Mark Osborne explains how culture and leadership multiply business value in M&A deals, often overlooked compared to cost-cutting or EBITDA growth. Strong systems in marketing and sales, paired with strong culture, can significantly increase what a buyer will pay.
That's right. That's right. Well, it's— so it's interesting. So you mentioned, you know, that you're in LA like myself, and we actually met at an Exit Planning Institute event. And so oftentimes when people are thinking about, you know, a business preparing for exit, they're thinking about, oh, well, how do we cut costs? You know, burn the furniture to keep from turning on the heat, or how do we drive some top-line revenue? One of the reasons people call me sometimes, or really that EBITDA. And how we build those marketing and sales systems that grow. But one thing that you and I really resonated on in our conversation was this idea that culture and leadership can actually be a value multiplier when it comes to valuing a business and building that enterprise value. Talk to us a little bit about how you see that these sort of topics of culture and leadership as it pertains to M&A and in that valuation phase of our business.
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