Business Services M&A
Business Services Reports


Doesn’t matter what business you’re in. In today’s Business Services Industry, you’re probably in the tech business in some way. In 2022, business services are often about helping other industries innovate, evolve, scale, and find efficiencies through tech solutions. From getting things in the back door by managing a “supply web” instead of a fragile “supply chain” to moving things out the front door through e-commerce and fulfillment management.

As pandemic-driven e-commerce demand boomed and pandemic-sparked supply chains gasped under the strain, we’re watching how business service providers are enabling operations to overcome unforeseen obstacles, or even see them before they develop.

Once considered a buzzword, today’s digital twin technology is real, helping clients model their evolution and develop future-proof solutions that help them avoid the unexpected. A digital twin builds a complete, virtual model of a target product or service and then applies a comprehensive array of data points that allows producers to evaluate and measure every conceivable condition before sending a product out the door. And as these systems learn, improve, become faster and more powerful, a consortium of some of the biggest players has formed including Dell, Johnson Controls, Microsoft, and GE. Digital twin applications are no longer fanciful phantoms, they are real, and businesses are seeking out these services…

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Business Services Report 2H 2021OVERLOOKED NO MORE: THE TRADES

Companies large and small, backed into a corner by an ongoing labor shortage, can always raise wages to attract warm bodies. Amazon last year raised its minimum for warehouse workers to $18 an hour. Walmart moved its minimum to $12. Costco, $16. Chipotle, $18. All well above the federal minimum wage of $7.25 an hour as the national unemployment rate slid under 3.9% as 2021 ended.

But there is a labor-intensive, service business sector where workers can’t simply be hired out of thin air: skilled vocational trades. It can take, on average, six to 10 years to become a master plumber, including apprenticeships and journeyman status. Becoming a master electrician can take six to eight years. Becoming a qualified, certified trade professional takes time.

When you need a plumber, HVAC service, or an electrician, you need a plumber, HVAC service, or an electrician. There aren’t ways around these essential, high-skill services. Builders and homeowners need these services, and employers are stalking the same pool for the same skilled workers…

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Business Services Report 1H 2021


As the world awakens from its pandemic-induced slowdown (or in some sectors, shutdown) employers around the world are finally gearing back up, only to find a shortage of workers. For whatever reason – low pay, workplace dissatisfaction, fear of the virus, childcare needs, lack of flexibility, job security – workers aren’t flocking back to their old jobs. And if they do, they are being stalked by other employers dangling higher wages. Older workers forced out during the pandemic may never come back. And other workers are starting their own businesses.

All of this is creating demand and opportunity for staffing and business process outsourcing (BPO) providers in new fields, not only traditional lower-wage arenas but also for professional and technical services. The American Staffing Association reports 40% of workers being hired by staffing companies work in higher-skilled fields, including 21% in professional or managerial positions.

In April, some 4 million U.S. workers lost or quit their jobs, including 650,000 retail workers. The same month the country reported 9.3 million open jobs. In England, advertised job openings jumped 45% between March and June. Worker shortages in the U.K. are so severe business owners are asking the government to allow other Europeans to enter the country to work. Previously, opposition to allowing workers in was one of the drivers of the country’s recent break from the European Union in Brexit. In Singapore, tight border restrictions are keeping out workers who fled to rural locations during the pandemic. With so many factors in play, the traditional worker/employer relationship has been strained at best, or it may be shifting for good. As populations age, the Center for Global Development estimates there will be 95 million fewer working-age people in Europe in 2050 than in 2015…

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Business Services Report 2H 2020


In business, good information is key to making good decisions. But when there’s too much data, too many streams of information, too many competing reports, it can be hard to see what’s real and what’s not. That’s signal to noise.

We believe in the era of COVID in the commercial services sector, there are some pretty strong signals. And a lot of noise. We see that stew of signal and noise perhaps nowhere as much as in commercial cleaning services. How much information is too much? Is the sector contracting, or is it coiling for a boom? What does it all mean for those considering a business sale, purchase, or merger?

Commercial cleaning saw plenty of changes in 2020. While “the office” has always been considered critical to business productivity and creativity, in just a few months priority shifted to working from home. Even in the earliest stages of the COVID-19 pandemic, more than 60% of Americans were sent home to work, and 80% of workers said they liked it.

