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Case Study:

Helping a Financial Services Firm Achieve a Profitable Exit

Background Information

  • Business: A boutique financial advisory firm specializing in retirement planning and wealth management.
  • Location: Southwest, USA.
  • Revenue: $6.8M annually with an EBITDA of $1.5M.
  • Team: 12 employees, including certified financial planners (CFPs) and support staff.
  • Owner’s Goal: The 60-year-old founder wanted to retire and transition the business smoothly.

Current Challenge

  • Aging Client Base: The firm’s clients skewed older, raising concerns about long-term revenue stability.
  • Limited Digital Presence: The firm relied heavily on in-person referrals, with minimal online visibility.
  • Inconsistent Processes: A lack of standard operating procedures (SOPs) hindered scalability.
  • Knowledge Transfer Risk: Much of the client relationship knowledge resided with the founder.

Our Solutions

  • Client Base Diversification:
    – Launched marketing campaigns targeting younger professionals and business owners.
    – Introduced fee-based financial planning packages to attract clients with diverse needs.
  • Digital Transformation:
    – Developed a user-friendly website with online appointment scheduling and resources.
    – Launched social media campaigns to build credibility and attract new clients.
  • Operational Standardization:
    – Created detailed SOPs for financial planning, client onboarding, and portfolio reviews.
    – Implemented CRM and workflow management tools to improve team efficiency.
  • Succession Planning:
    – Identified and trained a senior planner to take over key client relationships.
    – Developed a transition timeline to ensure continuity and client confidence.
  • Buyer Positioning:
    – Highlighted recurring revenue streams from advisory fees and the firm’s loyal client base.
    – Positioned the firm as a turnkey acquisition opportunity with established processes.

Conclusion

  • Sale Price: Sold for $10.5M within 9 months—40% above initial valuations.
  • Buyer: A regional financial services group expanding its wealth management portfolio.
  • Owner’s Outcome: Retired with financial security and peace of mind, knowing clients and employees were in capable hands.

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