When Valuing a Business, Buyers and Sellers Often Reach Very Different Conclusions

When business owners think about selling their companies, they tend to focus on what they believe the business is worth.

Buyers look at things very differently.

They want to know what happens when they peel back the curtain, examine the financials, study how the company operates, and consider whether the value they see today will still be there after the owner walks away.

Mark Sims, this week's guest, spends a great deal of his time helping buyers answer those questions.

Mark leads the Technology Solutions Group at consultMSG, a financial and operational advisory that works with companies making acquisitions or undergoing transitions and major transformations. His work includes technology strategy, mergers and acquisitions, due diligence, analytics, and artificial intelligence

But Mark's perspective isn't simply that of an outside consultant.

Before joining consultMSG, he spent about 15 years working inside industry. Among his roles, he headed strategy and M&A. for Scotts Miracle-Gro, putting him directly on the buy side of deals—and giving him extensive experience evaluating potential acquisitions.

That background provides Mark an unusually practical understanding of what buyers are really looking for—and what can cause them to lower their offer, hesitate, or walk away altogether.

Monday Morning Radio, now in its 15th season, is hosted by the father-son duo of Dean and Maxwell Rotbart.

Photo: Mark Sims, consultMSG
Date: October 12, 2026
Monday Morning Run Time: 44:35
Episode: 713

RELATED EPISODES:

• Head-to-Head: One Buyer, One Small Business Valuation Expert, and Plenty of Relevant, Unscripted Questions

• How Transforming Into an 'Unfear' Business Can Lead to Breakthrough Performance and Improve Employee Satisfaction

• 'Know-it-All' CEOs Seldom Do: The Power of Curiosity in Business