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286: $50M+ MISTAKE? Why Most Government Contractors Leave Money on the Table When Selling
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In this power-packed episode, I reconnect with Merry Korn, a returning Govcon Giant who built and sold Pearl Interactive Network Inc., a 100% government contracting company with 1,300 employees in 31 states. Merry shares the raw truth about what it takes to exit your business the right way—from building a company with social impact (prioritizing hires like disabled vets and HUBZone residents) to preparing for sale from day one. Her message is simple: always think of the endgame—even 10 years out.
We break down the real-world strategy behind government contracting M&A, how to get your business valuation-ready, why most founders make catastrophic mistakes by waiting too long, and why being a sub doesn’t mean you can’t cash out. We also talk phantom shares, building a powerhouse team, and what makes a company truly sellable. Merry’s wisdom is real, actionable, and will absolutely shift your perspective on business ownership in the federal space.
Previous Episode with Merry Korn: Govcon Giants Episode #36: https://govcongiants.libsyn.com/036-merry-korn-from-social-worker-to-experienced-businesswoman
Book Mentioned: Blue Ocean Strategy by W. Chan Kim and Renée Mauborgne https://www.blueoceanstrategy.com
LinkedIn profile: https://www.linkedin.com/in/merrykorn
WBENC (Women's Business Enterprise National Council) https://www.wbenc.org
NGLCC (National LGBT Chamber of Commerce) https://www.nglcc.org
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