Did you know that one top 30 accountancy firm has achieved financial advice cross sales to over 60% of their client base?

In fact, in one of their offices the turnover is now tilted 30% in favour of investment advice above accountancy fees.

My point?

How do you think this firm might value a target accountancy client base which was a green field site for investment advice?

Yes, when you have a captive audience and something you know works, you have increased potential value.

As with the earlier law of confidence, the captive audience is valued by the buyers previous experience.

Like discovering oil, finding value in a potential M&A deal for the buyer using these laws is only the first step.

Extracting the value profitably and sharing in the windfall is a very different exercise.