Profit Answer Man: Scaling with Profit First & Beyond

How to Build a Business You Can Actually Sell with Saul Cohen Most business owners say the same thing: "I want to grow as big as I can." But when you press them on what they really want—time freedom, a great income, flexibility with their family—they're actually describing a lifestyle business, not a high-growth scale-up destined for a huge exit. In this episode of Profit Answer Man, Rocky Lalvani talks with Saul Cohen, an accountant and advisor who helps ambitious entrepreneurs grow through acquisition and prepare for a successful exit. Together, they unpack the difference between chasing revenue and deliberately building assets and wealth inside your business. In This Episode, You'll Learn: Lifestyle Business vs Scale-Up: What Are You Really Building? Saul explains the critical fork in the road most owners never consciously choose. A lifestyle business is built to deliver strong income and flexibility now; a scale-up is built to reinvest profits into assets for a bigger exit later. The decisions, trade-offs, and timelines are totally different. Why Hustle Isn't a Strategy—and Maturity Wins. Saul shares the story of his first business, launched in his early twenties, and how a competitor with more experience and maturity quietly built a far more valuable company. The lesson? Execution, focus, and intention beat hustle and blind optimism every time. How Wealth Is Really Built: Assets and the Balance Sheet. Rocky reminds us that profit is only part of the story. Real wealth shows up on the balance sheet—in assets, not just income. The problem? Most owners never read their balance sheet as a series and have no idea whether they're actually building wealth or just spinning their wheels. Where Acquirers Find Hidden Profit After the Sale. When a "mediocre" business is sold, a new owner often finds profit quickly—not because they're smarter, but because they're less emotionally attached and more objective. Saul explains how strategic add-on acquisitions (like buying a supplier or complementary service) can boost margins, cross-sell opportunities, and overall business value. The Investor Mindset: Working On the Business, Not Just In It. Both Rocky and Saul emphasize the need to step out of firefighting mode, take time away from the office, and think like an investor. When you step back and ask, "What are my real opportunities and threats? Where's the biggest payoff for my time and capital?" the path to better cash flow and a stronger exit becomes much clearer. Key Takeaways: Most owners are accidentally building lifestyle businesses while pretending they're building scale-ups. Wealth is created by assets, not just hustle or revenue. Gross margin and business model clarity matter far more than top-line bragging rights. Your second business will often scale faster—if you integrate the lessons from your first. Taking time out to think like an investor is one of the highest-ROI activities you can do. Bio: Saul Cohen is a chartered accountant and founder of SC Digital Advisory, a boutique firm helping business owners grow through acquisition, optimize profit, and prepare for successful exits. With more than 20 years in finance and entrepreneurship, Saul blends hands-on operational insight with deep financial acumen to help owners turn complex challenges into scalable systems. He's advised seven- and eight-figure founders across sectors on strategy, M&A, and value creation. Links: https://www.scdigitaladvisory.com LinkedIn: https://www.linkedin.com/in/saulcohenuk Conclusion: You don't need to copy the tech unicorns or chase a nine-figure exit to win. You just need to be honest about the kind of business—and life—you actually want, then align your decisions with that reality. For some, that's a highly profitable lifestyle business with strong margins, great clients, and plenty of free time. For others, it's a focused scale-up strategy, reinvesting profits to build assets and position for a major exit. Either way, the path runs through the same disciplines: knowing your numbers, understanding your business model, building real assets, and learning to think like an investor, not just an operator. If you're ready to turn your business into a true wealth-building engine—not just a stressful job with a logo—this episode with Saul Cohen is a powerful place to start. #ProfitAnswerMan #ProfitFirst #BusinessExit #LifestyleBusiness #ScaleUp #BusinessValuation #CashFlow #WealthBuilding #EntrepreneurMindset #FractionalCFO #FinancialClarity Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman Sign up to be notified when the next cohort of the Profit First Experience Course is available! Profit First Toolkit: https://lp.profitcomesfirst.com/landing-page-page Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst Profit Answer Man Facebook group: https://www.facebook.com/groups/profitanswerman/ My podcast about living a richer more meaningful life: http://richersoul.com/ Music provided by Junan from Junan Podcast Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.

