Mark Evans discusses why long-term business relationships matter more than one-off deals. Advisers who know their clients over time can make strategic introductions, like connecting a roofing company with an aggressive buyer. The real value comes from ongoing relationships across multiple clients.
There's different value adds here too. Not say, this is guaranteed, but typically when you're working with guys like this and you're creating a relationship, they see how you work, they see where you're bankrolling, they see where you're weak, where you're strong. They have other clients too, that they see their strong points, their weak points. And if you guys have an opportunity, they might be able to make an introduction or maybe even say, yo, my guy's in a full roll up stage. Here's what you're doing. You own this roofing company. I know the market's 10 million. I think I get you 15. This guy's buying like a madman. Let's connect you guys, stuff like that. This happens all the time.
That's part of the value that we look to provide. We want our relationship be as valuable as possible. I do not want one transaction a year. You will not get my attention for more than a year or so. If we're just talking like that, I'll say, hey, one of our other people worked with this guy. You'll still get great work done. But in terms of the strategy, we try to marry as many clients as we can. That's one of the benefits of doing that. I want to work with everyone that wants to work with me for the rest of my life.
