Selling your MSP isn’t just about valuation — it’s about structure, truth, and preparation.
In this episode of Cogent Conversations, Rick Murphy, CEO of Cogent Growth Partners, breaks down what MSP owners regret most after selling — and how to avoid costly mistakes in deal structure, earnouts, staffing, and due diligence.
With over 200 closed IT services transactions, Rick delivers direct insight into what works, what fails, and why honesty and proper financial structure matter more than ego or movie myths.
🔎 Top 3 Highlights:
💡 Why poorly structured earnouts destroy value
💰 The difference between EBITDA and real free cash flow
👥 The staffing mistake that quietly kills MSP valuations
You’ll also learn:
• Why most buyers aren’t “evil”
• How over-employment reduces sale price
• The 10–15% growth test every MSP owner must answer
• What due diligence really uncovers
If you’re considering growth, acquisition, or eventual exit strategy, this conversation could protect your life’s work.
#MSP #MSPMergers #MSPAcquisition #MSPExit #ITServices #TechMergers #PrivateEquity #MSPGrowth #FreeCashFlow #DueDiligence #Earnout #BusinessExit #ChannelPartners #ITBusiness

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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/


#CogentConversations #MSP #MSPMergers #SellYourMSP #ITMergers #ITAcquisition #ManagedServiceProvider #MSPValuation #EBITDA #ExitStrategy #BusinessGrowth #TechEntrepreneur #PrivateEquity #ChannelPartners #ITLeadership #MSPGrowth #SuccessionPlanning #TechMergers #JoeyPinz

💰 Thinking about selling your MSP? Or just preparing for growth?
This episode of Cogent Conversations delivers straight talk on MSP mergers and acquisitions, liquidity events, deal structures, and what really happens after closing.
Too many technology service providers misunderstand the difference between an exit and a liquidity event. Not every sale means you walk away. In fact, many founders stay, roll equity, and experience multiple “bites of the apple.”
In this episode, we break down:
🔥 Top 3 Highlights:
1️⃣ Exit vs. Liquidity Explained – Why most “exits” aren’t true exits and how rollover equity creates long-term upside.
2️⃣ Dual Arbitrage Strategy – How professional investors grow EBITDA and multiples simultaneously.
3️⃣ Due Diligence Reality Check – Why clean books, organized contracts, and strong financials increase valuation instantly.
You’ll also hear insights on earnouts, private equity structures, AI’s operational impact, and how to prepare emotionally and financially for life after the deal.
Whether you're building to sell or building to scale, this conversation helps MSP owners create a business buyers actually want.

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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/


#CogentConversations #MSP #MSPMergers #SellYourMSP #ITMergers #ITAcquisition #ManagedServiceProvider #MSPValuation #EBITDA #ExitStrategy #BusinessGrowth #TechEntrepreneur #PrivateEquity #ChannelPartners #ITLeadership #MSPGrowth #SuccessionPlanning #TechMergers #JoeyPinz

When is the right time to sell your MSP? Is it market conditions… or mindset?
In this episode of Cogent Conversations, Rick Murphy of Cogent Growth Partners breaks down one of the biggest myths in IT M&A: waiting for the “perfect number” before selling.
Many MSP owners anchor themselves to a valuation goal — a retirement number — without understanding what actually drives buyer interest and liquidity events. The truth? Timing is rarely about tariffs, interest rates, or the economy. It’s about profitability, transferable customer relationships, and whether your business can run without you.
🔑 Top 3 Highlights:
1️⃣ 🧠 Why “I’m not ready yet” is usually a mindset issue
2️⃣ 💰 The difference between liquidity events and traditional exits
3️⃣ 📊 What buyers truly pay for — and why talent matters more than contracts
If you're a technology services provider (TSP), MSP, or MSSP considering growth, acquisition, or eventual sale, this episode gives you clarity on how to build a business buyers actually want.
No fluff. No hype. Just straight talk on IT mergers and acquisitions.

