The Cash Rich Exit Podcast
Colleen O'Connell-Campbell, Wealth Advisor at RBC Dominion Securities,
Recent Episodes
In this episode of 'The Cash-Rich Exit Podcast', host Colleen O'Connell-Campbell welcomes back serial entrepreneur and M&A advisor Scott Duke, founder of Business Succession Group. Scott talks about his latest innovation - The Value Acceleration Calculator (VAC) - a practical, data-informed tool to assess sellability, estimate value, and identify key levers to increase enterprise value over time.
This conversation covers:
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Why 80% of businesses never sell, and why most founders never realize the enterprise value they hoped for.
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How the VAC can score your business' sellability and identify where risk lives inside your operations.
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The three levers every founder must understand: revenue, profit efficiency, and multiples - and how each affects your future exit.
Key Highlights
Most businesses aren't sellable in their current state. Scott explains that many founders assume every business can be sold at some price - when in fact, buyers will simply walk away if the future cash flow risk is too high.
Sellability comes down to risk reduction. The most critical factor? Dependence on the owner. If a founder is the primary relationship-holder, salesperson, or decision bottleneck - buyers see future cash flow uncertainty.
Future cash flow is everything. Buyers don't buy past success - they buy the probability of future earnings repeating. Historical financials are just the rearview mirror.
Three levers drive valuation:
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Revenue
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EBITDA efficiency ("how many pennies you keep per dollar")
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Multiple
Scott emphasizes that many owners obsess over revenue (the "vanity number") rather than profitability and valuation mechanics.
Energy matters. A founder's personal capacity to implement change can determine whether the strategy should be: a buildup to sale, or a multi-year harvest of cash flow instead.
You can request the Value Acceleration Calculator by contacting Colleen O'Connell-Campbell directly via Linkedin
If this episode sparked your curiosity about:
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increasing enterprise value
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reducing exit risk
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preparing for a sale in 3-10 years
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or planning a personal Cash-Rich Exit
Reach out to Colleen O'Connell-Campbell for a 1:1 Wealth Gap Analysis.
And don't forget to follow and rate the podcast - five stars appreciated!
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The Cash Rich Exit Podcast is brought to you by O'Connell-Campbell Wealth Management at RBC Dominion Securities.
All opinions expressed by the host, Colleen O'Connell-Campbell, and podcast guests are solely their own opinions and do not reflect the opinion of RBC Dominion Securities.
This podcast is for informational purposes only before taking any action based on information in this podcast you should consult with a qualified professional.
Colleen O'Connell-Campbell is a Wealth Advisor at RBC Dominion Securities, a member of the Canadian Investor Protection Fund.
In part two of this insightful two-part conversation, host Colleen O'Connell-Campbell reconnects with Elizabeth Kilvert, founder of 'The Unrefined Olive', to go deeper into how she built, grew, and ultimately exited a purpose-driven business.
Elizabeth shares her candid reflections on:
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Transitioning from founder to seller - and how she knew the timing was right.
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The emotional side of stepping away from a business built around community and values.
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How staying connected to purpose helped her navigate both growth and exit with integrity.
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What she learned about leadership, legacy, and letting go after years of being deeply hands-on.
This episode highlights the rarely discussed human side of business transitions - what happens when a mission-led founder has to hand over the reins, and how to do it in a way that preserves both value and vision.
If you've ever wondered how to make sure your exit aligns with your personal and professional purpose, this episode is a must-listen.
If you haven't heard it yet, catch Part 1 of this conversation (Episode 333) for the full origin story of 'The Unrefined Olive'.
Connect with host Colleen O'Connell-Campbell on LinkedIn Book your complimentary Wealth Gap Analysis with Colleen to understand how your business values translate to enterprise value.
If you enjoy this conversation, please ⭐ leave a 5-star review. Your feedback helps the show reach more founders preparing for their own cash-rich exit.
***
The Cash Rich Exit Podcast is brought to you by O'Connell-Campbell Wealth Management at RBC Dominion Securities.
All opinions expressed by the host, Colleen O'Connell-Campbell, and podcast guests are solely their own opinions and do not reflect the opinion of RBC Dominion Securities.
This podcast is for informational purposes only before taking any action based on information in this podcast you should consult with a qualified professional.
