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In this insightful episode of The Innovators & Investors Podcast, host Kristian Marquez sits down with Jay Crone, Managing Director and Venture Capitalist at Deloitte Ventures, to explore the firm’s strategic approach to corporate venture capital. Jay shares Deloitte Ventures’ investment thesis, focusing on supporting innovative Canadian startups at Series A and B stages across key sectors like cybersecurity, climate tech, fintech, future of work, health tech, and AI. Listeners will gain an inside look at how Deloitte leverages its vast network of 1,500 partners and 15,000 employees to source deals and add value beyond capital by helping startups navigate Deloitte’s complex ecosystem and access enterprise clients. Jay also discusses his diverse career journey—from government and investment banking to entrepreneurship and corporate VC—and how those experiences shape his investment philosophy. The episode delves into Deloitte’s due diligence process, the importance of founder relationships, and the firm’s strategic role as a co-investor. Jay highlights emerging trends, particularly the promise of vertical AI tailored to industry-specific needs, and shares his bullish outlook on fintech innovations like stablecoins and cross-border payments. He offers candid advice for entrepreneurs on risk-taking and aligning business vision with funding goals. This episode is a must-listen for founders, investors, and anyone interested in the evolving landscape of corporate venture capital and innovation in Canada. Learn more about Jay's work at https://www.deloitte.com/ca/en/services/program/ventures.html Connect with Jay on LinkedIn at https://www.linkedin.com/in/jaycrone/ Think you'd be a great guest on the show? Apply at https://finstratmgmt.com/innovators-investors-podcast/ Want to learn more about Kristian Marquez's work? Check out his website at https://finstratmgmt.com…
Content provided by Chips Investments Pty Ltd and Sam Penny. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Chips Investments Pty Ltd and Sam Penny or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Unlock the secrets to building, buying, and selling businesses that thrive without you. Join Sam Penny, renowned entrepreneur, adventurer, and Coach for the Brave, as he delves into the strategies that empower business owners to scale operations, enhance valuations, and achieve true independence. Drawing from over 25 years of hands-on experience in founding, growing, and exiting multiple ventures—including the acclaimed Cheese Therapy—Sam offers actionable insights to help you: 90 Days With Sam Transition from operator to architect, freeing yourself from daily operations. Implement systems and processes that drive efficiency and scalability. Navigate the intricacies of buying or selling a business, ensuring optimal outcomes. Cultivate a leadership mindset that fosters team empowerment and autonomy. Enfuce Whether you're preparing to sell your business, considering an acquisition, or seeking to optimize your current operations, Built to Sell | Buy provides the tools and frameworks to make informed decisions and take decisive action. Each episode features real-world examples, expert interviews, and practical advice designed to challenge conventional thinking and inspire bold moves. Subscribe now to embark on a journey toward business freedom and discover how to build or buy a business that doesn't just survive—but thrives. For additional resources, templates, and to register for our exclusive webinar series, visit sampenny.com.
Content provided by Chips Investments Pty Ltd and Sam Penny. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Chips Investments Pty Ltd and Sam Penny or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Unlock the secrets to building, buying, and selling businesses that thrive without you. Join Sam Penny, renowned entrepreneur, adventurer, and Coach for the Brave, as he delves into the strategies that empower business owners to scale operations, enhance valuations, and achieve true independence. Drawing from over 25 years of hands-on experience in founding, growing, and exiting multiple ventures—including the acclaimed Cheese Therapy—Sam offers actionable insights to help you: 90 Days With Sam Transition from operator to architect, freeing yourself from daily operations. Implement systems and processes that drive efficiency and scalability. Navigate the intricacies of buying or selling a business, ensuring optimal outcomes. Cultivate a leadership mindset that fosters team empowerment and autonomy. Enfuce Whether you're preparing to sell your business, considering an acquisition, or seeking to optimize your current operations, Built to Sell | Buy provides the tools and frameworks to make informed decisions and take decisive action. Each episode features real-world examples, expert interviews, and practical advice designed to challenge conventional thinking and inspire bold moves. Subscribe now to embark on a journey toward business freedom and discover how to build or buy a business that doesn't just survive—but thrives. For additional resources, templates, and to register for our exclusive webinar series, visit sampenny.com.
