Shows
Shoot the Moon with Revenue RocketHow to Keep a Level Head During an M&A ProcessSelling your business is more than a financial transaction—it's an emotional journey. Our latest podcast explores the critical balance between emotion and logic in mergers and acquisitions, offering insights for IT services business owners. Key Takeaways:Understand the deep emotional attachment founders have to their businessesRecognize how emotions can impact deal negotiations and valuationLearn strategies to stay level-headed during the M&A processDiscover the importance of professional advisors in managing emotional challengesWhether you're considering selling or acquiring a company, emotional intelligence is your greatest asset. Our experts provide practical guidance to help you navigate the co...2025-05-0833 min
Shoot the Moon with Revenue RocketPerfect in M&A Doesn’t Exist: Learn Where you can FlexIf you're trying to find the absolute perfect deal (M&A), we know that 99.9% of the time it is not the reality. Being able to be flexible and adaptable in changing environments is crucial for success in business. Revenue Rocket has seen it all in our 23 year, and we'd love to talk with you about your organic and inorganic growth goals. Reach out for a no-obligation introduction call: info@revenuerocket.com
Listen to Shoot the Moon on Apple Podcasts or Spotify.Buy, sell, or grow your tech-enabled services firm with Revenue Rocket. 2023-07-2527 min
Shoot the Moon with Revenue RocketBreaking Down the Successful Sale of Project DeaconProject Deacon was an opportunity to acquire a growing, profitable cloud-hosting firm focused on the dental practice market with over 80% recurring revenue. They provide Cloud Desktop as a Service (DaaS), Managed Services, and IT Professional services - essentially a one stop technology shop of all the needs of growing dental services organizations. Revenue Rocket represented the firm as their sell-side M&A advisor.Let's break down the sale:Running your business before a saleProfitabilityPositioning your Business in the market (SVP)Gather the right dataDue DiligenceTrust your advisorsHappy Buyers & Sellers!If you're considering an M&A...2023-06-1429 min
Shoot the Moon with Revenue RocketUnderstanding Fee Tail provisions in M&A ContractsWe’ve talked a bit about what to expect for fees when evaluating M&A vendors – you can check out previous podcasts and blogs on the topic on our website at RevenueRocket.com.Today we want to dig into a provision you’ll find in nearly all M&A related contracts – a tail for a transaction after an agreement comes to an end.But Before we jump into the specifics of tail related provisions, there are a few things you should know about how the M&A business operatesTypes of M&A contract...2023-05-0327 min
Shoot the Moon with Revenue RocketQuestions to Ask before you Consider Selling your FirmConsidering a sale is a very personal decision for a business owner. You've spent your life and energy building a business and now you've decided to consider a merger or acquisition. We get it - we've helped hundreds of firms sell and we're sharing what we've learned and what it takes to start a process. 1. What is the current market value of your firm?You'll need to know how much your firm is worth before you can start shopping it around. There are several ways to value a tech-enabled services firm, so you'll w...2023-04-1226 min
Shoot the Moon with Revenue RocketAdjacency Strategies in M&ABefore beginning an M&A process, consider an adjacency growth strategy. We define adjacency strategies as taking what you do best and expanding into an adjacent opportunity that’s one degree of separation from where you are.Check out our blog post on The Adjacency Growth Strategy: https://www.revenuerocket.com/adjacency-growth-strategy/
Listen to Shoot the Moon on Apple Podcasts or Spotify.Buy, sell, or grow your tech-enabled services firm with Revenue Rocket. 2023-01-0320 min
Shoot the Moon with Revenue RocketNavigating Undisclosed Liabilities Before, During, and After CloseIt is very common that new, undocumented liabilities appear post the closing of a transaction. Some due to timing and others due to issues with transparency within the selling organization. In this episode we will discuss the mechanism we put in place to account for these unplanned expenses.Some questions we answer:What is a true-up and some examples?What are representations and warranties? Is that an entirely separate issue?Sandbag clause in reps and warrantsWhat’s the difference between hitting an earn-out and a true up? What remedies does a buyer have if there are unn...2022-07-1227 min
