Скачать или смотреть Inside the Mind of an Acquirer with Adam Kerrigan

Adam Kerrigan started as the owner of a managed service provider (MSP) business, which he built and eventually sold. After his exit, he joined the acquiring company to lead its M&A group, where he completed 16 deals and helped build a private equity-backed organization.

In this episode of Built to Sell Radio, Adam pulls back the curtain on how acquirers often push for cashless deals, offering equity instead of cash—and how sellers can negotiate to ensure they get the deal they deserve.

You’ll discover how to:

Recognize when you’ve become the bottleneck in your business.

Build recurring revenue streams that attract buyers.

Evaluate the risks of rolling equity in an acquisition.

Negotiate effectively when offered a cashless deal.

Value your business and understand common multiples across industries.

Navigate the emotional challenges of letting go of control.

Adam also discusses the concept of "valuation arbitrage"—where smaller businesses can increase their value by joining a larger entity—but highlights the risks of relying solely on a future payout.

Whether you’re thinking of selling or want to understand the strategies acquirers use to maximize their leverage, this episode offers a wealth of actionable insights.

Listen now to learn how to evaluate potential buyers, secure a fair deal, and position your business for a successful exit.