Most business owners think their business will sell because of the numbers — the profit, the growth, the potential. But step into a business broker’s world, and you'll find that's not what kills deals. It’s fear. In this episode of Built to Sell | Built to Buy , host Sam Penny is joined by Australia’s #1 business broker Sally Stuart , who sold 35+ businesses in just the past two years. Together, they unpack exactly why businesses don't sell — even when the financials look strong — and what actually makes a business irresistible to buyers. Sally reveals: 🔥 The surprising reason most buyers walk away 💣 Why your lawyer might be the biggest dealbreaker 💡 What makes a business “sexy” and sparks bidding wars 🧾 The accounting mistakes that scare buyers off 🏢 Why short leases quietly destroy business value 🛑 How ego, overpricing, and bad timing sabotage the sale ✅ The 3–5 things every owner should do 12–24 months before listing 💬 Why a broker isn’t just a sales agent — they’re a dream facilitator If you’re a business owner thinking of selling, or an investor who wants to understand what really moves the needle in a deal, this episode is your blueprint. Straight from the broker’s mouth. 🔗 Links & Resources: 📞 Book a call with Sam Penny: https://sampenny.com/chat 📚 Learn more about Sally Stuart: https://linkbusiness.com.au/business-broker/sally-stuart/ 🔍 Free Business Sale Readiness Report: https://sampenny.com/readiness ⏱️ Timestamps: 00:00 – Intro: What really kills deals? 02:45 – Sally’s journey into business broking 04:00 – What business brokers actually do 08:30 – The lawyer trap that destroys deals 11:00 – What makes a business spark a bidding war 15:20 – The self-sabotage sellers don’t see coming 20:30 – How leases quietly crush deals 24:00 – Why owner-dependence kills valuations 28:55 – What buyers really want (and where they’re from) 33:15 – The biggest mistake sellers make around timing 36:15 – 5 things to do 12–24 months before listing 42:00 – Culture, values, and why your website matters 44:00 – Sally’s lightning round: Dealbreakers, red flags & wisdom…
🎧 Episode Summary: Think your business will sell because it's profitable? Think again. In this powerhouse episode, business coach and advisor Sam Penny reveals the real reason businesses sell—and why the ones that should sell often don't. Spoiler: It's not EBITDA. It's not your P&L. It’s not even your systems. It’s alignment . Buyers don’t just want a business that makes money—they want one that feels like home . One that reflects their values, their leadership style, their vision for the future. And when they see themselves in your business? They move faster. They pay more. And they need less convincing. This episode unpacks how to position your business for a premium exit by focusing on what really drives buyer decisions. 🧠 What You’ll Learn: Why buyers walk away from profitable businesses The 4 Pillars of Magnetic Positioning™ How to attract not just any buyer—but the right one The surprising type of buyer who’ll pay the most (and it’s not who you think) How to build values into your IM, pitch deck, and brand A real-world case study where values-based positioning added over $500k to a deal Tools you can use today: Business Readiness Report, Brand Mastery Course, Exit Strategy Roadmap 🔑 Key Takeaway: Buyers don’t fall in love with businesses. They fall in love with the future they see in them. 💥 Bonus: Sam walks through his step-by-step framework to turn your business into something buyers believe in , not just buy into. 🔗 Resources Mentioned: 📊 Business Readiness Report – Assess your sale readiness across 8 value drivers 🧭 Brand Mastery Course – Turn your values into a strategic asset 📌 Exit Strategy Roadmap – Your plan to increase valuation and reduce risk All available at sampenny.com 🎯 Want to Position Your Business for Premium Buyers? Book a free strategy session with Sam at 👉 sampenny.com/strategy 🔜 Next Episode Teaser: "Build a Sale Process That Doesn’t Blow the Deal" Learn how to control the deal narrative, pace the process, and build trust while keeping your power. Don’t miss it. 📱 Subscribe & Review: Follow Built to Sell | Built to Buy on Spotify, Apple Podcasts or your preferred platform. And if this episode hit home—leave a review. It helps more founders find the insights they need to exit right.…
