The Deal Podcast

Welcome to a podcast that goes beyond the headlines to reveal the human and financial side of building enterprise value. Hosted by M&A advisor and executive producer Joshua Wilson, this is The Deal Podcast , brought to you by FA Mergers . We're your front-row seat to the strategies shaping today's lower- and middle-market, from the family-run business to the multi-million-dollar portfolio. Too often, the world of mergers and acquisitions is seen as a complex, numbers-driven game. We believe it's about the people behind the deals—the bold entrepreneurs, the savvy investors, and the dedicated teams who make it all possible. Each episode, we sit down with the real players in the M&A space: from private equity sponsors and family offices to strategic buyers, serial entrepreneurs, and commercial bankers. We’ll also hear from the crucial professional teams on the front lines, including CPAs, tax and corporate attorneys, and wealth advisors

The Deal Podcast is a business podcast hosted by Joshua Wilson, with 85 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Joshua Wilson hosts The Deal Podcast, a business show with 85 episodes published.

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  The Deal Podcast

  Playing Offense or Defense With Your Company's Value with Ben Vance

  Aug 17, 20261h 7m

  Should you grow your business or protect it? The answer depends on one number — and most owners don't know theirs. In this episode, Joshua Wilson and co-hosts Scott Shea (FA Mergers) and Jeremy Beyt (CEO, ThreeSixtyEight) sit down with Ben Vance, CPA, Director at Faulk & Winkler, who brings nearly 20 years in business valuation, transaction advisory, and family office work. Ben unpacks the difference between "playing offense" and "playing defense" with enterprise value, why the legacy bill-by-the-hour CPA model leaves owners exposed, and how starting the exit-planning process seven years out beats scrambling at the ninth hour. A candid, operator-level conversation on selling your business, deal readiness, and building value that survives due diligence — from the Baton Rouge Podcast Tour. What We Cover: Offense vs. defense: when to grow value and when to protect it The "windshield vs. rearview mirror" shift every owner needs Why the bill-by-the-hour CPA model fails growth-minded owners Organized planning vs. controlled chaos in a sale process The add-backs owners don't realize they're sitting on How buyers actually value people vs. systems Why most deals die — and how early prep keeps them alive Using AI to build a real-time data room and Q of E model Reading momentum: when to take chips off the table Preparedness as a founder's superpower Connect with Ben Vance: https://fw-cpa.com/ Connect with Co-Host Scott Shea: https://www.linkedin.com/in/escottshea/ Special thanks to Co-Host Jeremy Beyt, CEO of ThreeSixtyEight, for hosting our Baton Rouge Podcast Tour. https://www.threesixtyeight.com/ https://www.linkedin.com/in/jeremy-beyt/ Thinking About a Transaction? FA Mergers helps founders, investors, and business owners navigate the full M&A process — from valuation to close. If you're exploring a sale, acquisition, or capital raise, let's talk. https://www.famergers.com/ ️ Follow The Deal Podcast: https://www.thedealpodcast.com/ https://www.linkedin.com/in/joshuabrucewilson/ ▶️ https://www.youtube.com/@dealpodcast Curious what your business is worth? Request your free valuation at famergers.com Disclaimer: Joshua Wilson is a licensed Florida real estate broker and holds FINRA Series 79 and Series 63 licensure. The Deal Podcast is presented by FA Mergers and is produced for informational and educational purposes only. Nothing discussed constitutes investment advice, legal or tax advice, a solicitation, or a recommendation to buy or sell any security or to pursue or avoid any transaction. All views and opinions expressed by the hosts, co-hosts, and guests are their own and do not necessarily reflect the positions of FA Mergers, One Iron Network LLC, any regulatory agency, or any employer. Listeners should consult their own legal, financial, and tax professionals before making any business, financial, or transaction decision. This podcast does not constitute a solicitation or recommendation for any financial products or services. Let's Connect on LinkedIn: https://www.linkedin.com/in/joshuabrucewilson/ To Contact Us, Please Visit: https://www.thedealpodcast.com/contact/

