For more than 40 years, Bill Hawthorne dedicated his life to Hawthorne Manufacturing, a $25M business specializing in high-quality, custom-engineered parts for the automotive and aerospace industries. As a baby boomer, Bill valued hard work and loyalty, traits he inherited from his father, who instilled in him the importance of building something lasting. Hawthorne Manufacturing wasn’t just a company to Bill—it was his Legacy. He started from a small workshop, building it from the ground up, sacrificing weekends and holidays. Every corner of the factory, every handshake with clients, every hire—these weren’t just transactions or decisions. They were the manifestations of Bill’s life’s work. But now, in his 60s, the thought of letting go weighed heavily on him.

Phase 1: The Internal Conflict – Facing the Need for Exit Planning

Like many business owners, Bill grappled with the internal conflict of when to exit. On one hand, his wife, Linda, often urged him to think about stepping back. His energy wasn’t what it used to be, and the business consumed him. On the other hand, Bill wasn’t sure he was ready. He feared that stepping back would mean stepping away from his identity.

But there were more pressing concerns. Lisa, his daughter, and Mike, his son, were both involved in the business, but not in ways Bill felt aligned with his vision. Lisa, with her bold, forward-thinking ideas, wanted to modernize the business, explore new technologies, and aggressively enter new markets. Mike, the quieter one, loved working on the technical aspects but had no interest in running the company.

This growing tension among his children mirrored the tension Bill felt within himself. He knew the time was coming but accepting that reality was another challenge altogether.

After several conversations with his financial advisor Doug, Bill reluctantly agreed to meet with Rich, a Certified Exit Planning Advisor (CEPA). What Bill thought would be a simple meeting turned into a comprehensive evaluation of his life, his business, and his future.

Rich was direct:

“Bill, let’s assess your business and your goals. How much is Hawthorne Manufacturing worth today, and how much do you need it to be worth to meet your financial goals for Retirement?”

This question hit Bill hard. He had always assumed the business would provide, but the exit planning process revealed potential gaps. Rich explained that Phase 1 of the journey involved evaluating not just the business, but Bill’s personal and financial goals, too. Bill needed to consider what retirement looked like, how his family would be involved, and whether the current

value of the business could support that vision.

Understanding the Financial Gap

As Rich and Doug dove deeper into Bill’s financial situation, they laid out clear goals for what Bill needed to achieve through the sale of Hawthorne Manufacturing. Bill had built a comfortable Lifestyle for himself and his family, but his retirement goals required careful planning. He and Linda wanted to Travel, purchase a second home near the coast, and set aside enough for their grandchildren’s college Education.

Understanding the Business Assessment

Rich and his team performed an in-depth business assessment over the course of the next two months. This process involved a thorough review of Hawthorne Manufacturing’s financials, market position, Growth potential, employees, competitive landscape, and more. The

assessment went beyond surface-level profitability—it dug into areas Bill had never fully explored before:

1. Revenue concentration: Did the company rely too heavily on a few major clients?

2. Vendor risk: Were there any vulnerabilities in the supply chain that could jeopardize

    operations if a key vendor failed?

3. Owner involvement: Is Bill too involved in the decision making process? Can the

    company run without him?

4. Leadership gaps: Bill had always been the driving force behind the business. What

    would happen if he were no longer in control?

The findings were clear. While Hawthorne Manufacturing was a strong, profitable company, it wasn’t as market-ready as Bill believed. There were weaknesses that would detract from the business’s value in the eyes of potential buyers. This realization sparked an internal conflict within Bill. He knew changes needed to be made, but implementing those changes felt like admitting that the company—and by extension, his leadership—wasn’t perfect.

Bill’s Initial Valuation and Expectations

When Rich completed the initial valuation and assessment of Hawthorne Manufacturing, Bill was surprised by the result. The business, which had been his life’s work, came in at a value of $20 million—a respectable number, but one that didn’t fully align with his financial aspirations. Bill had always assumed that the company’s legacy and steady growth would translate to a higher price tag, but the valuation exposed some of the underlying risks that potential buyers would see.

“There are areas we need to address if you want to increase that number,” Rich explained. “At $25 million revenue, the business is profitable, but there’s more potential if we make some targeted improvements.”

For Bill, the $20 million valuation was sobering. While it might cover his and Linda’s basic retirement needs, it didn’t provide the extra cushion he wanted for things like buying their second home, setting up a trust for the grandchildren, and giving Lisa and Mike a solid

foundation for their own ventures.

Rich assured Bill that the valuation wasn’t set in stone—it was a starting point. With the right strategic improvements, they could potentially increase the company’s value to better meet Bill’s financial goals. However, at this stage, $20 million was the baseline Bill had to work with, and it left him feeling like there was more work to be done before he could truly step away.