Episode Summary: In this critical episode of the Built to Sell | Built to Buy podcast, business coach Sam Penny dives deep into one of the most overlooked (yet most expensive) parts of buying a business: risk . Not revenue. Not growth potential. Risk — and how to spot it, quantify it, and price it into your offer. Whether you're a first-time buyer or a seasoned investor, this session will change how you think about due diligence. Sam breaks down the 3 categories of risk every acquirer must assess — operational, financial, and transfer risk — and reveals the tactics smart buyers use to protect themselves and avoid overpaying. Learn how to go beyond glossy pitch decks and charming sellers, and start stress-testing the business like a pro. You’ll walk away with real frameworks, tools, and a case study that shows exactly how to reduce risk — and price it into the deal. 🔍 What You'll Learn: Why most buyers overpay by ignoring risk The 3 core risk categories and how to spot red flags How to price risk into your offer and use it to negotiate better terms A real-world deal that looked great on paper… until it didn’t The tools elite investors use: checklists, red flag sheets, scorecards, and more 📚 Resources Mentioned: Free Due Diligence Checklist Risk Scorecard Red Flag Tracker Business Readiness Report 👉 Available at sampenny.com 🧠 Quote of the Episode: “The price is just a number — until you attach terms to it. Risk isn’t something to fear; it’s something to leverage.” 🎯 Call to Action: 💼 Buying a business? Book a free 30-minute strategy call to gut-check your deal before you sign: 👉 sampenny.com/strategy…
🚨 Thinking about selling your business — now or in a few years? This episode is your blueprint. 🚨 Join business coach Sam Penny as he dives deep into the real reason deals fall apart — risk. Not revenue. Not EBITDA. Not potential. But perceived risk. In this session, Sam Penny dives into how to properly de-risk your deal when preparing to sell. Making your business bulletproof involves removing yourself from daily tasks and ensuring smooth operations. By focusing on de-risking the deal, you make your business more attractive to buyers. In this powerhouse episode of the Built to Sell | Built to Buy Podcast, you’ll learn exactly how to make your business irresistible to buyers by removing the silent deal killers hiding in plain sight. 🔎 What you’ll learn in this episode: - Why buyers don’t pay top dollar for potential — they pay for certainty. - The top 7 hidden risks that scare off serious buyers. - The exact 5 Deal De-riskers™ Sam uses with his private clients to increase valuations by six figures (or more). - How to systemise, stabilise, and scale — even if you're not ready to sell yet. - A real-world case study where a business valuation jumped from $960K to $1.24M without changing profit. - Why owner dependency, messy financials, and poor handover planning are destroying your multiple. - How to flip buyer fear into buyer confidence — and command a better offer with cleaner terms. ✅ Whether you’re 12 months from selling or still building, this episode will: → Help you identify the risks you can't see because you're too close. → Give you a checklist to start removing deal-breakers today. → Show you how to increase the value of your business without increasing your profit. 🎯 Want to know how buyer-ready your business really is? Grab your free Business Readiness Report at https://sampenny.com/readiness 🧭 Ready to work 1-on-1 with Sam to prepare for a high-value exit? Book your free strategy call at https://sampenny.com/strategy 💡 If you’ve ever wondered: → “How do I sell my business for more?” → “What are buyers really looking for?” → “How do I remove myself from daily operations?” → “How do I increase my business valuation without burning out?” …this is the episode you cannot afford to miss. 🎧 Listen on the go: Spotify: Built to Sell | Built to Buy Apple Podcasts: Built to Sell | Built to Buy 📌 Subscribe and turn on notifications so you never miss an episode. #BuiltToSell #BuiltToBuy #SamPenny #BusinessValuation #HowToSellYourBusiness #ExitStrategy #DeRiskTheDeal #SmallBusinessAdvice #BusinessExitPlan #SellMyBusiness #BusinessBroker #BuyersDueDiligence #SystemiseYourBusiness #OwnerIndependentBusiness #IncreaseBusinessValue #RecurringRevenue #SOPs #CleanFinancials #BusinessReadiness #FreedomFromBusiness…
