What it takes to sell a fire & security company, with expert insights from Rory Russell

In this premiere episode of the FSJA Leaders in Fire & Safety Podcast, Managing Editor Duncan J. White sits down with Rory Russell, President of Acquisition and Funding Services (AFS), to unpack the complex world of mergers and acquisitions in the fire and security industry. With over 30 years of experience, Rory shares his journey from regional telecom leader to boutique M&A broker, highlighting what makes the fire and life safety sector so attractive to private equity. He outlines the full sales process – from financial prep to buyer matchmaking – while stressing the importance of culture, confidentiality and continuity for staff. Listen to hear Rory’s insight into what makes a company “sale-ready,” how deals are structured and why now may be the most opportune time to sell. If you're a business owner contemplating your next step, this conversation provides a clear-eyed look at how to exit on your terms – with both value and legacy intact.