Since Uscita Solutions Ltd began back in 2005, there have been two people behind the business. Clients have been trusting Alex and Paul Dodgshon to build value and sell their businesses for over 20 years. So it may come as a surprise that we’ve recently welcomed a new addition to the team through our relationship with Business Partnership.
Introducing Ben Callaghan
Ben Callaghan has joined the Manchester Business Partnership team from Toyota GB (PLC) – Commercial HQ where he completed a 2-year commercial graduate programme. Now 24, Ben is working alongside Uscita to better understand exit strategy and learn how to integrate it into SME business valuations.
But he’s so young! What does he know about selling businesses? We thought you might say that, so we sat down with Ben to ask him that question and more…
What attracted you to become a business broker and exit consultant?
I’ve been aware of the industry for a while and intrigued by what’s involved. For me, working with SMEs brings variety and interest, and by their very nature they are so valuable to their owners and employees. For most people, the decision to sell their business is the biggest decision they will make in their lifetime, with consequences for families, retirement and personal legacy. It’s a huge responsibility and privilege to be able to support an owner and their team through that process.
How has your time at Toyota prepared you for working in our industry?
I’m transitioning from working with a large franchise dealer network in one of the largest automotive companies in the world to working with small owner-managed businesses. The size and scale of the two businesses may be worlds apart, but the operational theory is the same. It’s been a fantastic commercial grounding and I now have the opportunity to apply that best practice to SMEs. During my first few weeks, I’ve enjoyed some really interesting, quality conversations with our clients.
What are the personal qualities you think will serve you best in your new role?
First and foremost, I’m a people person. I’m empathetic, emotionally intelligent, genuinely curious and interested in other people’s stories. Owners decide to sell their business for different reasons. It’s my job to understand their individual circumstances and help them achieve their sale objectives. Being a good listener and communicator also helps. People tell me I have a way of putting them at ease, which helps in building client relationships.
What’s been the biggest learning for you so far?
I’ve had some really eye-opening conversations and enjoyed meeting new people and starting to build relationships. The biggest change from the corporate world is having to pivot between conversations. One minute you’re speaking to a tech entrepreneur, the next you’re jumping on a video call with the owner of a local garden centre. Listening to the way Alex and Paul seamlessly switch their focus between clients is so impressive, and I’m learning every day from the questions they ask.
What would you say to someone who thinks you’re too young and too inexperienced to value or sell a business?
People tell me I’m an old head on young shoulders. But to me, age shouldn’t really come in to it; it’s up to me to challenge that stereotype. We have robust processes and systems that help us to value and sell a business, as well as blueprints for marketing, operations and leadership. While I’m confident in my commercial knowledge, I know I still have plenty to learn, and working alongside Paul and Alex is so valuable. I know I’m learning from the best.
How does your approach to selling a business differ from someone who has worked in the profession for years?
The principles are the same. For me, it starts with trust. When I go to meetings with Paul, it’s immediately clear that the people in the room trust him implicitly. You cannot guide and support an owner if they don’t trust you, and being new to the profession, that’s something I know I need to build.
Secondly, it’s about preparation. This begins with understanding the owner’s world and the team around them. You have to put the groundwork in and understand what you’re working with and how and where you can build value, to get the most profitable outcome for the client.
What are the advantages of working with a younger broker?
I can provide a fresh perspective to business owners. For example, when we’re looking at areas to build business value, I might have different ideas about process optimisation, improving marketing, and using AI to streamline ways of working. While I’m comfortable working with a range of people, younger owners might also find it easier to relate to me.
Do you have any goals you’d like to achieve over the next 12 months?
I’m realistic, and would never set myself unachievable targets. You have to walk before you can run! My number one priority for the first year is to be a sponge and soak up as much information as possible from my colleagues in Business Partnership and Uscita. I want to build relationships and trust – both with our clients and with other professional advisers. Above all, I intend to stay grounded and humble. This is a huge opportunity for me, and up to now I’m loving every minute.
Is age a barrier to securing a successful business sale?
“We both took to Ben on first meeting. When we bring someone into our business, we look for more than commercial ability. Advising business owners requires curiosity, sound judgement, an understanding of what drives business value and, above all, the ability to listen and challenge constructively.
Ben has already demonstrated many of these qualities. He’s asking the right questions, challenging assumptions and beginning to identify opportunities that others might overlook. His commercial grounding at Toyota also brings a fresh perspective to the way we look at operational performance and business improvement.
We have spent more than 20 years working with business owners, helping them understand the value of what they’ve built and, importantly, what they can do to improve it before considering their next move. We’re looking forward to developing that experience and knowledge within Ben, while bringing his own ideas and perspective into the way we work.
So to answer the question “Is age a barrier to securing a successful business sale?”, our answer is a firm “no”.
Paul & Alex Dodgshon
Uscita Solutions Ltd