Sam Penny delves into the intricacies of due diligence in business acquisitions, emphasizing the importance of interpreting data beyond the surface level. He outlines key questions buyers should ask, identifies financial and operational red flags, and discusses common seller tricks. Through a real case study, he illustrates how thorough due diligence can save buyers from overpaying and highlights the necessity of asking the right questions to uncover hidden risks. The session concludes with actionable steps for buyers to enhance their due diligence process and make informed decisions. Takeaways Due diligence is about interpretation, not just verification. Ask the right questions to uncover hidden risks. Smooth financial numbers can indicate manipulation. Operational processes should be documented to avoid chaos. Normalization games can mislead buyers about profitability. Essential documents include detailed P&Ls and staff contracts. Direct questions to sellers can reveal deeper insights. Real case studies illustrate the importance of due diligence. Buyers should be suspicious and thorough in their approach. If it's not in writing, it doesn't exist. Sound Bites "Don't assume, interrogate." "Due diligence is your filter." "Buy it right." Chapters 00:00 Introduction to Due Diligence 00:31 Understanding the Importance of Insight 00:31 Core Questions for Assessing Deals 00:39 Identifying Financial Red Flags 03:53 Operational Red Flags to Watch For 07:04 Normalization Games: Seller Tricks 10:14 Essential Documents for Due Diligence 13:40 Tools and Metrics for Interpretation 16:53 Asking the Right Questions 19:58 Real Case Study: Due Diligence in Action 23:06 The Golden Rule of Due Diligence 25:26 Next Steps for Buyers 42:07 New Chapter…
In this session, Sam Penny discusses the critical role of numbers in selling a business, emphasizing that while branding and storytelling are important, the financials ultimately drive valuation. He outlines key metrics to measure, improve, and present effectively to potential buyers, introducing the core value formula and the eight value drivers that influence business valuation. The session also covers actionable steps for business owners to enhance their valuation and the importance of presenting financials clearly to instil buyer confidence. Key Takeaways Most business owners focus on branding over numbers. The numbers must stack up for a successful sale. Buyers are looking for cashflow, confidence, and clarity. Financial performance is a key value driver. Growth potential is crucial for attracting buyers. Recurring revenue significantly boosts valuation. Owner independence is vital for buyer confidence. Systems and processes enhance business value. Clean financial books are essential for trust. Small strategic improvements can lead to significant valuation increases. Sound Bites "Your numbers are the business story." "Predictable revenue reduces risk." "Messy books are 100% a deal breaker." Chapters 00:00 Understanding the Importance of Numbers in Business Sales 03:26 Key Metrics: Measure, Improve, Present 07:35 The Core Value Formula: Profit and Multiple 09:49 Business Sale Readiness and Valuation Reports 11:32 Financial Performance: Key Indicators 12:55 Growth Potential: Assessing Future Opportunities 14:32 Recurring Revenue: The Buyer’s Best Friend 16:39 Owner Independence: Reducing Dependency 18:15 Systems and Processes: Ensuring Repeatability 19:55 Customer Concentration: Risks and Strategies 21:13 Competitive Advantage: Your Unfair Edge 23:00 Clean Books: The Foundation of Trust 24:44 Bringing It All Together: Leveraging Value Drivers 26:27 What Buyers Are Really Paying For 28:01 Where to Start: Actionable Steps for Improvement 29:46 Case Study: Real-World Application of Value Drivers 31:53 The Core Mindset Shift: Selling Cashflow, Confidence, Clarity 33:08 Presenting Your Business: The Importance of Clarity 35:11 Live Q&A: Engaging with the Audience 38:02 Next Steps: Preparing for Future Webinars…
In this episode of Built to Sell | Built to Buy , business coach and entrepreneur Sam Penny unpacks the exact steps to unlock the full potential of your business — whether you're preparing to scale, step back, or eventually sell. If you’re stuck in the weeds, still wearing all the hats, and wondering why your business hasn’t hit the next level, this is the blueprint. Sam reveals how to escape survival mode and instead design a business that’s scalable, transferable, and built to thrive without you. Learn how to: Define a clear and measurable vision for your business Systemise operations for freedom and scale Delegate recurring tasks to increase enterprise value Leverage value multipliers like recurring revenue and IP Assess your business like a buyer to unlock hidden growth Use a 90-day sprint to break inertia and build momentum Whether you’re aiming to increase business valuation, reduce owner dependency, or get your time and sanity back — this episode gives you the tools, mindset, and frameworks to do it. 