Most deals fail - not because of bad businesses, but because owners and investors speak two different languages.

Host Jeff Harkness sits down with Gloria Palmer, CPA and Co-Founder of Source Expert Advisors, to uncover the biggest communication gap in M&A: how entrepreneurs and investors misunderstand each other. Gloria explains how her “navigator” approach helps bridge that gap, guiding business owners through due diligence, deal fatigue, and financial chaos.

They break down confusing deal terms, why working capital can kill deals and how to prepare your business before the numbers start flying. If you’ve ever been lost in the language of EBITDA, accruals, or due diligence, this episode will translate it all.

Key Discussion Points:

• Gloria’s path from family business to deal advisory

• Why deals fall apart during due diligence

• How to bridge the investor–entrepreneur gap

• The difference between accounting and finance

• What “navigating a deal” really means

• The hidden dangers in working capital and accruals

Buying a business isn’t just about the numbers…it’s about understanding the documents and decisions that protect you at the closing table.

In this episode of The Deal Factory, host Jeff Harkness sits down with Nick Bramblett, COO of 3PG Advisors, to unpack the real-world mechanics of buying a business in the trades and service industries.

Nick shares his journey from corporate finance and law to M&A advisory, and together they break down the must-know governing documents, common pitfalls, and the difference between asset and stock purchase agreements.

Whether you’re looking to scale your landscaping company or acquire a pool business, this episode gives you the inside track on what it takes to be a smart buyer.

Key Discussion Points:

• The difference between asset deals vs. stock deals

• Why the Letter of Intent (LOI) sets the tone for a successful close

• The “big three” governing documents

• How rollover equity and operating agreements work in buy-side deals

• Non-compete and non-solicit agreements: what’s “market” and why it varies

• Business realities of asset deals: rehiring employees, benefits, truck titles, and insurance

• The importance of having an M&A attorney vs. a generalist

• Legal costs: what buyers should realistically budget

• Growing role of labor compliance and immigration (H2B, I-9s) in diligence

What if the business you built from the ground up could become your family’s greatest wealth engine?

In this debut episode of The Deal Factory, host Jeff Harkness sits down with Kevin Caldwell, founder of Caldwell Tree Care and now VP of Sales for Tree Guardians, to unpack his journey from startup grit to private equity success.

They dive into the lessons of scaling a business the right way: with compliance, culture, and profitability at the core, and why selling doesn’t mean losing your purpose. From his years as TCIA Chairman to leading in a PE-backed company, Kevin shares candid insights on leadership, family, technology, and redefining success in the trades.

Key Discussion Points:

• From technician to entrepreneur: how Kevin built one of the industry’s most profitable tree care companies

• The turning point that forced a mindset shift toward running a compliant, audit-ready business

• Inside the deal: navigating emotions, due diligence, and choosing the right private equity partner

• Transitioning from owner-operator to VP of Sales, and rediscovering purpose

• The power of servant leadership and communication in scaling culture across 12+ acquisitions

• Technology, AI, and the future of the green industry workforce

• Advice for young tradespeople: why you don’t need a degree to build wealth and purpose