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March 16, 2025

Responding to an Interested Buyer

I recently wrote an article about “whether you should entertain that offer,” and the short answer is “yes.” It’s a really good idea for you to lead the early conversations, […]

Succession and M&A

March 9, 2025

Q/A: Staffing, Culture, Careers, Finance, AI

This is Part 2. Click here for Part 1. About two dozen great questions surfaced in response to a LinkedIn post stating that I was going to do a Q/A […]

Benchmarking, Expertise, Finance, Growth, Management, Marketing, Roles, Succession and M&A

February 15, 2025

It’s All Interconnected, But Start Somewhere

Remember finishing up a camping trip, looking forward to a nice warm shower and a good night’s sleep on your bed that night? Getting the sand from your shoes? The […]

Clients, Developing Processes, Expertise, Finance, Growing Your Business, Growth, Management, Managing Clients, Managing People, Marketing, Roles, Succession and M&A, The Work

February 9, 2025

Should You Entertain That Offer?

Here are the two extremes we’re trying to navigate in this hypothetical. On the one hand, you don’t want to ignore opportunities to be acquired so you don’t pursue any […]

Succession and M&A

February 2, 2025

Facing An Existential Crisis?

This’ll be a rough post to read, so if your firm is doing great, or hanging in there and not losing ground, you can just skip it…or maybe forward it […]

Finance, Management, Succession and M&A

November 17, 2024

“Sell Your Professional Service Firm: A Primer”

I’m so excited to announce the release of Selling Your Professional Service Firm: A Primer. I’ve chronicled the writing process along the way, so it’s not like it’s a surprise that […]

Succession and M&A

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

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