The Potomac Company

Valuation isn't just numbers—it's psychology. We've just released our newest video exploring how valuation is driven by the subjective stories buyers tell themselves. When a buyer evaluates your business, they're not just looking at data; they're imagining future possibilities, weighing risks, and aligning the business to their goals. Understanding the stories that buyers tell is critical. It's these stories, not just the raw numbers, that shape how much a buyer is willing to pay. In this video, Paul Giannamore uses the acquisition of Starbelly.com -- founded by Eric Lefkofsky and Brad Keywell -- as an example. Check it out here: https://lnkd.in/eCgf62KZ

Valuation isn't just numbers—it's psychology. We've just released our newest video exploring how valuation is driven by the subjective stories buyers tell themselves. When a buyer evaluates your business, they're not just looking at data; they're imagining future possibilities, weighing risks, and aligning the business to their goals. Understanding the stories that buyers tell is critical. It's these stories, not just the raw numbers, that shape how much a buyer is willing to pay. In this video, we discuss how to uncover and leverage those narratives to achieve the maximum valuation for your business. Check it out here: https://lnkd.in/eCgf62KZ Have you encountered situations where buyer psychology played a bigger role than the numbers? I'd love to hear your experiences in the comments! #Valuation #MergersAndAcquisitions

In this powerful sequel to the Private Equity Survival Guide, Paul Giannamore reveals the critical difference between getting a great price and finding the right partner when selling to private equity. Through the cautionary tale of "Gary"—a business owner who fell for all the classic PE courtship tactics—Paul exposes the psychological playbook private equity firms use to win deals, and more importantly, how to turn the tables in your favor. This masterclass will transform you from prey to predator in PE negotiations. Drawing from 20+ years and billions in PE transactions, Paul shares the exact questions to ask, reference checks to perform, and red flags to spot before signing on the dotted line. Link to episode in the comments

Founders don’t get tricked into bad deals. They get rushed into them. Flattered. Distracted. Then handed a term sheet full of stuff they were “going to ask about later.” Later never comes. Today we released Part 2 of The Private Equity Survival Guide: Choosing the Right Partner. It’s everything I wish first-time sellers knew when PE comes calling. It’s designed for founders who don’t want to be out-negotiated before they even realize they’re negotiating. Link to this episode is in the comments below:

There's something different about Paul Giannamore and The Potomac Company. You feel it the moment the conversation starts, and you quickly realize why they're the best M&A advisors in the service industry. From there preparation and ability to run a competitive process and ability to bring buyers to the table. Having sold with Potomac by my side, I understand the stress, pressure, and questions that come with thinking about an exit. Paul explains their sell-side process in detail in his video (link in the comments!). If you're curious about how the process works or want to talk through your options, shoot me a DM. I'm always happy to help.

LINK IN COMMENTS In this insightful Q&A follow-up to "The Private Equity Survival Guide: How to Win Before You Sell | An M&A Masterclass," Paul Giannamore addresses the top questions business owners have about private equity deals. Paul unpacks crucial concepts, from debt strategies and handling re-trading tactics to understanding psychological dynamics and ensuring optimal deal outcomes. 🔹 How private equity firms leverage debt differently than owners 🔹 Dealing effectively when a buyer re-trades late in negotiations 🔹 Unmasking the subtle seduction tactics used by private equity 🔹 Navigating the due diligence minefield 🔹 Maximizing your valuation and controlling post-deal outcomes Paul’s candid insights prepare you to maintain leverage, secure better terms, and recognize pitfalls before they derail your transaction. Essential viewing for business owners planning an exit and advisors navigating private equity engagements. Directed by Dylan Seals

LINK IN COMMENTS How do you light a fire under every bidder—yet avoid looking desperate? In this *Sell-Side Masterclass Q&A* clip, Paul Giannamore reveals the art of using deadlines to manufacture urgency, keep buyers aligned, and prevent credibility blow-ups. *You’ll learn:* 🔹 Why synchronized time pressure tilts the table in your favor 🔹 “Teeth behind the deadline” tactics that buyers actually respect 🔹 When to grant extensions—and when to walk away 🔹 How missed deadlines quietly erode your credibility 🔹 Judgment calls that stop urgency plays from backfiring Nail these moves and deadlines become leverage, not liability. Directed by Dylan Seals

How do top negotiators pull priceless intel from the other side—yet keep their own cards hidden? In this *Sell-Side Masterclass Q&A* clip, Paul Giannamore breaks down the art of information asymmetry in M&A. You'll hear when to fire direct questions, when to probe indirectly, and how subtle observation can reveal a buyer's true leverage—all without tipping your hand. *You'll learn:* • The two information classes every deal hinges on: *asset facts vs. leverage factors* • Direct vs. indirect questioning—and why timing is everything • How to spot (and neutralize) psychological leverage traps • Practical ways to gather intel through third-party sources & behavior cues • Paul's "mental checklist" for mapping each buyer's motive, urgency, and capacity to pay Master these techniques and you'll negotiate from a position of quiet, unshakable power. Directed by Dylan Seals

LINK IN COMMENTS In this punch-packed excerpt from Paul Giannamore’s Sell-Side Masterclass Q&A, you’ll discover exactly how to preserve negotiating power when only one bidder shows up. Drawing on poker theory, Paul reveals why a single-buyer scenario is more a test of your psychology than theirs—and the precise process moves that keep the price climbing. *You’ll learn:* 🔹 Why “auction discipline” still works even with one bidder 🔹 How poker’s hidden-hand logic sharpens M&A decision-making 🔹 Practical tricks to conceal info and maintain deal tension 🔹 The #1 psychological trap sellers face—and how to avoid it 🔹 When judgment tells you to bend (or break) standard auction rules Master these concepts, and you can turn a so-called “no-leverage” deal into a premium exit. Directed by Dylan Seals

Episode 200 | Paul Giannamore Unfiltered: Hustling Out of Chicago, Cracking Wall Street, and Building POTOMAC M&A Meet Jason & Jeremy Julio—the Blue-Collar Twins turned eight-figure sellers— as they step in as your new co-hosts of The Boardroom Buzz. In their maiden voyage they flip the script, putting mentor Paul Giannamore in the hot seat to uncover the back-alley hustle that took him from inner-city Chicago to building Potomac M&A into a middle-market powerhouse. You’ll hear: - How the twins scaled a New Jersey pest-control roll-up while teaching full-time - Paul’s early days flipping farm gear, tech-banking in the dot-com frenzy, and spotting gold in fragmented service markets - Why CEOs should obsess over root-cause thinking (and Paul’s daily “thinking walks”) - The inside story of hiring Franco, “The Mexican” and building a 25-deal pipeline - What makes fire-suppression, lawn, and niche res-service verticals today’s M&A greenfield Stick around for Paul’s blunt take on leverage, buyer psychology, and the mindset shift owners need three years before an exit. Tune in here or on any major streaming platform: https://lnkd.in/gwiD7Mv4