What makes an MSP truly valuable in today’s M&A market? In this episode of Cogent Conversations, Rick Murphy, CEO of Cogent Growth Partners, breaks down the real factors that determine whether your IT services company is positioned for growth — or vulnerable in a deal.
From customer concentration risks to profitability traps, this episode delivers straight talk on how MSPs should structure revenue, manage risk, and operate with long-term exit strategy in mind.
If you're M&A curious, planning a liquidity event, or simply want to strengthen your business foundation, this conversation is essential.
🔥 Top 3 Highlights:
✅ Why no single customer should exceed 10% of revenue
📊 How the 80/20 rule affects valuation and deal structure
💡 The danger of “Top Line Disease” and unprofitable clients
Buyers don’t just acquire revenue — they acquire risk, relationships, and operational structure. Learn how to build an MSP that commands stronger multiples and survives due diligence scrutiny.
Whether you plan to sell or scale, this episode will shift how you think about running your business.

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🔷 About Cogent Conversations
Cogent Conversations is a straight-talk podcast focused on IT mergers and acquisitions for Managed Service Providers (MSPs) and technology services firms.
Hosted by Rick Murphy, CEO of Cogent Growth Partners, the show dives deep into the realities of MSP growth, valuation, acquisition strategy, leadership transitions, and exit planning. 💼📈
This is not theory. It’s practical, real-world insight from years of buy-side and sell-side experience in the IT services space.
Whether you're:
✔️ Scaling your MSP
✔️ Preparing for a future exit
✔️ Exploring mergers or acquisitions
✔️ Looking to increase EBITDA and enterprise value
Cogent Conversations delivers clarity on what buyers actually look for — and how to run your business today so you’re ready tomorrow.
If you’re serious about growth, valuation, and long-term strategy in the MSP industry, this podcast belongs in your regular rotation.

🎥 YouTube: https://www.youtube.com/channel/UCfQZUgOM_11e6AHcS-dlqYg
🌐 Web: https://cogentmergers.com/
🔗 Company LinkedIn: https://www.linkedin.com/company/cogent-growth-partners-llc/
👤 Rick Murphy LinkedIn: https://www.linkedin.com/in/ramurph/


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