“We’ve got some work to do, Bill,” Rich said during one of their meetings. “But with the right strategy and focus, we can bridge that gap and ensure you hit your financial goals.”

This was the moment when Bill truly began to understand the importance of value acceleration. The next 18 months wouldn’t just be about making the company more attractive to buyers—they’d be about securing his future.

Phase 2: Value Acceleration – Turning Potential Into Reality

With the results of the business assessment in hand, Rich guided Bill into Phase 2: Value Acceleration. This was a crucial stage where the focus shifted from understanding the company’s current worth to maximizing its value before a sale.



Rich explained the process in terms Bill could relate to: “Think of this phase like tuning an engine. Hawthorne Manufacturing runs well, but with the right adjustments, it could run even better.”

Financial De-risking (Months 3-5):

The first sprint involved addressing financial discrepancies. Rich’s team worked to streamline financial operations, ensuring that all debts were clear and the company’s books reflected its true value. Clean, transparent financials would be key to attracting serious buyers.

Bill hadn’t realized how outdated his financial systems had become. The company’s reliance on paper-based processes for tracking payments and vendor agreements meant there were inefficiencies lurking in the background, adding unnecessary risk. Rich helped implement more sophisticated financial systems, creating a clearer picture of the company’s profitability.

Operational De-risking (Months 6-10):

Next came operational efficiencies. This sprint focused on reducing dependencies, particularly the company’s reliance on Bill himself. This was one of the hardest pills for Bill to swallow. Rich emphasized the need to decentralize decision-making and empower key employees to take on more responsibilities.

“If the business relies too heavily on you, Bill, it’ll scare off buyers. No one wants to purchase a company only to see it collapse when the owner leaves,” Rich explained.

Leadership and Management Enhancement (Months 11-15):

In the following sprints, the emphasis was on strengthening the leadership team. Rich worked with Bill to recruit external talent where needed, filling gaps that had gone unnoticed for years. Bill had always trusted his instincts when hiring, but now they were bringing in seasoned professionals with specific expertise in operations and Finance. This change felt alien to Bill, but it was necessary.

Measuring Financial Progress

Throughout the value acceleration phase, Rich and Doug closely monitored the financial impact of each sprint. Every improvement in the company’s operations and de-risking efforts translated directly into increased company value. Rich made sure Bill understood that each

decision—whether optimizing financial systems or strengthening leadership—wasn’t just about business efficiency, it was about increasing EBITDA and multiples, the critical drivers in determining the business’s final sale price.

After the first two sprints, which focused on de-risking financials and operations, Bill was relieved to see a noticeable increase in the company’s valuation. The EBITDA had grown by 15%, and Rich estimated that if they continued on this trajectory, Hawthorne Manufacturing would exceed Bill’s initial financial goals within the next year.

“These aren’t just numbers on a spreadsheet, Bill,” Doug explained during one of their reviews. “This is the path to ensuring that you and Linda can enjoy the retirement you’ve dreamed of. Each improvement we make brings you closer to securing your financial future.”

By the end of the value acceleration phase, the hard work paid off. The EBITDA had grown by nearly 25%, and the company’s valuation had exceeded the original target by over 20%. Bill was stunned by the transformation.

“I never thought we’d be able to achieve this,” he admitted to Rich. “But you were right—every step of the way, we were building toward a bigger goal.”

The Family’s Role in the Exit Strategy

During these months, Bill also had to face the growing divide between Lisa and Mike. Their conflicting visions for the future of Hawthorne Manufacturing weighed heavily on Bill’s heart. He had always envisioned one or both of his children taking over, but now it was clear that a third-party sale was the best option. This decision was not without tension, and Bill had to manage both the business and the emotions of his family.

Rich, as part of his role as a CEPA, facilitated a number of family meetings, where difficult conversations were had. Bill laid out the reality of the situation: if they couldn’t come to a consensus on the future of the company, selling it to an outside buyer was the only viable

solution.

Financial Goals Achieved

As the final valuation was presented to Bill, he couldn’t help but feel a sense of accomplishment. Not only had they reached the value needed to meet his retirement goals, but they had also created additional financial Security for his children. The sale proceeds would more than cover the second home he and Linda had dreamed of, as well as leave a significant nest egg for their grandchildren’s education.

For Bill, this wasn’t just about the sale price—it was about peace of mind. His financial future, his family’s future, and the future of Hawthorne Manufacturing were now secure. The exit planning journey had done more than prepare his business for sale; it had prepared him for the next chapter of his life.

Wealth and Lifestyle Management

In the months prior to the sale, Bill worked closely with Doug to create a wealth management plan that would ensure a comfortable retirement for him and Linda. The proceeds from the sale were going to be more than enough to support their lifestyle, but Doug recommended a strategy to minimize taxes along with a conservative investment strategy to ensure their financial stability for the long term.