From Chaos to Cash Flow: How Business Owners Can Scale with Less Stress with David Forster "Slow is smooth, smooth is fast." If you're stuck reacting all day, this episode with David Forster hands you the blueprint: clarify roles, codify the 80%, install scorecards that measure what matters, and make Profit First automatic so cash is where you need it—when you need it. In This Episode, You'll Learn: Why "boring, repeatable systems" beat heroics—and how to build them for people who crave structure. The clarity–consistency–accountability trio: what each really means in day-to-day ops. The 90–180 day "adoption dip" and how to push through it. Scorecards: tie activity → ratios → results (and stop tracking vanity metrics). Onboarding that sets the fence lines (and uses QR'd micro-videos for field teams). The "Think Like Me" cheat sheet so crews can make good calls without you. Profit First with Relay: reducing "move-the-money" friction to near zero. Key Takeaways: Build for the 80%. Don't rewrite SOPs for one-off edge cases; keep them simple and usable. Adoption is a habit curve. Expect drop-off at 90–180 days; consistency wins. Scorecards must link effort to outcomes (e.g., calls → close ratio → sales). If it doesn't predict success, drop it. "Fence lines" create safety. Reward following process; improve the process when outcomes miss. Systemize onboarding. Use bite-size clips + QR codes; new hires set the tone for the rest. Cash discipline ≠ harder work. Automate allocations (Relay) so Profit First happens without willpower. Bio: David Forster is the founder of Systems Over Sweat and a strategic expert in business operations for home service businesses scaling past $1M - $5M in revenue. With over 20 years of experience building, scaling, and exiting service companies, David helps owners escape the chaos by fixing the processes that are quietly draining their time, profit, and energy. He's not a theorist—he's a tactician. David works with business owners to eliminate inefficiencies, simplify operations, and build scalable systems that allow the business to grow without the owner needing to be involved in every little decision. He's the guy that makes sure your operations actually operate. Links: Website: https://www.systemsoversweat.com/ Facebook: https://www.facebook.com/rdavidforster LinkedIn: https://www.linkedin.com/in/rdavidforster/ Conclusion: Scale doesn't come from working harder—it comes from designing clarity, codifying the 80%, and reviewing scorecards with courage. Pair that with automated Profit First allocations and you'll stop firefighting and start compounding profit. #ProfitFirst #CashFlow #SmallBusiness #Trades #EOS #SOPs #Scorecard #OwnerPay #RelayBanking #Operations #Accountability #CFO Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman Sign up to be notified when the next cohort of the Profit First Experience Course is available! Profit First Toolkit: https://lp.profitcomesfirst.com/landing-page-page Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst Profit Answer Man Facebook group: https://www.facebook.com/groups/profitanswerman/ My podcast about living a richer more meaningful life: http://richersoul.com/ Music provided by Junan from Junan Podcast Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.

Profit First with Megan Schwan Most owners chase revenue and wonder why cash keeps disappearing. In this episode, Rocky sits down with Megan Schwan—CEO of Sidekick Accounting and a certified Profit First Professional—to unpack the simple systems that turn chaos into cash: clean books, pricing discipline, expense sweeps, and a short list of actionable KPIs. If you want fewer surprises and fatter reserves, start here. In This Episode, You'll Learn: Why "good books" are your #1 tax saver—and the foundation for pricing and fraud control. How Profit First creates guardrails, gut-checks overspending, and builds real reserves. The expense analysis that finds instant profit (and all those "I thought I canceled" subs). The handful of KPIs to watch: break-even, month-end bank balance trend, gross & net margins, plus 1–2 lead metrics. Why owners must read the balance sheet (AR, debt, cash) to explain the "profit but no cash" mystery. S-Corp myths vs reality: costs, payroll, compliance, and when it doesn't save you a dime. The mindset gap: let data overrule fear and emotion—especially in weird markets. Key Takeaways: Clean books first; dashboards second. Messy inputs = misleading decisions. Profit First is a behavior system that forces lean ops and automatic reserves. Trim subscriptions and non-ROI spend quarterly. Every line needs a purpose. Track few, not many: break-even, margin, cash trend, and one lead indicator. Entity choice is strategy—don't elect S-Corp on hype; do the math. Bio: Megan Schwan is the CEO and Founder of Sidekick Accounting Services, a national, virtual accounting firm working to change the statistic that 8 out of 10 small businesses fail. For over a decade, Megan and her team have educated 1000's of owners on their business accounting and taxes in order to create sustainable and successful businesses. Being in the accounting industry for over 2 decades, Megan has seen and experienced plenty of businesses' red flags and triumphs. Links: Website: www.sidekick-accounting.com LinkedIn: https://www.linkedin.com/in/meganmschwan/ Facebook: https://www.facebook.com/mmschwan/ Instagram: https://www.instagram.com/mompreneurof4/ Conclusion: Revenue is loud. Cash is quiet. Use Profit First to build guardrails, clean up the books so pricing and KPIs tell the truth, and revisit entity and expenses with a strategic eye. A 20-minute weekly review beats a 20-hour crisis. Start small; stay disciplined; let the numbers lead. #ProfitFirst #CashFlow #Bookkeeping #SmallBusiness #KPIs #PricingStrategy #Entrepreneurship #CFO #TaxPlanning #BusinessSystems Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman Sign up to be notified when the next cohort of the Profit First Experience Course is available! Profit First Toolkit: https://lp.profitcomesfirst.com/landing-page-page Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst Profit Answer Man Facebook group: https://www.facebook.com/groups/profitanswerman/ My podcast about living a richer more meaningful life: http://richersoul.com/ Music provided by Junan from Junan Podcast Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.