As workers went home to guest-room offices, the commercial cleaning industry (also known under blurred lines as facilities management, janitorial services, or building services contractor organizations) suffered a quick shock. When offices buildings closed, cleaning contracts dried up. And it wasn’t only offices. Sports stadiums, movie theaters, music venues, event centers, and arenas closed. Large conferences canceled or went online. Hotels sat empty…

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In 1H20, we’re becoming more keenly attuned to a sector emerging as an independent player in the Business Process Outsourcing (BPO) field: Customer Success.

We’re all familiar with the concept of outsourced customer service centers, whether that means call centers dealing directly with retail customers or centers that assist B2B clients when problems arise with the product. Typically, these are “problem solving” hubs. BPO allows companies to focus on core business operations and attracting new customers while training someone else to handle problems experienced by existing customers. After all, it doesn’t make sense for the 11th largest bank in the country to spend time resetting passwords when resources could be better spent growing revenue and profits.

In 2020 we’re looking at outsourced Customer Success BPO, especially as it applies to the software and subscription services sectors. The way we see it, acquiring a new customer is only the first step…

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In the Business Services Industry, 2019 continued to be a good year for mergers and acquisitions in environmental services for reasons that may at first appear paradoxical but actually reflect investors’ confidence that the long-term impact of today’s lighter regulations may be creating potential bargains now and lead to pent-up demand later.

In 2019, the White House continued to slash environmental regulations that may be slowing demand for environmental mitigation in industries including oil & gas and farming. As regulations have been cut, the administration has touted massive savings for the industries – savings that presumably would have flowed into the environmental services created to help companies comply with regulations.

The scope of environmental regulations eliminated or proposed for elimination is substantial. The Sabin Center for Climate Change Law at Columbia Law School maintains a database of the administration’s proposed or enacted measures to reduce environmental regulations. By the end of 2H19, that list included 135 actions with titles such as, “Executive Order on Reducing Regulation and Controlling Regulatory Costs,” and “EPA Publishes Final Rule to Repeal and Replace Clean Power Plan.”

These are regulations that once required the services of companies that specialize in reducing or capturing emissions, coal ash retention, surface and ground water filtration or protection, to name a few.

But savvy private equity investors are seeing that if one administration can propose or enact more than 100 cuts to environmental regulations, a new administration can just as quickly replace them. There’s no guarantee the November elections will replace today’s administration, but in 2024, it’s a sure thing, no president can serve more than two terms. A 2020 flip to stricter regulations and a scramble to comply could unleash pent-up demand and quickly turn into a win for investors who made a move when the industry was out of favor, but if that doesn’t happen, a five-year return isn’t a bad bet either…

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Business Services Report - 1H 2019


Within infrastructure spending, the Traffic Services Industry is one of the most significant areas where technological innovation is changing the game. By this point, nearly all consumers are aware of the disruptive impact that ride sharing applications have had on the Transportation Industry, the increasing hype for smart cities, and the buzz around the future of autonomous vehicles. However, most consumers are relatively unaware of the ways that technology is rapidly changing how service providers to our nation’s roads and highways deliver their work and how governing authorities are leveraging new methods of data collection to manage traffic patterns and their transportation assets.

The flow of vehicular traffic across our nation’s thoroughfares is only beginning to be understood at a granular level. For decades, government planners have worked alongside traffic engineers in an effort to answer questions around the most common routes that people take to/from work, how the congestion in one part of town impacts travel patterns in an adjacent area an hour later, and how road & highway improvements will impact macro-traffic patterns. However, only recently are new technologies allowing these questions to be addressed in more real-time situations, in more detail, and with more precise conclusions.

For instance, considering a marked increase in camera-coverage coupled with the use of image processing applied through machine learning techniques, engineers are now able to not just count cars in a given area at a given time but are able to understand the types, sizes, colors, # of passengers, and speeds of vehicles on the road. By using Bluetooth connectivity to ping cell phones that pass by, planners are also able to more fully comprehend the most common patterns that vehicles take over extended distances. Additionally, thanks to the increasing technology in traffic signaling hardware that communicate with smart vehicles, municipalities are better able to track traffic violations, monitor excessive light queueing, and provide accident alerts. For instance, one of the more progressive transportation agencies, the Colorado Department of Transportation (CDOT), recently announced an initiative in “Vehicle to Everything”, or V2X, for cars to communicate with signs and traffic signals. The goal is to create an “Internet of the Roads” to improve driver safety and alerts.

