Reflections from SMBash 2026

Just wrapped up attending my first SMBash. Well worth the time. If you've been on the fence about one of these events, go next time, even just for the hallway conversations with other searchers and service providers. Three sessions really stuck with me. @redacted‌ shared why the###-###-#### playbook is dead and why people continue to run it. - Max leverage, stacking SBA + seller + equity to the ceiling - Hockey-stick modeling (assumed multiple expansion, assumed margin expansion, assumed topline growth, all at once) - Overpaying out of frustration. An extra turn on EBITDA to beat a competitor is how a fine deal becomes a fatal one. The message was to assess yourself and your readiness to be a business owner. Honest reflection and avoiding the above will keep you out of debt purgatory. @redacted‌ shared the true volume she sees that is required to win a deal. Many searchers might sign a handful of NDAs per week but that kind of volume won't be sufficient. People need a system and a process to drive this volume: - 28,000 deals scanned - 1,300 matched deals - 650 NDAs signed - 291 CIMs received - 81 deals seriously reviewed - 9-14 LOIs - 2-3 signed LOIs @redacted‌ shared how brokers actually pick who to take seriously. - First stop will be your LinkedIN page. Make sure it counts. - A website that tells a clear story about your sourcing criteria (industries, size, geo, deal structure) - Niche content, blog posts, thought leadership - Deal announcements and press mentions when you have them Thanks to @redacted‌ and the team for putting this one together. If you went, what was your biggest takeaway?