The M&A Mastermind Podcast

Host Nick Olsen brings together both sides of a completed M&A deal — business owner Merry Korn and her investment banker, Sharon Heaton of sbLiftOff. Merry built Pearl Interactive Network into a 1,300-employee social enterprise before selling it with Sharon's guidance, and together they share the strategic planning, trust-building, and market realities behind a successful GovCon exit.
Key Topics:
Building a social enterprise with over 1,300 employees
Strategic exit planning from the start
Choosing the right M&A advisor and building trust
Market factors affecting business valuation
Importance of team and culture in the sale process
About the Show:The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions.
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Resources: Fired to Inspired by Merry Korn firedtoinspired | sbLiftOff sbliftoff | Merry Korn on LinkedIn linkedin | Sharon Heaton on LinkedIn linkedin | Cornerstone International Alliance
Keywords: GovCon M&A, lower middle market exit planning, selling a social enterprise, M&A advisor trust, business valuation, buyer selection, M&A deal structure

In this episode, Etinosa Agbonlahor, behavioral economist and CEO of Decision Alpha, joins host Nick Olsen to share how behavioral economics can transform pricing strategy for business owners and advisors — from perceived value to the pricing confidence gap and where AI is taking pricing next.
Key Topics:
Behavioral economics in pricing
Understanding customer value perception
Pricing strategies for business growth and exit
The confidence gap in pricing decisions
Future trends: AI and transparency in pricing
About the Show:The M&A Mastermind Podcast delivers actionable insights and strategies for lower middle market dealmakers. Hosted by Nick Olsen, each episode features leading industry experts sharing knowledge on deal management, market intelligence, and strategic partnerships to help M&A advisors and business owners navigate the deal lifecycle.
Subscribe: https://www.youtube.com/@cornerstone_intl_allianceFind all episodes: https://cornerstoneia.com/podcast/cornerstoneia
Resources:Decision Alpha Website | Etinosa Agbonlahor on LinkedIn | Free Pricing Playbook | Nick Olsen LinkedIn | Cornerstone International Alliance
Keywords: behavioral economics, pricing strategy, business valuation, customer perception, decision making, market differentiation, exit strategy, AI in pricing, mergers and acquisitions, lower middle market

In this episode, Catherine Lang-Cline, longtime CEO of Portfolio Creative, joins host Nick Olsen to share how she prepared her business for a successful sale after 20 years — from mentor advice and team timing to choosing the right M&A advisor and buyer.
Key Topics:
Deciding to sell after 20 years
Preparing a business to run without the owner
The mentor advice that shaped her exit strategy
When (and why) to tell your team about a sale
Choosing the right M&A advisory team
Strategic vs. financial buyers
Why multiple offers matter
The mental and identity side of letting go
Advice for business owners considering a sale
About the Show:The M&A Mastermind Podcast delivers actionable insights and strategies for lower middle market dealmakers. Hosted by Nick Olsen, each episode features leading industry experts sharing knowledge on deal management, market intelligence, and strategic partnerships to help M&A advisors and business owners navigate the deal lifecycle.
Subscribe: https://www.youtube.com/@cornerstone_intl_allianceFind all episodes: https://cornerstoneia.com/podcast/cornerstoneia
Resources:Catherine Lang-Cline LinkedIn | Catherine Lang-Cline's Website & Book | Nick Olsen LinkedIn | Cornerstone International Alliance
Keywords: exit planning, business valuation, selling a business, lower middle market, mergers and acquisitions, M&A, deal structure, M&A advisors, buyer selection, private equity, sell side, business owner, women in business

In this episode, Stephen Marks, founder of Emmersion Capital, joins host Nick Olsen to break down Latin America's macroeconomic shifts, cross-border M&A opportunities, and what lower middle market advisors and investors get wrong about the region.
Key Topics:
Latin American macroeconomic shifts
Cross-border investment opportunities
Impact of the Mercosur trade agreement
Risks and misconceptions in Latin America
Opportunities in healthcare, technology, and manufacturing
Venezuela market outlook and risks
Brazil and Colombia market insights
Private equity and family office strategy in Latin America
About the Show:The M&A Mastermind Podcast delivers actionable insights and strategies for lower middle market dealmakers. Hosted by Nick Olsen, each episode features leading industry experts sharing knowledge on deal management, market intelligence, and strategic partnerships to help M&A advisors and business owners navigate the deal lifecycle.
Subscribe: https://www.youtube.com/@cornerstone_intl_allianceFind all episodes: https://cornerstoneia.com/podcast/
Resources:Stephen Marks LinkedIn | Emmersion Capital | Nick Olsen LinkedIn | Cornerstone International Alliance
Keywords: Latin America, cross-border investment, private equity, lower middle market, family offices, Mercosur, Venezuela, Brazil, Colombia, mergers and acquisitions, investment banking, business valuation, sell my business

