Why Recurring Revenue Models Change the Entire Value of a Business
Recurring revenue doesn’t just boost income—it transforms the way a business is valued. When income is predictable and repeatable, it reduces risk, improves cash flow stability, and increases buyer confidence. In this article, I share why recurring revenue models change the entire value of a business, how I evaluate them during due diligence, and why they’ve become one of my top criteria in acquisitions.
Why Customer Retention is More Valuable Than Customer Growth in Acquisitions
Customer growth looks exciting on paper, but in acquisitions, retention often matters more. Loyal customers provide stable cash flow, reduce churn risk, and increase lifetime value—all of which strengthen valuations. In this article, I share why I prioritize customer retention over pure growth, how I measure it during due diligence, and why it’s one of the most reliable indicators of long-term success after an acquisition.
Lessons From Businesses That I Chose Not to Buy (And Why)
Some of the best decisions I’ve ever made were the deals I didn’t do. Walking away from the wrong business has saved me time, money, and energy. In this article, I share the lessons I’ve learned from businesses I chose not to buy, the red flags that made me step back, and why discipline in saying “no” is just as important as the ability to close a deal.
Why Seller Relationships Can Make or Break Your Business Acquisition
In every acquisition I’ve done, the seller relationship has been one of the biggest success factors. A strong relationship builds trust, smooths negotiations, and ensures cooperation during the transition period. A poor one, on the other hand, can derail a deal or poison integration. In this article, I share why seller relationships can make or break an acquisition and how I work to build trust from the very first meeting.
The Mistakes I See Buyers Make When Entering Private Equity Deals
Over the years, I’ve seen buyers repeat the same costly mistakes when entering private equity deals. From overestimating growth potential to underestimating integration challenges, these missteps often derail acquisitions. In this article, I share the most common mistakes I’ve observed, why they happen, and how I avoid them to ensure every deal is set up for long-term success.
What a Buyer Should Always Ask Before Signing a Purchase Agreement
Before signing a purchase agreement, the right questions can save a buyer from costly surprises. I’ve learned that clarity around liabilities, working capital, customer contracts, and transition terms is essential. In this article, I share the questions I always ask before signing, why they matter, and how they help me protect both valuation and long-term success in acquisitions.
The Biggest Myths About Buying Businesses That Need to Be Debunked
There are plenty of myths about buying businesses—like believing every owner wants top dollar, or that bigger always means better. Over time, I’ve seen these misconceptions mislead buyers and kill deals. In this article, I share the biggest myths about buying businesses that need to be debunked, what’s actually true, and how focusing on reality creates smarter acquisition decisions.
What I Look for When Reviewing a Business’s Operations Before Buying
When I review a business’s operations before buying, I’m not just checking boxes—I’m looking for signs of scalability, stability, and efficiency. Strong systems and processes tell me the business can grow without falling apart, while gaps often reveal hidden risks. In this article, I share what I look for in operations, how I evaluate workflows, and why operational strength often matters more than financial projections in deciding whether to buy.
The Psychology of Business Owners When Selling Their Companies
Every deal isn’t just about numbers—it’s about people. When business owners sell, they often struggle with emotions tied to legacy, identity, and trust. I’ve learned that understanding the psychology of sellers helps me negotiate fairly, build stronger relationships, and manage smoother transitions. In this article, I share what drives sellers emotionally, how it impacts deals, and why psychology is one of the most important factors in successful acquisitions.
Lessons I’ve Learned from Negotiating with Business Sellers
Negotiating with business sellers is as much about psychology as it is about numbers. Over the years, I’ve learned that building trust, asking the right questions, and understanding a seller’s motivations often matter more than price. In this article, I share the biggest lessons I’ve learned from negotiating with sellers, the mistakes I avoid, and how these insights help me create smoother, more successful acquisitions.
The Most Overlooked Steps in Buying a Small Business
In my experience, the difference between a smooth acquisition and a painful one often comes down to the small details buyers overlook. From vendor contracts to employee roles and working capital needs, these missed steps can derail success. In this article, I share the most overlooked steps in buying a small business, why they matter, and how addressing them early has helped me avoid costly mistakes.
How I Learned to Spot Businesses Worth Buying Early On
Early in my career, I didn’t always know what made a business truly worth buying. Over time, I developed a sharper eye for the signals—like recurring revenue, transferable value, strong leadership, and loyal customers—that separate sustainable businesses from fragile ones. In this article, I share how I learned to spot businesses worth buying early on, and the key lessons that still guide my acquisitions today.