🔗 Get the free Business Sale Readiness Report : sampenny.com/readiness 📅 Book a 1:1 Strategy Call: sampenny.com/strategy Key Takeaways: Most businesses are underbuilt, not broken You can't grow if you're the bottleneck Systems turn chaos into consistency — and time freedom Multipliers like recurring revenue and IP drive valuation Thinking like a buyer helps you build like a leader 90-day sprints force clarity and execution Being the least necessary person is the ultimate goal 🔥 Sound Bites: “Your business isn’t stuck. It’s just underbuilt.” “The market pays for transferability, not effort.” “Systemisation isn’t a cost — it’s a time creator.” “A business that works without you is one that’s truly worth buying.” 🕰️ Chapters: 00:00 – Why Most Businesses Stay Small 03:20 – What Does True Potential Look Like? 06:45 – The Hidden Cost of Owner Dependence 10:15 – From Operator to Architect: Your New Role 14:00 – Systemise or Stay Stuck 18:40 – Value Multipliers That Boost Valuation 23:10 – How Buyers Score Your Business (Even If You’re Not Selling) 27:45 – The 90-Day Sprint That Changes Everything 32:00 – The Mechanics of Freedom & Scale 35:00 – How to Get Your Business Sale Ready…
Most founders know the chaos—they just don’t realise the cost. In this episode of Built to Sell , Sam Penny unpacks how business systems create not just calm—but serious valuation upside. He shares a practical framework for documenting, delegating, and automating your operations, explains why Standard Operating Procedures (SOPs) don’t need to be boring, and shows how buyers view predictability as profit. This isn’t about making things “corporate.” It’s about building a business that runs without you—and is worth more because of it. Want help systemising your business before it hits the market? Book your free strategy session with Sam at sampenny.com/strategy Top Takeaways Systems are essential to increasing business valuation. Chaos comes at a compounding cost—financially and operationally. Predictability is more attractive to buyers than hustle. Start small: document, delegate, automate. SOPs work best when they’re short and actionable. Systemisation gives founders freedom and future buyers confidence. Episode Chapters 00:00 – Unlocking Business Value Through Systems 00:31 – The Importance of Predictability for Buyers 04:28 – Implementing Systemisation: A Step-by-Step Guide 09:51 – Creating Effective Standard Operating Procedures (SOPs) 12:57 – The Mindset Shift: From Doer to Designer 17:00 – Taking Action: Documenting Your First SOP 19:20 – Next Steps and Future Sessions Sound Bites “Chaos has a price tag.” “Systemisation is a financial strategy.” “SOPs are short, sharp, and usable.”…
In this episode of Built to Sell | Built to Buy , Sam Penny interviews Nigel Hall , a seasoned entrepreneur and investor, about the critical shift of making oneself redundant in business. They discuss the importance of surrounding oneself with capable people, the role of trust and delegation, and the necessity of systems and automation in achieving business independence. Nigel shares insights on business valuation, common pitfalls owners face, and the significance of setting clear goals for transitioning out of day-to-day operations. The conversation emphasises the need for the right recruitment and the myths surrounding business saleability, ultimately defining success as creating a positive work environment for both employees and customers. Nigel Hall is Founder of Bonza Business and Franchise Sales Nigel's LinkedIn is CLICK HERE To book a 30minute Strategy Call with Sam Penny, head to sampenny.com/strategy Sam has many resources for: Business Owners Investors/Buyers To Join Sam's fortnightly webinar, head to sampenny.com/webinar Key Takeaways Entrepreneurship requires a balance of risk management and innovation. Surrounding yourself with smart people reduces dependency on the owner. Your role as a business owner is to enable others to make decisions. Making yourself redundant allows for strategic thinking and innovation. Trusting your team is essential for business growth and independence. Documenting processes is key to scaling a business effectively. Automation can enhance productivity without reducing staff. A business that is owner-independent attracts a broader buyer pool. Setting clear goals helps in planning for business independence. Success is creating a positive work environment for employees and customers. Chapters 00:00 The Journey of Entrepreneurship 02:21 Making Yourself Redundant 04:54 The Role of Systems and Automation 10:00 Valuation and Owner Independence 12:45 Common Pitfalls in Delegation 15:53 Defining Success and Core Values…
