What Makes a Business Worth Buying?

When CNX joined First Focus, it wasn’t just another acquisition, it brought together two businesses with a shared focus on people, customers, and long term growth.

As part of that journey, we sat down with Paul Burt, founder of Phoenix, an Auckland based managed services provider that became part of CNX before joining the wider First Focus group.

Paul grew Phoenix from a five person MSP into a team of 28, building a business known for its loyal clients, strong culture, and steady growth. His story isn’t just about selling a company, it’s about building one that’s worth buying in the first place.

One thing stood out during our conversation: Paul didn’t build the business to sell it. He built a great business. The opportunity to join CNX and become part of First Focus came later.

It Was Never Just About Growth

When Paul talks about success, he doesn’t start with revenue or headcount. He talks about clients. Being there as their businesses grow. Solving problems. Building relationships that last years, not months. That’s what kept him motivated. That mindset helped create a loyal customer base, which is something every buyer looks for.

The Business Had to Stand on Its Own

Before any conversations about selling happened, Phoenix already had strong foundations. good people, good systems, profitable operations and happy clients. That’s what made the business attractive. Buyers aren’t just buying revenue, they’re buying confidence that the business can continue to succeed.

One part of the conversation that really resonated was Paul’s reason for selling. It wasn’t because he was tired of the business. It was because he wanted more time with his family. He shared that his wife pointed out something many business owners can relate to even when he was home, he wasn’t always present. That became the catalyst for thinking differently about the next chapter.

Finding the Right Home

For Paul, protecting his team was non-negotiable. He wanted to know his people would have opportunities, clients would continue to be looked after, and the culture they’d built wouldn’t disappear overnight. That’s why cultural fit mattered just as much as the commercial side of the deal.

A successful acquisition isn’t just about signing paperwork. It’s about what happens afterwards. Keeping staff informed. Looking after clients. Making the transition feel seamless. When those things are done well, everyone benefits.

A Good Reminder for Business Owners

Whether you’re planning to sell in five years or have no plans at all, Paul’s story is a good reminder that the best exit strategy is building a business that’s worth owning.

• Focus on your people.
• Look after your clients.
• Build solid systems.

Create something that doesn’t rely on you for every decision. If you do that, you’ll have a stronger business today, and far more options tomorrow.

If you’re navigating growth, succession planning, or considering what the future of your business could look like, the full conversation with Paul Burt offers valuable insights from someone who has been through the process firsthand. You can watch the complete episode on the First Focus YouTube below, explore more business insights and resources at firstfocus.co.nz and subscribe to the First Focus NZ Insights newsletter for practical perspectives on leadership, technology, AI, and business growth.

What do you believe is the single most important factor in building a business that’s ready for its next chapter? We’d welcome your thoughts in the comments.