Elizabeth Shea chats with Sharon Heaton, founder & CEO of sbLiftOff and author of LIFT OFF: 12 Things to Know Before You Sell Your Company, to unpack the nuances of selling a middle-market company in the GovCon sector. Sharon explains how sellers can demonstrate future opportunity rather than historical performance alone, why owner dependency can diminish enterprise value, and why GovCon companies require a specialized M&A approach. She also shares why waiting to sell might be the best advice you can get, how reducing buyer risk can strengthen valuation, and the importance of assembling a trusted team of advisors.
