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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

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 […]

Succession, 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 […]

Developing Processes, Finance, Succession, 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 […]

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

June 26, 2022

Why You Should Probably Be Putting More Things In Writing

For some people, talking things out is how they clear the fog. They “think out loud”. You may be within earshot, but your perspective isn’t all that necessary. You’re just […]

Succession, Succession and M&A

June 20, 2022

Why the EBITDA Multiple Is Useful…But Incomplete

One of the questions I get asked a lot—and it’s a question that almost always makes me smile—goes something like this: “Hey, what’s the going EBITDA multiple for a firm […]

Succession, Succession and M&A

June 6, 2021

Can You Be An Absentee Owner of a Digital, Marketing, or Creative Firm?

Doing this a number of years gives me a longer arc to see how some things have changed in the industry, and an entirely recent development is this crazy idea […]

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

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