Built To Sell Radio Episode # 282
James Prebble co-founded Palladium Digital, a consultancy helping companies think about their digital strategy.
The company experimented with various business models until they landed on helping private equity groups get a return on their investments.
Private equity groups hired Palladium to perform “digital due diligence” before they invested. Along with identifying any flaws in a target company’s digital strategy, Prebble and his team were also asked to identify any untapped digital assets that, if adequately exploited, had the potential to transform the business being considered for investment. Discovering these so-called “Rembrandts in the attic” is what private equity groups often look for to jack up their return on investing in your business.
Offering their services to private equity groups allowed Palladium to crest one million pounds in annual turnover quickly. Prebble thought his consultancy could fetch 5-7 times EBITDA, which is why he was keen to engage when he received a call from Next Fifteen Communications Group, an integrated marketing services giant with more than 2,000 employees.
In this episode, you’ll discover:
How to attract talented workers before larger competitors snap them up
The downside of fixed price billing for a services company
One approach to dealing with “scope creep” on a project
What to do when you feel like your “driving your business with the hand brake on”
When an earn-out can make sense
How to perform reverse diligence on your acquirer
What acquirers will consider a problem when they perform digital due diligence
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