Phase 3: The Sell Process – Preparing for Market

With Hawthorne Manufacturing in a much stronger position, Phase 3 began: preparing the business for sale. The work done during the value acceleration stage had increased the company’s value significantly. But the next few months were crucial. Bill needed to market the

business and engage the right buyers.

M&A Team Engagement (Months 19-24)

Rich introduced Bill to an experienced M&A advisory team, who began by conducting a market assessment to understand what types of buyers would be interested in a company like Hawthorne Manufacturing. Bill’s nervousness during this phase was palpable—he felt exposed. Every part of the company was under scrutiny.

“Due diligence is tough”, Rich reminded him, “but this is where we make sure the right buyer

sees the full potential of Hawthorne Manufacturing.”

Buyers were particularly interested in the company’s robust client Relationships and high-quality product output. However, they raised concerns about supplier dependencies and the fact that Bill had only recently begun to step back from day-to-day operations.

Letter of Intent (Months 25-27) and Due Diligence (Months 28-30)

After a few months of negotiations, Bill finally received a Letter of Intent (LOI) from a private equity firm that specialized in manufacturing businesses. They were interested in the company’s growth potential and the foundation Bill had built, and they promised to retain key employees and continue operations without significant disruptions.

But the due diligence process was grueling. Every detail of the company—its finances, contracts, employee agreements, vendor relationships—was dissected by the buyers’ legal and financial teams. The process was exhaustive, and Bill felt every flaw of the company being magnified.

There was a moment when Bill considered walking away. But Linda, his ever-supportive partner,

reminded him of why they started this journey in the first place.

“Bill, we’ve worked too hard to turn back now,” she said. “It’s time to finish what we started.”

The Final Sale Price and Distribution of Proceeds

Out of the $32 million, Bill and his advisors had carefully planned how to allocate the proceeds:

• $20 million

  
  
  

  would go directly to Bill and Linda’s retirement fund. This sum exceeded what they needed for a comfortable lifestyle, including the purchase of their dream home near the coast and fulfilling their travel plans.

  
  

• $5 million

  
  
  

  was set aside in a trust for their grandchildren’s education, ensuring that each of them would have the financial support to pursue college or any other educational opportunities they desired.

  
  
  
  
  

• $7 million

  
  
  

  was divided between Lisa and Mike, in line with Bill’s desire to provide for his children even though they hadn’t taken over the family business.

  
  

The sale had not only met Bill’s financial goals but had also set up his entire family for success.

Phase 4: Post-Sale Transition – Finding a New Purpose

One of the most important things Bill learned from Rich during the exit planning process was the need for a post-sale plan—not just financially, but personally. Many business owners struggle with the emotional and psychological impact of stepping away from something they’ve poured their lives into. For Bill, this was no different.

Bill was relieved that he no longer had to worry about the day-to-day grind of running a business, but he also felt a lingering sense of loss. For so many years, his identity had been tied to Hawthorne Manufacturing.

Even with new adventures ahead, something was missing.



Transition Assistance and Consulting

Fortunately, part of the deal with the private equity firm included a consulting agreement for Bill. Over the next year, he would provide transition assistance to the new owners, helping them navigate the nuances of the business and ensuring a smooth handover of operations.

As the year wore on, Bill found himself stepping further away. The new leadership team was more than capable, and Bill felt a growing desire to fully embrace his retirement. He had done his part, and now it was time for the next generation of leaders to take the reins.

The Family Legacy – Moving Forward

One of the biggest concerns Bill had throughout the exit planning journey was his family’s future. Lisa and Mike had both been integral parts of Hawthorne Manufacturing, but neither had wanted to take over the business. The sale of the company provided them both with

opportunities to explore their own paths.

Lisa took the proceeds from her share of the sale and launched her own startup in the tech sector, combining her passion for Innovation with her business acumen. Mike, on the other hand, decided to stay involved in the manufacturing world but on his own terms. He joined a smaller, niche firm where he could focus on the technical side of things without the pressures of running an entire company.

Conclusion: The Emotional and Financial Reward of a Well-Executed Exit

Looking back on the exit planning journey, Bill realized just how important the process had been—not just for the business, but for his own peace of mind. The journey wasn’t easy. There were moments of doubt, fear, and resistance. He had to confront the reality that his business wasn’t perfect, that his children wouldn’t be taking over, and that he had to let go of control.

For Bill, the most rewarding part of the journey wasn’t the financial windfall from the sale. It was the sense of closure, knowing that he had done everything he could to secure the future of his family, his employees, and the business he had built from the ground up.

As Bill and Linda sat together on their porch, watching the sun set over the horizon, Bill felt a profound sense of peace. The journey had been long and difficult, but it was worth it. Hawthorne Manufacturing was in good hands, his family was thriving, and for the first time in years, Bill was truly free.