, guest speaker, and M&A instructor, he and his firm have funded over 500 transactions totaling over $1 million – making eCommerce Lending Inc. the top lender in the country in this very specialized niche. NAVIGATING THE COMPLEXITIES OF E-COMMERCE DEALSOne of the key takeaways of this episode is the importance of patience and strategic planning when navigating the complexities of e-commerce deals. There are various components in e-commerce deals that vary from brick-and-mortar businesses, but there are many similarities including the use of earn-outs, seller equity roles, and seller notes, especially in context of larger deals. Stephen emphasized the need for thorough due diligence and a deep understanding of the client's business goals and objectives. It’s about finding the right opportunity, and the need for buyers to be prepared to act quickly when they find it. Finding the right advisory services is also a crucial key when making the right deal, as they can guide clients through the deal process – from structuring the offer, to securing the right financing. By leveraging their expertise and industry knowledge, Stephen and his team empower clients to make informed decisions and capitalize on the opportunities within the e-commerce space. AI IN BUSINESS ACQUISITIONIn the last 2 years, artificial intelligence (AI) has grown rapidly in its use across all fields. The state of AI in the business world is still in its infancy, and currently focused primarily on seeking startup capital and venture capital. When discussing AI in business, some existing companies are buying startup AI companies, while others express fear and uncertainty of the technology. The potential impact of AI on society is both beneficial and potentially negative, and it requires much more exploration and understanding. One this is for certain for Stephen, AI cannot have the intricate expertise of M&A advisory and buyer representation when it comes to business acquisitions. Acquisitions are never straightforward, and AI lacks the human capability to work on deal structuring, negotiations, or deal financing. That said, educational technology is a growing segment with high multiples due to recurring revenue, while e-commerce is experiencing some softening, particularly in comparison to the software as a service (SaaS) segment. THE POWER OF ENTREPRENEURIAL MINDSETAs an entrepreneur himself, Stephen understands the power of an entrepreneurial mindset in driving deal-driven growth. His keys to the entrepreneurial mindset are patience, resilience, and adaptability, especially in the face of market uncertainties and evolving market landscapes. Stephen’s history from a young owner of a car detailing business to founding eCommerce Lending Inc. reflects the transformative power of entrepreneurship and the ability to seize opportunities in uncharted territories, Which is, arguably, a hallmark staple of an entrepreneur. • • • For my full discussion with Stephen Speer, and more on this topic and topics not featured on this blog post:Listen to the Full DealQuest Podcast Episode Here• • • FOR MORE ON STEPHEN SPEER:https://www.linkedin.com/in/stephenspeer/www.ecommercelending.com


Corey Kupfer is an expert strategist, negotiator, and dealmaker. He has more than 35 years of professional deal-making and negotiating experience. Corey is a successful entrepreneur, attorney, consultant, author, and professional speaker. He is deeply passionate about deal-driven growth. He is also the creator and host of the DealQuest Podcast.  Get deal-ready with