On the latest episode of the techpartner.news podcast, Brennan founder and managing director Dave Stevens shared detailed insights for small IT service provider owners navigating a wave of acquisition activity. Stevens explained what he and other industry leaders look for in potential acquisition targets, highlighting that culture plays a critical role—not in terms of perks like work-from-home policies, but in behaviours that directly impact customer relationships and long-term value. He emphasised that examining multiple examples of employee conduct, such as how staff respond to discount requests, reveals whether a company’s culture will align with Brennan’s standards.

Stevens also outlined Brennan’s approach to acquisitions, whether to expand geographically or broaden capabilities. For geographic growth, the focus is on companies with strong managed services, robust sales teams, and service delivery management. For capability expansion, Brennan seeks deep expertise in platforms where it lacks depth, such as AWS, ServiceNow, or Salesforce. Wrapping up, Stevens advised MSP owners preparing to sell to carefully consider their approach, cautioning against relying too heavily on brokers due to high fees and questionable benefits. For further insights, including advice on backend integration, automation, and Brennan’s own growth journey, listeners can tune in to the full podcast episode.