Colleen O'Connell-Campbell is a Wealth Advisor at RBC Dominion Securities, a member of the Canadian Investor Protection Fund.
In this episode, Colleen O'Connell-Campbell sits down with Elizabeth Kilvert, the founder and owner of The Unrefined Olive, an award-winning olive-oil and balsamic tasting bar in Ottawa.
Elizabeth shares how she transitioned from a career in environmental policy to running a thriving retail business rooted in quality, sustainability, and community connection. She and Colleen unpack the realities of small-business ownership - from managing risk and growth to understanding what a "cash-rich" exit looks like when your brand is deeply personal.
Key Highlights
From public service to entrepreneurship: How Elizabeth took a leap from government to business ownership and built a loyal following from scratch.
Lessons in resilience: The role of adaptability and creativity when facing economic changes, global supply-chain shifts, and market pressures.
Community over competition: Why Elizabeth believes relationships - not just revenue - define a business's long-term success.
Defining legacy as a founder: What it means to build something that reflects your values, supports local economies, and still allows you to plan for the next chapter.
Preparing for transition: Elizabeth's reflections on creating optionality - how to design a business that can run, evolve, or sell on your own terms.
🎧 Tune In To Learn
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How to apply a mission-driven lens to small-business ownership
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Why emotional connection can still align with financial value
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What founders can do early to create transferable, resilient businesses
If you're an entrepreneur who wants to grow your company with both heart and value, this episode is for you.
💬 Connect with Colleen
If you're a Canadian business owner planning your own cash rich exit, it's never too early to start.
Connect with host Colleen O'Connell-Campbell on LinkedIn
Request a complimentary Wealth Gap Analysis to see where you stand on your exit timeline
🎧 Subscribe and Share
If you enjoy this conversation, please: ⭐ Leave a 5-star review 🔁 Share the episode with a business owner who needs to hear it 🎙 Follow The Cash Rich Exit Podcast for more insights from founders, investors, and exit experts
💡 Episode Summary
In this episode, host Colleen O'Connell-Campbell sits down with Karl Sigerist - Managing Director at Shaughnessy Group and a seasoned corporate finance and M&A expert. Karl brings decades of experience helping mid-sized, often family-owned Canadian businesses (with revenues between $5 million and $50 million) navigate their most important transition: the sale of their company.
They explore what makes this "overlooked middle" of the market so unique, why selling isn't like selling your house, and how strategic planning years in advance can unlock both legacy and liquidity. Karl also shares behind-the-scenes insights from real client success stories and demystifies the role of private equity in today's business transitions.
🔑 Key Takeaways
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Why $5M-$50M companies are underserved in traditional M&A processes
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The importance of long-term planning and education before an exit
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Why you should start exit preparation 2-3 years in advance - or earlier
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How cultural fit between buyer and seller drives long-term success
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How private equity can protect rather than destroy value
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The difference between a transaction and a journey
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Why you shouldn't fall in love with your business - and how to prepare it for its next owner
💬 Fun, Frank Advice from Karl
"Don't fall in love with your business. It's a tool - not your identity. Treat it like a prized vintage car. Maintain it, polish it, and when it's time to sell, make sure it goes to someone who'll care for it as well as you did."
🔗 Connect with Karl Sigerist on LinkedIn
💬 Connect with Colleen
If you're a Canadian business owner planning your own cash rich exit, it's never too early to start.
Connect with host Colleen O'Connell-Campbell on LinkedIn
Request a complimentary Wealth Gap Analysis to see where you stand on your exit timeline
🎧 Subscribe and Share
If you enjoy this conversation, please: ⭐ Leave a 5-star review 🔁 Share the episode with a business owner who needs to hear it 🎙 Follow The Cash Rich Exit Podcast for more insights from founders, investors, and exit experts
***
The Cash Rich Exit Podcast is brought to you by O'Connell-Campbell Wealth Management at RBC Dominion Securities.
All opinions expressed by the host, Colleen O'Connell-Campbell, and podcast guests are solely their own opinions and do not reflect the opinion of RBC Dominion Securities.
This podcast is for informational purposes only before taking any action based on information in this podcast you should consult with a qualified professional.
Colleen O'Connell-Campbell is a Wealth Advisor at RBC Dominion Securities, a member of the Canadian Investor Protection Fund.