In this episode, Leo Toscano, Managing Director of Excelia and partner of Cornerstone International Alliance, shares insights on the Brazilian M&A market, cross-border opportunities, and key industries driving growth. Discover how Brazil's unique economic landscape offers lucrative prospects for international investors and advisors.
Key Topics:
Brazilian M&A market evolution
Cross-border transaction advantages
Hot industries: healthcare, education, agribusiness
Impact of economic reforms on deals
Opportunities for international investors
Tax and labor complexities in Brazil
Role of Cornerstone Alliance in Brazil
Future trends in Brazilian M&A
About the Show:
The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions.
Tune in Every Week:
Subscribe: https://www.youtube.com/@UCl0qSCwwZLyZxY7RnqNghiw
Apple: https://podcasts.apple.com/us/podcast/the-m-a-mastermind-podcast/id1726394585
Spotify: https://open.spotify.com/show/4fpVjEXbJ0FXKMgEK0m7QQ 
Find all our episodes at https://cornerstoneia.com/podcast/
Resources:
Excelia - M&A Advisory Firm
Cornerstone International Alliance  
Connect on LinkedIn:
Nick Olsen
Leonardo Toscano
Cornerstone International Alliance
Excelia
Keywords:
Brazil, M&A, cross-border transactions, investment opportunities, private equity, economic reform, mergers & acquisitions, sell side, buy side, valuation

In this episode, Jason Kramer of Cultivize shares insights on how to fix leaky sales funnels, implement effective follow-up processes, and leverage AI and CRM tools to nurture long-term relationships in M&A and sales.
Key  Topics:
Sales funnel leaks and how to fix them
Importance of process and technology in sales
Effective follow-up strategies and cadence
Using AI for prospect research and outreach
CRM best practices and common mistakes
Long-term nurturing in long sales cycles
Metrics to analyze for sales process improvement
Building buy-in for new processes
About the Show:
The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions.
Tune in Every Week:
Subscribe: https://www.youtube.com/@UCl0qSCwwZLyZxY7RnqNghiw
Apple: https://podcasts.apple.com/us/podcast/the-m-a-mastermind-podcast/id1726394585
Spotify: https://open.spotify.com/show/4fpVjEXbJ0FXKMgEK0m7QQ 
Find all our episodes at https://cornerstoneia.com/podcast/
Resources:
AfterTheLead.com
CornerstoneIA.com
Keywords:
Mergers & acquisitions, M&A, sell side, buy side, valuation, sell my business, business sale, sales funnel, follow-up, CRM, process improvement, AI, lead nurturing, sales strategy

In this episode, Laurie Barkman, a seasoned exit strategist and author, shares insights on business transition, exit planning, and building transferable value. She discusses common pitfalls, the importance of succession planning, and how business owners can prepare for a successful exit.
Key Topics
Business transition and exit planning
Common pitfalls in business transfer
Building transferable business value
Succession planning and owner dependency
Employee bench and leadership development
Timing and communication during exit
Choosing the right buyer and exit options
Internal vs external transfer of business
Tools and resources for exit planning
About the Show:
The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions.
Tune in Every Week:
Subscribe: https://www.youtube.com/@UCl0qSCwwZLyZxY7RnqNghiw
Apple: https://podcasts.apple.com/us/podcast/the-m-a-mastermind-podcast/id1726394585
Spotify: https://open.spotify.com/show/4fpVjEXbJ0FXKMgEK0m7QQ 
Find all our episodes at https://cornerstoneia.com/podcast/
Resources
The Business Transition Handbook - https://lauriebarkman.me/book
Succession Stories Podcast - https://podcasts.apple.com/us/podcast/succession-stories/id123456789
Business Transition Sherpa - https://btsherpa.com
Laurie Barkman - LinkedIn - https://www.linkedin.com/in/lauriebarkman/
Keywords:
Exit planning, business transition, succession, value creation, ownership transfer, business sale, exit strategy, business growth, leadership, entrepreneurship, mergers & acquisitions, M&A, sell side, buy side, valuation

