How I Evaluate Debt Structures in Seller Financing Deals
Seller financing can align incentives or create fragility. I evaluate repayment schedules, interest rates, and balloon clauses carefully to ensure stability.
How I Evaluate Brand Strength in Acquisitions
Brand strength is one of the most overlooked assets in small business deals. I’ve learned to measure reputation, customer perception, and competitive positioning as part of my due diligence.
The Importance of Strong Onboarding Systems After Closing
Poor onboarding sabotages good businesses. That’s why I prioritize strong onboarding systems after every acquisition. In this article, I explain how onboarding protects customers, strengthens morale, and drives retention.
How I Evaluate Customer Lifetime Value in Small Businesses
LTV tells me how much profit a customer really brings over time. Without it, topline numbers can be misleading. In this article, I break down how I calculate LTV and why it guides my buying decisions.
The Role of Industry Relationships in Post-Acquisition Growth
Post-acquisition growth doesn’t happen in a vacuum—it happens through relationships. From vendors to industry peers, I’ve learned that strong connections accelerate growth, protect against risks, and open opportunities I wouldn’t have found alone. In this article, I explain why industry relationships are one of the most powerful levers in post-acquisition success.
How I Think About Pricing Power When Buying a Business
Pricing power tells me more about a business than almost any other metric. If a company can raise prices without losing customers, it has real resilience. In this article, I share how I evaluate pricing power during acquisitions, why it signals competitive advantage, and how it influences my decision-making before I close a deal.
The Importance of Documenting Processes in Acquisitions
Businesses without documented processes collapse when key people leave. That’s why I evaluate documentation during diligence and prioritize SOPs immediately after closing.
Episode 171-Sales, Communication, and Scaling Your Company with Eli Wilde
In this inspiring episode of The Prospecting Show, Dr Connor Robertson sits down with Eli Wilde, one of the world’s most recognized […]
Episode 170-Your Sales Enablement Tool Yesware with Joel Stevenson
In this episode of The Prospecting Show, Dr Connor Robertson talks with Joel Stevenson, CEO of Yesware, about the transformation of modern […]
Episode 169-Finding Your Perfect Franchise with Rich LeBrun
In this episode of The Prospecting Show, Dr Connor Robertson sits down with Rich LeBrun, founder of the RLB Franchise Consulting Group. […]
The Importance of Succession Planning in Small Business Acquisitions
In small business acquisitions, leadership transitions can make or break the deal. I’ve seen companies unravel when succession planning wasn’t addressed. That’s why I make it a top priority in my due diligence. In this article, I share why succession planning matters, how I evaluate it before buying, and what steps I take to ensure a smooth leadership handoff.
Episode 166-Get Your Tax Right with Sandoval Tax
In this episode of The Prospecting Show, Dr Connor Robertson sits down with the team from Sandoval Tax to talk about one […]