Martinka Consulting's Getting the Deal Done Podcast
Informative insights and conversations with owners, CEOs, M&A dealmakers, and other professionals on lessons learned, tips, current business conditions, and more.
Acquisition Lessons Learned and Investments Made with Kris Schumacher
After 20+ years in corporate life, he purchased a manufacturing company in Massachusetts that fabricates outdoor structures, garden trellises, and pergolas. Kris explained that he serves as CEO while his brother, who lives locally, serves as president and handles day-to-day operations. The discussion focuses on business restructuring and systematization.
Kris discussed the challenges of taking over a business from its previous owner, who was primarily an artist without systematic processes. He implemented new systems, including a CRM system, order tracking, and inventory management, as well as upgrading time cards to an automated system, which significantly reduced weekly workload...
Business Acquisition Loans Annual Update with Lisa Forrest of Northwest Bank
Lisa Forrest is a regular guest on our show because she's one of the best and most knowledgeable business acquisition lenders.
The SBA keeps changing the rules so we keep discussing acquisition loans.
One big change in 2026 is that once a borrower or minority investor (even at 1%) is part of a bad SBA loan the are banned from anymore SBA loans for life. Believe me, investors have added another level of caution to their process.
Another fascinating discussion with Lisa.
John Martinka
Jessica Martinka
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AI and Workplace Automation with Peter Swimm
Peter Swimm, founder of ToilVille, discusses workplace automation and AI implementation strategies for small businesses. He emphasizes that successful AI adoption requires human oversight and proper measurement of outcomes, rather than treating AI as autonomous agents.Â
Peter shares examples from various industries, including contact centers and advisory services, demonstrating how AI can streamline operations while maintaining human touch points. He stresses the importance of understanding workflow patterns and measuring work to ensure AI implementations provide actual value rather than creating new problems.Â
He also highlights the need to consider both direct and indirect costs of AI...
An Entrepreneur Making (Basic) Estate Planning Easy with Jermaine Ee
Jermaine Ee is a serial entrepreneur whose latest venture is www.heirlight.com.
Jermaine got the idea and spark for this venture because of his mother. She worked hard all her life and yet didn't understand retirement, its planning, estate plans, etc.
His business is not about wills and trusts, it's about people's health, their peace of mind, and having a good life.
This episode is not our usual and yet I found it fascinating because he's tackling a subject many people prefer to ignore, and then they or their heirs pay the...
Exit With Style Grace and More Money Chapter Five – They Can’t Buy It if They Don’t Know It’s for Sale
Chapter Five covers the following:
Do It Yourself or Hire a Pro
There’s Value and There’s the Price
Marketing Materials—First Impressions Matter
Get the Word Out
Then There’s the Message
The Process
The Offer
Conditions
Conclusion
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodca...
AI, the Workforce, and More with Matthew Whyatt
Matthew Wyatt, founder of TechTorque, shares his expertise on growing B2B software and consulting businesses through strategic marketing and personal branding. He outlines four key elements for scaling:Â
Target market definition,Building a circle of influenceNurturing client relationships Creating compelling offersMatthew emphasized the importance of consistent content creation, using AI tools to streamline the process, and engaging with LinkedIn's new algorithm through thoughtful commenting and responding. He advised businesses to focus on discipline and clarity in their marketing strategies, rather than chasing trends, and highlighted the value of targeting ideal clients based on shared values an...
Giving Back - How Community Service Builds Stronger Businesses
John and Nick discuss the importance of giving back to the community and how it can benefit businesses, particularly small and family-owned enterprises. They explore how philanthropy can enhance a company's reputation, attract customers, and foster employee engagement. The conversation highlighted the need for businesses to clearly define their mission and align it with their actions. They also touched on the challenges faced by nonprofits in executing their strategic plans and the importance of mission alignment in attracting dedicated staff. The discussion concluded with an emphasis on building relationships as a key aspect of effective philanthropy and business success.<...
Solve the Talent Problem and Build Great Teams using Nearshoring with Brian Samson
Brian Samson is the founder of Plug Technologies, a nearshore talent broker that facilitates 100 placements annually for small to medium-sized companies. Brian explains how Plug helps clients access skilled talent in Latin America, offering both cost arbitrage and access to experienced people capable of handling complex technical work. The discussion highlighted how Latin America has become an attractive destination for tech talent, with Brian noting that the region's startup ecosystem and cultural similarities to the US make it an ideal location for nearshoring operations.
John Martinka
Jessica Martinka
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AI and Cybersecurity Trends Overview with Scott Wittstock
Scott discusses the current trends in technology and cybersecurity, highlighting the growing interest in AI and the movement of businesses towards local providers due to cost concerns and reduced service quality from private equity acquisitions. He emphasizes the increasing sophistication of cyber threats, particularly email spoofing and phishing attacks that exploit human vulnerabilities. Scott stressed the importance of the human firewall as a key defense against such threats, noting that there are currently no technical solutions to prevent email impersonation.