This episode features Renee Russo discussing exit planning, succession strategies, and the importance of early preparation for business owners. She emphasizes the need for a comprehensive team approach, addressing emotional and structural challenges, and leveraging AI for future success.
Key  Topics:
Exit planning importance
Succession conversation barriers
Business valuation and transferability
Team and advisory collaboration
Future of exit planning with AI
About the Show:
The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions.
Tune in Every Week:
Subscribe: https://www.youtube.com/@UCl0qSCwwZLyZxY7RnqNghiw
Apple: https://podcasts.apple.com/us/podcast/the-m-a-mastermind-podcast/id1726394585
Spotify: https://open.spotify.com/show/4fpVjEXbJ0FXKMgEK0m7QQ 
Find all our episodes at https://cornerstoneia.com/podcast/
Resources:
 
Exit Planning Institute - https://exitplanninginstitute.com
ReadyToRiseBook.com - https://ReadyToRiseBook.com
DriveValue.com - https://drivevalue.com
Connect:
LinkedIn - https://linkedin.com/in/reneerusso
Keywords:
Mergers & acquisitions (M&A), exit planning, succession, business owner, valuation, advisory, AI, business transition, preparation, team, wealth management, sell side, buy side, valuation

Jim Erben, a veteran succession and exit planning advisor, discusses the importance of strategic planning for business owners to ensure successful exits, minimize taxes, and secure their legacy. He emphasizes the need for intentionality, comprehensive valuation, and building a strong team to navigate the upcoming trillion-dollar business transition.
Key Topics:
The upcoming $13 trillion business transition
The importance of strategic succession planning
Building a dream team for exit readiness
About the Show:
The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions.
Tune in Every Week:
Subscribe: https://www.youtube.com/@UCl0qSCwwZLyZxY7RnqNghiw
Apple: https://podcasts.apple.com/us/podcast/the-m-a-mastermind-podcast/id1726394585
Spotify: https://open.spotify.com/show/4fpVjEXbJ0FXKMgEK0m7QQ 
Find all our episodes at https://cornerstoneia.com/podcast/
Resources:
Success by Design book launch details
Erben Associates
Cornerstone International Alliance
Keywords:
Succession planning, exit strategy, business valuation, legacy, business exit, planning, wealth management, M&A, business owner, succession by design

Understanding cybersecurity risks is crucial for M&A transactions, especially in the lower middle market where these risks often go unchecked. This episode features Philippe Flichy, founder of Cykur, who shares his expertise on integrating cybersecurity into the valuation process and safeguarding enterprise value.
Main Topics:
The concept of business resilience and its importance in cybersecurity planning
Common cybersecurity vulnerabilities overlooked in M&A due diligence
Six pillars of cybersecurity assessment: governance, architecture, data protection, security operations, compliance, and legal
How digital and cyber risks differ, and why digital risks are now tangible
The impact of cyber breaches on company valuation, including real-world examples
Due diligence practices: policies, procedures, and assessing third-party risks
The role of AI in cybersecurity risks and best practices for protection
Cyber insurance or cyber risk coverage: what to look for and questions to ask
Post-transaction cyber integration strategies and the importance of incident response planning
Key Highlights:
Business resilience involves pre-attack preparations (like backups and incident response plans) and post-attack recovery strategies.
Large breaches (e.g., Marriott's 500 million records breach) highlight the importance of cybersecurity for all company sizes.
Cyber risks are increasingly tangible and can significantly impact enterprise value—up to 30% in some cases.
Questions around policies, procedural revisions, and third-party risk assessments are critical for early cybersecurity evaluation.
AI tools introduce new risks, such as unauthorized access and attacks, emphasizing the need for controlled and monitored usage.
Effective cybersecurity due diligence can unlock an additional 30% of perceived value in M&A transactions.
About the Show:
The M&A Mastermind Podcast provides actionable insights and effective strategies tailored for dealmakers in the lower middle market. Hosted by Nick Olsen, the show features conversations with leading industry experts who share valuable knowledge on topics such as industry intelligence, deal management, collaborative successes, and specialized expertise. Listeners who support small to medium-sized business owners will find practical tactics and advice they can immediately apply to advance their mastery in mergers and acquisitions.
Tune in Every Week:
Subscribe: https://www.youtube.com/@UCl0qSCwwZLyZxY7RnqNghiw
Apple: https://podcasts.apple.com/us/podcast/the-m-a-mastermind-podcast/id1726394585
Spotify: https://open.spotify.com/show/4fpVjEXbJ0FXKMgEK0m7QQ 
Find all our episodes at https://cornerstoneia.com/podcast/
Connect with Philippe Flichy:
LinkedIn
Twitter
Keywords:
Cybersecurity, M&A Due Diligence, Digital Resilience, Cyber Risks, Business Valuation, Cyber Insurance, AI Security, Data Protection, Incident Response, Cyber Threats, Mergers & Acquisitions, Sell Side, Buy Side, Valuations, Sell my Business