How Tim Galloway acquired a tech consulting firm with Baton: A case study in finding the right fit
Ann Li
July 9, 2025 ⋅ 5 min read
About the Business
Industry: Technology Consulting / CRM Services
Location: Midwest (Detroit, MI) & Texas
Size: Small, specialized team
The Challenges
Tim Galloway’s journey to business ownership started thousands of miles from where he’d end up. Originally from Scotland, Tim relocated to Sugar Land, Texas, to help expand an Oracle consultancy in the U.S. After five years of scaling that firm, he realized he thrived in growing small-to-medium-sized technology services businesses—but not in large corporate environments.
When Tim decided to acquire his own company, he was clear:
He didn’t want a turnaround
The business needed to be profitable and in technology services
The owner had to care deeply about their team and customers
There had to be real potential for growth, but not at the cost of people or culture
Finding a business that fit those criteria was harder than expected. The search was slow, with many listings on popular sites proving unviable. Tim spent months narrowing his focus, building relationships with brokers, and nearly closing on several deals before finding the right fit.
Why Baton?
Tim first encountered the business that would become his second acquisition—Fostering—when it was listed by the owner on BizBuySell. At the time, it was too small for his first deal, and the direct-to-seller process lacked the rigor and discipline he wanted. But when the business resurfaced on Baton, the experience was different.
Baton’s digital-first, self-service platform made it easy for Tim to access all the documents he needed quickly. The data room was available immediately after signing an NDA, allowing him to efficiently analyze the opportunity (with the help of his ChatGPT-powered deal analyzer!). The transparency and speed of the process stood in stark contrast to traditional brokers.
Most importantly, Baton’s team—especially M&A Advisor Reid—provided the structure, guidance, and “trusted middleman” role that kept negotiations on track and both parties aligned.
From “Hello” to Close
Defining the Right Fit: Tim’s approach was unique: he cared deeply about being the right buyer for the business, not just about winning the deal. He met with the Fostering team before the LOI was finalized, ensuring cultural and personal fit. The seller and team were emotionally invested in the outcome, wanting a buyer who would care about their clients and staff.
“I decided I would just be myself. If I were the best person to get it, I would get it. If not, I was okay with that. It was so important to them, and if it was important to the business, there’s no point buying it if you’re not the best fit.”Offer Construction & Negotiation: Tim’s negotiation style was to propose a fair deal from the start, rather than anchoring at extremes. He carefully analyzed the P&L, normalized earnings, and ensured the offer would support continued investment in growth. The deal was structured around an SBA loan, with some seller financing to bridge the gap between expectations. Baton’s valuation and deal support helped keep both sides realistic, especially as the seller’s initial price was a bit high. The Baton team shuttled information, managed expectations, and helped close the final gap that might have otherwise killed the deal.
Due Diligence & Financing: Due diligence was smooth, thanks to Fostering’s excellent documentation and operational processes. The real challenge came with financing. After using much of his SBA guarantee on his first deal, Tim ran into complications trying to structure the acquisition as an add-on through his holding company. Ultimately, the solution was to set up a new entity and work with Fostering’s existing bank—Falcon National Bank—which moved quickly to approve the loan.
“As soon as we did that, it was obvious. Why did we not think of this sooner? Within a week and a half, I knew they were going to give me an offer.”Closing & Transition: The closing process was intense, with a mountain of SBA paperwork and a sprint to the finish line. Tim learned from his first acquisition: this time, he scheduled a gap between closing and announcing the deal to the team, giving himself space to transition from “buyer” to “owner.”
The Results
Closed: May 1, 2025
Short-term goals:
Retain staff and customers
Ensure a smooth transition with the seller’s support
Mid-term focus:
Clarify and communicate Fostering’s expertise in not-for-profits, financial services, and manufacturing
Invest in sales and marketing for steady, sustainable growth (targeting 15–20% annual growth)
Long-term vision:
Double the business in 3–5 years
Maintain the culture and client relationships that made Fostering successful
Tim’s top lessons for aspiring acquirers:
Be clear on what you want, and ignore everything else.**
There’s no such thing as a perfect deal.** Focus on fit within your parameters.
Know your unique value as a buyer.**
For Tim, it was his commitment to continuity, willingness to do a stock purchase, and focus on people over radical change.
“Most sellers want a good price, but they also want to know that their staff and customers will be taken care of. That was my secret sauce.”
Why Work with Baton?
Instant access to data rooms after NDA—no waiting days for basic info
Self-service, digital-first process enables faster, more informed decisions
Expert guidance from advisors who manage the emotional and practical complexities of the deal
Support through closing—from valuation to negotiation to financing introductions
“Having Reid there as a counselor, for both sides, really does help a lot.”
Final Thoughts
Tim’s journey shows that buying a business isn’t just about numbers—it’s about people, fit, and process. With the right partner and a clear sense of purpose, you can acquire on your terms and set up for long-term success.
“Baton is a great company to deal with. I would use them over and over again if I was selling businesses, and I would recommend anyone else use them.” — Tim Galloway, Owner, Fostering