Preparing for exit: it’s never too soon!
My key takeaways from David Head’s behind-the-scenes M&A seminar for growth-focused leaders.
It was such a pleasure to speak at David’s private Recruitment Industry M&A event at Osborne Clarke’s London office — a fantastic informal session in a stunning location.
Alongside guests, plus fellow specialist speakers, Marc Jarvis from Bullhorn, and Frances Lewis and Louise Grzasko from Osborne Clarke, we explored what it really takes to build a valuable, exit-ready business.
What struck me most was the need to think like a buyer. Because acquirers are risk-averse and dislike not understanding. What can kill deals are problems with management information, reporting, and compliance investigations of any kind.
1. MI, financials & compliance can make or break a deal.
Buyers are looking for confidence and clarity. Management information (MI), financials, and legal compliance that is streamlined and transparent, creates trust. And that doesn’t just reduce risk — it enhances value and helps your business stand out in a competitive market.
2. Your tech stack matters.
Integrated, well-managed systems are no longer “nice to have” — they are becoming a necessity. Investors expect these to be in place, along with all the related. Having the right systems in place doesn’t just make it easier for your customers to be more delighted and your people more productive — they make your business more investable.
3. Own your delivery model.
Whether human-led, automated or AI-supported, you’re still accountable for every part of it — and you’re liable if they are not compliant. Gaps or ambiguity here risk legal challenge, in particular for discrimination, a definite red flag to acquirers. So define what good looks like for all your processes. The benefits aren’t just higher performance and profitability; having a clear, consistent delivery model demonstrates maturity, control and scalability – which is good news for acquirers.
4. Strengthen what can’t be automated.
Your people, your relationships, your know-how — this is your unique edge. If it’s all sitting in your head or with a few individuals, that’s a risk. But when you structure and scale that human advantage, it becomes a repeatable asset. So structure it, spread it, and embed it for lasting business value.
In summary.
It all boils down to “the single source of truth” (thank you for that, Marc!). As my friend and colleague, Peter Lukac puts it:
“The more structured you are, the better your data. Better data improves delivery, and builds acquirer confidence — and that drives higher valuation.”
If you’re even thinking about exit, now is the time to get your house in order. If you’d like to get involved in future invitation-only M&A events, please contact David Head.