Episode 91: Inside the Deal with James Fair

Operating a company during an exit is difficult. Managing a sell-side process while simultaneously acquiring a business in a different time zone? That requires a specific mindset.

In this episode, we speak with James Fair, founder of Vetasi, following his acquisition by Cohesive (part of the Bentley Group). James breaks down the reality of "oily hands" asset management software and the critical importance of recurring revenue. He shares the story of a grueling, unprecedented 3-week due diligence sprint that galvanized his team, and offers advice on why waiting for the "perfect" conditions is often the enemy of a successful deal.

Takeaways:

• Timing matters more than perfect readiness
• A strong recurring revenue model and full‑service offering make a company highly attractive to buyers
• Running an M&A process alongside daily operations is extremely demanding
• Despite the intensity, the M&A journey can be unifying and rewarding

00:00 - The Origins of Vetasi: Building a Global Asset Management Player

01:15 - Why Sell Now? Timing, Market Heat, and Strategic Fit 

03:00 - The Secret Sauce: Advisory-First Strategy & Recurring Revenues 

04:21 - Steering the Ship: Running M&A While Running the Business 

06:48 - Lessons from the Trenches: Preparation, Imperfection, and Three-Week Diligence 

08:29 - After the Exit: Culture Clashes, Shared Vision, and the New Chapter Ahead