M&A

If Part One, “Software Compliance & Ownership Essentials,” was about building software the right way, this article is about proving it when it counts. Enterprise clients, investors, and acquirers aren’t just buying a product; they’re buying confidence: confidence in your ownership, your governance, your risk profile, and your ability to scale without exposing them to […]

While earning my master’s degree, I took two courses simultaneously, one on leadership, the other on mergers and acquisitions. Coincidentally, each required a paper on a major failure I had experienced. For M&A, the assignment was to analyze why most acquisitions fail. For leadership, I had to describe a situation where the absence of leadership

What Are Integration Incentives? In many acquisitions, especially in professional services, software, and agency deals, buyers structure integration incentives to keep founders and key talent motivated after the deal closes. These incentives are often tied to hitting revenue goals, retaining clients, cross-selling services, or reaching operational milestones like systems alignment or cost savings. They typically

Most business owners dream of a big exit. But when acquisition talks begin, many are blindsided, not by the offer but by the questions buyers ask. And worse, by what they don’t ask. They’re not buying your clever brand name. They’re buying your systems, your team, and most importantly, your revenue predictability. Often, founders overestimate

Most digital agencies are service-centric and do not have many hard assets like buildings, equipment, or inventory, making it somewhat easier to set a valuation. This post delves into the intricacies of agency valuation, shedding light on how factors like goodwill, proprietary tools, and earn-out structures influence the final price tag. Over my thirty years