EP239 – M&A Mastery – Part 3 – How To Buy Another MSP with Ken Roulston & Ian Luckett

Ken Roulston, a veteran of the IT industry and now self-proclaimed M&A addict, returns to share his deep insights and experience from building a £17 million MSP business through a series of successful acquisitions. Across this episode, we unpack the exact mindset, processes and practical steps MSP owners need to take when considering buying another MSP. Ken’s journey is not just theory, it’s real-world experience gained from multiple acquisitions, integration challenges and building long-term value. And trust me, his perspective is gold. 

We kick off the conversation by tackling the question so many MSP owners wrestle with – why would you want to buy another MSP? For many, the idea of borrowing money or taking on risk can feel overwhelming. But Ken reframes this beautifully, explaining that when your objective is to create real business value, something that stands alone and can eventually be sold, you must be willing to embrace a growth mindset and strategic risk. Organic growth has its place, but when you’re looking to significantly scale your revenue, EBITDA and ultimately the value of your MSP, M&A can be the most effective route. 

One of Ken’s standout messages is that your business must be in good enough shape to sell before you consider buying. That’s not just about the exit. It’s about having the structure, systems and leadership in place so that you’re investable. If you need to raise funds or secure backing, you’re going to have to ‘sell’ your vision and demonstrate operational excellence to potential lenders or partners. So, getting your house in order is step one. 

As we move through the episode, Ken shares powerful guidance on how to actually find the right MSP to buy. This isn’t just about browsing listings with brokers, although they can play a role, but it’s about leveraging networks, building relationships, and even tapping into clever routes like speaking with accountants of potential sellers to warm up a conversation. This is classic Roulston thinking – practical, strategic, and with an eye on long-term alignment. 

Once you’ve identified a potential business, the next challenge is due diligence. And here Ken lays out a clear and compelling four-pillar framework that every MSP owner should follow: strategic fit, technical alignment, financial value and cultural compatibility. That last one, culture, is too often overlooked, but as Ken reminds us, it can be the difference between a smooth integration and a complete disaster. Due diligence, especially on the legal and financial side, is not an area to cut corners. Ken strongly recommends using experts where needed and, especially for your first acquisition, working with someone who has been through it before. 

Integration is the final hurdle and arguably the most critical. Buying a business is one thing. Making it work long term is another. Ken talks through how to communicate with your new clients and team, manage expectations, and ensure you are seen as a trustworthy, capable new owner. That first 3–6 months post-acquisition is where you earn loyalty or lose it. The 80/20 rule applies here, focus your energy where it counts. Show up for key clients. Reassure your top staff. And most importantly, don’t disappear from your existing business while you do it. 

Throughout the episode, Ken Roulston and I also discuss how your role as the business owner must evolve during this process. You will be required to step into a more strategic role, but you can’t do that unless your leadership team is rock solid. This means that scaling through M&A is as much about internal readiness as it is about spotting external opportunities. 

As we wrap up this trilogy, Ken shares three final pieces of advice: set a long-term value target for your MSP, be realistic about the size of the business you acquire first and be open to using debt to fund the right deal. With the right plan and guidance, M&A can be the fastest way to grow your MSP and build something truly valuable. 

If this episode has got you thinking about your next move, check out the resources at MSPM&A.com, where Ken and our good friend Mark Copeman have put together a treasure trove of insights, including an eight-hour video programme and even a matchmaking service for buyers and sellers. 

If you’ve only just joined us for this episode, make sure you go back and catch up on Part 1 – The Foundations and Part 2 – Preparing to Sell Your MSP. They set the groundwork for everything we’ve covered here and are packed with practical insights to help you understand the full M&A journey. Whether you're buying, selling, or just getting your head around what’s possible, these episodes will give you the clarity and confidence to take the next step. 

Connect with Ken Roulston on his LinkedIn HERE and learn more about his MSP M&A through their website HERE 

Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK 

And when you’re ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you’ll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads. 

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To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE 

Until next time, look after yourself and I’ll catch up with you soon!