Scott Wittstock and John discuss email phishing scams, emphasizing the importance of verifying suspicious emails through alternative...
The Power of Branding in M&A with Marc Rust
John and Marc discuss branding for private equity and its role in acquisitions.Â
Marc discusses his background in economics and his passion for finance and marketing, emphasizing his role in explaining complex financial concepts and aligning internal and external messaging for businesses. He highlights his focus on private equity and their portfolio companies. He states private equityis moving away from quick flips to a more sustainable approach of nurturing companies for long-term growth through acquisitions and mergers.
He explains how branding is often an afterthought in private equity transactions but emphasizes its importance in managing "a...
Exit With Style, Grace and More Money Chapter Four
Chapter four is about different buyer types:
IndividualsInside buyers - family and managementProfessional buyersStrategic buyersWhat makes a buyer tick?What turns buyers heads?Screening buyersA great summary of each highlights of each buyer type.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videosÂ
425-515-4903Â
Paige Weise on Digital Ownerhship in M&A: Making Tech Transfers Smooth, Not Scary
Paige Wiese, owner of Tree Ring Digital, discusses her journey from architecture to digital marketing, highlighting her agency's focus on addressing client pain points related to website development, marketing strategy, and ownership of digital assets. She emphasizes the importance of clear ownership and access to digital tools, warning against vendor misunderstandings that can limit client control.
Regarding M&A, Paige explained her agency's unique approach of focusing on go-to-market strategies and ROI demonstration to enhance valuation during transactions.
We also discussed the challenges of transferring digital assets in mergers and acquisitions, emphasizing the importance of...
Business Buyer Lessons from the Headlines
As this was recorded there was a "battle" between Netflix and Paramount to buy Warner Bros. Discovery.
This M&A deal has a lot of lessons for small-business buyers including:
You must guarantee your loansProof of funds is a requirement Honesty and transparency ruleListen to this short episode to learn some valuable lessons on business buying.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
The Magic of an ESOP for Exiting Business Owners with Kelly Finnell
Kelly Finnell is an ESOP (Employee Stock Ownership Plan) advisor with 40 years of experience. He shares:Â
The benefits of an ESOPWhy it's not for everyoneTax strategies and benefitsWhy an ESOP can be better than a 401k plan for ownersIf you or anybody you know would like to sell to employees this is a must listen.
You can reach Kelly at www.execfin.com or kfin@execfin.com.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
10 Tips for any Owner Thinking of Exiting in 2026
Spoiler alert - these tips are the same ones as for 2025 and will (probably) be the same for 2027.
Get your affairs in order, grow, and Exit With Style, Grace, and More Money®, which is also the title of our latest book.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videosÂ
425-515-4903Â
Tax Free Wealth with Opportunity Zones with Our Guest Ashley Tison
Ashley Tison founder of OZPros discusses tax strategies with an emphasis on Opportunity Zones, and he does a great job of explaining what they are.
"THOSE OPPORTUNITY ZONE THINGS, THAT SOUNDED LIKE 1031 AND PRIVATE EQUITY GOT MARRIED. AND HE'S LIKE, OH, THEY HAD A BEAUTIFUL BABY NAMED OPPORTUNITY ZONES.""WE'VE SEEN A MASSIVE AMOUNT OF PRIVATE CAPITAL GO INTO THIS-ABOUT $150 BILLION AT LAST COUNT-AND WE'RE SEEING MASSIVE POSITIVE EFFECTS IN THESE COMMUNITIES.""THE 30-YEAR TAX HACK: USING OPPORTUNITY ZONES FOR GENERATIONAL WEALTH."Our time together flew by because it was a fascinating conversation.
John Martinka<...
Building a Scalable Company from Day One with Caleb Christopher
Caleb Christopher is a serial entrepreneur with a plan to think of this exit when he starts a company.
Here are a couple insights from our discussion:
“The investor's edge: creative tc, risk management & scaling without owner dependency.” "Every company is a risk decision. my job is to make each one safe, legal, and ethical."Listen for tips on planning your exit, no matter where you are in your business' life cycle.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check...
Use LinkedIn to get Results with Eli Igra Serfaty
Eli Igra Serfaty's agency, MAIA (www.team-maia.com) specializes in helping people get more from LinkedIn. Their talents assist:
Business ownersProfessionalsEmployeesAs Eli says:
"OPPORTUNITY DOESN'T SHOW UP UNINVITED. ON LINKEDIN, YOU EARN IT BY BEING PRESENT, CONSISTENT, AND INTENTIONAL."
