Featuring Harjit Singh on the MSP Mindset Podcast with Damien Stevens
When most people think about mergers and acquisitions, they imagine large corporations making multi-million-dollar moves. But Harjit Singh, Founder and CEO of Transacta Capital, believes that small and mid-sized companies can play, and win, in the same arena.
In a conversation with Damien Stevens, host of the MSP Mindset Podcast, Harjit breaks down how smaller firms can use strategic, capability-led M&A to scale smartly and sustainably.
Listen to the full episode:
The Blueprint for Acquiring as the Little Guy
Watch it on YouTube:
The Blueprint for Acquiring as the Little Guy – Harjit Singh on MSP Mindset
1. Small Firms Can Think Like Strategic Acquirers
Harjit’s central message is simple yet powerful: M&A is not reserved for giants. Smaller businesses can — and should — use acquisitions to evolve faster than competitors.
“You don’t need a massive balance sheet to acquire,” Harjit explains. “You need clarity about what capability you’re missing — and how that strengthens your value to clients.”
This mindset shifts focus from “what can we afford” to “what do we need to grow.” It’s about adding capability, not just size.
2. Structure Deals That Align Incentives
In his discussion with Damien, Harjit highlights that creative structuring allows smaller firms to compete with larger acquirers.
Earn-outs, equity rollovers, and performance-based payouts reduce upfront cost and align both sides on future success.
“Smart structuring lets smaller players buy bigger targets,” Harjit says. “When you align incentives, everyone wins.”
3. Integration Is the Secret Advantage
For Harjit, the real work begins after the deal closes.
He emphasizes that integration isn’t a back-office task — it’s a leadership function.
Smaller firms often have an edge here because they’re nimble. They can absorb new teams faster, maintain culture continuity, and communicate directly.
“You can’t outsource integration. It’s the leadership’s job,” he adds.
That ability to blend teams effectively often determines whether a deal creates real value or just headlines.
4. Build Relationships, Not Auctions
Damien and Harjit also touch on how smaller acquirers can find great deals without competing in public auctions. Transacta’s approach focuses on off-market sourcing, identifying potential acquisition targets before they’re officially for sale.
This strategy allows buyers to:
- Build genuine relationships early
- Understand business culture before negotiation
- Avoid inflated broker-driven valuations
It’s a relationship-first approach that creates trust, and better outcomes for both sides.
5. Build an Ecosystem, Not a Pipeline
Harjit closes by emphasizing that acquisition isn’t a one-off transaction. It’s a long-term growth ecosystem, combining capital, leadership, and strategy to multiply value across companies.
He also introduces Transacta’s Executive-in-Residence (EIR) Program, which connects proven operators with acquisition opportunities to lead and scale businesses post-transaction.
“Our goal isn’t to close more deals. It’s to create stronger companies,” Harjit notes.
This integrated approach, connecting leadership with capital and strategy, is how smaller acquirers build big platforms.
Key Takeaways
- You don’t need scale to acquire — you need strategic intent.
- Smart deal structures (earn-outs, rollovers) make acquisitions possible for smaller firms.
- Integration is the differentiator — not the spreadsheet.
- Off-market sourcing creates better, more human deals.
- Long-term value comes from ecosystems, not transactions.
References & Links
Check out IT by Design: https://itbd.net/
Connect with Harjit Singh: https://www.linkedin.com/in/harjits/
Connect with Damien Stevens: https://www.linkedin.com/in/dstevens
About Transacta Capital
Transacta Capital is a boutique buy-side M&A advisory firm helping tech-enabled businesses grow through strategic acquisitions, leadership programs, and valuation strategy. Operating across India, LATAM, Southeast Asia, and North America, we help acquirers and founders unlock capability-led growth.
