“We try to help the sellers understand what the buyer's long-term vision is, what changes they expect to make, and over what period of time, because all of these things have implications on the business but also on emotions.” – Jonathan Baker

The finer details of this episode:

• Overview of mergers and acquisitions (M&A) in the creative agency sector.
• Importance of preparation for agency owners considering M&A.
• Insights on valuation factors influencing agency sales.
• Discussion on the current M&A landscape and market trends.
• The significance of maintaining clean financial records for M&A readiness.
• Exploration of deal structures and their implications, including Employee Stock Ownership Plans (ESOPs).
• The role of agency owners post-acquisition and the need for clear communication with buyers.
• Timing considerations for initiating the M&A process.
• The impact of economic changes on agency valuations and buyer interest.
• Recommendations for agency owners to proactively prepare for potential sales.

Episode resources:

• Summit Virtual CFO by Anders website: https://www.summitcpa.net/
• Love our content? Sign up for our newsletter: https://www.summitcpa.net/summit-newsletter
• Digital Dollars and Cents: A Virtual CFO’s Playbook to help Digital Companies Create a Financial Roadmap to Success, is now an audio book! Download it here: https://vcfo.summitcpa.net/ddc
• Connect with Jonathan here: https://www.linkedin.com/in/jonathandavidbaker/
• Check out Punctuation here: https://punctuation.com/

Timestamps:

Welcome to the Creative Agency Success Show (00:00:00)

Introduction to the podcast's purpose and focus on agency owners looking to scale.

Discussion on M&A Preparation (00:00:15)

Insights from Jonathan Baker about the importance of preparation for mergers and acquisitions.

M&A Landscape Insights (00:00:39)

Hannah reflects on the evolving trends in the M&A landscape and its implications for clients.

Importance of Understanding M&A (00:01:13)

Discussion on how understanding the M&A process can aid clients in their decision-making.

Preparation Equals Easier Transition (00:01:39)

Jimmy emphasizes that being well-prepared leads to a smoother M&A process and better outcomes.

Introduction of Jonathan Baker (00:02:52)

Jonathan Baker shares his background and expertise in helping firms prepare for M&A.

Jonathan's M&A Journey (00:04:07)

Jonathan recounts his personal experience with M&A, highlighting its complexities and emotional aspects.

Valuation Nuances in M&A (00:06:19)

Discussion on non-financial factors influencing valuation in the M&A process.

Timing for M&A Conversations (00:07:51)

Jonathan advises when clients should start preparing for M&A, ideally 3-4 years in advance.

Post-Sale Involvement (00:09:22)

Exploration of the buyer's perspective on post-sale involvement and its implications for sellers.

Preventative Maintenance in M&A (00:11:33)

Strategies to help owners navigate the transition and maintain business integrity post-acquisition.

Deal Structure Non-Negotiables (00:14:01)

Jonathan outlines his strong recommendations against certain deal structures, particularly ESOPs.

Understanding ESOP Risks (00:15:07)

Discussion on the potential pitfalls of employee stock ownership plans (ESOPs) in M&A.