Navigating Business Deals: Education and Trust

In the latest episode of the Business Buying Strategies podcast, Jonathan Jay talks with Mastermind client, Martin, who has ambitions to build a £400m empire through business acquisition.

In addition to hearing Martin’s journey from his first acquisition – shortly after completing the Mastermind programme – to his latest, this episode is packed with insights on how to put the systems and processes in place to source deals, negotiate the right way and create a strong lead flow.

In particular, Martin’s business coaching approach is a great example of developing creative ways to work with vendors to give them the valuation they want while acquiring businesses that you know have strong foundations. 

Also in the episode, Martin shares his experience of rapidly buying businesses and integrating them into his existing portfolio. 

Martin's control of negotiation conversations coupled with his consultative selling technique and risk-taking attitude form the core of his success. He encourages would be dealmakers to overcome their fears and take fast, significant action to achieve their goals.

Listen to this episode and you will gain a fresh insight on how to work with vendors to get the deals you want and what it takes to work towards building a group with a £400m valuation. 

Here are the key highlights:

02:02 Martin shares his journey into business acquisition

03:32 He explains his strategy of buying accountancy firms

03:36 His first acquisition and rapid expansion

06:10 Martin’s unique approach to business valuation

06:42 The Pipeline Strategy – how Martin coaches businesses to increase their value

06:50 The importance of the consultative selling approach

11:02 Why authority has power in negotiations and why you need to be in control

24:25 Why it is important to fail fast and take massive action

27:07 Why Martin’s approach has been so successful

Here is what you will discover…

• How Martin started on his journey into business acquisition (and what you can take from his experience) 

• The acquisition strategy Martin uses to buy accountancy businesses in his quest to build a £400m group (and why it’s important to have a strategy and end-goal)

• How he bought his first business and why speed is important to meeting his objectives

• Why you should never be a slave to the expectations of the vendor (and why it is key to have your own process for valuing a business from the start)

• Why choosing the right management team can help you grow even faster 

• Why you need to have a criteria for choosing the right type of business (and avoid building a portfolio of businesses that rely upon your attention and focus)

• How Martin uses a unique strategy to build his deal flow that involves coaching businesses to achieve their target valuation (then buying them from the vendor)

• Why using a consultative selling approach has proved effective for Martin (and why educating the vendor is so important)

• Why dealmakers need to build authority early and take control in negotiations (if you want to get the deal you want)

• Why taking action and not being afraid of failure gives Martin an advantage (and why he recommends this approach for any dealmaker looking to build a group)

** Looking for a great acquisition lawyer in the UK? Use mine! **

If you are looking for a lawyer in the UK to help you get the deal over the line, then use my own lawyer, John Andrews. You can phone his office at (0345) 2412494 or email him at johnandrews.deallawyer@jmw.co.uk.

Ready to get started?

Here’s how you can start your business buying journey…

Watch my FREE Dealmakers webinar training:

https://www.dealmakerspodcast.com

Get a FREE copy of my book:

https://www.thedealmakersacademy.com/free-book-giveaway

Join the Business Acquisition FastTrack course

https://www.thedealmakersacademy.com/quick

Already bought a business?

if you've already bought a business, you should be part of my Inner Circle group where we discuss raising capital, integration management, and exiting. Email Maria on hello@thedealmakersacademy.com for more information.