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Acquisitions Completely Transform a Business Plan

Martin planned to grow his financial services group organically using social media marketing. Discover how he completely scrapped that plan, learned to acquire businesses, and completed his first deal in just five days.

Dealmakers Case Study: Martin L. Industry: Financial Services & Accountancy Deal Strategy: Supply Chain Acquisition & Cross Selling

Pivoting the Entire Business Model on Day Two

Martin had massive goals for his four financial services companies. His initial plan was to achieve this scale organically by ramping up social media and online advertising. However, after attending a Dealmakers educational event, his perspective completely shifted.

By day two of the course, he threw his original business plan in the bin. He realized that relying on organic growth was too slow and highly inefficient. Instead, he decided to grow his group rapidly by acquiring other established businesses.

"I went on the course and thought that it was great stuff. And so, I changed our entire business plan on day two. It was actually, 'Let us not grow organically.'"

Closing the First Deal in Five Days

Over the very next weekend, Martin worked obsessively on crafting an offer that prospective sellers could not refuse. He designed a package that overcame common objections by giving exiting owners a percentage of the business forever. By offering sellers 25 percent of the future net profit, he positioned his deals as a legacy building opportunity.

Armed with this new framework, Martin approached his very first target: his own accountant. Because the offer was structured so beautifully, the accountant readily accepted. The terms were signed by Thursday of that exact same week. Martin had successfully sourced, negotiated, and secured his first acquisition in under five days.

5

Days to First Deal

25%

Future Net Profit Shared

1st

Target: His Accountant

Turning a Cost Centre into a Massive Profit Centre

The strategy to buy accountancy firms was pure genius. Martin previously found that external accountants were terrible at consistently referring leads to his financial services company. Instead of relying on them as external partners, he decided to buy the accountancy practices outright to control the lead source.

By absorbing these firms, he instantly turned a frustrating cost centre into a highly lucrative profit centre. Martin began offering a free will writing service to his newly acquired 550 accounting clients. Knowing this triggers massive backend cross selling for mortgages and life insurance, this single strategy added an estimated £550,000 to the bottom line in pure profit.

Originally planning for a £1 million turnover year, his aggressive acquisition strategy has his group rapidly tracking toward £10 to £15 million in revenue.

550+

New accounting clients acquired

£550k+

Added to bottom line via cross-selling

£1M → £15M

Revenue trajectory projection

Lead Control

Owning the supply chain & referrals

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