Kevin White, Co-Founder and Managing Director at Exbo Group, recently joined The Principal Podcast, hosted by Dennis Black, to share how he built Exbo into a bootstrapped, 100+ person financial advisory firm serving private equity and venture-backed companies across the lower middle market.

Kevin traces Exbo's origin to his time advising portfolio company CEOs on fundraising while working at a venture capital fund, after nearly a decade in EY's capital markets advisory and transaction services practices. He discusses what it takes to scale past the founder-led stage: work quality as the foundation for retention and referrals, a sales process that cannot depend on the same two or three people forever, and a broader service mix that keeps a client relationship intact even as their needs change over time.

He also covers what he sees as Exbo's biggest opportunity: closing the gap between pre-transaction diligence and post-close execution, so the financial picture a deal team builds before close does not get lost once a new accounting team takes over.

Give this episode a listen to hear how Kevin thinks about authenticity as the foundation of a sales process.

Listen to the episode on Spotify, Apple Podcasts or YouTube.