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Selling a professional services business

Professional services businesses can benefit from understanding the latest industry data

As professional services businesses gravitate towards expertise and versatility, they are becoming more acquisitive. These organisations see the value in experienced, quality staff, and consolidating their offerings in a range of fields. Nash Advisory has everything you need to know about the latest industry trends affecting your professional services business.

Nash industry insights report

Understand where your business stands in your industry

Get an in-depth understanding of the professional services industry and how your business fits into the landscape. By knowing about all the recent movements, you'll get a better idea of the value of your business.

Your industry report contains:

  • Sector insights
  • Public trading and operating data
  • Notable transactions
  • Detailed analysis from our team of experts

Ready to take the next step? Ask us about a business valuation today.

Get your industry report

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"The professional services firms of the last two decades are no longer the same as they once were. Over the past 5 to 10 years, the major accountancy firms have actively sought to diversify their revenue base away from audit, and into higher value, higher margin advisory work. Importantly, a key component of this shift has been through the acquisition of firms that can quickly add expertise and talent to the growing firms. There are significant opportunities for professional services firms to capitalise on these trends."
Sean O'Neill
Sean O'Neill
Managing Director

Professional services industry insights

The team at Nash Advisory have years of experience working in the world of professional services. Members of our staff have worked for top tier law firms, major financial services and advisory firms, and some of the Big Four accounting firms.

We understand the industry inside and out, and we have come to easily recognise key value drivers for professional services businesses. Successful professional services businesses value client relationships highly, seeking to solidify their reputation in the industry. This is supported by their drive to recruit and retain experienced, quality staff, and expand their service offerings.

Key valuation metrics

  • Revenue per staff
  • Gross margins
  • Contract length
  • Predictable revenue

Find out how much your professional services business is worth.

Our process for professional services sales

Education

4 - 6 weeks

We perform a thorough examination of every detail of your professional services business to gauge its true market potential.

  • Educate clients about the process
  • Explain different buyer options, including large professional services firms and private equity
  • Prepare a valuation report about the business
  • Create a score card on the business and areas where it may need improvement
Preparation

Preparation

4 - 12 weeks

To prepare key items for the sale, we analyse your operational practices and overall performance.

We analyse your business practices and operational performance to prepare the key items for a sale.

  • Working with your management team to find areas of growth or limited areas of weakness
  • Implementing ideas from our valuation report
  • Assessing the level of normalisations
  • Getting financial data and customer data, covering 50 areas of data we need
  • Preparing a secure data room to provide buyers with everything they need
Research

Research

4 weeks

When we know everything about your business, we learn more about the key players in the professional services industry, including potential buyers.

  • Speaking to buyers early in the process to get an 'early view' of value from them
  • Research who is buying in Australia and globally
  • We use our proprietary method to ensure our buyer pool is strong and competitive
Marketing

Marketing

6 weeks

We contact ideal buyers from a pool of potential buyers, positioning your business for the best sales outcome.

  • Contacting the buyer pool
  • Sending marketing documents
  • Q&A management calls
  • Meet with owners and management
Negotiation

Negotiation

4 weeks

We navigate the negotiations process, keeping you well informed of sales prices, terms, and conditions for your professional services business.

  • Buyers send through a Term Sheet and conditions attached to the deal
  • Nash Advisory and buyers exchange data and modelling
  • Signing of the Term Sheet
Diligence

Diligence

6 - 10 weeks

We undertake and manage due diligence, ensuring that everything is where it should be.

  • RFI sent by interested parties
  • Lawyers engaged and contracts are sent through
  • Further Q&As and site tours as necessary
Finalise

Finalise

2 weeks

The Nash Advisory team will manage the process of finalising the sale.

  • Signing of key documents
  • Conditions Precedent to the transaction
  • Managing the flow of funds
Sample toolkit

See the blueprint for success with examples of 12 documents used in a business sale

Download now

Recently completed deals

Fujitsu
Date:
September 2023
Industry:
Professional services
Sub sector:
Cybersecurity

Fujitsu is a leading multinational information and communications technology equipment and services corporation.  As the digital transformation partner of choice for customers in over 100 countries, Fujitsu’s 124,000 employees work to make the world more sustainable by building trust in society through innovation.

