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What if your business is growing, but losing value at the same time?

Too many green industry companies chase top-line growth, only to find themselves stuck with low-value businesses. In this episode, we unpack what truly creates enterprise value and how to build a business that opens doors...whether you want to sell or not.

Jeff Harkness of 3PG Advisors has helped some of the top lawn and landscape companies scale profitably and build businesses worth buying. We discuss the real metrics buyers look for, the five pillars of value, and how marketing and branding play a much bigger role in long-term growth than most owners realize.

Read the full article here https://www.landscapeleadership.com/b...

Key topics in this episode:
• Why revenue ≠ value (and what investors actually care about)
• The five pillars that drive enterprise value
• How to build a business that runs without the owner
• Marketing’s overlooked impact on valuations and growth
• What buyers love, and what scares them away
• Why a clear vision and strategic plan are non-negotiable


Chapters:
0:00 – Intro
0:54 – Meet Jeff Harkness & 3PG Advisors
2:30 – Why many companies aren’t valuable (even if they’re growing)
4:12 – How private equity changed the green industry
6:30 – “I’m never going to sell”—why it still matters
9:00 – The real drivers of enterprise value
12:24 – Gross profit, cash flow, and recurring revenue
14:00 – Five pillars of value investors care about
17:57 – Why owner-dependence hurts your valuation
19:15 – The marketing-growth connection
21:00 – Organic growth expectations from investors
23:30 – Does branding really impact valuation?
26:00 – Marketing’s triple ROI: sales, talent, retention
28:00 – Should buyers cut marketing post-acquisition?
31:00 – How top companies handle long-term marketing
33:00 – What commercial companies can learn from residential
34:30 – Why most companies under-invest in sales & marketing
36:00 – Strategic planning is not optional
38:00 – Legacy, ownership, and transforming lives
39:40 – Closing thoughts & where to connect


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