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.
How I Manage Transition Periods After Acquiring a Company
The transition period after an acquisition is one of the most fragile stages of ownership. I’ve seen companies lose momentum when sellers exit too fast or knowledge isn’t properly transferred. In this article, I share how I manage transition periods, from building trust with employees to structuring seller involvement, and why handling this stage well is critical for long-term stability and growth.
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.
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.
How I’ve Used Relationships to Find Off-Market Businesses for Sale
Some of my best acquisitions never hit a broker’s listing—they came through relationships. By building trust with owners, advisors, and industry peers, I’ve uncovered off-market businesses that most buyers never see. In this article, I share how I use relationships to source hidden opportunities, why networking matters in acquisitions, and how trust often delivers better deals than traditional listings.
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.
How I Evaluate Risk When Looking at a New Business Acquisition
Every acquisition carries risk, but not all risks are created equal. Over time, I’ve developed a framework to quickly identify the areas that can make or break a deal—cash flow health, customer concentration, leadership gaps, and operational weaknesses. In this article, I share how I evaluate risk when looking at a new business acquisition, what red flags I prioritize, and how I balance risks against long-term opportunities.
Why Culture and People Often Decide if a Deal Works Long Term
Financials can look perfect, but it’s the culture and people that determine if a deal thrives long term. I’ve seen acquisitions succeed when employees feel valued and culture aligns—and fail when those elements are ignored. In this article, I share why I focus on culture and people during due diligence, how I evaluate them, and why they often decide whether a deal truly works in the long run.
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.
Creative Financing Strategies for Business Acquisitions
Not every acquisition requires upfront cash or traditional lending. Over the years, I’ve learned to use creative financing strategies—like seller financing, earnouts, and performance-based payments—to reduce risk, preserve capital, and align seller incentives. In this article, I share my favorite financing approaches, how I structure them, and why creative deal-making often opens the door to acquisitions that others pass by.
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.