Quick WINs: Challenging Assumptions, Prospecting, and a Win-Win focus with Adam Kerrigan

By Ian Richardson, Managing Partner, Richardson & Richardson Consulting

Podcast Season 1, Episode 14 Guest: Adam Kerrigan, M&A Partner, Intelligent Technical Solutions

In 2018, Adam Kerrigan successfully exited the MSP he founded in an acquisition by Intelligent Technical Solutions (ITS).  Based in Las Vegas, Adam Kerrigan continued with ITS and after three years as their most productive salesperson, began their M&A division in 2021.  Today, Adam invites MSP owners to join the success he’s experienced at ITS, whether they are burned out and feeling alone, or are ready to rapidly accelerate their financial success.  Outside business, Adam is an accomplished competitive powerlifter, holding three national titles (2019, 2021, and 2022) and won gold at the 2021 USPA Powerlifting World Championships.  He currently holds over two dozen competitive powerlifting records, including a world record deadlift.

I had the opportunity to sit down with Adam on a recent episode of W.I.N. and dive into how he and his team at ITS have tackled having to utilize an educational “sales” strategy for their M&A work while challenging false assumptions and stances, achieving success through traditional prospecting techniques, and pursuing growth at ITS while making sure every transaction is a win/win. I took notes while Adam and I spoke and have them here for you to use as you see fit:

1. Educational Sales and Challenging Assumptions: Educational sales are tough – When you’re selling a product or service that people don’t know enough about to make an educated decision, the burden of that educational lift will fall onto your organization’s shoulders. Adam has found that by sharing opening around the process, setting expectations well, not being in a hurry to close a deal, and asking the right questions, he and his team at ITS standout in a crowed environment. In addition, Adam practices one of my favorite skillsets during his conversations, that of the challenger sale. Too often, a buyer will have assumptions around a service or product that may or may not be realistic. In Adam’s space (Mergers and Acquisitions), too often the people on the other side of the phone are presenting themselves as a “buyer” of companies while not taking any of the intentional steps needed to pursue that strategy. It is an aspirational goal at best, and more likely falls into the realm of fantasy. By challenging the assumption through the right questions and tone, Adam can get some of those buyers to recognize they are probably more apt to be a “seller” of their business.
2. Prospecting: Adam is no stranger to prospecting, and he shared a story around closing his first M&A deal that was sourced through traditional prospecting techniques, including cold calling. Too often, entrepreneurs and leaders avoid tasks they might not take delight in, such as prospecting, because they consider those activities
3. Win/Win focus for growth: Adam and his team at ITS have a focus on creating win/win opportunities for the business owners that choose to partner with them and become part of the ITS family. Adam focuses on sharing the story of how joining ITS has impacted him personally, letting him remove stress and focus on areas of passion and purpose. This story helps him break through areas of ego and resistance and get down to what matters to the entrepreneurs and leaders he interacts with. Those breakthroughs have led to rapid, sustainable growth. Vulnerability and transparency truly create trust in an unparalleled fashion.

I gain so much value from meeting with fellow entrepreneurs and leaders. Each and every person I speak with brings their own experiences, knowledge, and viewpoints to the table, and without fail, I walk away with a head full of ideas and motivation to do better in my own business. I so greatly appreciate Adam’s willingness to come onto W.I.N. and share his story.

If you’re interested in joining me on an episode of W.I.N., it would be my privilege to host you. You can book your spot by visiting https://randr.consulting/connect and selecting the Podcast Booking option from the services menu. You can find previous episodes of W.I.N. on our website and subscribe to it on whatever your platform of choice is.

Always Forward,

Ian