Fujitsu has entered into an agreement to acquire Canberra-based management, technology and cyber security consultancy MF & Associates (“MF&A”).  With a team of over 50 highly skilled consultants, the acquisition of MF&A will strengthen Fujitsu’s security consulting capabilities in Australian and New Zealand, which were also recently expanded by the acquisitions of Microsoft specialist oobe and NZ-based cyber security firm InPhySec Security.

Nash Advisory was appointed by Fujitsu in April 2023 to assist with structuring and executing this strategic transaction. The transaction was led by Ed Chan, who was supported by Jack Geason and Xavier Vella. Lander & Rogers acted as legal adviser on the transaction, with Mazars providing accounting and tax advice.  This transaction represents Nash Advisory’s fourth completed deal involving Fujitsu, including third as a buy-side advisor.

Red Earth Engineering
Date:
November 2022
Transaction type:
Selling a business
Industry:
Professional services
Sub sector:
Environmental Services / Geotechnical Engineering

Red Earth Engineering is a leading geotechnical and environmental services firm specialising in tailings dam engineering. With offices in Brisbane, Gold Coast and Perth, Red Earth is one of Australia’s largest geotechnical engineering firms dedicated specifically to tailings dams.

Nash Advisory completed a global buyer search, ultimately proceeding with USA based Geosyntec Consultants following a competitive, yet discreet sale process.

The transaction was led by Tom Butler, Tom King and Kieran Ellis, with support from legal advisors Hayden Bateman and Adam Rich from Wisewould Mahony.

Enable Professional Services
Date:
August 2022
Industry:
Professional services
Sub sector:
ServiceNow consulting

Enable Professional Services is an award winning ServiceNow Elite partner that builds and implements industry-leading solutions that improve the customer and employee experience, enabling businesses to create value at speed. Nash Advisory was engaged by Fujitsu to lead the acquisition of Enable, resulting in a successful transaction completing in August 2022, accelerating the realisation of Fujitsu’s new global Uvance business brand. The transaction was led by Kevin Han, supported by Stephen Liondas, Jack Geason and Jonathan Hoe. Legal advisors were Lander & Rogers and Financial Advisors were PwC.

Our process for professional services sales

Education

4 - 6 weeks

We perform a thorough examination of every detail of your professional services business to gauge its true market potential.

  • Educate clients about the process
  • Explain different buyer options, including large professional services firms and private equity
  • Prepare a valuation report about the business
  • Create a score card on the business and areas where it may need improvement
Preparation

Preparation

4 - 12 weeks

To prepare key items for the sale, we analyse your operational practices and overall performance.

We analyse your business practices and operational performance to prepare the key items for a sale.

  • Working with your management team to find areas of growth or limited areas of weakness
  • Implementing ideas from our valuation report
  • Assessing the level of normalisations
  • Getting financial data and customer data, covering 50 areas of data we need
  • Preparing a secure data room to provide buyers with everything they need
Research

Research

4 weeks

When we know everything about your business, we learn more about the key players in the professional services industry, including potential buyers.

  • Speaking to buyers early in the process to get an 'early view' of value from them
  • Research who is buying in Australia and globally
  • We use our proprietary method to ensure our buyer pool is strong and competitive

Experts in tourism businesses

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We're leaders in the professional services industry

professional services
Real business experience

The Nash team have plenty of experience working with and for businesses in the professional services industry, allowing us a deeper understanding of its trends.

professional services
Diligent and thorough

Our process for selling professional services businesses is detailed and all-encompassing. We will handle everything from initial analysis, to completing the sale.

professional services
Work with our directors

Our directors have careers grounded in professional services, and you'll be working directly with them over the course of your sale.

professional services
Global network of buyers

We tap into our vast resources and global connections to find an ideal buyer that will offer you the best possible result for your sale.

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Get advice about professional services business sales

Big players in the professional services industry are always on the lookout to add value. You can benefit from this trend.

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