How to Choose the Right Buyer When Selling Your Business
Selecting the right buyer is about far more than price. In this interview with Mike Harris, Worksighted CEO, explains how factors like deal certainty, buyer preparedness, and alignment on expectations can be just as important as valuation. He breaks down the difference between private equity and strategic buyers, and why understanding what each expects from the owner post-transaction is critical.
He also shares how to evaluate seriousness early in the process—looking at the depth of a buyer’s diligence, the quality of their questions before an LOI, and whether they truly understand what they are buying. Ultimately, he emphasizes that trust, transparency, and comfort with the buyer team can be the deciding factor in selecting the right partner for a successful exit.
The Purple Guys (ECS + My IT)
TechMD (formerly ICS)
General Informatics
Integris (Domain + Tier 1)
Cantey Tech (Cantey Tech + Cantey EDU)
CyberSheath
ITS (Intelligent Technical Solutions + Intivix + PC Miracles)
Entech (Entech + ITVantage)
ProVelocity + IronEdge
Lockstep + Renovus Capital
MSP Corp + Groupe Access
Over his career Mr. Garver has worked on sell-, buy- and valuation assignments with approximately 150 public, private, and fastest-growing members of the MSP 501, CRN500, ChannelE2E Top 100 & Inc. 500 and served as a guest commentator on Bloomberg, MSP Business School and at NASDAQ.
Mr. Garver is a recurring conference speaker for IT Nation Connect, Channel Partners and MSSP Alert Live and recurring news source for ChannelE2E, CRN, Channel Futures, TechTarget & PEHub. As an author he has contributed over 125 articles in numerous publications including FORBES.
Prior to joining FOCUS, Abraham worked with Merrill Lynch’s M&A Technology Group in San Francisco and E&Y’s Business Valuation Group in Los Angeles. In addition to his professional pursuits, Mr. Garver is a member of The University Club of New York and Governor (Emeritus) of the University of Southern California Alumni Association.
Mr. Garver holds a Bachelor of Science in Business Administration from The University of Southern California Marshall School of Business, and a master’s degree in finance from the Manderson Graduate School. He is registered with the Financial Industry Regulatory Authority (FINRA) as a General Securities Representative (Series 7 and 63) and a Limited Representative – Investment Banking (Series 79).
Recent MSP/MSSP Deal Experience
MSP Corp
ProVelocity
Entech Computer Services, Inc.
Cantey Technology Consulting, LLC
Golden Technologies, Inc.
Security7 Networks, LLC
DS Tech
Versiant Corporation, Inc.
Cantey Technology Consulting, LLC
The Network Support Company, LLC
Integrated Computer Solutions of Vestal, LLC
DSM Technology Consultants, LLC
Intelligent Technical Solutions, Inc.
Lighthouse Technology Partners
Accelerate, Inc.
CMS IP Technologies
Unicom Technologies
CyberSheath Services International, LLC
AKUITY Technologies
General Informatics
Frontenac XI Private Capital, L.P.
ECS Acquisition Holdings, LLC
