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Managing People
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Succession and M&A
Developing Processes
March 11, 2024
Should You "Build" or "Buy" for Growth?
We ought to start by noting that growth shouldn’t be a rock bed of your strategy. You aren’t likely aiming for a network effect on top of a solid product-market […]
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: Should You “Build” or “Buy” for Growth?
Growth
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Succession and M&A
February 4, 2024
Are THEY Ready To Be A Partner?
This is the second part of a two-part series on being ready for partnership. The first part looked at whether the principal is ready, and this part looks at whether the […]
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: Are THEY Ready To Be A Partner?
Succession
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Succession and M&A
January 14, 2024
Take Retirement in Little Batches
It’s really not a problem—and certainly not a failure—to run a firm for a few short years and then move on. Most of you are supremely talented, and this path […]
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: Take Retirement in Little Batches
Succession and M&A
November 5, 2023
Maximizing Your Sellability
If you’re interested in one day selling the firm you’ve created and built, how do you know when you’ve maximized your potential EBITDA multiple and likelihood of success finding a buyer? If […]
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: Maximizing Your Sellability
Succession and M&A
September 10, 2023
See Yourself Anywhere In These?
This article is a grab bag of the things I’ve noticed in working with 1,000+ firms through the Total Business Reset process. Maybe you’ll see yourself in some of them: […]
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: See Yourself Anywhere In These?
Benchmarking
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Finance
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Succession
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Succession and M&A
June 12, 2023
Should You Be Present, Prominent, or Dominant?
I decided to write this article four years ago and I have made zero progress on it until today. But its continued presence in my “ready to write” folder is […]
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: Should You Be Present, Prominent, or Dominant?
Clients
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Expertise
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Growing Your Business
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Growth
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Management
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Managing Clients
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Managing People
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Succession
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Succession and M&A
April 17, 2023
Four Penultimate Signals To Watch For
To be frank, part of the reason I’m writing this article is because I just love that “penultimate” word. It means “second to last”, which means that there’s just one […]
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: Four Penultimate Signals To Watch For
Management
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Managing People
,
Succession
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Succession and M&A
March 18, 2023
What Buyers Are Looking For
M/A activity seems to be picking up a bit, and so this is a good time to review what most buyers are looking for. I say “most” because there’s always […]
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: What Buyers Are Looking For
Clients
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Developing Processes
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Finance
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Managing Clients
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Marketing
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Marketing Yourself
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Succession
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Succession and M&A
February 12, 2023
Are You a Personality-Led Firm Or An Institution?
Some firms are personality driven and some are institutional. Normally I’d prefer to wait until I have a fully-formed POV on something before writing about it, but the clarity has […]
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: Are You a Personality-Led Firm Or An Institution?
Management
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Managing People
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Succession
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Succession and M&A
February 1, 2023
How Do You Know When It's Time to Sell?
If you’re interested in one day selling the firm you’ve created and built, how do you know when you’ve maximized your potential EBITDA multiple and likelihood of success finding a […]
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: How Do You Know When It’s Time to Sell?
Succession
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Succession and M&A
October 2, 2022
How To Attack A Valuation That You Think Is Too Low
We have done hundreds of valuations, and the reasons for getting one are all over the place: Sometimes—though not usually—the process can turn adversarial, in which case we’ll move into […]
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: How To Attack A Valuation That You Think Is Too Low
Developing Processes
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Finance
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Succession
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Succession and M&A
August 17, 2022
Why Most Firms In This Space Are "Owner-Operators" And What That Means
Why are there virtually no outside investors in this space? You know, people who want to invest in a firm without actually running it? And what are the implications of […]
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: Why Most Firms In This Space Are “Owner-Operators” And What That Means
Management
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Succession
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Succession and M&A
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The Work
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