What does this all mean for businesses in the Traffic Services Industry? SDR’s recent experience in the Traffic Services Industry leads us to believe that service providers that can help implement these technology-focused initiatives and insert themselves into the evolving ecosystem of data collection, storage, visualization, and analytics for

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As consumer product and services companies continue to get smarter in engaging their customers and highly-segmented target customer demographics across all digital and online media realms, pressure continues to rise for Digital Marketing (DM) agencies to deliver actionable results across a wide spectrum of services.  Business-to-Consumer (B2C) companies are increasingly demanding that the marketing agencies they utilize be able to deliver across a large continuum of capabilities and channels.

Frankly, the boutique or midsized Digital Marketing agency that can deliver impactful results in all of these areas is somewhat of a mythical unicorn.  Unfortunately, these agencies often get caught in the trap of overpromising and under-delivering as they seek to meet client service demands across too broad of an array of objectives.  The most progressive DM agencies are often enhancing their core services by using or creating specialized software tools that help their customers gain actionable information on their consumers faster than traditional channels.

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Business Services Report - 1H 2018


Genstar Capital continues to be one of the most active business services investors in 2018. Through the second quarter, Genstar has made one business services platform acquisition, Drilling Info, Inc., and 30+ add-on acquisitions throughout its business services portfolio.

Drilling Info aligns with SDR’s Information Services segment and provides oil and gas data to EPCs including market research, asset analysis, investor relations reporting, refinery optimization modeling and midstream strategy.

With add-ons, Genstar has focused on building out its Employee Benefits Administration platform, Ascensus, with 16 add-ons since it acquired the company in 2015 and a whopping nine in the first half of 2018.

Genstar’s strategy for its business services investments has been to invest in core knowledge economy businesses and bolt on both similar people-based businesses and related vertical software and technology businesses. SDR expects Genstar to continue its business services buying spree in 2018 with initial add-on investments for Drilling Info in the realm of O&G strategy and analytics consultancies, and further vertical analytics technology firms for Ascensus and its physical resource management platform, Accruent

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Business Services Report - Q1 2018



Across B2B service providers with between $1.75mm and $25mm of EBITDA (Earnings Before Interest, Taxes, Depreciation and Amortization) that were purchased by private equity firms, the average Enterprise Value/EBITDA multiple rose to 7.5x in 2017, a full 1.2x above where companies within the same size range had been trading in 2015. In fact, this was the highest EV/EBITDA multiple paid by private equity for middle-market business services firms since the data began being tracked in 2003.

Additionally, the news is especially good for smaller business services firms. As illustrated in the chart below, for companies with between $1.75mm to $4.0mm of EBITDA, EV/EBITDA multiples rose 12.5% from 2016 to 2017. In 2017, the smallest PE deals within business services experienced multiples equivalent to those across the entire segment in 2015. As the private equity asset class has experienced disaggregation at the lower end of the market with the proliferation of small, spin-off funds and independent sponsors, PE investors have had to increase their valuations in order to close deals.

Can the rise in lower-middle-market valuations continue into 2018? We believe it will, based on the massive amounts of capital that PE firms are looking to deploy. However, in the long run, it’s hard to believe that many of these B2B service providers with limited scale can generate the types of exits that these PE firms need to justify the upward trend in purchase prices…

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Q4 2017 Business Services Report



After H&E Equipment Services had Neff stolen away by United Rentals in the 3rd quarter of 2017, H&E finally got on the equipment rental M&A scoreboard with its first announced acquisition in over 10 years when it purchased Colorado-based Contractors Equipment Center for $122 million. United itself had reported a deal since 2014, before spending $2.2 billion to buy Neff and NES Rentals in 2017. Sunbelt, by far the most acquisitive of the major equipment rental players, continued to focus on acquiring smaller companies, but did raise its average U.S. deal size in 2017 to $76 million, compared to an average deal size of $20 million or less between 2014-2016.


