Episode Two: Deal Killers & Deal Savers in Law Firm Sales

In Episode 2 of The Exchange, Tom Lenfestey sits down with Michael Di Gennaro, Chief Growth Officer and Head of Advisory Services at The Law Practice Exchange, to discuss what actually kills law firm deals - and what helps close them. From emotional readiness to valuation gaps, private equity missteps, operational weaknesses, and creative deal structuring - this episode breaks down the real-world lessons learned from hundreds of law firm transactions. Topics include: The #1 reason law firm deals fall apart Hidden stakeholders and family influence in transactions Why buyers often misread law firm owners Operational red flags that scare investors Valuation myths (and why 3.5x earnings isn’t universal) Earn-outs, equity rollovers, and performance-based structures The importance of knowing your firm’s data Why fit matters more than price Whether you’re a law firm owner planning an exit or a buyer evaluating acquisition opportunities, this episode offers practical insight into navigating complex transactions successfully. Learn more about The Law Practice Exchange at: https://thelawpracticeexchange.com/ Subscribe for more insights on law firm sales, valuations, and strategic growth.