---
title: "#66 – Don’t Be That Guy: Sell Your Business Already… or Don’t (Ryan Alter)"
description: Are you building a lifestyle business or preparing for a sale? Learn key strategies from MSP experts on maximizing value and planning your exit.
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---
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2 min read
# #66 – Don’t Be That Guy: Sell Your Business Already… or Don’t (Ryan Alter)
[ Josh Peterson](https://beringmckinley.com/blog/author/josh-peterson) : Published December 29, 2025 Updated January 31, 2026
[Don't Be that Guy](https://beringmckinley.com/blog/tag/dont-be-that-guy)
-1.png?width=1280&height=720&name=%2366%20%E2%80%93%20Don%E2%80%99t%20Be%20That%20Guy%20Sell%20Your%20Business%20Already...%20or%20Don%E2%80%99t%20(Ryan%20Alter)-1.png)
**In this *Don’t Be That Guy* episode**, **Josh Peterson** and **Ryan Alter** invite MSP owners to confront a question many avoid: are you building a lifestyle business or positioning your company for sale? Ryan, who grew a one‑man break‑fix shop into a 25‑person MSP in Missoula, describes the moment he knew it was time to exit—burned out after COVID and having hit a growth ceiling around $2 million in revenue, he spent six months courting buyers and found one whose culture aligned with his team. The hosts stress that delaying a sale until you’re exhausted can erode value and encourage operators to maximise recurring revenue, clean up financials and develop an exit strategy early; BMK’s guide on [selling your MSP the smart way](https://beringmckinley.com/blog/selling-your-msp-the-smart-way-maximize-value-in-the-exit-phase) explains why timing and preparation matter and how to identify the value drivers buyers care about.
The conversation then pivots to the future of managed services. Josh suggests that owners must decide whether to evolve into a consultative, AI‑enabled advisor or gracefully exit, because maintaining the status quo at the $1.5–$2 million plateau without reinvestment leads to stagnation. Ryan demystifies valuations, noting that buyers pay a premium for predictable recurring revenue and documented processes, whereas a business built on 75 percent project work may feel lucrative but lowers your multiple. Their advice: run your MSP as if you plan to sell tomorrow—focus on profitability, build disciplined financial systems and invest in people—because profitability ultimately depends on more than top‑line revenue, a point echoed in BMK’s breakdown of [common profitability challenges and MSP financial services](https://beringmckinley.com/blog/solving-common-profitability-challenges-with-msp-financial-services). They also discuss new business models such as AI‑driven automation and process consulting, emphasising that knowing your destination—whether growth, sale or lifestyle—will guide how you land.
Return to the [BMK Vision Podcast main page →](https://beringmckinley.com/blog)
## Listen on Your Favorite Platform
- [](https://podcasts.apple.com/us/podcast/the-bmk-vision-podcast/id1827082235)
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- [](https://www.podbean.com/pw/pbblog-k23bf-14140db?from=usersite)
## Episode Highlights
- **00:00:00 –** Intro to the “Don’t Be That Guy” series and the question: sell your business or keep building?
- **00:04:00 –** Ryan describes his burnout after COVID and why reaching a $2 M plateau convinced him to exit.
- **00:08:00 –** Debating lifestyle versus growth: why the label isn’t negative and how identity crises arise around the $1–2 M mark.
- **00:15:00 –** Future of MSPs: pivoting to consultative, AI‑enabled models or selling before the industry shifts.
- **00:22:00 –** Demystifying valuations: recurring revenue, project work, EBITDA multiples and discounted cash‑flow models.
- **00:35:00 –** Advice for employees during a sale: leverage transitions for training, compensation and new opportunities.
“Every takeoff is optional, but every landing is required—you have to name the airport you’re landing at, whether that’s growth, a sale or a lifestyle business.”
— Josh Peterson
## About the Guest
**Ryan Alter** is a former MSP owner from Missoula, Montana. Over two decades he scaled a one‑man break‑fix shop into a 25‑person managed service provider before successfully exiting. In the “Don’t Be That Guy” series he shares hard‑won lessons on growth, profitability and dispatch, helping fellow MSP owners balance lifestyle goals with enterprise value.
🔗 [Connect with Ryan on LinkedIn →](https://www.linkedin.com/in/ryan-alter-896a5b11)
## About the Host
**Josh Peterson** is the CEO of **Bering McKinley** and host of the **BMK Vision Podcast**. Through the *From the Trenches* and *Don’t Be That Guy* series, Josh speaks candidly with MSP owners and operators about growth, execution and the realities of building sustainable service businesses.
🔗 [Connect with Josh on LinkedIn →](https://www.linkedin.com/in/joshdpeterson/)
**Have a real MSP story or hard‑earned lesson to share?**
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[-1.png)](https://beringmckinley.com/blog/74-dont-be-that-guy-your-business-is-awesome-gary-boyle-ryan-alter)
#### [#74 – Don’t Be That Guy: Your Business Is Awesome (Gary Boyle & Ryan Alter)](https://beringmckinley.com/blog/74-dont-be-that-guy-your-business-is-awesome-gary-boyle-ryan-alter)
[ Josh Peterson](https://beringmckinley.com/blog/author/josh-peterson) : Jan 6, 2026, 12:00:00 AM
Discover how MSPs can maximize their business potential by focusing on systems, pricing discipline, and leadership transition for sustainable growth...
[Don't Be that Guy](https://beringmckinley.com/blog/tag/dont-be-that-guy)
[Read More](https://beringmckinley.com/blog/74-dont-be-that-guy-your-business-is-awesome-gary-boyle-ryan-alter)
[-1.png)](https://beringmckinley.com/blog/51-dont-be-that-guy-net-profit-is-a-lie-gross-profit-is-king-ryan-alter)
#### [#51 – Don’t Be That Guy: Net Profit Is a Lie, Gross Profit Is King (Ryan Alter)](https://beringmckinley.com/blog/51-dont-be-that-guy-net-profit-is-a-lie-gross-profit-is-king-ryan-alter)
[ Josh Peterson](https://beringmckinley.com/blog/author/josh-peterson) : Dec 14, 2025, 12:00:00 AM
Discover why focusing on gross profit, especially in service departments, is crucial for sustainable MSP growth and financial health.
[Don't Be that Guy](https://beringmckinley.com/blog/tag/dont-be-that-guy)
[Read More](https://beringmckinley.com/blog/51-dont-be-that-guy-net-profit-is-a-lie-gross-profit-is-king-ryan-alter)
[](https://beringmckinley.com/blog/bering-mckinley-podcast-blog/14-dont-be-that-guy-msp-sales-role-play-practice-wins-ryan-alter)
#### [#14 – Don’t Be That Guy - MSP Sales Role-Play - Practice Wins (Ryan Alter)](https://beringmckinley.com/blog/bering-mckinley-podcast-blog/14-dont-be-that-guy-msp-sales-role-play-practice-wins-ryan-alter)
[ Josh Peterson](https://beringmckinley.com/blog/author/josh-peterson) : Aug 18, 2025, 12:00:00 AM
Josh Peterson and Ryan Alter show how MSP sales teams win through consistent role play—building confidence, mastering objections, and improving...
[Don't Be that Guy](https://beringmckinley.com/blog/tag/dont-be-that-guy)
[Read More](https://beringmckinley.com/blog/bering-mckinley-podcast-blog/14-dont-be-that-guy-msp-sales-role-play-practice-wins-ryan-alter)
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