This is What Buyers are Looking For

In this episode of the Shoot the Moon podcast, Matt Lockhart and Ryan Barnett discuss the key questions buyers ask when considering acquiring an IT services firm. The discussion provides insights for IT services business owners preparing for a potential sale, emphasizing the importance of being prepared, transparent, and able to clearly articulate the company’s value proposition and growth potential. They cover critical areas including:

Strategic fit: how does this acquisition fit into the buyers service offerings? does it compliment it, fill gaps, or extend service offerings? making the buyer more valuable? market expansion?

• revenue model
• geography
• customer concentration
• how you have grown

Profitability

Flexibility on deal structure

Synergies in Processes / Platforms: What tools are in place to deliverables? Back office, front office, CRM etc…

Having financials in order: do you know your revenue, profit, margins? Tip: Having confidence in the number for the potential buyer

Leadership & Retention post-transaction: What is the seller looking for?

Go-to-Market Strategy: Assessing sales, marketing, and customer acquisition approaches

RELATED EPISODES:

• Episode 186: Dealing with Customer Concentration when Selling your Business. Listen now >>
• Episode 170: How to Become a Platform Investment. Listen now >>
• Episode 148: 6 Things that could be Surprises to Sellers. Listen now >>

Listen to Shoot the Moon on Apple Podcasts or Spotify.

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