Scaling With People Your Business Isn’t Worth What You Think with Gregory Kovsky
You can build a great company and still leave millions on the table when it’s time to sell.
In this episode, I sit down with Gregory Kovsky, President and CEO of International Businesas Associates, who has personally closed 300+ transactions. We break down what actually drives valuation, how deals really happen, and the quiet mistakes founders don’t realize they’re making until offers come in lower than expected.
One of the biggest myths in business is that there’s a single “correct” valuation. There isn’t. The same company can sell for very different numbers depending on the buyer, the market, and how well your financial story holds up under scrutiny.
We get into the real drivers that show up in diligence:
Why documented systems and processes increase value
How customer concentration can quietly kill your multiple
What clean financials actually mean—and how messy books destroy trust fast
The hidden cost of running personal expenses through the business or keeping revenue off the books
This conversation also goes beyond the numbers. Selling a business isn’t just a transaction—it’s identity, responsibility, and transition. We talk about what happens after the deal, how to protect employees and customers, and how professionals run a confidential process using NDAs, financial vetting, and controlled outreach—especially in a world where AI makes it easier than ever to expose sensitive information.
If you’re thinking about selling in the next 12–24 months, this episode will change how you prepare—and how much you walk away with.
Follow the show for more conversations on how to scale with people without breaking your business.
And if this episode hits, share it with a founder who’s building toward an exit.