The Vital Role of Building Your Team When Buying or Selling a Security Business

Kelly Bond

By: Kelly Bond, Davis Mergers & Acquisitions

In the fast pace of security business transactions, ensuring you have a team of experts as advisors cannot be overstated. Whether you are buying or selling a business, navigating the acquisition process requires specialized knowledge and experience. A team of experts brings together diverse skills and insights, ensuring that a transaction is not only successful but also maximizes value and minimizes risks.

Business Valuation

Determining the value of a security business is a critical step whether buying or selling. Businesses in the security industry are typically valued based on RMR (recurring monthly revenue or EBITDA (earnings before interest, taxes, depreciation and amortization). There are aspects of any valuation that are subjective and is what a buyer is willing to pay. Having a trusted and knowledgeable advisor to provide historic sales data on transactions will give buyers and sellers a reasonable idea of what their value is. Completing a valuation process early ensures that a seller receives a fair price for the business and a buyer pays a reasonable amount.


Having relationships with experts that assist in raising capital is vital when considering buying a company. When possible, this is a relationship that should be built before a buyer begins seeking potential acquisitions. These experts leverage their networks to secure funding, negotiate favorable terms, and align financing. Their expertise ensures adequate liquidity, minimizes financing costs, and enhances credibility with investors, ultimately facilitating a smoother acquisition process and setting the foundation for future business success.

Due Diligence

One of the most important, and most stressful stages of a transaction is the due diligence process. Having a team of experts in this area who understand the facets of the security industry while conducting comprehensive due diligence is paramount. This process involves thoroughly examining financial, legal, operational, and strategic aspects of a business. Financial experts, such as accountants and auditors, scrutinize financial statements to ensure accuracy and identify any potential red flags. Legal experts review contracts, compliance issues, and potential liabilities to protect a buyer or seller. Operational experts assess the efficiency and effectiveness of the business processes, identifying areas for improvement or potential risks.


The element of negotiation is a crucial phase in any business transaction and requires skill, patience and experience to balance the interests and expectations of both parties. Having a team of experts inclusive of financial advisors and legal counsel provides the necessary support to negotiate effectively. These experts understand the intricacies of deal structuring, tax implications, and contractual terms. They work collaboratively to ensure that the final agreement is beneficial and fair, addressing potential issues before they become major obstacles.

Risk Mitigation

Every business transaction involves risks that include financial, legal, and operational uncertainties. While legal experts can help identify and mitigate these risks, they also ensure compliance with relevant laws and regulations, minimizing the risk of legal disputes. Similarly, a financial expert can reduce risk by ensuring transparency and accuracy in financial reporting. Operational experts identify potential operational risks and recommend strategies to address them. This comprehensive risk management approach protects the interests of both buyers and sellers, contributing to a successful and secure transaction.

The Transition

Once a deal is finalized, the focus shifts to the smooth transition of ownership. Buyers should have a team of trusted advisors with focused expertise within their organization to managing this phase as it is crucial to ensure continuity and minimize disruption. An operations leader should help integrate the business processes, while human resources should be available to address employee concerns and align the organizational culture. A buyer may utilize a financial advisor to assist in managing cash flow and ensuring financial stability during the transition. This comprehensive approach helps in maintaining the business’s value and performance post-transaction.

My best advice to any buyer or seller is get your team in place early. Take the time to interview various experts to fill each role and work with experts that fully understand the security industry. DMAG refers experts in each of these categories.

Buying or selling a business is a complex process that requires an organized approach. A team of experts brings the necessary skills, knowledge, and experience to navigate this complexity effectively. From conducting due diligence and accurate valuation to strategic negotiation and risk mitigation, having a team of experts helps ensure a successful transaction.

Kelly Bond, Davis Mergers & Acquisitions

Kelly Bond brings over twenty-five years of industry experience to her clients. Newly inducted into the Security Sales and Integration Hall of Fame in 2024 at ISC West, she currently serves as Partner with Davis Mergers and Acquisitions Group, representing buyers and sellers of Alarm and Integration companies.


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