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9 Point Plan for a Winning Acquisition
Don't ignore this guidance
Jack Carr
October 13, 2025
Welcome to the JackQuisitions newsletter,
It’s the simple things in an acquisition that tip the scales in your favor. Below, I share nine points of advice that greatly increase the chance of a successful acquisition.
The First Step to Funding Your Acquisition
Are you lost and looking for financing answers? Unsure of where to start?
Alan Peterson of First Internet Bank, a National Preferred SBA lender, is always ready to take the lead.
Whether you're buying your first company or scaling through acquisition, Alan's “how can we” mindset and hands-on approach make him the go-to lender in the skilled trades space.
Finance up to 90% of your deal
Get a complimentary deal review and buyside prequal
Reduced good faith deposit when you mention the show
Ready For Your Next Acquisition?
Check out these acquisition opportunities that caught my eye this week:
This $1.06M revenue HVAC company in Pasco County, Florida, produces $396K in cash flow with 80% residential and 20% commercial service work, fewer than 7% new construction jobs, 720 maintenance agreements, flat-rate pricing, and outsourced payroll. Asking $1.6M.
This $1.69M revenue plumbing and HVAC company, established in 2010, generates $206K in seller’s discretionary earnings and offers multiple revenue streams, proven marketing systems, and a reputation built on honesty and reliability. Asking $344,900.
This $5.73M revenue multi-trade company in Northern Virginia generates $697K in cash flow with a service mix of 89% HVAC, 9% plumbing, and 2% electrical. 2,200 maintenance agreements, 16,000 active customers, flat-rate pricing, and operates on ServiceTitan. Asking $4.8M.
Avoid a $2M Disappointment
Growth through acquisition isn’t about timing or luck. Most HVAC deals fail for predictable reasons, and the best operators approach every buy with discipline. They know what to look for before, during, and after closing.
Here’s what separates smart buyers from the rest.
1. Day-One Revenue Beats Potential Every Time
When you buy a business, you want revenue on day one. Legacy branding, visible locations, and an active customer base are worth more than any “growth potential” story. The moment you take ownership, the phone should already be ringing.
A company with strong local recognition and repeat customers gives you a solid foundation to scale. You can fix systems later, but you can’t replace brand equity or community trust.
2. Your Name Sets Expectations
Branding isn’t cosmetic; it shapes customer behavior. A name like “Rapid Response” tells people you’ll show up fast, which means your team and dispatch systems have to deliver. A confusing name can hold you back before you even start.
Test how the market perceives your name. If it doesn’t clearly say HVAC or service, it may be hurting your marketing more than you realize.
3. The Parts Counter Knows Everything
If you want the truth about a company, go to the supply house. The parts counter is where technicians talk about pay, management, and who’s doing good work. It’s also where you’ll find your next hire.
The best technicians don’t post resumes online. They’re in trucks and at counters, picking up parts. Build relationships there and you’ll stay connected to the pulse of your local trade network.
4. Service Work Beats Construction Work
New construction looks good on paper but locks up cash and people for months. You’re waiting on schedules, chasing invoices, and managing delays. Service, repair, and replacement are faster, steadier, and more profitable.
If your revenue relies too heavily on construction, shift toward service. Reliable cash flow and repeat customers make a stronger business than one dependent on unpredictable job cycles.
5. Maintenance Agreements Are the Real Asset
Revenue comes and goes, but maintenance agreements create consistent income. They’re the clearest indicator of how healthy a business really is. A smaller company with hundreds of agreements is often worth more than a larger shop that starts from zero each month.
When evaluating a deal, focus on active agreements, renewal rates, and customer tenure. Those numbers show how well the company retains business over time.
6. Culture Comes First
Every acquisition brings a mix of people. The fastest way to protect your investment is to address cultural problems early. A toxic employee can destroy morale and slow down integration faster than anything else.
Set the tone immediately. Reward teamwork, encourage communication, and remove anyone who undermines the mission. A strong culture will multiply every other improvement you make.
7. Keep Your Radius Tight
Expanding across town is better than spreading across the state. When your locations overlap, you can share techs, equipment, and marketing spend. It also builds a stronger brand within a single service area.
Dominate your region before looking farther. Growth isn’t about distance; it’s about density.
8. Real Estate Can Help or Hurt
Owning property can make financing easier under SBA terms, but not every building is worth buying. A big showroom or inefficient layout can drag down operations and cash flow.
Prioritize workflow, accessibility, and storage space. A smaller, well-designed building supports the business better than an oversized office that looks impressive but slows productivity.
9. Know the Seller’s Motive
Every seller has a reason for exiting. Some care about their team and customers, while others want to walk away with a check. Understanding that early prevents surprises and shapes how you structure the deal.
Ask direct questions about what they want from the sale. Then build your offer around that goal while protecting your interests.
My Final Takeaway
Smart acquisitions start with buying the right foundation. Focus on strong brands, service-heavy revenue, recurring customers, and a healthy culture. You can always improve systems later, but you can’t build trust, loyalty, or reputation overnight.
Buy businesses that already run well. Then make them run even better.
Your Next Deal is Here
Don’t spend hours, days, months, or (even) years searching for your next acquisition target. Take control of the process.
Remember this: the best trades deals disappear soon after hitting the open market (if they even make it that far). So, speed matters.
In addition to new targets, signing up allows you to:
✅ Get a complimentary deal review
✅ Access exclusive off-market opportunities
Join the list here before the next deal drops.
Tell Me What You’re Thinking
What tips would you add? What would you eliminate?
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Disclosure: Some of the content and links in this newsletter are sponsored or affiliate links, which means we may receive payment or earn a commission if you click through or purchase. However, all opinions expressed are entirely my own.
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