As Managing Partner of Maillie and a Certified Valuation Analyst (CVA), Greg Shank has spent decades helping business owners navigate some of the most important moments in the lifecycle of their companies. Whether preparing for succession planning, evaluating a potential acquisition, evaluating a potential sale, or planning for long-term growth, business owners need clarity, perspective, and the right information to make smarter business decisions.
In this conversation, Greg shares why value building considerations are important to incorporate within an ongoing strategy, how Maillie approaches these engagements differently, and why focusing on the metrics that matter is key to success.
Q: Many business owners start to think about value when they are preparing to sell their business. Can that mindset be too limiting?
A: Maillie is there to help them through the entire lifecycle of the business, not just at the point of a transaction. With succession planning, acquisitions, growth planning, or any ownership transition, valuation strategy can play an important role in each situation.
Many business owners start out with an accountant or firm specifically for tax reasons, and that naturally becomes the primary focus. But valuation work and consulting, gives owners a much broader perspective on the health and long-term value of their business. It helps answer questions like: What do I need to do to become more valuable? Where are any gaps in my organizational structure? What decisions or changes could impact my value over time?
Answering those questions with regards to value provides a much more strategic path for a company to maximize value throughout its life cycle.
Q: What makes Maillie’s approach different?
A: When a business is evaluating a potential acquisition, ownership transition, or another major decision, there are often a lot of moving parts and a lot of voices involved. You may have buyers, brokers, private equity groups, and other advisors all at the table.
Our role is to be right there alongside the client throughout that process. We help them navigate the highly complex issues so they are empowered to make informed decisions with confidence.
We’re helping clients understand what their numbers mean, identify potential risks or opportunities, and think decisively about where they want to go next. That broader advisory perspective becomes incredibly valuable when the goal is not just completing the transaction but helping them achieve the best possible desired outcome.
Q: You talk about helping clients understand what their numbers mean. How do you help clients focus on the right metrics?
A: A big part of our role is helping clients identify the data and insights that will actually guide their strategy and support better decision-making. We’re not just delivering reports. We’re focused on the metrics that matter most to help business owners understand what the information means, how it impacts value, and where they have opportunities to adapt moving forward.
Q: How does the broader expertise across Maillie strengthen the planning and support process for clients?
A: With respect to transactional work or succession planning there are complex tax, financial and operational considerations that must be addressed in order to optimize the results.
We have professionals with extensive expertise across tax, advisory, transaction support, and more. It ensures we’re always looking at the full picture as a team for our clients, not just one piece of it. Collaboration across the firm is incredible and we bring the best to the table.
Q: Why is business value ultimately about more than just the numbers?
A: Business owners have invested an incredible amount of time, energy, and resources into building their companies. The value of the company is about more than just the numbers.
It’s about understanding what drives value, where opportunities exist, and how to position the business for the future. The numbers certainly matter, but there are many other attributes of a company that can increase or decrease value. Our knowledge and understanding of the fundamentals of building value enable us to educate our clients and help them implement a strategy to build the value of the company.