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  The Deal Podcast

  We're Not a Construction Company, We're a People Company — Lenny Lemoine

  Aug 10, 20261h 8m

  He built a national construction firm out of a town of fewer than 1,000 people — then sold it without feeling like he sold out. In this episode, Joshua Wilson and co-host Scott Shea sit down with Lenny Lemoine, founder of LEMOINE, the Louisiana services company he and his brother Tim grew from a family lumberyard into a 1,500-person leader in building, infrastructure, and disaster response. Lenny walks through decades of building enterprise value: the early hard-bid years, the choice to drop hard-bid work to protect culture, the Bernhard Capital Partners deal that let him scale through M&A, and a succession where the organization chose his successor. A candid talk on relationships, grit, and building people over buildings — for any lower middle market owner weighing an exit. What We Cover: - Starting a commercial construction company where none existed - Why bonding and liquidity are the lifeblood of the business - Walking away from hard-bid work to build a relationship-driven model - The Bernhard Capital Partners deal and scaling through acquisition - "Selling without selling out" and protecting company culture - The weight of leading thousands of employees and their families - Running a year-long, employee-driven succession process - Why relationships are the real engine behind every deal Special thanks to Jeremy Beyt, CEO of ThreeSixtyEight, for hosting The Deal Podcast's Baton Rouge Podcast Tour. https://www.threesixtyeight.com/ https://www.linkedin.com/in/jeremy-beyt/ Connect with Lenny Lemoine: https://1lemoine.com/ https://www.linkedin.com/in/leonard-lemoine-66465054/ Connect with Co-Host Scott Shea: https://www.linkedin.com/in/escottshea/ Thinking About a Transaction? FA Mergers helps founders, investors, and business owners navigate the full M&A process — from valuation to close. If you're exploring a sale, acquisition, or capital raise, let's talk. https://www.famergers.com/ ️ Follow The Deal Podcast: https://www.thedealpodcast.com/ https://www.linkedin.com/in/joshuabrucewilson/ ▶️ https://www.youtube.com/@dealpodcast Curious what your business is worth? Request your free valuation at famergers.com Disclaimer: Joshua Wilson is a licensed Florida real estate broker and holds FINRA Series 79 and Series 63 licensure. The Deal Podcast is presented by FA Mergers and is produced for informational and educational purposes only. Nothing discussed constitutes investment advice, legal or tax advice, a solicitation, or a recommendation to buy or sell any security or to pursue or avoid any transaction. All views and opinions expressed by the hosts, co-hosts, and guests are their own and do not necessarily reflect the positions of FA Mergers, One Iron Network LLC, any regulatory agency, or any employer. Listeners should consult their own legal, financial, and tax professionals before making any business, financial, or transaction decision. This podcast does not constitute a solicitation or recommendation for any financial products or services. Let's Connect on LinkedIn: https://www.linkedin.com/in/joshuabrucewilson/ To Contact Us, Please Visit: https://www.thedealpodcast.com/contact/

