How I Think About Risk Allocation in Deal Structures
Risk allocation is the backbone of deal-making. I use earnouts, indemnities, and escrows to balance incentives and protect my downside.
Why I Focus on Customer Experience as a Growth Lever
The fastest growth lever is often overlooked: customer experience. I always evaluate and improve it post-acquisition because loyalty compounds into growth.
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 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. […]