M&A Articles and Blogs

Good Deals/Great Deals

A ‘good’ deal is when each party feels relatively positive about the outcome. Making each party emerge a winner is the essence of a ‘great’ deal. Often, conceding to the other party what they want will not impact what you want in a material way.  I always put myself in the place of the person…
KEEP READING

2022 TRENDS IN PR – MERGERS, ACQUISITIONS AND MORE

All signs point to 2022 being a very good year for public relations agencies. We’ve looked into our crystal ball and predict these trends for 2022.  Overall public relations trends  Increasing emphasis on DEI (Diversity, Equity, and Inclusion)  Customers want brands to take a stand on social and political issues, and clients are responding. PR…
KEEP READING

Knowing What Your PR Firm Is Worth

Valuing PR agencies is a complex process.  It takes financial expertise, knowledge of the M&A marketplace and an understanding of how buyers create offers/term sheets. Term Sheets presented by buyers to sellers for the acquisition of the seller firm are customized based on several factors. “Recasted” Operating Profit for the past three full years plus…
KEEP READING

The Earn-Out Model Works!!

The earn-out model has been the gold standard for the 20+ years that I have been doing mergers and acquisitions. It is a proven, fair model used by all major PR firm buyers from holding company firm buyers to mid-size firm buyers to bolt-on firm buyers. The appeal and benefit of the earn-out model is…
KEEP READING

How to Build a Business Plan Exit Strategy

Establishing an exit strategy isn’t something owners of PR firms and advertising agencies typically think about as part of their business plan. However, when it comes time to leave, it’s important to have a plan in place to protect accumulated wealth, as well as to smoothly transition the business to the new owner, and to…
KEEP READING

Compensation: Clients Who Fit the Bill

Healthy client relations are the lifeblood for PR agencies. Every client is unique, of course, with disparate needs, and PR agency owners often must take pains to provide those services, as well as a trust-based relationship. When it comes to effectively serving clients, one size doesn’t fit all. The same holds true for agency billing….
KEEP READING

PR Firms Remained Profitable in 2020

U.S. PR agencies managed to remain profitable in 2020 despite the severe economic damage wrought by the COVID-19 pandemic, according to an annual industry survey conducted by PR merger and acquisition consultancy Gould+Partners. Gould+Partners’ latest Benchmarking report, which analyzes key factors affecting PR firm profitability, found that PR agencies in 2020 saw, on average, profitability…
KEEP READING

Psychological Buy-in Critical for Exit Strategy

Amid the dramatic and ongoing changes within the marketing communications industries is the accelerating rate of M&A transactions within the PR field. PR firm owners, including heads of boutiques, smaller shops and mid-size firms, are giving more serious consideration to selling. Many of these owners are products of the baby-boom generation and would like to…
KEEP READING

Why PR Firms Need an Exit Strategy From Day One

We advise our clients to build their PR firms “as if” they plan to sell it. That’s because this mindset not only prepares our clients for the last day they own their company, our experience shows that it maximizes profitability, builds value and intelligently guides business decisions. An integral part of this approach is the…
KEEP READING

Ten Reasons to Get a PR Agency Valuation

I was recently called by a prospective seller who asked for advice on the value of her firm. She was told by a competitor of my firm that she should simply double the annual fees, assuming her bottom line was at least 20 percent. What he didn’t ask her were a series of questions needing…
KEEP READING

5 Questions to Ask When Considering Selling Your PR Firm

If you have decided that it’s time to take that first step in your planned exit strategy of selling the firm, you may have questions regarding what your next steps should be. The next steps you should think through as you move to sell your public relations agency are: 1. Do you know your true…
KEEP READING