In this episode of Confessions of a B2B Entrepreneur, Tom Hunt is joined by Dom Hawes, Builder CEO and Small & Mid-Cap M&A Specialist. They discuss the critical distinction between capacity and capability acquisitions, why deal structure creates more leverage than headline price, and frameworks for identifying achievement-driven founders. Drawing on lessons from over 13 agency deals and a formative early failure, Dom explores the "Club Rules" model for integration - centralising back-office functions whilst preserving the creative autonomy and brand identity that makes agencies valuable. He breaks down the art of strategic deal sequencing and building a reputation that secures inbound deal flow without entering competitive auctions. Dom also reveals his unconventional tactic for testing founder honesty under pressure to ensure long-term alignment and success.
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