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  The Deal Podcast

  The Hidden Asset Smart PE Firms Protect at All Costs with Jeffrey Koonce

  Aug 3, 202645 min

  What separates the PE firms that build lasting companies from the ones that destroy them? Jeff Koonce says it comes down to one asset that never shows up cleanly on a balance sheet. Jeffrey Koonce is a Partner at Bernhard Capital Partners, a Baton Rouge-based services and infrastructure-focused private equity firm with more than $6 billion in AUM. A recovering CPA and former tax attorney at Phelps Dunbar, Jeff joined BCP as General Counsel and has been part of the firm's growth from its first fund close through its fifth. Co-host Scott Shea and special guest co-host Jeremy Beyt, CEO of ThreeSixtyEight, join Joshua Wilson for this conversation recorded live at ThreeSixtyEight's studio in Baton Rouge. What We Cover: What private equity actually looks for beyond EBITDA and cash flow Why the highest offer rarely wins in a founder-owned deal How BCP uses a "blueprint" strategy before approaching any target Why safety records are a leading indicator of service company quality The role of culture in buy-and-build platform success Why founders who roll equity almost always outperform on the back end How BCP managed 23 portfolio companies through reporting and technology The difference between a PE firm and a family office Why brand and goodwill matter even in industrial M&A What Jeff asks every founder at the deal table Connect with Jeffrey Koonce: https://www.bernhardcapital.com Connect with Co-Host Scott Shea: https://www.linkedin.com/in/escottshea/ Connect with Jeremy Beyt | ThreeSixtyEight: https://www.threesixtyeight.com/ https://www.linkedin.com/in/jeremy-beyt/ Thinking About a Transaction? FA Mergers helps founders, investors, and business owners navigate the full M&A process — from valuation to close. If you're exploring a sale, acquisition, or capital raise, let's talk. https://www.famergers.com/ ️ Follow The Deal Podcast: https://www.thedealpodcast.com/ https://www.linkedin.com/in/joshuabrucewilson/ ▶️ https://www.youtube.com/@dealpodcast Curious what your business is worth? Request your free valuation at famergers.com Disclaimer: Joshua Wilson is a licensed Florida real estate broker and holds FINRA Series 79 and Series 63 licensure. The Deal Podcast is presented by FA Mergers and is produced for informational and educational purposes only. Nothing discussed constitutes investment advice, legal or tax advice, a solicitation, or a recommendation to buy or sell any security or to pursue or avoid any transaction. All views and opinions expressed by the hosts, co-hosts, and guests are their own and do not necessarily reflect the positions of FA Mergers, One Iron Network LLC, any regulatory agency, or any employer. Listeners should consult their own legal, financial, and tax professionals before making any business, financial, or transaction decision. This podcast does not constitute a solicitation or recommendation for any financial products or services. Let's Connect on LinkedIn: https://www.linkedin.com/in/joshuabrucewilson/ To Contact Us, Please Visit: https://www.thedealpodcast.com/contact/

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  The Deal Podcast

  The Family Office Playbook for Lower Middle Market Acquisitions — Erik Billet

  Jul 27, 20261h 4m

  Erik Billet and Jude David built a family office that's done 12 acquisitions in five years — without outside investors, without a fund clock, and without ever planning to flip a single company. In this episode, Erik Billet, CFO of Kin Capital Partners and CEO of Stately Doors and Windows, joins Joshua Wilson and co-host Jude David, JD, DCL, MBA, Managing Partner at FA Mergers, to walk through how a two-man partnership grew into a multifamily office acquiring lower middle market businesses. Erik shares the operating playbook behind their model — why they evaluate 1,000 companies to buy one, why control matters more than capital, why the Buffett model beats the Koch brothers' model for them, and how a late-night phone call turned into one of the best deals of their career. What We Cover: - Why a family office beats traditional PE for lower middle market acquisitions - The acquisition filter: 1,000 deals reviewed for every one bought - Why control investments matter more than passive capital - The Buffett model vs. the Koch brothers model - Red flags in lower middle market financials - Why three-year PE hold periods destroy good companies - Succession and the family-business question every acquirer must ask - Building a CFO function across a portfolio of companies - The deal that closed a year after the offer Connect with Erik Billet: https://kincp.com/ https://www.linkedin.com/in/erikbillet/ Connect with Co-Host Jude David, JD, DCL, MBA: https://www.linkedin.com/in/jude-david-jd-dcl-mba-172a6a76/ Thinking About a Transaction? FA Mergers helps founders, investors, and business owners navigate the full M&A process — from valuation to close. If you're exploring a sale, acquisition, or capital raise, let's talk. https://www.famergers.com/ ️ Follow The Deal Podcast: https://www.thedealpodcast.com/ https://www.linkedin.com/in/joshuabrucewilson/ ▶️ https://www.youtube.com/@dealpodcast Curious what your business is worth? Request your free valuation at famergers.com Disclaimer: Joshua Wilson is a licensed Florida real estate broker and holds FINRA Series 79 and Series 63 licensure. The Deal Podcast is presented by FA Mergers and is produced for informational and educational purposes only. Nothing discussed constitutes investment advice, legal or tax advice, a solicitation, or a recommendation to buy or sell any security or to pursue or avoid any transaction. All views and opinions expressed by the hosts, co-hosts, and guests are their own and do not necessarily reflect the positions of FA Mergers, One Iron Network LLC, any regulatory agency, or any employer. Listeners should consult their own legal, financial, and tax professionals before making any business, financial, or transaction decision. This podcast does not constitute a solicitation or recommendation for any financial products or services. Let's Connect on LinkedIn: https://www.linkedin.com/in/joshuabrucewilson/ To Contact Us, Please Visit: https://www.thedealpodcast.com/contact/

