This episode was recorded a few days before the SBA released its new rules taking effect October 1, including the requirement for a quality of earnings report on business acquisitions with a purchase price of $3 million or more. Because the conversation predates that announcement, it is not an explanation of the new SBA requirement. For a breakdown of the updated rules, listen to the previous episode. In this episode, Jared Johnson sits down with John Hannum, CPA, CFO, and founder of PPS Finance, to explain what a quality of earnings report actually tells a buyer before an acquisition. John explains why a QoE is not an audit, why it should be more than an accounting exercise, and how operational diligence can reveal risks that financial statements alone may miss. He walks through the process his team uses, including direct access to accounting records, proof of cash, transaction modeling, customer and supplier analysis, working capital requirements, and the review of seller add-backs. Jared and John also discuss why buyers should not treat a QoE as a box to check for a lender. John shares why roughly half of the deals his firm reviews do not move forward and why discovering a problem before closing can be one of the best possible outcomes for a buyer. They also share examples of questionable add-backs, poorly prepared reports, hidden operational dependencies, and financial records that may point to larger problems within a business. Main Takeaways: • This episode was recorded before the SBA announced its new quality of earnings requirement and does not explain the updated rule • A quality of earnings report should help the buyer understand the business, not simply satisfy a lender • A QoE evaluates normalized financial and operational performance, but it is not the same as an audit • Direct access to QuickBooks or another accounting platform can provide a clearer review than relying on PDFs • Proof of cash helps determine whether reported revenue is supported by actual customer deposits • Roughly half of the transactions John’s firm reviews are stopped or materially changed during diligence • Finding a problem before closing may save a buyer from an expensive mistake -Transaction modeling helps determine whether the business can realistically support its proposed debt • Customer concentration, supplier risk, staffing needs, working capital, and owner dependence should all be evaluated • Add-backs should be supported by actual transactions and reviewed based on whether the expense will continue after closing • A large gap between reported earnings and adjusted earnings should be treated as a potential warning sign • Excessive or questionable add-backs can point to broader concerns about the seller’s business practices • Clean books can make a business easier to diligence, more attractive to buyers, and more valuable • A low-cost QoE that only restates accounting figures may miss important operational risks • Buyers remain responsible for conducting their own diligence, even when working with an SBA lender DISCLAIMER: The views and opinions expressed in this program are those of the guests and host. They do not necessarily reflect the views or positions of my employer.