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cover of episode Ep 482 Exit Story: Bob Gilbreath — "The Adult Version of the Marshmallow Test" and How to Capitalize on an Earn-Out

Ep 482 Exit Story: Bob Gilbreath — "The Adult Version of the Marshmallow Test" and How to Capitalize on an Earn-Out

2025/2/21
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Built to Sell Radio
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Bob Gilbreath
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Colin Morgan
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Bob Gilbreath: 我经历了两次高风险的业绩对价（earn-out），并成功将其转化为巨额回报。第一次是Bridge公司，一家数字营销公司，被WPP以90%的业绩对价收购。我们通过保持业务独立性、激励团队和设定明确的增长目标，最终提前三年半完成了业绩对价目标。第二次是Ohology公司，一家影响者营销公司，被Quotient收购，同样通过团队激励和战略调整，成功实现了业绩对价目标。 Colin Morgan: Bob Gilbreath的经验表明，业绩对价虽然风险高，但通过合理的结构设计、团队激励和战略执行，可以将其转化为巨大的成功。他的故事为其他企业家提供了宝贵的借鉴。

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An earn-out is a deal structure where part of the sale price is contingent on the business hitting future performance goals. For many owners, it feels like a gamble—where the payout is uncertain, and the risks are high.  But Bob Gilbreath flipped the script.  He navigated two complex earn-outs across two service businesses and turned both into massive financial wins. In this episode of Built to Sell Radio, Bob shares how he turned the dreaded earn-out into his greatest asset.