Beyond revenue and margins, buyers are scrutinizing teams, culture, and operational health.

The Disruptors
With Liz Farr

Brannon Poe, founder of Poe Group Advisors, says the key to a successful firm transaction is fit.

“I think having a good deal is really about having a good fit,” he says. Besides technical skills, “you have to have management styles that mesh well, you have to have client service philosophies that are aligned,” he explains.

MORE STREAMING:MORE STREAMING: Oliver: Build a Biz that Runs Without You | Daiber: Use Succession as a Growth Strategy | Cannon: Busy Season is Self-Inflicted | Carroll: When One Person Can Break the Firm | Rampe: Build a Roadmap Even When the Road's Not There | Chang: Killing SALY, One Agent at a Time | Vanover: 5-Star Firms Don't Bill by the Hour | Kless: Profit Is a Result. Flourishing Is the Purpose | Whitman: Build Culture on 'Progress,' Not Change | Shein: No PE? No M&A? No Problem | Hood and Weber: Time to RISE | Proctor: Turn Dumb Ideas into Brilliant Solutions | Carter-Gray: How 1 Poor Review Strengthened the Firm | Hartman: Upwork to “40 Under 40” in 3 Years |

For sellers, choosing the right buyer matters as much as the price. “I find that the sellers in particular, who keep their focus on fit and choose the right buyer, usually are the happiest with their exit.”

The last few years have created favorable conditions for accounting firm sales, but not for everyone.

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