Simple Numbers, Big Profits with Greg Crabtree: How to Scale Without Debt or Chaos Most business owners chase revenue—and lose sight of profit. In this episode of Profit Answer Man, Rocky Lalvani sits down with Greg Crabtree, author of Simple Numbers, Straight Talk, Big Profits, to cut through the noise and talk about what really drives a successful business. A self-described "recovering accountant," Greg shares how data—not opinions—can transform how entrepreneurs see their numbers, make decisions, and grow sustainably. If you've ever felt like your financial reports are confusing or your growth isn't showing up in profit, this conversation will show you exactly where to look and what to fix. In This Episode, You'll Learn: Why accounting data is often misleading—and how to use "simple numbers" instead. How to measure labor efficiency so your team drives profit, not just revenue. The power of gross margin as the real top line of your business. Why debt-free growth is possible with strong cash discipline. What Greg's 100-company study reveals about the real state of today's economy. Key Takeaways: Gross Margin is King – Stop paying attention to revenue. Profit lives in the margin. Know Your Labor Efficiency Ratio – Every $1 in labor should create $2 in gross margin. Cash is a Strategy – Keep two months of operating expenses in the bank—your safety net for growth. The Economy is Shifting – Growth won't come from the market; it'll come from taking share from weaker competitors. Simplify Your Dashboard – If a number doesn't drive a decision, take it off the report. Bio: Greg Crabtree, speaker, author, entrepreneur and financial expert. Greg founded his own firm Crabtree, Rowe and Berger to focus on helping entrepreneurs build their economic engine. After being named to the INC 5000 list for 2019, Greg's firm merged with Carr, Riggs & Ingram CPA's and Advisors, a top 20 U.S. Accounting firm to help broaden their impact on the entrepreneur community. Greg serves as the Partner in Charge of the Simple Numbers Consulting unit. In 2011, Greg's first book "Simple Numbers, Straight Talk, Big Profits" shares his core principles of how to turn your business into a wealth building engine. In 2014, Greg contributed a chapter to Verne Harnish's book, "Scaling Up" on how to improve profits though labor efficiency. In 2020, Greg released his newest book, "Simple Numbers 2.0: Rules for Smart Scaling". Greg is a frequent speaker to groups like EO, Scaling Up (Gazelles), Metronomics, Bloom Growth, Vistage, ACETECH and many Mastermind groups and has presented in over 15 countries. Greg also chairs the EO@Wharton Executive Education program for the last 7 years and serves as an EO Accelerator trainer since inception of the Accelerator program. Both books are available on Amazon, Kindle and Audible. Links: Simple Numbers - https://www.simplenumberscri.com/ Greg Speaking - https://gregcrabtree.net/ Conclusion: Greg Crabtree reminds us that business success isn't about how much you sell—it's about how efficiently you turn effort into profit. The future belongs to entrepreneurs who understand their numbers, make decisions from data, and lead with discipline. As Greg says, "You don't need more data—you need the right data." Whether you're running a $1M or $10M business, this episode will help you stop guessing, start measuring, and finally take control of your profits. #ProfitFirst #SimpleNumbers #GregCrabtree #BusinessProfitability #CashFlow #Entrepreneurship #FinancialClarity #FractionalCFO #ProfitAnswerMan #SmallBusinessFinance #GrossMargin #BusinessGrowth #CashManagement #LaborEfficiency #ProfitabilityMatters Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman Sign up to be notified when the next cohort of the Profit First Experience Course is available! Profit First Toolkit: https://lp.profitcomesfirst.com/landing-page-page Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst Profit Answer Man Facebook group: https://www.facebook.com/groups/profitanswerman/ My podcast about living a richer more meaningful life: http://richersoul.com/ Music provided by Junan from Junan Podcast Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.