Shoot the Moon with Revenue RocketWhy You Should Take the Call from an M&A AdvisorRevenue Rocket has been helping business owners buy and sell for over 20 years. Whether you are looking to acquire a business or looking to be represented for sale, here is a sampling of firms we’re representing today. We are also happy to talk about a custom program for you. Check out our current deals: https://www.revenuerocket.com/current-deals/
Listen to Shoot the Moon on Apple Podcasts or Spotify.Buy, sell, or grow your tech-enabled services firm with Revenue Rocket. 2022-06-2422 min
Shoot the Moon with Revenue RocketThe Importance of M&A focused NDA'sRead our blog post on the importance of M&A Focused NDAs here.The need for NDA’s are critical and the ways they are beneficial / required are endless. When working with your advisor or managing a deal on your own be sure to protect your confidential information BEFORE engaging in any discussions. For more information on preparing for a transaction check out our available resources at revenuerocket.com
Listen to Shoot the Moon on Apple Podcasts or Spotify.Buy, sell, or grow your tech-enabled services firm with Revenue Rocket. 2022-04-1323 min
Shoot the Moon with Revenue RocketWhy Inorganic Growth is Never off the TableConsidering a merger or acquisition but not sure where to start? Revenue Rocket can help! Reach out for a free, no-obligation introduction call: https://www.revenuerocket.com/contact-us/
Listen to Shoot the Moon on Apple Podcasts or Spotify.Buy, sell, or grow your tech-enabled services firm with Revenue Rocket. 2022-03-2919 min
Shoot the Moon with Revenue RocketThe 11th HourThe 11th hour is a tough one for both sides and while we always work hard to circumvent any objections or emotions it is important to both the seller and buyer to remember why they started the process, signed the LOI and why the market will see value in what they are going to build together. Nothing is perfect but keeping a clear and optimistic mind can ensure that no matter the outcome you made the best decision for your company, shareholders and ultimately the marketplace. Here's what is covered in this episode of Shoot the Moon.Le...2022-03-2325 min
Shoot the Moon with Revenue RocketShow me Yours and I'll Show you Mine (Disclosures in an M&A Deal)In every deal we do, we spend a significant amount of time furnishing our clients' data room and ensuring full disclosure on all administrative business functions. The collection and inventory of these items are then transformed into a schedule within the SPA (stock purchase agreement) or APA (asset purchase agreement) known as the “Disclosures”. These items are the source of truth for everything a buyer needs to know and are acknowledging the existence of the items listed. These disclosures are usually referenced within the representations and warranties of the definitive agreements. Types of things we see in d...2022-03-0730 min
Shoot the Moon with Revenue RocketThe Importance of Marketing during an M&A ProcessCheck out our blog post on The Importance of Marketing during the M&A Process: https://www.revenuerocket.com/the-importance-of-marketing-during-an-ma-process/
Listen to Shoot the Moon on Apple Podcasts or Spotify.Buy, sell, or grow your tech-enabled services firm with Revenue Rocket. 2021-12-2124 min
Shoot the Moon with Revenue RocketCustom Application Development Trends & OutlookRead more about our insights on Custom Application Development trends in our recent blog post: https://www.revenuerocket.com/custom-application-development-trends-outlook-end-of-2021/
Listen to Shoot the Moon on Apple Podcasts or Spotify.Buy, sell, or grow your tech-enabled services firm with Revenue Rocket. 2021-10-1126 min
Shoot the Moon with Revenue RocketFirst Impressions and Persistence: The Difference between Success and FailureOne of the most critical functions in an organization is the first person of contact for enabling an M&A transaction. If your competitor calls you and wants to buy you would you entertain that conversation? Having a third party like an advisor brings in standard operating procedures, best practices, and the proper etiquette that is paramount to creating engagement and good outcomes.Some key points Ashley and the team cover in this episode:Documenting outreachFraming up a discussion to present an opportunityRespecting the prospect's time and recognizing their toneCommunication methodsBest practices for follow upBusiness Development...2021-09-3030 min
