Entrepreneurship often drives individuals to seek out greater achievements—more wealth, more influence, and more impact. Nevertheless, Ellen Long, co-founder and consultant at Build Prove Sell, emphasizes that a larger scale isn’t always synonymous with better outcomes. In fact, she suggests that an excessive focus on “more” may obstruct the genuine objectives and ambitions of entrepreneurs when there is a lack of alignment.
Together with her father, Randy, both of whom are entrepreneurs, she manages Build Prove Sell. This consulting firm is dedicated to assisting business owners in developing a strategy and blueprint that will lead to the creation of their dream business and optimizing its sale when the time is right. For over a decade, this father-daughter team has collaborated with numerous clients, recently rebranding from Long Business Advisors.
“Our mission revolves around helping entrepreneurs build, prove, and ultimately sell their enterprise,” Ellen Long explains, who delivered a TEDx Talk at the age of 26. Some business owners prefer to exit quickly, while others focus on creating a sellable business for the future. “The most successful companies typically boast higher profit margins than their competitors. They possess a leadership team that independently manages the operations.”
What Sets Build Prove Sell Apart
Numerous firms assist owners in developing succession plans, yet they primarily emphasize merely expanding the business. Build Prove Sell distinguishes itself by advocating the idea that bigger isn’t necessarily better. The goal is for business owners to clarify their objectives, enabling them to select the most effective route forward—achieving goals faster, more effectively, and sustainably while maximizing their financial, temporal, energetic, and expert resources, all while minimizing burnout.
“After my diagnosis of Hashimoto’s [an autoimmune disorder] in October [2023],” Long reveals, “I’ve gained valuable insights regarding burnout and the notion that more isn’t necessarily better. Many entrepreneurs possess an intense drive, a burning passion. However, that passion can grow to such an extent that it consumes everything else around them. They initially launched their business to support their families, yet they may find themselves never having time to see them.”
In addition to burnout, Long identifies financial issues as a critical threat to entrepreneurs. They may suffer from inadequate cash flow or a lack of financial management, which can lead to unprofitability. “We continually consider and address these two primary risks,” she states.
Long explains that they assist clients with tax strategies, estate planning, insurance, net worth assessments, and other personal elements that can influence both the individual and their business, thereby eliminating the need to consult multiple specialists for various entrepreneurial necessities.
“Our services mirror those of a concierge designed for affluent individuals, but we adapt them for the mid-market,” Long notes. “We typically work with businesses valued between $10 to $100 million… and generally maintain a client roster of about 15 to 20 at any given time.”
Leadership Insights from Ellen Long
The chief piece of advice Long imparts to her clients is to perceive leadership as their most vital product. “My mentor consistently emphasizes that leadership should be regarded as the product of every business,” she shares. “Many entrepreneurs underestimate the significance of their leadership team to all their other initiatives.”
Long also urges her clients to prioritize profitability. Build Prove Sell conducts profitability assessments, revealing that often up to 50% of an owner’s resources—time, energy, effort, and funds—are squandered. She helps entrepreneurs attain a profound understanding of their cash flow and financial statements to elevate their businesses. What she aims for clients to grasp, to normalize their transformation, is that progress is not always linear. Self-development can be the essential key to transformation.
“It calls for a shift in mindset and acquisition of new skills,” she explains. “You’re embarking on a journey of learning. Witnessing the transformation in entrepreneurs… is truly my favorite aspect of the entire process.” Many entrepreneurs who start working with them may come in feeling exhausted and disenchanted with their careers. “What I cherish most about this journey is watching them evolve into individuals who manage a more profitable business with an improved leadership team and enhanced processes, running their operations like a finely-tuned machine. They become entirely new people.”
Selling Your Business: A Transformation, Not Simply a Transaction
Long asserts that business owners often perceive selling their business as a transaction, whereas it ought to be recognized as a transformation. Throughout their experience with Build Prove Sell, businesses often redefine their vision of who they aspire to be and the potential they hold. This shift not only enhances their lives but also positively influences their families. “The realization of, ‘I have a clear direction, and I know how to reach it,’ is incredibly powerful,” Long expresses. “This transformation leads to renewed passion for their work as they operate within their areas of unique ability.” At times, this may mean working fewer hours or dedicating more time to family and friends.
Build Prove Sell itself has undergone transformation, beginning locally with a handful of clients and an unclear roadmap. They developed dependable processes and a clear vision for their entrepreneurial ambitions. They now benefit from an extensive network of partners and experts to help fulfill their clients’ objectives. One of Long’s aspirations for 2025 includes creating programs focused on readiness for exit or sale, along with coaching initiatives.
“There is a more joyful, manageable, and sustainable way to live, particularly for entrepreneurs,” Long remarks. “I consider it my passion to assist them in discovering this. It’s a path you can navigate solo, yet you don’t have to travel it alone.”
