Beginners Guide to Sales Forecasting Ft. Chris Tully - a podcast by Pat Ennis, CExP™

All small business owners, at least all the ones we know, are continually focused on sales and increasing revenue. And rightfully so if they have a desire to get value out of the business eventually with a transaction.

As you’ve heard us say many times here in the past, nothing is more important than financial performance when selling your business to a third party, but it's also important if you decide to sell to insiders or an ESOP.

You will need cash flow to be successful in executing any of these exit routes and that begins with sales. With that said, we also find that it can be challenging for small business owners to have a disciplined approach to sales forecasting and so that’s our topic today.

A Beginners Guide to Sales Forecasting

And we have with us repeat guest Chris Tully of Sales Growth Advisors.

Want to learn more? Go to: ennislp.com

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“We want you to help you build a business that is sellable and exit
successfully on your own terms and conditions.” - Pat Ennis

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About Pat:
With decades of experience in financial services, for-profit and non-profit leadership and management, along with the founding of ELP in 2010, Pat has extensive knowledge and understanding of the many challenges faced by business owners. His knowledge base, experience, and training results in a goals-based, comprehensive approach for business owners’ who are intent on building transferable business value and exiting their business responsibly and successfully.
Technical knowledge is evidenced by the professional certifications of Certified Exit Planner (CExP®), Chartered Advisor of Philanthropy (CAP®) and Certified Financial Planner (CFP®) Having pursued much training, along with years of ministry experience, Pat is also particularly proficient in meeting facilitation and the "soft skills" needed for clarifying and establishing owner goals and values, and managing a team of advisors in designing and implementing a plan.
Past employment includes Fidelity Investments, Merrill Lynch, and Sentinel Wealth Management. Additional employment information is available in Pat's LinkedIn Profile.
Pat has also served on various non-profit boards including Advisors in Philanthropy DC, Peacemaker Ministries, Montgomery County Fellowship of Christian Athletes and Razoo Foundation. He and his wife Charlotte have three children, live in Montgomery Village, MD, and are members of Covenant Life Church.
About Walter:
Walter H. Deyhle, CPA, ABV, CFF, MAFF, CExP™, CEPA is a partner and the director of GRF CPAs & Advisors Tax and Exit Planning consulting division. Mr. Deyhle addresses particularly complex issues with clients concerning investments, and estate and gift taxes with a specific concentration helping business owners transition their business.
Walter holds the CExP™ designation from the Business Enterprise Institute and the Certified Exit Planning Advisor designation from the Exit Planning Institute. He has been involved in the business valuation process for approximately 15 years utilizing his expertise for mergers and acquisitions, liquidations and reorganizations. He has been a member of the Institute of Business Appraisers since 1995 and the National Association of Certified Valuation Analysts since 1993, and is a former member of the Maryland Association of CPAs Business Valuation/Litigation Support Committee. Walter received the designation of Accredited Business Valuation (ABV) from the AICPA, has an M.S. in Taxation from American University, and a B.S. in Accounting from the University of Maryland, College Park.


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