With the strong economy, job market and optimistic outlook on infrastructure development, it is no surprise that SDR’s HR, Real Estate, Information, Business Process Outsourcing (BPO), IT and Facility & Industrial Services public baskets have performed very well over the last year. By contrast, Marketing Services, with average stock prices down 9% (and the four largest companies by market cap down an average of 17%) from last year, is our lowest performing basket within Business Services.

A significant reason for the struggles within the Marketing Services segment is technology disruption, which is changing the way people consume content and, consequently, the way that businesses advertise and market their products. In August, WPP shares experienced their largest drop in the last 17 years following downward guidance to their already meager revenue growth forecast. WPP blamed the poor performance on decreased advertising budgets from its consumer product clients who are strategizing around transformational ways to gain consumer attention to their products. Omnicom recently announced its plans to strengthen customer relationships by offering better data analytics into their clients’ advertising and marketing campaign performance.

In 2018, SDR expects that the large Marketing Services players will be more active in M&A as they attempt to strengthen their data-driven insight offerings to meet customer demands in analyzing and predicting the effectiveness of marketing spend…

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Business Services Report - Q3 2017



Through the third quarter of 2017, the number of transactions with private equity buyers has already surpassed 2016 levels across SDR’s business services segments. In fact, private equity investments into business services in 2017 are on pace to exceed 2016 in by 42%.

HR Services has seen a particularly large increase, with PE buyers rolling up recruiting and staffing firms at a strong clip. This may signal an increase in consolidation within this space as white collar staffing agencies focused on common labor functions (administration, accounting & finance, legal, etc.) struggle against the continued proliferation of job board aggregators like Indeed or LinkedIn.


Engineering & environmental services firm Terracon completed its second acquisition of 2017 in the third quarter with its purchase of Dente Engineering. Since 2015, Terracon has reported 11 acquisitions across the continental United States. These acquisitions have ranged in size from four to 155 employees and amounted to Terracon adding approximately 368 employees through inorganic growth. Terracon’s M&A strategy has focused on lower middle-market firms with capabilities that are either directly related to its core geotechnical services or complementary in the form of site exploration, materials testing, industrial hygiene or air quality services. As a result, Terracon has entered the Top 30 U.S. Design Firms according to Engineering News-Record.

SDR will be watching intently to see if Terracon continues to focus on acquisitions in the lower middle-market or if the firm begins to reach for larger targets with the scale it has now achieved…

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Q2 2017 Business Services Report



In SDR’s basket of real estate services stocks (which excludes REITs), the top four companies by market cap experienced very strong performance in the 2nd quarter. In fact, as illustrated below, these four companies ended June with their stock prices between 97.1% and 99.5% of their 52-week highs.

Strong performance in this sector is both a reaction to, and an indication of, the robust housing market. The struggles of the retail sector may also have a negative correlation with commercial real estate brokerage performance as more churn among retail spaces can create more commissionable opportunities for brokers, as long as the overall U.S. economy remains solid and spaces are not suffering through long periods of vacancy.

CBRE has been especially active in all manner of real estate related M&A activity. In Q2 2017 alone, CBRE reported seven acquisitions across six countries. It purchased properties, a financial services firm, a property management firm, a brokerage, a software company and even a healthcare infrastructure project management firm…

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Q1 2017 Business Services Report



In Q1, Accenture announced a whopping eleven acquisitions (eight of which were stateside). All of these transactions were related to the company’s technology vision: “Technology for People: the Era of Intelligent Enterprise.” The acquisitions were made either to enhance Accenture’s core technological capabilities or to gain a deeper footprint into a specific industry vertical that is ripe for Accenture to bring its best-in-class technological capabilities into. Five of these deals were specifically to enhance the company’s technology services capabilities in systems integration, digital agency or cyber security. Accenture acquired four consulting firms primarily for their vertical industry expertise, with the intent of bringing its transformational technology services deeper into those segments. The remaining two targets straddled the line between industry knowledge and technology expertise. For instance, Accenture acquired InvestTech for its technology systems-integration proficiency in the financial services industry.


