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October 6, 2024

M&A Dictionary of Common Terms

One-half of our work is in the M&A space: buy- and sell-side searches, valuations, negotiations, due diligence, etc. So from time to time I’m going to slip some M&A articles […]

Succession and M&A

September 2, 2024

Early Onset Indifference

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 and thus the likelihood of success in finding […]

Succession and M&A

July 21, 2024

Understanding Valuation Multiples

There are many reasons to buy a firm, and some of those have very little to do with the financial side, but a valuation uses various formulas to assign an […]

Succession and M&A

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 […]

Growth, 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 […]

Succession, 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 […]

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 […]

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: […]

Benchmarking, Clients, Developing Processes, Finance, Growing Your Business, Growth, Management, Managing Clients, Managing People, Marketing, Marketing Yourself, Processes, Roles, Succession, 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 […]

Clients, Expertise, Growing Your Business, Growth, Management, Managing Clients, Managing People, Succession, 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 […]

Management, Managing People, Succession, 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 […]

Clients, Developing Processes, Finance, Managing Clients, Marketing, Marketing Yourself, Succession, 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 […]

Management, Managing People, Succession, Succession and M&A

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