James Kennedy sits down with fractional CFO Martin Mellor to unpack what it really looks like to shepherd a customer through a live M&A journey – straight from the trenches (Q2 2025). Martin shares how a managed service provider (MSP) can shift from “comfortable lifestyle business” to a serious exit opportunity, what buyers care about (EBITDA multiples, recurring revenue, and quality of earnings), and how CFO-grade clarity turns a fuzzy growth plan into a focused value-creation roadmap. Along the way, they dig into target-setting (including Martin’s memorable “6-3-3” framework), leading vs lagging indicators, and how to translate finance-speak into operational decisions that actually move enterprise value.
About Martin Mellor:
Martin Mellor is a UK-based fractional CFO (Yorkshire, North of England) who helps SME business owners connect strategic goals to day-to-day performance – especially for businesses looking to scale and exit. With a background spanning big-industry environments (including a graduate scheme at BAE Systems) and commercially-driven finance roles (including outcome-based contract structures in outsourced contact centers), Martin brings a practical, data-led approach to targets, forecasting, and value creation – particularly in the 3–5 year runway to an exit.
What You’ll Learn:
● From mountain climbs to business milestones: Why breaking big goals into smaller “next rock” targets keeps teams moving.
● Why targets shouldn’t be easy: How to set goals that drive behaviour – even if you don’t hit them every time.
● Leading vs lagging KPIs that actually work: How to anchor individual performance to what they can influence (without losing the bigger picture).
● The “6-3-3” framework: A simple model for activity-based targets that protect pipeline health and outcomes.
● Outcome-based pricing & data proof: Why new commercial models get pushback – and how data iterations make them stick.
● What drives MSP acquisition value: EBITDA multiples, recurring revenue, and “quality of earnings” vs one-off work.
● How CFO insight changes decisions: Using margin-by-service and customer profitability to focus on what builds enterprise value.
Episode Highlights:
“Break your journey down into smaller goals – get to that next rock.”
“A target isn’t a real target if you beat it every single time.”
“Any forecast will be wrong – it’s there to drive focus and behavior.”
“If you want to maximize value, you need to start 5–3 years before an exit.”
“Outcome-based deals work when you can prove it with data – and iterate.”
More About Martin’s Role:
Martin works with growing SME owners who want more than “just keeping score.” He helps translate financial performance into decision-ready insight: which customers and services drive margin, what levers increase enterprise value, and how to create a clear exit-aligned plan (especially when an unexpected M&A opportunity appears). He supports founders by bridging the gap between operational reality and the financial language buyers care about – so the business can scale confidently and negotiate from a position of strength.
How to Contact Martin:
Martin is available via LinkedIn – connect and message to set up a chat (Yorkshire-based, but not location-constrained).
