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4 Ways to Grow a Multi-Site Business While Protecting Core Values with Clare Roberts

M&A Science

Release Date: 04/28/2025

The Secrets to Sourcing Proprietary Deals in Private Equity with Ryan Gable show art The Secrets to Sourcing Proprietary Deals in Private Equity with Ryan Gable

M&A Science

Managing Partner, Ryan discusses how his team uses a hybrid private equity model backed by Barry-Wehmiller to execute people-first, long-term acquisitions. With over 55 deals and zero exits, Forsyth has developed a sourcing and integration playbook that challenges traditional PE norms, focusing instead on trust, cultural alignment, and multi-decade value creation. Ryan breaks down how to build relationships that convert to proprietary deal flow, structure rollover equity with flexibility, and align seller incentives for lasting outcomes. Things you will learn: How to source proprietary...

info_outline Why Pendo Buys Startups (And It’s Not for Revenue) with Todd Olson show art Why Pendo Buys Startups (And It’s Not for Revenue) with Todd Olson

M&A Science

,  CEO and Co-founder, From buying startups to speed up roadmap execution to preserving founder autonomy post-close, Todd breaks down the real levers behind successful acquisitions. This episode dives into how Pendo thinks about M&A without a corporate development team, why it rarely buys for revenue, and how Todd’s team avoids common post-close integration mistakes by keeping culture, product, and people at the center. Things you will learn: Why speed and product alignment—not revenue—drive most of Pendo’s acquisitions The cost of delaying integration and how Todd...

info_outline Why Beacon Created an AI Committee for M&A—and What They’re Testing Next (Part 2) with Harrison Thomas show art Why Beacon Created an AI Committee for M&A—and What They’re Testing Next (Part 2) with Harrison Thomas

M&A Science

, Chief Growth Officer at In Part 2 of our conversation, we go deep into how Beacon is operationalizing M&A. Harrison reveals how they reduced their request list by over 65%, why they require third parties to use their DealRoom, and how integration now begins before the deal is even signed. He also dives into the organization's AI roadmap, their internal CRM transformation, and the surprising challenges of acquiring non-profit organizations. If you want a behind-the-scenes look at building a scalable, tech-forward M&A machine in healthcare, don’t miss this episode. Things you will...

info_outline Why Beacon Created an AI Committee for M&A with Harrison Thomas show art Why Beacon Created an AI Committee for M&A with Harrison Thomas

M&A Science

, Chief Growth Officer at In Part 1 of our conversation with Harrison Thomas, Chief Growth Officer at Beacon Specialized Living Services, we dive into how one of the largest providers of specialized behavioral health services is rethinking M&A using AI. Harrison shares why Beacon created a dedicated AI committee focused on improving every stage of the deal lifecycle—from sourcing to integration—and what tools and pilots they’re exploring right now. If you want a first-hand look at how AI is already changing M&A in healthcare services, this episode is for you. Things you will...

info_outline How to Break Into M&A: Lessons from Todd Manley Part 2 show art How to Break Into M&A: Lessons from Todd Manley Part 2

M&A Science

, VP of Corporate Development Integration at In Part 2 of our conversation with Todd Manley, VP of Corporate Development Integration at Intel, we unpack how professionals from diverse backgrounds can successfully break into M&A and what it takes to build and maintain high-performing deal teams. Todd shares tactical advice on networking, career transitions, team dynamics, and leadership traits he looks for when hiring M&A talent. Whether you’re early in your M&A career or looking to level up, this episode is packed with practical insights to help you navigate the world of...

info_outline Build a Career in M&A: Lessons from Intel’s Todd Manley show art Build a Career in M&A: Lessons from Intel’s Todd Manley

M&A Science

, VP of Corporate Development Integration at In this episode, Todd Manley joins Kison Patel to share his non-traditional path into the world of M&A. Starting his career in IT and organizational behavior, Todd brings a unique lens to integration and leadership in corporate development. From his early consulting days to overseeing integrations at Cisco, Symantec, and now Intel, Todd has seen it all. He opens up about what it really takes to thrive in M&A—from career pivots and networking to managing divestitures and leading with empathy. This episode is packed with career insight,...

