Cogent Conversations: Why Selling Your MSP Isn’t Just About Money (EP15)
Ask George Sierchio what winning looks like when an MSP owner sells the company, and he won't lead with a number — even though the number matters plenty. A winning…
Cogent Conversations: Why MSP Owners Really Sell (EP14)
Ask an MSP owner if they'd consider selling, and the first answer — even from owners who've already hired a broker — is almost always the same: "I'm not really…
Cogent Conversations: Why Most MSPs Leave Money on the Table (EP13)
An MSP owner had the deal essentially done — a strong multiplier, terms in hand — built on the pitch a lot of owners are proud of: no client contracts,…
Cogent Conversations: What Actually Makes Clients Stay (EP12)
himpanzees use sticks to fish termites out of a mound. It's a tool, and it works — but nobody credits the stick. The primate figured out what to do with…
Cogent Conversations: Lose One Person, Lose the Client (EP11)
Across a recent deal, Cogent found something that should make any MSP owner uncomfortable: one technician was the primary contact for the company's top ten customers — spanning multiple divisions…
Cogent Conversations: The Silent Churn Killing MSPs (EP10)
Ask a room of 300 IT company owners who gives the best customer service, and every hand in the room goes up. It's a bit one speaker likes to run…
The Loyalty Lie in MSPs (EP9)
Ask a room full of MSP owners who has the best client relationships, and every hand goes up. Ask them which of those rock-solid, decade-long accounts could walk next quarter,…
Exit Regrets Every MSP Owner Must Avoid (EP8)
Most owners assume the things that go wrong in a sale come from the other side of the table—a sharp buyer, a soft market, a multiple that didn't hold. The…
Exit vs. Liquidity: What MSP Owners Get Wrong (EP7)
Ask a roomful of MSP owners about their endgame and you'll hear the same word over and over: exit. It's the word everyone reaches for, the word the brokers trained…
Cogent Conversations: Is it the Market…or Is it You? (EP6)
A lot of MSP owners spend years waiting for the “right” time to sell. Sometimes that timing gets tied to the market, sometimes it gets tied to a future valuation…
Cogent Conversations: The Truth About MSP M&A (EP5)
The MSPs that create long-term value rarely grow by accident. There’s usually a rhythm behind them—clear leadership, disciplined decision-making, operational consistency, and a strong understanding of where the business is…
Cogent Conversations: MSP Customer Concentration: Hidden Deal Killers (EP4)
A large client can absolutely increase the attractiveness of an MSP. In many cases, it reflects years of trust, operational consistency, and the kind of service delivery buyers hope to…
Cogent Conversations: Build a Business Buyers Actually Want (EP3)
There’s a moment in nearly every deal where things get… "interesting." The numbers look right, the conversations feel productive, and both sides are leaning in—until suddenly, the process slows, questions…
Cogent Conversations: The Truth About MSP Valuations & Exit Strategy (EP2)
Valuation talk in the MSP world can feel like a fog machine. Numbers get repeated, benchmarks get thrown around, and someone always has a friend who “got a crazy multiple”…
Cogent Conversations: Selling Your MSP? What No One Tells You (EP1)
If you run an MSP or IT services business, you already live in a world where execution matters more than intent, and where the difference between “interesting” and “valuable” shows…