#58 – From the Trenches: M&A, Re-Signing Clients & Enterprise Value (David Spire – Entech)

In this From the Trenches episode, David Spire joins Josh Peterson for a direct, experience-driven conversation on what actually drives enterprise value inside an MSP—long before a deal is ever on the table. David walks through his origin story (launching a consulting firm before “MSP” was even a common term), the 2015 merger that reshaped his path, and the hard-earned leadership lessons that come from trading autonomy for partnership. Along the way, Josh and David connect the dots between operational discipline and exit outcomes—reinforcing why owners who want options later have to build measurable value today, especially when it comes to understanding how business valuation is determined.

A major thread centers on two forces that separate “busy MSPs” from valuable ones: a repeatable organic sales engine and the willingness to proactively revisit client agreements. David breaks down why re-signing clients isn’t just a legal housekeeping task—it’s a disciplined mechanism to validate scope, tighten standards, correct profitability drift, and protect the business from “fixed price for unfixed service” outcomes. The episode also explores integration reality in M&A, including the importance of a structured 30/60/90 plan, stakeholder cadence, and cultural onboarding before major system cutovers. If you’re evaluating growth through acquisition—or simply building toward a stronger future exit—this conversation pairs well with practical guidance for maximizing value in the MSP exit phase.

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Episode Highlights

• 00:01:35 – David’s MSP origin story and why “managed services” emerged from consulting fundamentals.
• 00:02:16 – The 2015 merger catalyst: “right people, right time” and the reality of trading autonomy for partnership.
• 00:06:40 – Building a sales engine without a sales pedigree: systems, consistency, and coaching over heroics.
• 00:12:28 – Hiring junior sales talent versus experienced sellers—and why process fit matters more than resume polish.
• 00:19:39 – Re-signing clients as a discipline: scope validation, legal protection, and correcting AGP drift.
• 00:28:01 – The Chief Transformation Officer role: running M&A diligence, integrations, and cross-functional execution.
• 00:30:30 – Full integration done right: the project plan, cadence, and what has to happen before the PSA cutover.
• 00:38:56 – A hard M&A lesson: why “similar-sized” mergers can create rivalry, complexity, and benefit-cost blowups.

About the Guest

David Spire is a longtime MSP operator and leader at Entech, where he serves as Chief Transformation Officer. David’s experience spans organic growth, building sales and marketing systems, and executing full-integration M&A—including diligence, close, and the operational playbooks required to successfully unify teams, tools, and service delivery. He is known for his process-driven approach to predictable sales, client retention through re-signing discipline, and the fundamentals that drive durable enterprise value.

🌐 Connect with David on LinkedIn →  |  Visit Entech →

About the Host

Josh Peterson is the CEO of Bering McKinley and host of the BMK Vision Podcast. Through the From the Trenches series, Josh facilitates candid conversations with MSP leaders focused on operational discipline, leadership clarity, and building sustainable businesses with long-term enterprise value.

🔗 Connect with Josh on LinkedIn →  |  📺 Subscribe on YouTube →