Shoot the Moon with Revenue RocketMSP Trends & PredictionsAt Revenue Rocket a fair amount of our clients fit into the category of managed service providers or MSP’s as we in the industry refer to them. The category focuses on providing business and enterprise clients with predictable and scalable solutions for managing all facets of information technology (IT) within their corporate ecosystem.Macro trends:Simplify the hiring and maintenance of internal IT teams (outsource) Continued enablement of the remote worker Scale when dealing with the job swap boom (increased churn in enterprise)Managing the continued migration to cloud and the complexities that come with itHyp...2021-09-1627 min
Shoot the Moon with Revenue RocketYour Deal Fell Apart, Now What?Revenue Rocket has worked with hundreds of firms to successfully complete transactions. We'd love to schedule an introduction with you and learn about your growth goals. Reach out anytime: info@revenuerocket.com
Listen to Shoot the Moon on Apple Podcasts or Spotify.Buy, sell, or grow your tech-enabled services firm with Revenue Rocket. 2021-08-0524 min
Shoot the Moon with Revenue RocketReady, Set, Sell?Having your ducks in a row going into a process will ensure that expectations are met, that valuations hold strong through the process and that the unknowns are limited and not factored into the economics of the deal. Ideally you should work with an advisor to ensure your sell-side readiness and to be ahead of any pitfalls in the current inventory of documentation, reporting or assets associated with a transaction.Are you ready to sell today? Contact us for an introduction call: https://www.revenuerocket.com/contact-us/ or start by doing a quick check-up of what your b...2021-07-0619 min
Shoot the Moon with Revenue RocketAre you Sure you're Ready to Buy?Are you ready to buy?Revenue Rocket has been helping buyers find the right partners for over 20 years. Consider a quick introduction call with us, and let's talk about your growth goals: https://www.revenuerocket.com/contact-us
Listen to Shoot the Moon on Apple Podcasts or Spotify.Buy, sell, or grow your tech-enabled services firm with Revenue Rocket. 2021-06-2825 min
Shoot the Moon with Revenue RocketThe Importance of Cultural Fit During an M&A TransactionToday we are going to talk about the importance of cultural alignment during a merger or acquisition. Failure to consider cultural alignment in an M&A transaction can be the kiss of death. We see many times when two parties try to come together without an approach to implement and monitor culture it doesn’t work.Here at Revenue Rocket we always look at 3 important things: Strategic Fit, Financial Fit, and what are we talking about today, Cultural fit.Some things we'll dive into:Strategic FitIntegrationHeirarchyGoal alignmentFinancial FitUsing an advisorWe'd love to le...2021-06-0919 min
Shoot the Moon with Revenue RocketWhat's Going on with Valuations in 2021This episode of Shoot the Moon is all about valuations in May 2021! The value of your firm is an estimate of market-based price and what is to be believed is a fair estimate of what your business is worth. Revenue Rocket has a valuation tool on our website that takes a few minutes to get a range of what your firm could be worth.In the IT services space, we almost always see your valuation is multiples of profit. We can’t stress enough how important keeping profitability high is. Selling your firm is a really important de...2021-05-1718 min
Shoot the Moon with Revenue RocketNavigating Deal Structures - Options to Maximize Deal EconomicsIn this episode of Shoot the Moon, the Revenue Rocket team dives into how to increase enterprise value if you are a seller and how deal structures impact enterprise value. EPISODE BONUS: Mike and Ryan spend the first few minutes of this episode discussing what's happening in real-time at Revenue Rocket. What happens in the final weeks of a deal? What happens if you get 95% of the way done but let the 5% distract you from closing? Don't lose the bigger picture because of something small. The last weeks can be the hardest, but also make the months of...2021-05-1122 min
