What’s the difference between a deal that collapses and one that commands a premium?In this episode of Buyers’ Frenzy, host Will Lindstrom sits down with Patrick McMillan, leader of the Transaction Advisory Practice at Amplio, to unpack the blind spots that founders often miss when selling their business - and the signals that buyers notice immediately.Patrick shares stories from real transactions where owners either strengthened or destroyed their valuation by how well they understood their numbers, structured their processes, and built trust with their teams. He explains why knowing your margins, contracts, and financials cold is a “deal maker,” while disorganization - or worse, fraud - can slash value and stall transactions.The conversation also explores the role of open-book management in fostering trust, mitigating blind spots, and enhancing performance. Patrick makes the case that transparency not only prevents fraud but also drives accountability, collaboration, and long-term value creation.Highlights Covered:Why knowing your numbers instantly builds credibility with buyersHow disorganization or fuzzy financials become instant deal killersA cautionary story of fraud that paused a deal and cut valuation in halfWhy monthly book closings and executive reviews are critical for exit readinessHow open-book management builds trust, accountability, and performanceWhy more eyes on the numbers reduces blind spots and raises valuation.Whether you’re preparing to sell or simply want to run a stronger business, this episode reveals how founders can turn potential deal killers into deal makers by tightening their numbers and opening their books.Have insights on “Deal Killers”? If you’re a CEPA, CPWA, CFP, or fiduciary with experience navigating the hidden risks that derail deals, we’d love to hear from you. Connect with us on LinkedIn or at theculturethinktank.com/contact

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