How to Choose the Right Buyer With Steve Thomas
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How to Choose the Right Buyer With Steve Thomas
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Steve Thomas started Hallmark Fire from a spare bedroom in 1995, building it into an eleven-million-pound fire and security business over eleven years. In 2006, he sold to a buyer who promised to protect what he'd built. Within months, that promise unravelled, and within a few years, Hallmark was gone.
Steve rebuilt with the same partners in 2009, called it Senseco Systems, and did things differently this time. Focusing on recurring maintenance revenue as the foundation, and choosing acquisitions based on their strategic fit rather than size. Senseco grew from ninety staff to over three hundred and fifty across seven sites, took investment from Foundation Investment Partners in 2019, and was acquired again this year by H.I.G. Capital-backed Andwis Group.
Steve joins Josh on After the Handshake to talk about what he got wrong the first time, what he got right the second, and why the buyer matters more than the offer.