Automation and technology advancements have long been driving down the number of factory jobs. But will the latest advancements in machine learning and AI start to replace high-paying white collar jobs in business-to-business services? Historically, automation that was designed to replace labor for mechanical tasks actually created jobs for designing and programming those machines. With AI, we are now entering an age where robots and smart machines can do the designing themselves. Will AI replace ERP implementation consultants, data scientists, auditors and the like? Clerical labor for data entry in industries like financial services, insurance and real estate will likely be the first jobs to go. Fukoku Mutual Life Insurance in Japan is replacing some insurance claim workers with “IBM Watson Explorer” and the company predicts 30% improvement in productivity by doing so. McKinsey has published estimates that 30% of current business activities could be automated. SDR believes that AI will significantly impact middle market outsourced services companies that specialize in commodity white collar labor in the near future…

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Q4 2016 Business Services Report

2016 RECAP

In our 2016 outlook published at this time last year, we forecasted the Business Services industry to grow modestly in 2016, with the IT Services segment expected to be a strong force in the middle market, as entire industries transition to cloud computing and focus on digitizing their businesses. We expected Specialty Consulting to remain strong as well, with companies looking to improve operations and reduce inefficiencies.

Now that 2016 is complete, we can conclude that IT Services did in fact have a strong year, with our public basket posting a 10.3% average stock price increase, buoyed by a 9.6% Q4 increase (see chart on page 9). Top performers included ManTech International Corporation (39.72% increase) and Unisys Corporation (35.29% increase). The segment also produced 135 transactions, which was fourth among all Business Services segments.

As for Specialty Consulting, 2016 generated a 19.6% increase in our public basket, with a 10.5% Q4 increase driving strong growth for this segment as well (see chart on page 9). Navigant Consulting’s stock rose 63.01% in 2016, and ICF International spiked 55.23%. The Specialty Consulting segment finished third for Business Services segments in terms of transaction volume, with 224 deals announced in 2016. This segment has seen considerable consolidation over the past several years.


December saw the announcement of a major IT outsourcing transaction, with the technology research and advisory firm Information Services Group’s (ISG) acquisition of Alsbridge. The move will form a 1,300-person firm with revenues targeted at $285-$300 million in 2017. ISG now will serve more than 700 clients and is expecting to gain $7 million in efficiencies over the first 18 months following the acquisition.

Another significant Q4 deal was Optiv Security being acquired by KKR. Optiv, which previously announced plans for an IPO, shifted gears when it received an offer from the prestigious PE group. Optiv is a leader in cyber security services segment, which was one of the hottest areas for M&A and investment in 2016 and is expected to continue to be hot in 2017.

Finally, Everyday Health, Inc., a provider of digital health marketing and communications solutions, entered into a merger agreement with Ziff Davis, LLC, a digital media company focused on the tech, gaming and lifestyle industries. Marketing service companies including digital advertising and media are expected to see substantial growth in the coming years.


With the large amount of digital opportunities available to companies through the internet, mobile and other mediums, marketing service companies and digital advertising agencies are looking to help clients differentiate their messaging to their users. By combining those digital opportunities with the enormous availability of data from users including detailed demographic data and location data, companies now are drowning in this ever-changing environment to reach their customers. Mobile has been, and is expected to be, the key frontier to understand…

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Business Services M&A Report - Q3 2016

Industrial Services: A Hotbed of Investment Interest

The bread and butter of the business services industry is the continuous desire for many businesses to outsource non-core services. There is no place more exemplified by this trend than the industrial services segment, especially industrial services that are mission critical. In Q3 2016, we saw heightened activity by private equity and strategics in industrial service consolidations. As valuations are uncertain in the marketplace, “smart money” is looking for stable and growing businesses that have a recurring-revenue nature. Industrial services that are mission critical regardless of economic cycles fit the bill.

Rethinking Education Services After ITT Tech

With more than 35,000 students left without degrees and over 100 campus closures, the abrupt closing of ITT Technical Institute (ITT Tech) has left a large void in the education services arena. For-profit schools have struggled in recent years as the U.S. Department of Education has increased scrutiny over their practices and decreased their ability to receive federal aid. ITT Tech was not the only company impacted by this change in landscape. Both University of Phoenix and DeVry University have lost students due to recent allegations of misleading students. With the apparent failure of for-profit schools, the question being asked by the market is where these student will go to be educated.

