The Real Impact of the Crisis on Valuations and the Independent Space as a Whole

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Mindy Diamond


A Conversation with Matt Crow, President of Valuation Firm Mercer Capital

M&A activity in the RIA space enjoyed a continual rise over the last several years, fueled largely by sellers looking to solve for scale, succession and monetary goals, and a cadre of well-funded buyers seeking to capitalize on potential opportunities.

But, the big question on everyone’s mind – including prospective breakaways as well as independent business owners – is how this crisis will impact valuations and the M&A marketplace overall.

Matt Crow, President of Mercer Capital and one of the leading authorities on firm valuations in the wealth management space, joins this episode to share his perspective, including:

  • How he anticipates valuations will change in the near term—and what impact those changes will have on M&A activity.
  • Who the most active buyers and sellers are now—and those he expects will be going forward.
  • What changes he expects in the RIA space as a result of this crisis—and how smaller, stand-alone RIAs might fare after the storm passes.

Plus, Matt shares actionable steps that prospective and current business owners can take now to positively impact enterprise value.

While the crisis has disrupted the robust momentum of the entire wealth management industry, Matt provides insight into firms that are well-poised for success—and why plenty of buyers will still be eager to pay top dollar for businesses that are “all-weather firms” built by “marketing and not markets.”

It’s an optimistic look at the post-crisis world and the industry going forward—a positive viewpoint that we can all learn from.


Listen to additional episodes in this series


Matt Crow Bio:

Matthew R. Crow is the president of Mercer Capital and leads the Investment Management Industry team.

The team provides RIAs, independent trust companies, broker-dealers, and investment consulting firms with valuation services related to corporate planning and reorganization, transactions, employee stock ownership plans, and tax issues as well as valuations of intangible assets, options, and assets subject to specific contractual restrictions. Matt and his team also consult with investment management clients in the process of selling or buying. Matt publishes research related to the investment management industry and is a regular contributor to Mercer Capital’s weekly blog, RIA Valuation Insights.

He also has broad industry experience in insurance, real estate investment ventures, and technology companies accumulated by working with hundreds of client companies during his tenure at Mercer Capital.

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