Why M&A Deals Fail: Capability, Culture, and David Perry’s OSCAR Due Diligence FrameworkCharlie interviews David Perry, an experienced mid-cap M&A and growth operator, about how business has changed since the 1980s (more data/AI, different communication, more systems and safety), his early turnaround of a struggling manufacturing firm, and lessons from scaling and integrating international companies. David argues many acquisitions miss a key diligence gap: assessing whether a business is structurally capable—people, processes, strategy, communication—to deliver investor expectations, which contributes to high post-deal underperformance. He shares examples of multinational silos, culture-building through shared values and regular in-person conferences, and distribution/partner networks that succeed only when they’re trained and supported for mutual benefit. David introduces OSCAR (Operational Strategy & Capability Assessment), built on his “Seven Pillars” and a capability maturity model, using 102 scenario-based questions to triangulate alignment gaps across leadership, sales/marketing, operations, and divisions.00:00 Meet David Perry01:24 From Small Factory to Midcap02:28 Business Then vs Now04:10 Safety and Shop Floor Stories06:01 Simple Metrics and Patterns07:50 Why M&A Deals Fail11:00 Capability Due Diligence Gap13:20 Breaking Silos to Scale17:17 Culture and Cohesion Wins23:05 Building Distribution Networks26:15 Partner Programs That Work32:11 AI Powered Capability Audits34:48 Big Company Pivot Challenges35:34 Shared Values Alignment37:57 Change Starts Where People Are41:12 Post Acquisition Shockwaves42:05 When Integration Goes Wrong45:06 Contract Chaos Before Exit48:07 Smart BRG Origin Story52:54 Building A Scalable Framework57:07 Oscar Capability Assessment01:06:03 AI Strategy And Gaps01:07:47 Growth Ceilings And Mindsets01:09:46 Learning By Doing01:11:24 Learning Through Failure01:11:46 Persistence and Asking Questions01:12:48 M&A Missteps and Integration01:15:09 Selling UK vs US01:19:23 Going Global With Local Teams01:22:03 UK Deal Market Reality Check01:25:31 Exit Readiness and Business Leakage01:26:46 Scaling Pains and Cost of Growth01:32:39 Modern Sales Touchpoints01:36:47 BD vs Account Management01:39:30 Customer Handover and Buyers Remorse01:43:16 Wrap Up and Part Two

Business Broker of the Year Charlie Norton on Modern M&A, Realistic Valuations, Deal Fatigue & the Future of UK BrokerageIn episode two of the intro series, the host speaks with Charlie Norton, CEO of Vamos Business Transfer, who is heading to receive a UK “business broker of the year” award and explains how his modern brokerage sells low mid-market businesses (£1m–£50m) across the UK and Europe by focusing on realistic valuations and targeting heads of terms to completion within 90 days. They discuss why brokers get a bad name, the traditional listing-fee model, how legal and due diligence delays create deal fatigue, and tactics like weekly calls and group chats to keep deals moving. Charlie shares his early entrepreneurial journey, views entrepreneurs as built through persistence, reflects on partnerships, outlines buy-side vs sell-side work, and predicts a more American-style UK deal landscape with growing use of creative finance and the impact of AI.Charlie Norton Linkedin : https://www.linkedin.com/in/charlie-norton-767953227/Vamos website : https://www.vamosbusiness.com/Vamos youtube : @VAMOSBusinessTransfer 00:00 Welcome and Awards02:36 What Vamos Does04:01 Broker vs Advisor06:49 Fixing the Old Model07:48 Deal Delays and Due Diligence12:44 Keeping Deals Moving15:47 Early Hustles and First Buys18:48 Built Not Born22:05 Partners Behind Success27:30 Partnership Lessons31:07 Building a Finance Arm36:08 Funding Basics Explained36:45 Why Deals Fail Under 1M37:51 Buy Side vs Sell Side40:13 Deal Sourcing Is Not Automated44:57 Mentoring New Buyers49:18 Pick a Real Buy Box50:45 Construction Acquisition Strategy53:04 Risk and Liability Lessons55:22 Brokerage Market Red Flags59:15 Valuation and Deal Structures01:03:32 Future of UK M&A01:06:25 Every Business Has a Price01:10:51 Closing Thoughts and WrapThanks for watching and if you require anymore information then check us out at www.theacquisitioncollective.co.uk

Startup Loans, Acquisition Finance & Mindset Shifts: Gary Lennon on Funding Business GrowthCharlie interviews Gary Lennon, co-owner of BIZ Britain and Finance, about how his firm evolved from delivering the UK government’s Startup Loans program into helping people start, grow, and buy businesses through acquisition lending and broader finance options. Gary explains key differences between startup and acquisition mindsets, BIZ’s FCA-regulated, multi-person application support process, and why Startup Loans are structured as personal loans for business use with support and mentoring, including program scale and reported five-year survival rates. They discuss what happens if borrowers struggle to repay, borrowing limits (up to four owners at £25k each), and the absence of charges and collateral. The conversation also covers sales and relationship-building, business plans for debt vs investment, what lenders focus on in financials, using AI to prepare lender-ready proposals, attitudes toward debt as a growth tool, and views on search funds and equity dilution.00:00 Welcome and Guest Intro02:26 Gary’s Background and BIS04:49 Startup Loans vs Acquisitions07:46 Support Model and Ethics09:55 Success Rates and Repayment15:42 Using Loans to Buy Businesses17:13 Mindset Shifts in Ownership25:53 Gary’s Career Into Sales30:23 Modern Sales and Marketing40:54 Telesales, Tone and Trust46:09 Scheduling Without Friction46:57 Tech Hiccups on Calls47:51 Business Plans for Investors48:56 What Lenders Actually Check50:13 Reading the Three Statements52:20 Debt Behavior and Credit Scores58:13 Cash Flow Tells the Story01:00:42 AI for Lender Ready Proposals01:05:59 Strategic One Pager Approach01:07:10 Growth Finance and Debt Mindset01:11:46 Debt vs Equity Tradeoffs01:13:48 Search Funds and ETA Model01:20:37 Equity Gap in Acquisitions01:23:36 Wrapping Up and CommunityFor more events, podcast and workshop information please visit our home www.theacquisitioncollective.co.ukFid Gary Lennon's contact information below:https://uk.linkedin.com/in/garylennonhttps://www.startuploans.co.uk