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Well-established Maryland CPA firm with impressive client mix and consistent performance. Strong fundamentals: $349K cash flow on $600K revenue (58% margins), experienced staff in place, and seller offering extended transition support—ideal acquisition for a CPA looking to acquire an established practice.

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Mid-Atlantic electrical contractor with exceptional growth and profitability. Strong fundamentals: $1M cash flow on $8.6M revenue, 35.7% annual growth since 2021, and opportunities for recurring revenue expansion through inspection services and geographic growth.

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Established Miami-Dade septic contractor serving residential and commercial clients. Strong fundamentals: $702K discretionary earnings on $3.6M revenue, 12 employees, and positioned in high-growth Florida market with opportunities for route expansion and service diversification.

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Kansas-based MSP serving small and medium businesses with full-service IT support. Strong fundamentals: $1.2M cash flow on $6.9M revenue, 34% recurring revenue, no client concentration, and owner exiting for other ventures—ideal platform for strategic consolidation or geographic expansion.

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Note: DSCR calculations assume 10.50% SBA 7(a) rate, 10% down payment, 10-year term

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A searcher recently closed on a $3M marketing agency. This month, AI tools can produce copy that rivals their junior staff. Another searcher is acquiring a $2M accounting firm with plans to automate category matching and accounting entries—estimated annual savings of $200K.

Both deals highlight the same reality: if you're buying a business today, you're underwriting its ability to adapt to artificial intelligence.

Most AI experts predict Artificial General Intelligence—AI that performs at human levels across cognitive tasks—will arrive between 2027-2035. OpenAI's Sam Altman suggests the earlier end of this range. Others point to 2035-2040.

The timeline remains uncertain, but the direction is clear. Current AI tools already automate knowledge work at accelerating rates. For searchers, this means the businesses you acquire today will likely operate in a fundamentally different environment within your typical hold period.

Understanding this shift helps you make better acquisition decisions and build more valuable companies.

When evaluating targets, consider these risk factors:

Automation Risk: Can AI handle core business processes? Examples: Data entry services, basic content creation, simple bookkeeping tasks Key question: Which roles could AI perform for under $100/month?

Competitive Moat Risk: Does AI commoditize the business advantage? Examples: SEO agencies, ad optimization services, basic consulting Key question: Will AI make this expertise widely accessible?

Distribution Risk: Could AI change how customers find solutions? Examples: Amazon arbitrage, Google ads dependency, app store businesses Key question: How might AI alter customer acquisition?

Rate each category 1-10 for your target company. Scores above 24 warrant careful consideration.

Here's the opportunity many searchers miss: AI typically strengthens the position of business owners relative to individual workers.

While workforce transitions will require thoughtful management, business owners can deploy AI to:

Consider the accounting firm example: automating categorization and entries could reduce labor costs by $200K annually while improving accuracy and speed.

Some sectors become more attractive, not less, as AI advances:

Physical Service Businesses: HVAC, plumbing, landscaping AI enhances scheduling, diagnostics, and customer service without replacing core delivery.

Licensed and Regulated Industries: Insurance, healthcare, government contracting Regulatory barriers remain while AI improves internal operations.

Relationship-Dependent Businesses: B2B sales, senior care, custom services Human connections become more valuable when routine interactions are automated.

Data-Rich Operations: Manufacturing, logistics, agriculture Proprietary operational data creates AI advantages competitors can't replicate.

Local Brand Businesses: Established service providers with community ties Trust and reputation become more valuable when alternatives are commoditized.

Add these considerations to your evaluation process:

Consider including an "AI Readiness Assessment" in your investment committee materials.

Use current AI capabilities to improve your search process:

Deal Sourcing: Automate prospect research and initial outreach Financial Analysis: Generate models and scenario planning faster Documentation: Draft LOIs, agreements, and follow-up communications Due Diligence: Summarize calls, analyze documents, identify risks

These tools help you evaluate more opportunities and make better decisions.

The businesses you buy today will likely operate through a significant technological transition. This creates both risks and opportunities.

Companies that adapt AI thoughtfully can achieve substantial competitive advantages. Those that ignore these changes may find themselves at a disadvantage regardless of their historical performance.

The goal isn't to predict exactly how AI will evolve, but to position your investments to benefit from likely developments while protecting against potential disruptions.

Focus on businesses with strong fundamentals that can be enhanced by AI rather than replaced by it. Look for management teams capable of embracing new tools while maintaining their core value proposition.

The opportunity for searchers is significant: acquire businesses before AI transformation is fully priced in, then lead that transformation as an owner.

Strong AI Enhancement Potential:

Higher AI Displacement Risk:

The pattern: businesses that can use AI as a tool typically outperform those that compete with AI as a substitute.

Disclaimer: Educational content only - not investment advice. Listings from third-party sources, accuracy not guaranteed. Do your own due diligence. Consult professionals before making decisions.