『Lessons Learned from ETA and Building SMB Law Group』のカバーアート

Lessons Learned from ETA and Building SMB Law Group

Lessons Learned from ETA and Building SMB Law Group

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概要

 Eric Pacifici and Kevin Henderson reflect on four years of building SMB Law Group from scratch, using the anniversary as a lens to examine the realities of entrepreneurship through acquisition, lower middle market M&A, and operating a fast-growing law firm. The conversation blends personal reflection with tactical lessons from nearly 400 closed transactions, including how their views on diligence, lenders, sellers, and operational systems have evolved over time. They also unpack the hidden complexity inside small businesses, using a Bill Belichick analogy about NFL long snappers to explain why buyers often underestimate why businesses operate the way they do. Along the way, they discuss the role community support, technology, and process standardization played in scaling the firm nationally. They discuss: • The biggest lessons learned after four years and 379 closed M&A transactions • Why financial diligence remains the number one reason deals fail • How lender selection has evolved as the SBA and conventional lending market has matured • The dangers of underestimating operational complexity inside small businesses • Why sellers often become far more difficult as deals approach the finish line • The realities of buying “a job” versus building a scalable acquisition platform • How process documentation, SOPs, and operational discipline improved close rates • The role social media, technology, and community relationships played in building SMB Law Group This episode is valuable for acquisition entrepreneurs, operators, and anyone trying to build a business while navigating the realities of growth, complexity, and long-term execution. Links: SMB Law Group - https://smblaw.group/ Evan on LinkedIn - https://www.linkedin.com/in/evan-thomson-327a78216/ Eric on LinkedIn - https://www.linkedin.com/in/eric-b-pacifici/ Kevin on LinkedIn - https://www.linkedin.com/in/khendersonco/ Sam on LinkedIn - https://www.linkedin.com/in/sam-rosati-68787a8/ Topics: (00:00:00) - Intro(00:01:09) - Reflecting on four years building SMB Law Group(00:05:11) - Deal stats breakdown(00:09:14) - Process wins and NPS(00:11:49) - Top ETA lessons list(00:12:43) - Financial diligence(00:15:43) - Lender choice rethinking(00:19:47) - Fundraising reality check(00:20:16) - Buying a job works(00:21:02) - BizBuySell and SBA loans(00:21:33) - Locking the deal early(00:22:06) - Diet PE and seller perception(00:22:41) - Online resources are real(00:23:05) - First deal momentum(00:23:58) - Lonely search and support(00:24:19) - Choose the right city(00:25:14) - Sellers aren’t stupid(00:28:16) - Four years building the firm(00:29:45) - Awards and innovation story(00:32:41) - Community thank you rollcall(00:37:16) - Mission and closing thoughts
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