Shoot the Moon with Revenue RocketThe Good, Bad, and the Ugly: We've Seen it AllWe really have seen it all when it comes to do's and don'ts during an M&A deal. Here are a few takeaways from some of our past experiences:Be yourself - but don't over do itBe mindful of what's around you and what you are doing during a video callBe smart about add-backs and what is considered an add-backAlways conduct yourself professionally - even if you are not sitting at a conference room table togetherConsider who should really know about a transaction internally and externallyDon't get greedy during the final hours of a deal coming togetherUnderstand EBITDA...2021-04-2620 min
Shoot the Moon with Revenue RocketBuying Smart in a Seller's MarketListen to tips and tricks to establishing healthy valuations, deal structures, and proven processes to reaching a successful combination under today's market conditions. As a firm that represents many buyers, we see transactions happening every day with buyers making strategic moves to get the best deals done. Reach out to Revenue Rocket to skyrocket your growth through acquisition: info@revenuerocket.com
Listen to Shoot the Moon on Apple Podcasts or Spotify.Buy, sell, or grow your tech-enabled services firm with Revenue Rocket. 2021-03-1816 min
Shoot the Moon with Revenue RocketWho Pays the Fees?To each their own when it comes to fees during an M&A transaction. In what we’ve seen for over 20 years at Revenue Rocket, that is how it has always been done.For example, a seller of a business would only pay brokerage, legal, accounting, M&A, or other fees for their own advisors, not the buyer’s as well. This is something to keep in mind if fee fear is a hurdle for you when considering a sale or an acquisition.Revenue Rocket has been in the business of understanding fees and M&A ad...2021-03-0104 min
Shoot the Moon with Revenue RocketDistinguishing Corporate Goodwill vs Personal Goodwill during an M&A DealGoodwill is an intangible asset held by a business usually associated with the company’s reputation. There are two types of goodwill that are taken into account as part of a transaction that as a buyer or seller you should recognize and understand. There are differences in the way these types of goodwill are treated. Personal Goodwill attaches to an individual’s contributions to the business.Corporate Goodwill comes from characteristics specific to the business like the brand itself.If you are entering into a transaction looking to separate corporate goodwill vs personal goodw...2021-02-2407 min
Shoot the Moon with Revenue RocketWhy Sell Now vs LaterIf you’re contemplating the sale of your business there has never been a better time to consider finding the right partner and also the right M&A advisor. Revenue Rocket has been the premier M&A advisory firm for IT Services companies for over 20 years! Read the blog post mentioned in the Episode: Consolidation is in Full Swing yet People are Selling too Late, Why?You may have built a successful firm from scratch or bought strategically, but at some point, it’s time to exit your business and focus on the next phase of yo...2021-02-1806 min
Shoot the Moon with Revenue RocketThe Secret Sauce of Deal MakingWin-win deals involve compromise and patience but don't do it alone. Revenue Rocket has facilitated hundreds of transactions in over 30 countries for IT Services companies over the last 20 years. From deal origination to close, we can help you through your next M&A transaction.We'd love to learn more about your growth strategy needs: https://revenuerocket.com/contact-us Listen to Shoot the Moon on Apple Podcasts or Spotify.
Listen to Shoot the Moon on Apple Podcasts or Spotify.Buy, sell, or grow your tech-enabled services firm with Revenue Rocket...2021-01-1425 min
Shoot the Moon with Revenue RocketWhy Sell?Is it the right time to sell? Should you consider an earnout? Are you selling in or selling out? What are some options for your future role in your business? Listen to the answers of the questions business owners are asking when they come into a position to sell.Revenue Rocket has been helping IT Services business sell their business and acquire other businesses for over 20 years. If it could be time for you to sell your business, we’d love to talk. Reach out at revenuerocket.com/contact-us.
