The IT M&A Podcast
Cogent Conversations
Candid conversations with owners, operators and acquirers about what really happens inside an IT services transaction: the numbers and the people behind them.
- 13
- Episodes
- 20 min
- Average length
- Biweekly
- New drops
Why Most MSPs Leave Money on the Table
An owner had the deal essentially done, built on the pitch a lot of owners are proud of: no client contracts, just great service. Here is what that costs at closing.
About the show
Transaction reality, on the record
Most M&A commentary is written for bankers. Cogent Conversations is recorded for IT services owners: what a buyer is really looking at, where value is created or lost, and how a process feels from the inside.
Episodes are short, specific and drawn from live transactions rather than theory. New conversations are published regularly.
Episodes
Every Cogent Conversation
Browse the archive. Each episode runs about twenty minutes and takes on one question owners ask us in real transactions.
EP 12What Actually Makes Clients Stay
July 14, 2026
Buyers price retention, not relationships. We unpack what a diligence team looks for when it tests client stickiness.
EP 11Lose One Person, Lose the Client
July 8, 2026
When one technician holds the relationship, the acquirer sees concentration risk. How to de risk delivery before you go to market.
EP 10The Silent Churn Killing MSPs
July 1, 2026
Seat level erosion rarely shows up in the P&L until a buyer normalizes your recurring revenue. Where it hides and how to find it.
EP 09The Loyalty Lie in MSPs
June 18, 2026
Loyalty feels like an asset until it is tested by a transition. A candid look at what survives an ownership change.
EP 08Exit Regrets Every MSP Owner Must Avoid
June 7, 2026
The regrets owners voice after closing are rarely about price. They are about pace, people and preparation.
EP 07Exit vs. Liquidity: What MSP Owners Get Wrong
June 1, 2026
Taking chips off the table is not the same as leaving. Two very different transactions, two very different outcomes.
Next step
Considering yournext transaction?
Speak with a Cogent advisor about your acquisition, exit, merger or valuation goals.