Listen for many more tips and, hear Eli review Jessica's LinkedIn page and offer comments that can help all of us.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/<...
Exit With Style, Grace and More Money - Chapter Three - Maybe it is About the Numbers
In Chapter Three we delve into:
Management reportsDon't forget the balance sheetClean books ruleMultiples of earningsWhy AAA (add-backs, adjustments, assumptions) not to the rescueAnd moreJohn Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videosÂ
425-515-4903Â
AI, Recession, and the Smart Business Play: How Leaders Win in Uncertain Times - Monthly Discussion with @Nick Anderson with #OneAccord
Will there be a recession (or are we in one now, at least in some areas and market segments)?
Nick and I talk about "Future Proofing" your business, as much as possible.
Remember, there are companies doing very well in down times and some struggle in boom times.Â
Doing well in all economies is the goal.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
Sales Expert Jim Effner on How Your Mindset, Method, and Mastery Bring in Business
Jim Effner now has a dynamic sales training business after years of being a top producer and manager.
We discuss:
How having a team helps increase businessWhy referrals are worth their weight in platinumThe path to sustainable change isn't found in one-day workshops, but in learning, applying, and reinforcing over timeWhy professional persistence mattersJohn Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https...
Alan Franks on Why It's Important to Build Your Business to Sell
Alan Franks is the author of Empowered Money (www.empowered-money.com) and its premise is to give you a "step-by-step blueprint to living your fullest life through financial planning."
He wants you to see your business as asset to increase your personal net worth as you understand its value.
In other words, too many owners have a business as a lifestyle not an asset on their personal balance sheet.
He comes to this by experience, stating he got to where he is, a financial services business owner, through pure and utter desperation when...
I'm Not Mad at You is Stacey Bullman's Company - Join us for a fascinating discussion
Stacey Bullman has 25 years of corporate experience and saw too many consultants "do nothing."Â She now uses her experience in giving practical and meaningful advice to small and mid-sized companies.
She says, "Follow the numbers, the data, and processes and it will work."Â
She and her team unlock the hidden value using their "wheel assessment" and says her firm works 83% faster than others.
Working smarter and growing faster is one of her secrets to business success.
She knows employees want to be heard and when they feel heard the company does be...
Exit with Style, Grace, and More Money Chapter Two - It's Not Just Your Numbers
There's a lot more to a business and its value than the numbers. There are the:
CustomersEmployeesSuppliersTechnologyThe facility and leaseAnd a big one is - what does the owner do that's below their pay grade. Things like bookkeeping, make deliveries, making routine sales calls, and more
You can get the complete audio book on Audible/Amazon or on Apple Books.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https...
Discussion with Dave Burnett on Unlocking Business Growth Faster
Dave Burnett is a serial entrepreneur who has started many companies, operates more than one, and also helps other business owners grow their top and bottom lines. Some of Dave's practical marketing tips include:
"Forgive AI for being bad at the start - it's not the tool that's the problem, it's your prompting""Fly the machine before you scale it; there's no point spending more on marketing if your delivery is broker."“Scale smarter, not harder: fix bottlenecks and harness AU for your business”John Martinka
Jessica Martinka
Contact us via eith...
Exit With Style, Grace, and More Money - Chapter One
From our audio book here's chapter one - It's All Personal.
Hope you enjoy it.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videosÂ
425-515-4903Â
The Expert Authority Coach - A Discussion with Christine Blosdale
Christine Blosdale is an expert on:
Becoming an expertMastering storytellingBrandingShe works with clients on standing out and being seen. Based on her years of experience in media, she's developed strategies that we call can learn from and implement.
Entrepreneurs, if you want to build your brand or your company's brand listen to Christine.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www...
John and Robert Plank Discuss Building a Business that Lasts
Robert Plank is the founder and owner of DFY Podcasts. DFY does podcast production (we are a client of their's), social media, and more.
Robert also is the host of the "Marketer of the Day" podcast. And yes, there's a new episode every day (over 1,400 episodes) with guests with a wide variety of expertise. From Robert:
Growth without financial clarity is just chaos with more zeros attached.Learn how to scale your business without losing control.A business doesn't fail because of lack of ideas - it fails because the numbers are ignored.John Martinka
John & Jenny Groberg on Why Clean Numbers Lead to Business Growth
Jenny Groberg started doing fractional (outsourced) accounting and CFO work to pay the bills. It's grown into a female business providing all levels of accounting services to clients nationwide.
Like with Jenny's business you want to grow and smarter finances help scale. As Jenny says, "Delegation isn't a luxury - it's a necessity. The moment I learned how to offload, growth came possible, and the company started compounding like interest."