Listen to Shoot the Moon on...2021-01-0617 min
Shoot the Moon with Revenue RocketLet's Build a Target List!We often use the term ideal prospect profile, which is something as a buyer or seller you need to understand. Before outreach to a potential seller, decide what attributes are the most important to you when looking at an ideal company to buy. If you are in a position to sell your business, think about the ideal buyer and what the ideal attributes are. Having your idea prospect profile ahead of time and then managing outreach is critically important.Here are some attributes to consider when building a target list:geographysizetalentstrategyculturerevenuemanagement teamvertical marketWe are...2020-12-2334 min
Shoot the Moon with Revenue RocketEmployee Involvement: Who and When during a Buy ProcessIdentifying the right people to participate in the process can be harder than it seems. The process needs to be part of a larger strategy the business was executing against and as such the target, process and anticipated outcomes should be widely known and understood by those at the executive level. That said, once the company is in an active process pulling in the right people at the right time can become problematic. The due diligence process can be lengthy and should always be split into functional areas with the assigned owners. The likelihood of a company wanting to t...2020-10-1422 min
Shoot the Moon with Revenue RocketDIY M&A: 10 Things to AccomplishSo, you're thinking about buying another firm on your own. Is your business ready to take this on alone? At Revenue Rocket we always ask, does 1 + = 3? Does this prospect firm get your business to a place it couldn't get alone? If so, here are 10 things to accomplish when doing an M&A transaction yourself:When is the right time to buyCash or stock based transactions Accretive nature of a transaction How to establish proper valuations Category analysis to determine what to buyProperly evaluating the competitive landscape How to draft intent once you find the right target Establishing a due di...2020-06-0114 min
Shoot the Moon with Revenue RocketDon't Stop Marketing!Consumers are being engaged differently these days... What used to be an in person dialog is now an online article or podcast. Is your business part of that content? Your customers are learning new things at an unprecedented rate since the stay-in-place orders went into effect and your product or service may be just what people are looking for. So, rather than cut back on marketing, use some of your new DIY talents to reach your target audience in this new and likely forever different world!“Stopping your marketing and advertising to save money is lik...2020-04-1407 min
Shoot the Moon with Revenue RocketUsing Add-Backs to Enhance your ValuationAn add-back is an expense that is added back to the profits of a business (most often earnings before interest, taxes, depreciation, and amortization, or EBITDA), to show the profitability and value when you take out expenses that will “go away.”Add backs play a critical role in adjusting the bottom line when analyzing the valuation of a company. A “legitimate” add back is an expense that is for owner benefit that would not continue after a transaction with a new buyer.Some examples of legitimate add-backs are:Legal FeesFacility updatingPersonal expensesAdjustments to the owner’s c...2020-03-3108 minShoot the Moon with Revenue RocketThe Luxury of PerspectiveThe luxury of perspective is paramount to your success in life and happiness as a person. Many don’t realize how limited their perspectives are in many situations. It’s important to include “Yes, and” instead of “Yes, but” in professional and personal conversations. Why? Opening your mind to different perspectives will help you as an IT Services executive or business owner become more successful in all facets of life. For example, if you view someone’s level of success based on one perspective, how will you open your mind to others’ views of success? How will you add value as a busin...2020-02-1814 min
Shoot the Moon with Revenue RocketProfit is ImportantYou are building your company to ultimately sell the for a significant amount of money. We get it; it’s your biggest asset as an IT Services business owner. The most profitable firms we see are running their business at higher than 15% net income - where does your business fall? What separates profitable companies vs not profitable companies:Market Focus - are you focused on a narrow set of customers with a prospect profile? Can you market them effectively?Efficiencies - how are you approaching all aspects of the business? Leadership? Go-to-Market strategy?Hire an advisor - d...2019-10-2805 min
Shoot the Moon with Revenue RocketExpanding Your IT Services Business into New MarketsIt is a competitive landscape out there in the world of IT Services. Listen to Mike’s experiences and insights into the market(s) you are in or should be in.Mike's Thoughts:The goal: Be number 1 or number 2 in the market you’re in. Be the expert!Align your go-to-market strategy, your marketing, and your sales. Focus on driving efficiency in your business by effectively marketing in a few markets, sometimes just one. We find that firms who do this have very little competition in the market place.What about geog...2019-09-3006 min
Shoot the Moon with Revenue RocketHow to Position your Business for Sale when Approaching RetirementIn this episode of Shoot the Moon, we cover the hot topic of CEOs who are approaching retirement or are thinking about retiring.There is a handful of things to think about when selling your business:Intersection of technology: specializationYour Market focus: verticalizationHow well you build out the offering you have from a services perspective to look like a product: productizationAt Revenue Rocket, we call this the SVP (Specialize, Verticalize, Productize) model which we believe must be optimized and aligned to get ready to sell! If not, you are leaving money and opportunity on...2019-09-1810 min
Shoot the Moon with Revenue RocketMicrosoft Inspire: Takeaways from M&A Done RightIf you missed us at Microsoft Inspire (or joined us for our favorite event and want to learn more), listen to our take aways from M&A Done Right, our growth strategy event. The event included 5 M&A experts who joined us for a Q&A panel, all relating to mergers and acquisition in the IT space. In this episode, Mike Harvath covers some of those M&A questions asked and answered.
Mike covers these questions:
Current Market Outlook
What is going to happen after 2020?
How does a company maximize value for a potential transaction?2019-08-0808 min