In this episode of the Chats with Chip podcast, Rick Gould of Gould+Partners, an agency mergers and acquisitions advisory firm based in New York, provides useful insights for agency owners on the process of selling their agencies — including perspective on current trends in M&A.

By listening, you will learn:

* How agencies are valued and ballpark estimates of typical multiples

* When sellers pay buyers and the current mix of earn-outs versus cash at closing

* Why owners need to prepare years in advance of a successful sale

* Why agencies should be run as if they are going to be sold (even if that isn’t the goal) to ensure maximum profitability

* What explains the recent increase in M&A activity in the agency space

* What the introduction of consulting firms and private equity to the field of buyers means for sellers

* Why middle management can often be the key to better valuations

* What agency owners an expect post-sale

* How to reward key staff after a transaction

* Why agency owners need to do reverse due diligence on buyers

* What impact geography has on M&A

[read the transcript]