How a $20M Business Fails
On this episode of Still Searching with Jed Morris, Joe Odell tells the story of buying a $20 million home health business through a traditional search fund and fighting for three years to keep it alive. Joe raised a fund with a partner, found his target in two months, and closed at six times EBITDA with about $12 million in bank debt. On paper, a growing healthcare company. In reality, a business that was almost break even from day one.
This is not a careless buyer story. Joe did the work. The patient census hid duplicates. A top sales rep walked during diligence. Cash went from about a million in the bank to less than a hundred thousand, and Joe spent nights driving medication deliveries across Texas to dodge the overtime bill. He clawed EBITDA back to where he bought it, then watched one reimbursement change erase two million of it overnight. The ending is the part nobody talks about: Joe told his own investors not to wire the rescue money, wrote the wind-down plan himself, and walked out still able to sleep at night.
A buyer walks away with three things: why diligence tells you what you could have caught but not what you should have, how debt sized for maximum returns is also sized for maximum default risk, and what shutting a business down the right way actually looks like.