Don't think you can afford good accounting help? Think again because without good numbers you can't make good decisions.
John Martinka
Jessica...
John and Nick Anderson's Monthly Talk - Deal Killers
In this episode @Nick Anderson and I discuss deal killers (that kill or reduce value), including:
The wicked owner dependency issue - the buyer is not buying the business owner, they're buying the businessHidden toxic cultureBad financialsAnd how to spot the above and more in advance and fix them.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www...
Special Guest Derek Crager on Using AI to Uncover an Owner's Secrets
Most business owners have secrets. Not bad ones, just those they never think about because they are "unconscious competent's."
When it comes time to sell, buyers want to see processes that everyone can follow. Derek's company uses AI to document what's in the owner's mind and help create systems and processes in short time.
He says, "The best deals aren't about winning - they're about creating value that lasts for both sides."
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to...
Silent Deal Killers - Episode 2
Two more categories of silent deal killers.
Every business is about the people and we discuss how they can affect a deal. The good news is, there are ways to make the deal soar because of your people.
Owner dependency doesn't just slow a business down - it can slash value when it's time to sell.
The wrong negotiating tactics, like nibbling for a more and more, can turn trust into tension and put deals at risk.
John Martinka
Jessica Martinka
Contact us via either website or give...
Silent Deal Killers - Episode 1
There are all kinds of deal killers and they're the ones owners never see coming.Â
Most deals don't fail because of price - they fail because of surprises.
The best way to protect your deal is to uncover issues before the buyer does.
Listen to uncover two categories with real life examples for each.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
h...
ACT Capital CEO Bob Hild and John Discuss the M&A Market
Bob Hild is the owner of ACT Capital, a Seattle area investment bank. In this episode we discuss:
Market conditions -Â sellers only sell when comfortable and the last 18 months haven't been comfortableThe effect searchers have on the small business buy-sell marketTaking care of customersGetting the company ready years in advanceGreat conversation with an M&A industry pro
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
Big Decisions That Drive Success with Apollo Emeka
Apollo Emeka works with business owners and executives to:
Make big decisions
Avoid analysis-paralysisÂ
Reducing owner dependency
He shares tips, strategies, and stories. You can reach him at apolloemeka.com.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videosÂ
425-515-4903Â
Capital Gains Tax Tips for Business Sales
Patrick Lonergan is an expert on how to legally reduce and defer taxes. He discusses numerous strategies that many business owners and sellers can apply with an emphasis on what business seller's can do.
John Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videosÂ
425-515-4903Â
Guest Mark Osborne on 13 Key Levers to Improve Your Sale Price
Mark Osborne is a marketing guru and the author of "Maximize the Multiple," 13 Key Levers to Improve Your Sale Price.
We have a fascinating discussion about some of his 13 levers. One that stood out is what we and others preach - get rid of owner dependency, especially in sales.
Mark divides the levers into categories of what affect they can have on a business' multiple of earnings.
Good - .3X-1.5X improvementsBest - 1.5X-3X improvementsÂWe couldn't cover all 13 in one episode so expect Mark back in the future.
John Ma...
John is a Guest on the B2B Growth Blueprint Podcast
As a guest on Mark Osborne's B2B Growth Blueprint podcast John discusses how business owners can:
Exit With Style, Grace, and More Money®Avoid value hurting trapsThe top things owners should do to increase valueJohn Martinka
Jessica Martinka
Contact us via either website or give us a call and be sure to check out our videos
https://nokomisadvisory.com/
https://www.martinkaconsulting.com/
https://www.gddpodcast.buzzsprout.com
https://www.youtube.com/c/JohnAMartinka/videosÂ
425-515-4903Â
How AI Can Improve Productivity in Your Small Business with Thynk.ai founder John Long
Most of us have had a (bad) experience with Chatbots used by cable, phone, and other companies.
Enter Thynk.ai and their revolutionary use of AI for customer service, ordering, troubleshooting, and more.
Founder John Long discusses situations where their service and improve productivity.Â
One example is how AI can handle 80 phone calls at the same time, immediately providing product info, quotes, ordering, delivery dates, and more. Plus, an unlimited number of simultaneous interactions via text of email.Â
John Martinka
Jessica Martinka
Contact us via either website or giv...
Vance Morris, "The Disney Guy" on Creating Systems in a Small Business
Vance Morris goes by the "The Disney Guy" given his years with Disney and brining the customer service and systems he learned there to his three small businesses.
He explains Disney has a system and process for everything, allowing them to hire a lot of young, inexperienced people and still "get the jobs done."
Among other things, we talk about:
Price elasticity and being outside the normHow word of mouth marketing is the bestCreating customer loyalty and retentionYou can connect with Vance at www.vancemorris.com. He's a great guy who talks...
