Cogent Conversations

💼 Selling an MSP does not always mean retiring, surrendering control, or walking away from the company you built. In this episode of Cogent Conversations , Joe Pannone and Rick Murphy speak with Sydney Hockett of Evergreen about what MSP buyers truly evaluate—and why the best acquisition outcomes begin long before valuation enters the conversation. Sydney explains the financial and operational qu...

🏠 What will actually happen to your MSP after the sale closes? In this episode of Cogent Conversations , Ramsey Sahyoun joins Joe and Rick to explain the questions every MSP owner should ask a prospective buyer. Who will run the company? Will the brand survive? Must the technology stack change? What happens to employees and customers? Ramsey also reveals how Berkshire Hathaway inspired Evergreen...

🏠 What will actually happen to your MSP after the sale closes? In this episode of Cogent Conversations , Ramsey Sahyoun joins Joe and Rick to explain the questions every MSP owner should ask a prospective buyer. Who will run the company? Will the brand survive? Must the technology stack change? What happens to employees and customers? Ramsey also reveals how Berkshire Hathaway inspired Evergreen...

💼 Selling an MSP is about far more than accepting the highest valuation. In this episode of Cogent Conversations , Ramsey Sahyoun joins Joe and Rick for an inside look at MSP mergers and acquisitions—from the first conversation with a buyer to signing a letter of intent and completing due diligence. Why should MSP owners begin talking with potential acquirers years before they plan to sell? Ramse...

🏦 What happens when an MSP violates a loan covenant—and should borrowers be afraid? In this episode of Cogent Conversations , Joe Pannone and Rick Murphy continue their discussion with Nick Padlo of Live Oak Bank about MSP loan covenants, debt-service coverage ratios, acquisition financing, and responsible deal structure. Nick explains the borrower-friendly features of SBA financing and why conve...

🏦 Should you finance your next MSP acquisition with a bank—or surrender equity to private investors? In this episode of Cogent Conversations , Joe Pannone and Rick Murphy speak with Nick Padlo of Live Oak Bank about MSP acquisition financing, SBA loans, conventional lending, and private equity alternatives. Nick explains how bank financing can help MSP owners preserve ownership while using levera...

💰 What if selling your MSP didn’t have to mean walking away? In this episode of Cogent Conversations , Rick Murphy and Joe Pannone welcome Nick Padlo, Senior Loan Officer specializing in MSP financing at Live Oak Bank, to explore smarter ways to finance MSP acquisitions and create multiple liquidity events. The conversation challenges the traditional “exit strategy” mindset. Instead, MSP owners c...

What makes an MSP attractive to the right acquisition partner—and which warning signs send buyers away? In Episode #21 of Cogent Conversations , Joe Pannone and Rick Murphy continue their conversation with Bruce Nelson and Jeff Hamons about MSP acquisition readiness. Bruce reveals why buyers prefer team-centered organizations with loyal employees, strong client relationships, scalable operations,...

What should leaders do during the first 48 hours after announcing an MSP acquisition? In Episode #20 of Cogent Conversations , Joe Pannone and Rick Murphy continue their discussion with Bruce Nelson and Jeff Hamons about the real work of post-merger integration. Bruce explains how transparency reduces uncertainty, why employees should receive answers before rumors spread, and how leaders can ackno...

What happens to your employees, clients, and company culture after selling an MSP? In Episode #19 of Cogent Conversations , Joe Pannone and Rick Murphy continue their conversation with Bruce Nelson and Jeff Hamons about the human side of MSP mergers and acquisitions. They reveal why cultural alignment must happen before financial negotiations—and how owners can determine whether a potential buyer...

What makes an MSP acquisition truly successful—an attractive valuation or the right strategic partner? In this episode of Cogent Conversations , Joe Pannone and Rick Murphy speak with Vertilocity’s Bruce Nelson and Computol founder Jeff Hamons about building an MSP merger around people, culture, capabilities, and long-term opportunity. Jeff reveals why receiving constant acquisition calls made it...

⚠️ What could actually stop your MSP from selling? The answer may be closer than you think—and often tied directly to the owner. In this episode, we dive into the hidden risks that impact business sales , from owner dependency to operational maturity. If your clients rely heavily on you personally, that can introduce risk for buyers and potentially derail a deal.  💼 We also explore the realities...

