Ian's media career spans four decades, two redundancies and eight acquisitions — and his advice for every deal maker is simply: take action.

GUEST

Ian — Media entrepreneur with 40 years' experience and eight acquisitions across video production, AV staging and photography.

EPISODE SUMMARY

Ian's career began as a film industry runner in Soho and wound through production companies, AV staging, broadcast equipment sales and photography. Two redundancies convinced him to control his own destiny, and he started a business with his mother's support. His first acquisition — a sets and staging division bought from a business splitting its operations — was a strategic move that unlocked major international contracts, including a £350,000 job for Motorola around the year 2000. Over 40 years he has made eight acquisitions, all in the media sector.

KEY TAKEAWAYS

▸ Two redundancies were the making of Ian: they removed the option of employment and forced him to build something of his own.

▸ Your first acquisition doesn't need to be large — Ian's was £30,000, but it acted as a springboard to £350,000 contracts.

▸ Price is not the only variable: the method and timing of payment can matter as much as the number itself.

▸ A strategic acquisition — one that gives you capabilities you can cross-sell to existing clients — can pay for itself many times over.

▸ Selling a business you've lost enthusiasm for is entirely rational; but know that the most likely buyer may be closer than you think.

▸ The person you buy a business from is also a natural candidate to buy it back — seller's remorse is real, and that relationship has value.

DEAL HIGHLIGHT

Ian's first acquisition — a £30,000 sets and staging business — directly enabled the largest contract his company ever won: a £350,000 international event for Motorola, circa 2000. A 10x return from a single strategic deal.

"Go with your gut. If you want to do something, go for it. Find a way to do it. Don't procrastinate."

Learn more: www.dealmakers.co.uk