Learn from David Bailey about the art of M&A deals in consultancies, including specialization strategies, navigating acquisitions, and preparing your business for sale. Discover why being a generalist can deter buyers, how to maximize firm value, and the importance of analyzing employee LinkedIn profiles. Explore the journey of a consultancy founder turned M&A advisor and gain insights into post-acquisition success and strategic decision-making in consultancy firms.
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volunteer_activism ADVICE
Specialization for Sale
Consulting firms should specialize to stand out to potential buyers.
Avoid becoming a generalist by offering too many services.
insights INSIGHT
Hidden Acquisition Criteria
Acquirers consider factors like a target firm's fee rates and positioning.
Matching fee structures ensures smooth integration and avoids pricing conflicts.
volunteer_activism ADVICE
Preparing for a Sale
To prepare for a sale, focus on key metrics like revenue per consultant.
Higher revenue per consultant often translates to higher profitability, making your firm more attractive.
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In the consulting industry, we talk a lot about exits, most founders will have had the thought about selling their business and sailing off into the sunset, and many do! But there’s another side that’s often less considered, the acquisition side and who buys those businesses, focussing on scaling their firms to be bigger and better.
So, to take a deep dive on the less explored buy-side, David Bailey, seasoned advisor, lets us in on his expansive expertise and knowledge. This episode is packed with knowledge to help buyers understand what to look out for when acquiring a firm, and in turn, how to set your business up for sale.
David joins Nick to discuss a diverse career path that’s taken him from consulting entrepreneur to seasoned M&A advisor. Along the way, he's built, sold, and advised multiple consulting firms, accumulating a wealth of wisdom on specialisation, strategic positioning, and navigating the complex world of acquisitions.
In this episode, David and Nick cover a wide range of topics, including:
- Why being a generalist is the quickest way for consultancies to repel potential buyers, and why offering 30 different services is probably 29 too many.
- How to navigate the M&A maze, from maximising your firm's value and finding the right buyer, to making the right exit for you.
- What your employees’ LinkedIn profiles could be revealing to would-be buyers
- How David crafted a successful advisory career – and why building credibility and defining your unique value proposition are essential steps if you aspire to follow in his footsteps.
Whether you're a firm owner contemplating an exit strategy, an aspiring buyer seeking growth opportunities, or simply fascinated by the dynamics of deal-making, this episode is packed with invaluable insights.
Whether you're a consultancy owner contemplating an exit strategy, n aspiring buyer seeking growth opportunities or wanting to expand your knowledge on the art of deal-making, this episode is packed with invaluable insights.
We hope you enjoy the show!
Reach out to David: https://www.linkedin.com/in/davidbailey47/
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