Tom Shipley on Law Firm Deal Structure, Seller Trust, and the Power of Acquisitions - Ep 6
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Tom Shipley on Law Firm Deal Structure, Seller Trust, and the Power of Acquisitions - Ep 6
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What does it take to grow a law firm through acquisitions instead of building everything from scratch?
In this episode of The J. Sterling Hughes Show, Jeff sits down with Tom Shipley, co-founder of DealCon and the Advisory Board, to explore a practical approach to law firm mergers and acquisitions.
Tom shares lessons from building acquisition platforms, including how to find motivated sellers, structure creative deals, and use acquisitions to increase business value. Jeff also discusses how Tom's guidance helped Sterling navigate its recent Florida acquisition, from negotiating terms to building trust with the sellers and resolving challenges before closing.
They also explore the economics of multiple expansion, the importance of understanding a seller's motivations, and why relationships can make or break a transaction.
A practical conversation for law firm owners considering acquisitions as their next stage of growth.