info_outline Buyer-Led vs. Seller-Led M&A with Matthew Person show art Buyer-Led vs. Seller-Led M&A with Matthew Person

M&A Science

, Senior Vice President of Corporate Development at In this episode of the M&A Science Podcast, Kison Patel interviews Mathew Person, Senior Vice President of Corporate Development at Quickbase. Mathew brings a unique blend of operator, banker, and corp dev experience, making him a strategic leader in buyer-led M&A. Together, they dive deep into how to proactively structure acquisitions, align internal stakeholders, avoid over-rationalization, and ensure integration success. Things You Will Learn: How to design and align around a box of preference (quant + qual criteria) ...

info_outline From Loom to Trello: How Atlassian Scales Through Smart M&A with Sarah Hughes show art From Loom to Trello: How Atlassian Scales Through Smart M&A with Sarah Hughes

M&A Science

, Head of Corporate Development and Product Partnerships, Uncover the inside workings of Atlassian’s M&A strategy—from how Sarah’s team sources deals and aligns with product to the importance of relationship-building and a structured, founder-first integration approach. With over seven years of experience leading corporate development at Atlassian, Sarah shares practical lessons on building strategic pipelines, cultivating founder trust, and operationalizing successful integrations across Atlassian's global portfolio Things you will learn: Building long-term relationships with...

info_outline Building Trust in Acquisitions with Dan Pollock show art Building Trust in Acquisitions with Dan Pollock

M&A Science

, Vice President of Corporate Development/M&A at Dan shares how he built SAM Companies’ M&A function from the ground up—executing over 30 deals and transforming M&A into a strategic growth engine. Backed by Peak Rock Capital, SAM Companies focuses on acquiring founder-led geospatial and infrastructure services businesses. Dan dives deep into how he balances disciplined diligence with relationship-first sourcing, how his team integrates small companies into a larger framework, and why culture and seller alignment matter as much as price. Whether you're building out corp dev...

info_outline How Blackstone is Unlocking Lasting Value Across Private Equity with Viral Patel show art How Blackstone is Unlocking Lasting Value Across Private Equity with Viral Patel

M&A Science

l, CEO of Viral Patel unpacks how the firm is reshaping private equity for the next era. From launching new fund structures to leading thematic investments in sectors like electrification and AI infrastructure, Viral shares how Blackstone builds enduring value—and why alignment, data, and management fit are key to every deal. He also breaks down the cultural values that drive Blackstone’s success and why individual investors are the future of private capital. Things you will learn: How Blackstone’s investment philosophy is built on long-term secular trends What makes a management...

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Clare Roberts OBE, Founder and CEO at Kids Planet

In this episode of M&A Science, Clare Roberts shares her journey of founding Kids Planet and growing it into one of the UK’s largest childcare providers with 225 nurseries. She reveals how she balanced organic growth with strategic acquisitions while staying true to her company’s values. Clare discusses the importance of culture in M&A, managing seller relationships, and how to maintain operational quality during rapid expansion. If you’re scaling a business and want to do it without losing sight of what matters most, this is an episode for you.

Things you will learn:

  • How to maintain company culture during rapid M&A growth

  • The benefits of blending organic growth with acquisitions

  • How to build trust with sellers and integrate their teams smoothly

  • Why proactive leadership and transparency are key to successful integrations

Episode Chapters

  • [00:01:00] Clare’s background and founding story of Kids Planet

  • [00:09:30] Transitioning from private investment to private equity support

  • [00:12:00] Lessons on choosing the right PE partner beyond capital

  • [00:15:00] Sourcing deals and balancing culture fit in acquisitions

  • [00:23:00] Typical deal structures: flexibility with freehold vs. leasehold

  • [00:26:00] Buyer-led M&A: simplifying the process for sellers and prepping for integration

  • [00:29:00] Integration strategy and the role of personalized support

  • [00:32:00] Embedding and maintaining culture in newly acquired businesses

  • [00:37:30] Common challenges post-acquisition and how to solve them

  • [00:43:00] Exploring international expansion and lessons from growing in new markets

  • [00:46:30] Clare’s advice for new roll-up strategies and maintaining operational quality

  • [00:49:30] Craziest things seen in M&A and why lifestyle businesses pose risks