Terry Sullivan Targets Small Business Exit Strategy in New Book

Sullivan, founder of the consultancy Strategic Glue, argues that most owners treat marketing as a recurring expense rather than a long-term capital investment. By applying his "value-creation marketing" approach, owners can stabilize their operations and increase their appeal to potential acquirers. The strategy focuses on six core areas—Brand, Customer, Offering, Communications, Sales, and Management—to build both earnings and the operational systems that make those earnings more attractive to investors.

To support this shift, the book serves as an entry point for a three-tier program. The system begins with a diagnostic audit to identify where value is leaking, moves to a strategic playbook, and culminates in a fractional CMO service that combines AI and human oversight to execute growth. The book targets owner-operators of businesses earning between $1 million and $15 million, as well as mid-market firms up to $25 million. Digital copies will be available following an October 8 webinar, with print editions arriving on Amazon on October 22.