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In this episode of the Unlocking Value podcast, we welcome Jon Grant, Tech M&A Director at Clearwater, one of Europe’s leading corporate finance firms.
Jon is one of the UK’s most experienced advisors on technology and consulting deals and works closely with founders and leadership teams to help them build, grow and realise value in their businesses. Over his career, Jon has advised on some of the sector’s most high-profile transactions, including the sale of Infinity Works to Accenture, Growth Capital Partners’ investment in Hippo Digital, and the sale of Oakland Partners to Softcat. That track record gives him a clear and practical perspective on what really drives value in professional services and what buyers and investors are looking for today.
For leaders thinking about investment or exit, there are many challenges to grapple with: understanding what acquirers actually value, deciding how to position the business, and making sure their firm is not just ready to sell but is also ready to be bought. Together, Jon and John explore the changing M&A landscape, what kinds of businesses command premium valuations and how founders can prepare.
Key discussion points include:
- How the market has changed since 2020 and how that has affected valuations
- The fundamentals that still drive value in professional services
- Why things like sector focus and alignment with major technology ecosystems can increase resilience
- Managing customer concentration and reducing risk before a sale
- The importance of leadership alignment and complete management teams
- The differences between trade buyers and private equity
- What getting ready to be bought really means
- How and when to start conversations with investors
For founders and leaders in professional services, this is a practical, candid view of what drives value today and how to prepare your firm to thrive, whether you plan to sell or simply want to build a more resilient and valuable consultancy.
Host: John Howard, Partner at Garwood - Growth
Guest: Jon Grant, Tech M&A Director - Clearwater
11 episodes