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  The Deal Podcast

  Stuck in the Founder Trap? How to Free Yourself From the Day to Day with Jeff Martin

  Jul 20, 202643 min

  What happens when a buyer looks at your business and says, "The owner is too involved — we can't pluck him out"? That's the moment your exit value collapses. And it's the moment Jeff Martin has spent a career helping founders avoid. In this episode of The Deal Podcast, host Joshua Wilson and co-host Jude David, JD, DCL, MBA and Managing Partner at FA Mergers, sit down with Jeff Martin — serial entrepreneur, four-time exiter, and founder of Company Growth Academy. Jeff shares hard-won lessons from building and selling companies across real estate, paramedical services, and DNA testing (where he was a true first mover in the franchising space). Today, Jeff coaches second-generation owners and founders running service-based businesses in the $1M–$5M range, helping them push past the development stage into real growth — and building companies that are actually sellable. Jeff, Joshua, and Jude unpack owner dependency, the value-first mindset, the difference between a business and a company, and why the biggest obstacle to growth is almost always the person at the top. What We Cover: Why business strategy starts with exit strategy — not two years before close The "value first" mindset and why revenue and profit follow How to spot the choke points buyers will use to devalue your company Owner dependency, customer concentration, and other risk factors that crush multiples The four stages of company development — and where most owners get stuck Why "build a business to sell a company" beats "build a business to sell" The vacation test: what really happens if you disappear for 90 days Coaches vs. consultants vs. advisors — and why every operator needs one Lessons from being a first mover in DNA testing franchising How to develop your team so the company can outgrow you Connect with Jeff Martin: https://www.companygrowthacademy.com/ https://www.linkedin.com/in/companygrowthtv/ ▶️ https://www.youtube.com/@CompanyGrowthTV Connect with Co-Host Jude David: https://www.linkedin.com/in/jude-david-jd-dcl-mba-172a6a76/ Thinking About a Transaction? FA Mergers helps founders, investors, and business owners navigate the full M&A process — from valuation to close. If you're exploring a sale, acquisition, or capital raise, let's talk. https://www.famergers.com/ ️ Follow The Deal Podcast: https://www.thedealpodcast.com/ https://www.linkedin.com/in/joshuabrucewilson/ ▶️ https://www.youtube.com/@dealpodcast Disclaimer: Joshua Wilson is a licensed Florida real estate broker and holds FINRA Series 79 and Series 63 licensure. The Deal Podcast is presented by FA Mergers and is produced for informational and educational purposes only. Nothing discussed constitutes investment advice, legal or tax advice, a solicitation, or a recommendation to buy or sell any security or to pursue or avoid any transaction. All views and opinions expressed by the hosts, co-hosts, and guests are their own and do not necessarily reflect the positions of FA Mergers, One Iron Network LLC, any regulatory agency, or any employer. Listeners should consult their own legal, financial, and tax professionals before making any business, financial, or transaction decision. This podcast does not constitute a solicitation or recommendation for any financial products or services. Let's Connect on LinkedIn: https://www.linkedin.com/in/joshuabrucewilson/ To Contact Us, Please Visit: https://www.thedealpodcast.com/contact/

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