How to 4X your Revenue in 4 Years with Alexis Sikorsky Most business owners dream about growth, but few know how to scale without chaos. In this episode of Profit Answer Man, Rocky Lalvani talks with Alexis Sikorsky, a strategic advisor who helps founders scale fast and exit strong. Alexis doesn't speak from theory—he built and sold his own Switzerland-based software company, New Access, in a $100M+ private equity deal. He learned firsthand what it takes to go from exhaustion to exponential growth—and how the right strategy, mindset, and systems can help you 4X your revenue in just four years. Key Lessons from the Conversation: Buy, Don't Just Build: Most founders try to grow by grinding harder. Alexis shows why M&A can be a faster, smarter route when done strategically—with the right due diligence and cultural alignment. Don't Confuse Urgent with Important: Entrepreneurs often get stuck fighting fires instead of building vision. The CEO's real job is direction and value creation—not firefighting. Know What You Don't Know: Private equity buyers make money because they see what founders can't. Your blind spots could be worth millions, so get help from people who've done it before. Fire Yourself from the Day-to-Day: If your business can't run without you, it's not scalable—or sellable. Alexis teaches founders to identify the tasks only they can do and delegate the rest. Build a War Chest: Business cycles are inevitable. You need 9–12 months of cash reserves to weather storms and seize opportunities instead of scrambling to survive. Key Takeaway: What you don't know about your business could be costing you millions. Clarity, cash reserves, and courage to think bigger are what separate sustainable success from burnout. About Alexis Sikorsky: Alexis Sikorsky is a strategic advisor to founders who are serious about scaling fast and exiting strong. With a nine-figure private equity exit under his belt, Alexis isn't speaking from theory—he's lived the entrepreneurial highs and lows across decades of company building, boardroom negotiation, and international leadership. His flagship book Cashing Out lays out the APEX methodology, a four-part framework (Assess, Plan, Execute, Exit) that demystifies the journey to private equity for founders feeling stuck or overwhelmed by growth and decision fatigue. Alexis founded, scaled, and sold New Access, a Switzerland-based software company, ultimately closing a $100M+ exit and transitioning into a new chapter as a Special Advisor to ambitious CEOs. Today, through Sikorsky Consulting and KnightScale Partners, he works with growth-stage businesses, typically doing $5M+ in annual revenue, who want to engineer their next chapter or PE exit. Links: Website: https://www.asikorsky.com/ LinkedIn: https://www.linkedin.com/in/alexis-sikorsky-consulting/ Instagram: https://www.instagram.com/alexissikorsky/ Conclusion: Growth without strategy is just motion. As Alexis shared, success comes when you think like an investor—anticipate risk, build systems, and plan your exit long before you need it. So, how many seven-figure mistakes are you willing to make? Even six-figure owners can make million-dollar errors without financial clarity. That's why Profit Answer Man exists—to help you keep more of what you earn and build a business that truly serves your life. #ProfitAnswerMan #BusinessGrowth #PrivateEquity #ScaleYourBusiness #EntrepreneurMindset #MergersAndAcquisitions #CashFlow #ProfitFirst #FinancialFreedom #BusinessStrategy #Leadership Watch the full episode on YouTube: https://www.youtube.com/@profitanswerman Sign up to be notified when the next cohort of the Profit First Experience Course is available! Profit First Toolkit: https://lp.profitcomesfirst.com/landing-page-page Relay Bank (affiliate link): https://relayfi.com/?referralcode=profitcomesfirst Profit Answer Man Facebook group: https://www.facebook.com/groups/profitanswerman/ My podcast about living a richer more meaningful life: http://richersoul.com/ Music provided by Junan from Junan Podcast Any financial advice is for educational purposes only and you should consult with an expert for your specific needs.