David Watt's Linkedin Analytics

Ever walked away from a pitch thinking it went well…Only to hear nothing back? … It’s usually not the service that’s the issue. It’s the message. We see it all the time, passionate teams who know they offer something valuable, but the way they communicate it doesn’t land with the buyer. Here’s where things go wrong: - The message is too internal; it speaks to your goals, not theirs - It’s too detailed, instead of leading with the outcome Or it’s framed as a cost, not a solution In a crowded, time-poor industry like events, your message needs to do one thing: Make it easy for the client to say yes. So before your next proposal, ask yourself: Does this message reduce friction, or create it? Because the right offer, framed the wrong way, often goes unheard.

Buyers Want a Business That Runs Without You … You can have a great team, strong revenue, and loyal clients, but if your business still depends on you to operate, it’s not ready to scale or sell. One of the biggest obstacles to acquisition in the event industry is founder dependency. Buyers aren’t just investing in the numbers. They’re investing in how the business works when you’re not in the room. If you’re thinking about future growth, exit, or investment, ask yourself: - Can the business run without me day-to-day? - Are systems and responsibilities clearly defined? - Does the team have the tools and authority to deliver? The more self-sufficient your business becomes, the more valuable it is. Because a business that runs on rails, without constant steering, is one that others can buy, scale, or partner with. How far could your business go if you stepped out for a month?

Is Your Business Built to Attract a Buyer? … Many business owners want to grow or exit, but few are building a business that’s actually ready. If you want your business to appeal to buyers, investors, or strategic partners, here’s what they’ll be looking for: - Long-term earnings visibility – Not just 12-month forecasts. Think 5 to 10 years of consistent, reliable income. - Systems that run without you – If the business only works when you’re in the room, it’s not ready. - Low founder dependency – Buyers want to invest in a machine, not a personality. - Proven lead generation – A well-functioning pipeline of new business is non-negotiable. These are the factors that drive real value, and make your business scalable, sellable, and resilient. How prepared is your business for acquisition or investment

Most owners sell to whoever shows up first. That’s rarely the best deal. ... A smarter approach? Shape the business for the buyer you actually want. That might mean: - Building a presence in a specific market - Acquiring a complementary business - Restructuring teams or roles - Improving visibility of client retention In one case, we knew a US company was interested, but we also knew they were backed by a VC firm looking for a fully integrated operation. So, we helped the UK business combine with another company here first. More value. More scale. More strategic fit. Sometimes you don’t just sell the business you have, you build the business they want.

Your message might be holding you back,  even if your offer is spot on. ... In the events industry, you don’t get multiple chances to explain your value. If your message doesn’t land quickly, it gets lost. Here’s how to sharpen it: - Speak your client’s language, not internal jargon. - Lead with clarity, not complexity. - Show the benefit, not the process. We see great ideas fall flat every day. Not because they’re wrong, but because they’re unclear. What’s the one thing your client needs to hear to say yes?

As we head into the second half of the year, it’s a good time to ask a harder question ... Is your business actually supporting the life you want, or pulling you in a different direction? We speak to a lot of owners who’ve mapped out detailed business strategies…but haven’t stopped to think about what they want from the next 10 years personally. That misalignment creeps in slowly: - Working longer hours than intended. - Delaying life goals. - Making decisions that serve the business, but not the person behind it. A solid business plan means nothing If it drags you further from where you want to be. The best strategies connect the two. Because your exit plan should work for your life, not just your balance sheet.

Growth Without Strategy Isn’t Growth – It’s Risk … It’s easy to get caught up in the excitement of rapid growth. The numbers climb. The team expands. Momentum builds. But if your people, systems, and strategy can’t keep up, that growth won’t last; it will collapse under its own weight. We’ve seen it happen. A business scales fast… and then struggles to deliver, adapt, or even survive. Real growth isn’t just about now. It’s about building something that still works next year, and the year after that. Is your business growing on purpose, or just reacting to demand?

If You Want to Sell in 3 Years, You Need to Start Now … Most event business owners think they’ll just decide to exit one day and everything will fall into place. But buyers don’t pay top value for potential. They pay for predictability. And predictability takes time to build. If your business is: - Still relying on the founder for major decisions - Lacking long-term client contracts or recurring revenue - Operating without formal systems or a consistent lead pipeline …it’s not yet ready for acquisition. Getting this right doesn’t happen overnight. It’s a 2–3 year journey of building value and removing risk. But if you start now, you give yourself the best shot at a smooth, profitable exit. What’s one thing you could improve today to make your business more exit-ready?

Sustainable Growth Starts with the Right Questions … Fast growth feels good, until it’s suddenly hard to manage. That’s why the smartest event businesses don’t just chase momentum. They plan for it. Before you hire, expand, or invest, ask yourself: - Can we maintain quality at this scale? - Do our people have the tools and systems they need? - Is this growth still aligned with what our clients actually want? The answers aren’t always easy, but they’re essential. Because the businesses that scale confidently are the ones that pause long enough to plan for it. They don’t just grow fast. They grow well. What would it take to grow without compromising what makes your business great?

Can you believe we’re already heading into month six of the year? It’s a natural point to stop, look back, and take stock. Over the past few months, we’ve had some incredibly honest conversations with business owners about restructures, exits, shifting priorities, and the pressures of growth. None of it has been easy. But it’s reminded me how much trust this work depends on. To the business leaders who’ve invited us into those moments, thank you. And to the partners and wider team who bring strength and clarity behind the scenes, thank you. At Kershaw Partners, we don’t deal in theory. We offer grounded advice, shaped by real-world experience, but it only works when there’s trust on both sides. The businesses we support aren’t chasing shortcuts. They’re focused on long-term value, legacy, and building something that lasts. Thank you for letting us be part of that journey.

Exiting too early is one of the biggest mistakes owners make. … You’ve built a strong business, but is it as valuable as it could be? When we advise owners on exit strategy, one move often unlocks far more value: Rolling in a complementary business. Done right, it can: - Boost revenue - Lower costs across both teams - Attract stronger, more strategic buyers We’ve just structured a deal where two UK companies are combining. To create the perfect fit for a US acquirer already backed by private equity. Exits aren’t about timing alone. They’re about structure, and structure drives value.

Growth Without Structure Will Eventually Break the Business … We see it all the time: an event business grows quickly, revenue jumps, the team expands, and everything looks like a win. Until it isn’t. Because behind the scenes, no one stopped to ask: - Do we have the systems to support this? - Can the team deliver consistently at scale? - Is the offer still aligned with where the market is going? Without the right foundations, success can become overwhelming. And when the next shift in demand hits, the cracks appear fast. Growth isn’t about how quickly you scale. It’s about whether your business can hold that scale when things change. Don’t just aim for acceleration, plan for stability. What part of your business needs strengthening before you grow further?

Not all revenue is valued equally when you sell. … Two businesses might turn over £5m. One gets a 4 x multiple. The other gets 7x. Why the difference? It’s often structured. We work with owners to rebuild their model before they exit, not to window dress, but to unlock real value. Here’s what buyers pay more for: - Predictable, recurring revenue - Operational systems that scale - Clear leadership structure - nAligned culture across teams When you combine two complementary businesses, the right way, You reduce buyer risk, and that directly increases your sale price. Want a better multiple? Build a better structure first.