In this episode of "The Free Lawyer" podcast, host Gary interviews M&A advisor David Shavzin about how lawyers can prepare their firms for sale or transition. David explains the importance of reducing owner dependency, improving productivity, and building sustainable marketing systems to increase a law firm’s value. They discuss strategies for gradual exits, the emotional challenges of leaving a practice, and the need for early planning. David also highlights the value of revenue diversification and assembling a trusted advisory team. The episode offers practical advice for lawyers seeking freedom while preserving their professional legacy.

David is an M&A Advisor and Exit Strategist who truly understands what business owners go through when they start thinking about their exit strategy and the real value of what they have built.

What makes David stand out is his rare combination of deep M&A transaction experience, strategic planning expertise, and business valuation knowledge. He founded The Value Track to help owners understand and grow their company’s value — whether they are planning to exit in two years or ten.

He does not just focus on the sale - he helps owners look 3–5 years ahead and build value systematically. It is a practical, forward-looking perspective that most business owners will benefit from, whether or not they are actively thinking about an exit.

David’s Background and Human Element in Exits (00:01:07) 

Learning the Importance of Personal Conversations (00:02:27) 

What Makes a Law Firm Sellable? (00:04:50) 

Myths vs. Reality of Selling a Law Firm (00:08:12) 

Optimizing Value and Owner Irrelevance (00:09:40)

Productivity, Process, and Marketing Systems (00:12:31)

Building a Marketing Machine (00:13:35) 

The Buyer’s Perspective and Value Multipliers (00:15:05) 

Team Quality and Internal Dynamics (00:17:31) T

Personal Goodwill vs. Enterprise Goodwill (00:20:08) 

Deal Structures for Gradual Transition (00:22:12) 

When to Start Exit Planning (00:23:53) 

Cost of Waiting Too Long (00:25:18) 

Navigating Post-Sale Identity Crisis (00:26:11) 

Strategic Exit Planning for Freedom (00:28:12) 

Most Overlooked Value Creation Strategy (00:29:37) 

First Steps for Lawyers Considering Exit (00:31:58) 

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