David explains how he used buy and build acquisitions, deferred consideration, distressed opportunities, management team leverage, multiple arbitrage, and earn-out strategy to scale a care business and complete an eight figure exit.
Listen to the EpisodeEpisode 250 | Runtime: 27:30 | Audio Episode
Hear the full story of how David moved from organic growth to 17 acquisitions, built a £20 million revenue group, and negotiated an eight figure exit.
Episode
250
Runtime
27:30
Topic
Buy and build acquisitions
Format
Dealmakers Live case study
Three practical lessons from a buyer who completed 17 acquisitions and exited for an eight figure sum.
David spent heavily trying to open a new branch organically, then added significant turnover through acquisitions using no money down structures, payment plans, and distressed opportunities.
Bringing in a finance director, HR support, IT capability, and an experienced chief executive freed David from day to day operations so he could focus on finding and closing deals.
Buying smaller companies at lower EBITDA multiples, consolidating branches, improving margins, and later selling as a larger group created the valuation uplift behind the exit.
This episode goes behind the scenes at the July 2023 Dealmakers Live event, where Jonathan Jay speaks with David, a former mastermind member who turned a small domiciliary care business into a £20 million revenue group. David explains how one painful attempt at organic expansion changed his view of growth, and why his first acquisition showed him the power of buying revenue, staff, contracts, and local market presence rather than building everything from scratch.
The conversation covers the mechanics of David's buy and build strategy, including no money down deals, payment plans, distressed acquisitions, local authority contract opportunities, and the importance of motivated sellers. He explains how he used sector knowledge, direct seller outreach, broker follow up, deferred consideration, refinancing, and a clear acquisition process to build a pipeline and complete deal after deal.
David also shares how the business became saleable. He invested in senior management before it felt comfortable, stepped away from operations, consolidated branches, improved margins, and used scale to create multiple arbitrage. The episode closes with the sale to a larger corporate, the structure of the earn-out, the decision to keep branches and go again, and why seller motivation remains central to buying businesses in a tougher economy.
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