Brave New World of M&A: An Interview with A.I.’s Don Pazour


CEO Don Pazour shares his insights on navigating Mergers and Acquisitions.

It’s a new world in Mergers & Acquisitions. What are some of the best ways to aggregate great content and audiences and and drive growth from complementary business models? Are earnouts a bad idea? And what do all the changes mean for sellers?

Don Pazour, President and CEO of Access Intelligence, has sat at all sides of the table in over 150 mergers & acquisitions. Whether you’re looking to expand or sell, Don knows the framework to navigate the new M&A landscape. [Read more…]

Optimize Market Perceptions to Maximize your Media Company’s Valuation


Thinking about selling your media business? Here’s some sound advice from Media Investment Banker
Michael Alcamo.

Considering a sale of your niche media business, but not sure how to get your highest and best price – while also keeping your team focused on growth?  We recently consulted Michael Alcamo, President of media investment bank M.C. Alcamo & Co., Inc. and a popular speaker at our Niche Media conferences. In this post, Michael will address Key #5, Maximizing Market Perceptions.

When thinking ahead to a sale in twelve to eighteen months, it’s critical to condition the market of potentially interested purchasers.

Here are five important steps you can take to optimize the perception of your business among the M&A staffs of the most relevant buyers.

1.  Labeling is Key.  

The public profile of your business should reflect your operations and your ambitions. Consider the way the world perceives you – starting with your name.

If, for example, your business owns a series of education and conference products that have grown larger than your legacy print platform, then make sure this is reflected in your business trade style.  The same holds true if your ambitions lie in developing conferences and meetings. [Read more…]

Turbocharge Your Media Company’s Product Mix to Achieve a Maximum Valuation

We often discuss with an owner the Six Keys to achieving the highest and best valuation.  These comprise: 1) employee talent, 2) operations, 3) financials, 4) products, 5) all-important market perceptions, and 6) the components of valuation.


Turbocharge your product mix–Michael Alcamo tells us how.

Today we’ll explore Key 4: 

Optimizing Your Mix of Products and Revenue

A successful and valuable media business is one that is an important partner to its clients and their industry.   If you are thinking ahead to a business sale in twelve to eighteen months, here are four priorities that can optimize your product mix, and help you achieve a highest and best sale value:

(Editor’s Note: Even if you aren’t planning on selling your media company, you should be using these four strategies to increase revenue and build up your business!)

1.  Niche out your key digital properties.

If you own one or two central media properties, try to niche-out those properties into multiple, profitable properties.  By querying and segmenting samples of your list, you can create interesting and useful content in new, niche categories.   Ensure that all new readers identify their interests, so you can understand and serve niche audiences.

Increasing your digital revenue will make a big difference in company valuation, because digital businesses receive a higher valuation multiple on exit.  And, because of its low capital costs, low cost-of-goods-sold, and its typically high growth rate, digital revenue is generally accorded a revenue multiple, rather than an EBITDA multiple.  In fact, in a growing, well-capitalized category, digital revenue can see a valuation multiple of at least 3x, if not more.  (Recall that LinkedIn went public at 35 x revenue.) [Read more…]