First-time buyers often worry about what they do not know, but success comes from focusing on fundamentals and building strong relationships.

In this episode of Before You Buy or Sell a Business, Jared Johnson talks with Sushant Bharadwaj, a former technology consultant who transitioned into entrepreneurship by acquiring two e-commerce businesses. Sushant shares how his consulting background in ERP systems and supply chain management shaped the way he evaluated deals, why he treated banks and sellers as partners, and how he built trust by answering questions with transparency.

He explains the criteria he used to filter opportunities, the leap of faith behind his first acquisition, and why clean financials, repeat customers, and seller credibility mattered more than industry knowledge. Sushant also breaks down his approach to due diligence in e-commerce, from spot-checking customer data and ad spend to verifying traffic patterns. Finally, he reflects on transition challenges, including moving inventory across the country and navigating the rough first 30 days after closing.

Main Takeaways:

Banks and sellers can be valuable partners when approached with transparency and trust
Clean books and reasonable add-backs create confidence in small business acquisitions
E-commerce due diligence should focus on spot-checking key metrics, not perfect certainty
Transition planning for the first 30 days is critical to smoothing operations post-close
A strong network of advisors and peers helps overcome the steep learning curve of ownership

Episode Highlights:

[03:55] From technology consulting to exploring business ownership during COVID

[11:20] Searching hundreds of listings on BizBuySell and narrowing down opportunities

[16:40] Why seller trust and financial clarity shaped Sushant’s acquisition decisions

[23:05] Buying a women’s apparel brand without industry experience by focusing on fundamentals

[31:15] Negotiating a fair price and taking a leap of faith with his first LOI

[39:20] Due diligence in e-commerce: customer lists, ad spend, and traffic verification

[47:00] Treating banks and sellers as true partners, not just transaction counterparts

[54:25] Transition challenges: moving inventory, planning day one, and surviving the first 30 days

[01:02:10] Confidence gained from the first deal and the path to a second acquisition

Connect with Jared:

If you have questions for Jared, visit: https://jaredwjohnson.com

https://www.linkedin.com/in/jaredwjohnson/

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.

Keywords:

entrepreneurship through acquisition, ETA, buying an e-commerce business, SBA acquisition financing, seller trust, business valuation, due diligence process, clean financials, transition planning, moving inventory, first 30 days of ownership, consulting background, small business acquisition strategy, building networks, buyer-seller relationships