Week 1 · Thu · May 21, 2026
Replay coming · YouTube embed
About this session
We open the series with a cold diagnosis. The number you think your business is worth and the number a buyer will write are not the same number. We unpack the document mismatch — what operators measure vs. what acquirers price — and walk through the discount factors quietly cutting your multiple in half.
Key Takeaways
The five discount factors buyers apply before they ever talk price
Why founder-led revenue earns a different multiple than productized revenue
The 90-day test: what happens to revenue when you disappear
How customer concentration above 25% rewrites your offer letter
What recurring revenue actually means to a buyer (it isn't MRR)