In IT services M&A, waiting for “one more year” usually means carrying 100% of the risk yourself. Here is how to tell when it is actually time to sell your IT services company, and how to get ready before you go to market.
Revenue Rocket’s Mike Harvath, Ryan Barnett, and Matt Lockhart break down the real reasons
founders delay an exit, and why the safest-feeling choice is often the most expensive. This episode
of Shoot the Moon covers the “one more year” trap, founder dependency, succession planning, derisking customer concentration and contracts, and why knowing your valuation is the first move in IT
services M&A. If you run an MSP, MSSP, cloud, dev, or VAR business, this is the timing
conversation to have before the market decides for you.
CHAPTERS
0:00 Cold open and welcome
1:56 Why founders delay a sale (the “one more year” trap)
5:46 Run it forever, but stay ready to sell
6:26 Owner dependency and building a machine
12:27 What succession planning really looks like
16:07 Enjoy what you have built vs. the window to sell
21:30 De-risking: customer concentration and contracts
22:23 Know your number: the case for annual valuations
24:40 One move to make this week
28:45 Closing thoughts: have a plan
KEY TAKEAWAYS
● Waiting one more year can lower value, not just raise it. You carry 100% of the downside.
● Buyers pay for a business that runs without you. Build the bench and reduce founder
dependency.
● Real succession planning is documented and executable, not a someday idea.
● De-risk before you go to market: diversify clients, fix contract assignability, deepen the team.
● Know your number. An annual valuation is good corporate hygiene and a stage gate for
timing.
LINKS
● Blog post: [BLOG LINK]
● Valuation calculator: revenuerocket.com/valuation-calculator
● Schedule a confidential conversation: [SCHEDULING LINK]
● Website: revenuerocket.com
ABOUT REVENUE ROCKET
Revenue Rocket is a sell-side and buy-side M&A advisory firm focused exclusively on IT services
companies, including MSPs, cybersecurity, cloud, custom application development, and VARs.
HASHTAGS
#MergersAndAcquisitions #ITServices #MSP #ShootTheMoon #RevenueRocket #ExitStrategy
#SuccessionPlanning #BusinessValuation
Thinking about your own timing? Schedule a confidential conversation with Revenue Rocket at