Reflections on Our First Acquisition: Lessons Learned from Welcoming Taylor and Connor

About a month ago, PWL Capital welcomed Taylor Hewson, Connor Hewson, and Crystal Ganshorn of TCM Financial Studio to be part of our team. For us, this was more than signing an agreement, it was about honoring a legacy. Taylor and Connor represent the third generation of their family to lead the business, following in the footsteps of their father and grandfather. The trust they placed in us is something we don’t take lightly.

This was PWL’s first acquisition since joining One Digital which represents a meaningful milestone in our story. Now that some time has passed, I wanted to share some key lessons learned from the process:

1. Selling is a legacy decision.
   For sellers, this is often the biggest decision of their professional lives. It’s about more than just money, it’s about securing the future of something they’ve built or inherited from previous generations. When you care deeply about your clients, your team and your legacy, aligning with the right partner is crucially important for a successful deal.
2. The emotional roller coaster is real.
   Even in the most amicable deals, emotions run high. We were warned about this by our investment banker when we were acquired by OneDigital, and we have now lived it on both sides of a deal. There are moments of excitement, doubt, and nostalgia. Acknowledging and respecting those feelings makes the process healthier for everyone.
3. Culture and fit matter more than valuation.
   Valuation will always be part of the conversation, but it isn’t what makes a deal succeed. Shared values, philosophy, and vision are what make a partnership sustainable. A misaligned culture can undo even the most attractive financial deals, while a strong cultural fit can unlock long-term success.
4. Expect the unexpected.
   No matter how thorough your planning, surprises can emerge; some positive while others can be challenging. External factors, timing issues, or human dynamics can all shift the course. Agility and patience are the best tools for navigating the unexpected.
5. Trust is built in small moments.
   Trust isn’t formed in boardrooms or formal meetings. Trust is built over coffee conversations, shared stories, honest exchanges, and sharing laughs together. Those small moments compound into a foundation of confidence and goodwill.
6. Integration starts early.
   Closing a deal is the start, not the end. Integration impacts most areas of the business from client onboarding, communication strategies, team integration, data migration, and training. While this officially starts after the agreement is signed, starting integration planning early sets the stage for a smooth and successful transition.
7. More communication is always better.
   Silence creates anxiety, clear communication builds comfort. Regular check-ins, updates, and even simple reassurances build confidence throughout the deal process. In both client relationships and acquisitions, clarity and cadence make all the difference.
8. Due diligence is about more than numbers.
   Financials matter, but they don’t tell the whole story. The real value lies in understanding the people, culture, and unique ways a firm serves its clients. In deals that are purely about numbers and spreadsheets, there’s often a rush to the finish line. In this case, there was never that sense of urgency on either side. Taking the time reaffirmed that this wasn’t about closing a transaction it was first and foremost about culture and fit.
9. Confidentiality is a balancing act.
   Maintaining discretion is essential. But it is also important to ensure that key stakeholders have the information they need to prepare and adapt. Striking the right balance helps safeguard the deal while minimizing disruption to clients and employees.
10. Celebrate the milestone.
    Acquisitions are complex, demanding, and deeply personal. Taking time to pause, reflect, and celebrate together isn’t just ceremonial, it is essential. Celebrating acknowledges the hard work that went into making it happen, builds goodwill, and sets a positive tone for the future partnership.

Our first acquisition was a major milestone, and it gave us clarity on what matters most as we continue to build a better business with more like-minded partners. This experience also gave us perspective on the opportunity ahead: to create a truly integrated model that elevates the profession and serves Canadians in a way that no one else is doing.

This is just the beginning.

We are on a mission to change the landscape of financial advice in Canada.