Education technology has raised its hand as the natural solution. The failures of for-profit schools’ large investments in brick and mortar locations, poor education standards and generalized education programs can be solved by Ed Tech’s focus on innovative learning technology, data-driven student engagement and highly tailored education curriculums. In fact, outsourced learning has become a key opportunity for enterprises to retain employees. In the past, many students from for-profit schools left their previous jobs in order to pursue other careers. Now, enterprises are able to keep their employees, even if they desire different positions that require different skillsets, by partnering with Ed-Tech companies that provide tailored learning programs.

This shift in education is not a new trend; however, it is coming to fruition as students and learners are realizing that “old-school” programs are not always the best solutions for their education. Investments in Ed-Tech companies have continued to multiply as institutional capital and large strategic companies realize that students and learners need new methods to engage with education. Middle-market education companies are expected to see increased unsolicited interest, especially companies that are on the forefront of transforming the ways students learn through technology.

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Q2 2016 Business Services M&A ReportSDR is continually improving our quarterly reports in order to provide the most beneficial information to our clients and friends. In this quarter, we have restructured the previously titled “Professional Services” report to be more inclusive of the overall “Business Services” industry. Moving forward, SDR will track and report on the overall Business Services industry that includes the majority of the Professional Services segments.


The Business Services industry was highly active in Q2 2016 with over 400 transactions announced. Many strategic companies expanded through bolt-on acquisitions, and larger middle-market PE groups added platform investments. Of note, Facility Services and Industrial Services saw continued consolidation as large strategics took advantage of their fragmented markets. Public company performance in Business Services was mixed as the uncertainty of Brexit affected groups that service the U.K. market. However, the strong tailwinds of enterprises continuing to outsource key functions of their businesses are expected to continue to drive demand for the overall Business Services industry.

The Reality of Technology-as-a-Service

As the adoption of technology in the Business Services industry gains further traction, firms in the middle market are finding significant competitive advantages by implementing technology that enables a more efficient service to their customers. Now more than in the recent past, Business Services companies are utilizing technology to deliver their core service, decreasing the number of employees and assets that are needed, and creating a more scalable business model. Premiums are being paid for service organizations that are able to create the coveted tech-enabled service model. In Q2 2016, a few transactions highlighted the allure of tech-enabled acquisitions by both strategic companies and private equity groups.

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Industry Overview

Professional Services Transactions by Segment - Q1 2016Much like the rest of the market this quarter, Professional Services transactions declined in Q1 2016 compared to Q1 of 2015, with the number of deals decreasing by 6.7%. Though there was a decrease from 2015’s record transaction levels, there remains robust M&A activity in the Professional Services industry. Specifically, IT Services accounted for a large percentage of M&A activity in Professional Services, as firms are acquiring technical expertise to expand their service offerings. IBM’s transformation by acquisition continued with its recent purchases of front-end design and creative services businesses. Although larger IT Services firms did not make significant acquisitions this quarter, many of them, including Accenture and Computer Sciences Corporation, have indicated that acquisitions will be a key part of their growth strategies in 2016.

Moreover, the Consulting/Legal/Accounting segment saw a significant uptick in both private placements and M&A activity this quarter. Most notable is private equity’s recent interest in the consulting space. Previously an industry that private equity avoided due to its high reliance on key partners, consulting firms now are completing transactions with private equity partners. The most recent example of this trend is the acquisition of Ankura Consulting Group, a management consulting and expert services firm, by Madison Dearborn Partners, a leading PE firm with over $18 billion of capital.

Adding to the activity in the Professional Services industry is the concern of upcoming regulatory changes by the Department of Labor (DOL). More specifically, the Investment Advice segment is expected to be impacted by the DOL’s imposition of a broadly applied legal fiduciary standard, placing additional pressure on broker-dealers and other financial services firms that provide retirement and other advice. As such, the Investment Advice segment has seen related M&A activity ahead of those possible changes, such as AIG’s Advisor Group’s acquisition by Lightyear Capital and PSP Investments. It appears likely that M&A activity related to these upcoming regulatory changes for the Investment Advice sector will continue through 2016.

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