While most buyers obsess over financials, the real value of a business often lies deeper—within its systems. In this episode, Sam Penny breaks down the hidden signals that business systems reveal during due diligence. You’ll learn how to spot red flags, recognise green flags, assess system maturity, and ask the questions that separate savvy investors from those who unknowingly buy chaos. Whether you're buying your first business or your fifth, this episode will sharpen your lens and help you make smarter, safer acquisition decisions. Ready to invest smarter? Book your free strategy session with Sam at sampenny.com/strategy to assess your next move with confidence. Top Takeaways Systems are the machinery that drives long-term performance. Weak systems = operational risk. Strong systems = scalable, saleable, and sustainable businesses. Documentation, tracking, and accountability are green flags. Ask better questions. Don’t just read the P&L—read the business. Episode Chapters 00:00 – Introduction to Systems in Business 03:31 – Understanding the Importance of Systems 06:08 – Evaluating Business Systems: Chaos vs. Order 07:54 – What Systems Reveal About a Business 10:15 – Identifying Strong vs. Weak Systems 13:35 – Red Flags in Due Diligence 16:53 – Green Flags for a Healthy Business 19:33 – Key Questions for Sellers 22:56 – The Buyer’s Edge: Looking Beyond Financials 24:47 – Conclusion and Call to Action Sound Bites “Systems are your best friend.” “You need to look for these signs.” “Every win is harder than it should be.” Want to invest smarter and avoid costly mistakes? Book a free strategy session with Sam Penny at sampenny.com/strategy and get clear on your next move.…
Trailer: Welcome to Built to Sell | Built to Buy Hosted by Sam Penny , entrepreneur, adventurer, and Coach for the Brave . If you're a business owner thinking about selling, or an investor ready to buy, this podcast is your edge. Each week, we give you the tools to make smarter decisions, build more valuable businesses, and avoid the expensive mistakes most people make. Tuesdays - Strategy episodes with actionable frameworks on systemising, increasing value, and preparing for sale or acquisition. Thursdays - Raw, real interviews with business owners and buyers who’ve done the hard work and share what they learned. Real insights that move the needle. Subscribe now to Built to Sell | Built to Buy — new episodes every Tuesday and Thursday at 5am AEST. Explore more: → Webinars & resources: https://sampenny.com/webinar → Podcast page: https://sampenny.com/podcast → Book a strategy call: https://sampenny.com/strategy…
You didn’t start your business to become its most overworked employee. In this Built to Sell episode, Sam Penny reveals how business owners can step out of the daily grind without losing control — and how doing so dramatically improves valuation, freedom, and long-term growth. Using his proven 3-phase roadmap (Delegation → Systemisation → Empowerment), Sam shares how to transition from being a day-to-day operator to becoming the true architect of your business. 🔑 What You’ll Learn: How removing yourself increases business value The three-phase path: Delegation, Systemisation, Empowerment Reducing stress by focusing on the 20% of tasks that cause 80% of it Why buyers love businesses that run without the owner How to build a team that makes decisions without you 📌 Chapters 📖 Transcript Click here to view the episode transcript. 🎥 Watch the Video Click here to watch a video of this episode. 👤 About Sam Penny Sam is a business builder, adventurer, and Coach for the Brave. He helps founders systemise their businesses and unlock true freedom in just 90 days. Learn more at https://sampenny.com 📘 Access tools, resources & register for upcoming webinars: 👉 https://sampenny.com/webinar…
Too many buyers think they're purchasing a business — but what they're really buying is a full-time job. In this episode of Built to Buy , Sam Penny breaks down how to spot owner-independent businesses — the ones that don’t rely on the founder to survive and scale. Whether you’re buying your first business or your fifth, this episode will sharpen how you assess, value, and filter opportunities. 🎯 What You’ll Learn: Why owner-dependence is the #1 acquisition risk How to identify businesses that run without the seller Key systems, processes, and red flags to look for The "walk-away" risk test and how to use it Why operational independence increases valuation and reduces stress 📍 Chapters: 🎤 Transcript: Click here to view the episode transcript. 📺 Watch the Video: Click here to watch a video of this episode. 👤 About Sam Penny: Sam is a business builder, adventurer, and Coach for the Brave. He helps founders and buyers create freedom through bold business moves. Learn more at https://sampenny.com…
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