Announcements and articles from Vicinity Companies on valuation, deal structures, tax, and the selling process, written for MSP owners weighing an exit.
Revenue vs EBITDA vs retention-based earnouts, measurement periods, caps and floors, and which metrics a seller can still influence after the closing.
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A quiet self-audit across money, identity, family, team, and timing. No scoring gimmick, just the twelve questions and why every one of them earns its place.
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What integration feels like for a help-desk tech or account manager: payroll, tools, new managers, and what good acquirers front-load while bad ones defer.
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MRR percentage, net revenue retention, gross margin by service line, client tenure, and owner-sourced revenue: benchmarks and how diligence measures each.
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Who needs to know at each deal stage, how leaks actually happen (calendar invites, visitor badges), and scripts for the questions you can't answer yet.
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The leveraged buyer's toolkit explained without heat: monitoring fees, recap debt, sale-leasebacks, who carries the risk, and the questions worth asking.
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Month-to-month handshakes vs assignable multi-year MSAs: the three clauses that move diligence outcomes, and how to migrate clients without any drama.
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Even good sales produce loss. The predictable arc after closing, relief, drift, second-guessing, rebuilding, told plainly, with what helps at each stage.
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How seller financing actually works, why buyers ask for it, the interest and subordination realities, and the diligence to run before you carry paper.
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Walk through the inputs that drive an MSP valuation range: revenue mix, adjusted EBITDA, concentration. What the output means and what to do with yours.
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The name, the people, the client relationships, the community standing: which parts of a legacy a seller can actually protect in the deal, and how it's done.
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Ticket data, SLA performance, patch compliance, and license true-ups: what your own tools already reveal to a buyer, and how to read them first yourself.
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Long-term capital gains vs ordinary income across deal structures, depreciation recapture, state and residency questions, and why planning precedes the LOI.
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Platforms, tuck-in strategics, search funds, SBA-backed individuals, and hold-forever operators: each buyer's incentives, clocks, and what they optimize for.
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Owners plan the closing and not the morning after. On sabbaticals, consulting, boards, hobbies that don't hold, and why the good answers start pre-sale.
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A 6x headline with thin cash at close can be worse than a 4.5x all-cash deal. How structure moves your real proceeds, with side-by-side worked examples.
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What it's like to operate a business you no longer own against targets you negotiated, how to set earnout terms you can live with, and where disputes start.
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The document request list, the QoE review, revenue recognition and working capital questions, plus which diligence surprises kill trust and which reprice.
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Undocumented tribal knowledge reads as key-person risk and gets priced like it. How SOPs, runbooks, and a populated documentation platform move your price.
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For owners with no exit plan, a quiet wind-down feels simplest. The real cost in walked-away value, what happens to staff and clients, and the alternative.
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The tax and liability tug-of-war behind every deal's first structural question, what each choice means for your contracts and people, and where deals land.
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One client over 20% of revenue moves your multiple. Why buyers price concentration risk the way they do, how the discount works, and the 18-month fix.
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Spouses carry the business too. Why the conversation at home comes before any conversation with a buyer, and the questions a couple should answer together.
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Before deep diligence there's a fast pass: revenue mix, client concentration, contract terms, and tenure. Seeing your MSP through that lens shows what to fix.
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Section 1202 can exclude millions in gain from federal tax, but it requires C-corp stock held five years. Who actually qualifies and when planning pays.
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How client transition actually works after an MSP sale: who tells them and when, what changes in tools and contacts, and why local continuity drives retention.
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How platform-and-tuck-in MSP consolidation works, the operational signature that follows the math, and the questions that reveal where any buyer sits.
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The truck, the family phone plan, the owner salary. Which expenses legitimately adjust EBITDA, which get laughed out of diligence, and how to document each.
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Burnout produces bad deals. How to tell exhaustion from genuine readiness before you negotiate, and what buyers quietly infer when a seller just wants out.
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A clause-by-clause walkthrough of a typical LOI: price, structure, exclusivity, and contingencies. What's binding, what isn't, and where sellers lose leverage.
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What 24 months of deliberate preparation changes about an MSP sale, quarter by quarter, and how Vicinity works with owners who want to close the value gap.
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The question owners ask first and buyers answer worst. What good looks like after a sale: offers before close, comp protection, and real roles that last.
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Dollar for dollar, contracted MRR out-values project and T&M revenue at sale. The multiple math behind the gap and what a healthy revenue mix looks like.
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The mechanics of an LBO in plain terms: who borrows what, how your company services the debt after close, and the questions that reveal any buyer's math.
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A realistic four-to-nine month arc from first call to closing day, stage by stage, with the places deal timelines stretch and the reasons they usually do.
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For most owners the company is the resume, the social circle, and the alarm clock. Naming the identity problem early makes every later decision cleaner.
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Plain definitions and worked MSP-scale examples of EBITDA, adjusted EBITDA, and SDE, plus how to know which earnings number applies to your own business.
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Strategic sale, private equity, ESOP, or wind-down. The honest tradeoffs of each exit path, and how to tell which one is genuinely right for your MSP.
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What an intro call with a buyer actually covers, what an NDA protects and when it starts, what you share at each step, and why call one commits you to nothing.
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EBITDA vs SDE, the multiple ranges buyers actually quote, and why two MSPs with identical revenue can sell for wildly different prices on closing day.
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