About this episode
In this informative session, Adam and Dan delve into the intricate world of mergers and acquisitions (M&A) specifically tailored for Managed Service Providers (MSPs). Recorded live at the MSP Show 2025, returning for a second year to the London exhibition, the duo builds upon last year's discussion on valuations and management accounts to explore negotiation tactics and heads of terms. They aim to share insights on due diligence and deal completion in future sessions. The script includes a unique role-play segment illustrating a negotiation between a buyer and a seller, offering viewers a realistic glimpse into the M&A process. Throughout the session, the importance of preparation, trust, financial clarity, and strategic alignment is emphasised. The session concludes with an interactive Q&A segment addressing key issues like market trends and seller expectations. 00:00 Introduction and Welcome 01:16 Background and Experience of the Speakers 02:15 Role Play Setup: Buyer and Seller 04:04 Seller's Business Overview 09:41 Buyer's Business Overview and Preparation 13:46 Heads of Terms and Valuation Discussion 16:59 Negotiation Begins 22:31 Client Retention Concerns 23:09 Earnout Structure and Final Offer 23:48 Negotiation Pause and Reflection 25:13 Resuming Negotiations 25:42 Unexpected Financial Hurdles 27:12 Deal Reconsideration 28:27 Key Takeaways and Q&A 32:02 Market Trends and Buyer Dynamics 38:59 Final Remarks and Audience Interaction Connect with Daniel Welling on LinkedIn by clicking her