📊 How much is your MSP really worth? The answer is more complicated than most owners think—and getting it wrong can cost you millions. In this episode, we break down the real financial mechanics behind selling a business , including EBITDA, adjusted EBITDA, and why those numbers alone don’t determine your valuation. Many founders rely on simple formulas, but buyers look deeper—analyzing recurring...

💼 Thinking about selling your MSP or tech company? This episode breaks down what “winning” actually looks like—and why it’s about far more than just the final number. In this conversation, we explore the real dynamics behind business exits , including deal structure, cultural fit, and personal readiness. Many founders focus only on valuation, but the reality is more complex: how you get paid, wha...

💼 Thinking about selling your MSP or tech company? This episode breaks down what really drives founders to exit—and what buyers are actually looking for behind the scenes. In this conversation, we explore the real motivations behind M&A decisions , from hitting leadership ceilings to navigating massive industry shifts like AI and cybersecurity. Many owners say they’re “not for sale,” yet the...

💼 What separates a business that sells from one that gets overlooked? In this episode of Cogent Conversations , we break down the realities of IT mergers and acquisitions—what actually drives valuation, what buyers look for, and where most MSPs get it wrong. Rick Murphy shares direct insights from closing over 200 IT deals, challenging common assumptions around “exit strategy” and replacing it wi...

🧲 What actually makes a client stay—and what makes them leave? In this episode of Cogent Conversations , Rick Murphy breaks down the truth about client stickiness in MSP and IT services businesses . While many providers focus on tools, automation, and integrations, the real driver of retention is much simpler—and often overlooked. ⚠️ It’s not your tools. It’s your relationships. Rick explains why...

🔗 What if your biggest client risk isn’t service… it’s who you know ? In this episode of Cogent Conversations , Rick Murphy dives into a critical but overlooked issue in MSP and IT services businesses: single-threaded relationships . Many MSPs rely on one key contact—one “Bob”—to maintain an entire client relationship. ⚠️ And when that person leaves… everything changes. Rick explains how leadersh...

🤫 What if your clients aren’t complaining… because they’ve already decided to leave? In this episode of Cogent Conversations , Rick Murphy exposes one of the most dangerous threats in the MSP and IT services space: silent churn . Clients don’t raise issues, they don’t argue, and they don’t negotiate—they simply exit. ⚠️ And most MSPs never see it coming. Rick breaks down why customers stay quiet,...

💼 What if your most loyal client isn’t actually loyal? In this episode of Cogent Conversations , Rick Murphy breaks down a hard truth in the MSP and IT services world: long-term clients leave—and often without warning . Drawing from real M&A experience, Rick shares how even a single lost client can disrupt valuation, derail deals, and expose hidden risks in your business. 🚨 Many MSPs assume...

Selling your MSP isn’t just about valuation — it’s about structure, truth, and preparation. In this episode of Cogent Conversations, Rick Murphy, CEO of Cogent Growth Partners, breaks down what MSP owners regret most after selling — and how to avoid costly mistakes in deal structure, earnouts, staffing, and due diligence. With over 200 closed IT services transactions, Rick delivers direct insight...

💰 Thinking about selling your MSP? Or just preparing for growth? This episode of Cogent Conversations delivers straight talk on MSP mergers and acquisitions, liquidity events, deal structures, and what really happens after closing. Too many technology service providers misunderstand the difference between an exit and a liquidity event. Not every sale means you walk away. In fact, many founders st...

When is the right time to sell your MSP? Is it market conditions… or mindset? In this episode of Cogent Conversations, Rick Murphy of Cogent Growth Partners breaks down one of the biggest myths in IT M&A: waiting for the “perfect number” before selling. Many MSP owners anchor themselves to a valuation goal — a retirement number — without understanding what actually drives buyer interest and li...

🏢 IT Mergers & Acquisitions. Real Talk. No Fluff. In this episode of Cogent Conversations, we break down what truly drives value in MSP mergers and acquisitions. If you’re a managed service provider considering growth, acquisition, or exit planning, this is essential listening. Rick Murphy and the Cogent team share practical insight from 200+ completed MSP transactions. They clarify the reali...

What makes an MSP truly valuable in today’s M&A market? In this episode of Cogent Conversations, Rick Murphy, CEO of Cogent Growth Partners, breaks down the real factors that determine whether your IT services company is positioned for growth — or vulnerable in a deal. From customer concentration risks to profitability traps, this episode delivers straight talk on how MSPs should structure rev...