Most founders think:👉 “If I grow revenue, everything else will work itself out.”That’s not how it works.In this episode, I sat down with Holli Moeini (CFO & M&A advisor) to break down what actually drives enterprise value—and why chasing revenue alone can leave you stuck, stressed, and cash poor.If you’re scaling right now, this is a conversation you need to hear.Revenue vs. ValueRevenue looks good.But it’s not what builds a valuable business.Earnings do.The Cash Flow ProblemA lot of brands are growing… but constantly tight on cash.If you’re not around 10% net income, growth gets harder—not easier.Where Profit Gets LostWe talked about SG&A and overhead.If that gets out of control:Margins disappearFlexibility disappearsGrowth slows downWhat Buyers Actually Care AboutIt’s not your top-line.It’s:Clean financialsConsistent EBITDAPredictabilityThat’s what drives valuation.Key TakeawaysRevenue ≠ valueProfit funds growthDiscipline drives scalabilityBuyers look at earnings, not hypeBuild it right early—or pay for it laterTimestamps[00:00:00] – Why Most Founders Stay Cash Poor[00:01:00] – Revenue vs Enterprise Value (Big Misconception)[00:02:00] – Why Earnings Matter More Than Revenue[00:03:30] – How Buyers Actually Value Your Business[00:05:00] – The KPI Founders Obsess Over (And Why It’s Wrong)[00:07:00] – The 10% Profit Rule for Sustainable Growth[00:08:30] – How to Reduce SG&A Without Hurting Growth[00:10:00] – The Hidden Cost of Scaling Too Fast[00:12:00] – What Smart Buyers Look for Instantly[00:14:30] – Why Deals Fall Apart in Due Diligence[00:17:00] – Accounting Mistakes That Cost Millions[00:18:30] – LOIs, Trust, and “Retrading” Explained[00:20:00] – Red Flags That Kill Deals Fast[00:23:00] – Why You NEED a CFO Before Selling[00:25:00] – Earnouts: Where Sellers Get Burned[00:27:00] – Working Capital: The Million-Dollar Mistake[00:28:30] – The #1 Trait of Billion-Dollar Operators[00:31:00] – Biggest Exit Mistake Founders Make[00:32:00] – How Buyers Lose Value After Acquisition[00:33:30] – The Right Way to Integrate a New TeamAsk yourself:👉 Are we building something that looks big… or something that’s actually valuable?If you want help building a franchise that actually scales:👉 Go to guycoffey.com and book a free strategy callI work with founders who want to scale without losing control or burning cash.Connect with Guy Coffey:LinkedIn: www.linkedin.com/in/guycoffeyWebsite: www.guycoffey.comInstagram: @guycoffeyYouTube: @guycoffey