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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/


#CogentConversations #MSP #MSPMergers #SellYourMSP #ITMergers #ITAcquisition #ManagedServiceProvider #MSPValuation #EBITDA #ExitStrategy #BusinessGrowth #TechEntrepreneur #PrivateEquity #ChannelPartners #ITLeadership #MSPGrowth #SuccessionPlanning #TechMergers #JoeyPinz

🏢 IT Mergers & Acquisitions. Real Talk. No Fluff.
In this episode of Cogent Conversations, we break down what truly drives value in MSP mergers and acquisitions. If you’re a managed service provider considering growth, acquisition, or exit planning, this is essential listening.
Rick Murphy and the Cogent team share practical insight from 200+ completed MSP transactions. They clarify the reality behind “mergers of equals,” explain how buyers evaluate profitability, and reveal why recurring contracted revenue matters more than revenue multiples.
💡 Top 3 Highlights:
1️⃣ Why true mergers are rare — and what sellers must decide before pursuing a deal
2️⃣ The real valuation drivers: profitability, retention, recurring revenue, and low customer concentration
3️⃣ The accounting mistakes (cash vs. accrual, deferred revenue errors) that can cost you millions
📊 You’ll also learn how clean contracts, accurate financial reporting, and operational discipline increase buyer confidence — even if you never sell.
If you want clarity on how to build a business buyers actually want, this conversation delivers straight answers.

---

🔷 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/


#CogentConversations #MSP #MSPMergers #SellYourMSP #ITMergers #ITAcquisition #ManagedServiceProvider #MSPValuation #EBITDA #ExitStrategy #BusinessGrowth #TechEntrepreneur #PrivateEquity #ChannelPartners #ITLeadership #MSPGrowth #SuccessionPlanning #TechMergers #JoeyPinz

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.

---

🔷 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/


#CogentConversations #MSP #MSPMergers #SellYourMSP #ITMergers #ITAcquisition #ManagedServiceProvider #MSPValuation #EBITDA #ExitStrategy #BusinessGrowth #TechEntrepreneur #PrivateEquity #ChannelPartners #ITLeadership #MSPGrowth #SuccessionPlanning #TechMergers #JoeyPinz

🏗️ Build a Business Buyers Actually Want 🚀💼
Episode Summary (Approx. 200 Words)
What separates an MSP that runs like a job from one that runs like a sellable asset?
In this episode of Cogent Conversations, Rick Murphy, CEO of Cogent Growth Partners, breaks down what truly drives enterprise value in IT services and MSP businesses. From operational maturity to tech stack optimization, Rick delivers clear, practical insight for owners thinking about growth, acquisitions, or eventual exit.
This conversation dives deep into how process documentation, leadership bench strength, and gross margin clarity can dramatically impact valuation and buyer appeal. If you’re considering M&A—or simply want a healthier, more profitable operation—this episode is essential listening.
🔥 Top 3 Highlights:
✔️ Operational Maturity Matters – Are you running a business… or just owning a job?
✔️ Clean Financials Win Deals – Why gross margin transparency changes everything.
✔️ Tech Stack Discipline – How vendor sprawl erodes profit and complicates mergers.
Rick shares real-world M&A insights that MSP owners can act on today to build stronger companies tomorrow.

---

🔷 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/


#CogentConversations #MSP #MSPMergers #SellYourMSP #ITMergers #ITAcquisition #ManagedServiceProvider #MSPValuation #EBITDA #ExitStrategy #BusinessGrowth #TechEntrepreneur #PrivateEquity #ChannelPartners #ITLeadership #MSPGrowth #SuccessionPlanning #TechMergers #JoeyPinz

📊 The Truth About MSP Valuations & Exit Strategy
In this episode of Cogent Conversations, Rick Murphy, CEO of Cogent Growth Partners, delivers straight talk on IT mergers and acquisitions for MSPs and technology service providers serious about growth, acquisition, or an eventual exit.
If you’re asking:
• Do I really know my EBITDA?
• Are my “add-backs” realistic — or just hopeful math?
• How sticky is my recurring revenue?
• Is my company a business… or a consultancy?
This conversation breaks down the financial realities buyers evaluate before writing a check.
🔎 Top 3 Highlights
💰 EBITDA vs. Reality – Why inflated add-backs create scrutiny and reduce buyer confidence.
📑 Contracts & Recurring Revenue – The true value of strong MSAs, sticky MRR, and low churn.
🏢 Owner Dependency Risk – The difference between a scalable business and a personality-driven consultancy.
Whether you’re planning to sell in 2 years or 20, this episode helps MSP owners build a company that’s attractive, transferable, and valuable.
Perfect for MSP founders, IT service providers, and technology entrepreneurs preparing for acquisition strategy, valuation optimization, and liquidity planning.

---

🔷 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/


#CogentConversations #MSP #MSPMergers #SellYourMSP #ITMergers #ITAcquisition #ManagedServiceProvider #MSPValuation #EBITDA #ExitStrategy #BusinessGrowth #TechEntrepreneur #PrivateEquity #ChannelPartners #ITLeadership #MSPGrowth #SuccessionPlanning #TechMergers #JoeyPinz