Management Services & Development, Ltd. Research
Advisory Approach
Management Services & Development, Ltd. is a Punxsutawney, Pennsylvania-based advisory firm led by Richard Mowrey, CBA, CMA. Founded in 1979, the firm has operated for over 47 years serving closely-held businesses. Unlike traditional M&A investment banks that execute sell-side and buy-side mandates, this firm focuses primarily on business owner education, exit planning preparation, and transition advisory services.
Richard Mowrey is a USA Today and Wall Street Journal best-selling author who has built a practice around teaching business owners how to prepare for ownership transitions. The firm's core thesis is that business owners who properly prepare—often years in advance—can dramatically increase the value of their businesses and achieve better outcomes when they eventually sell. Mowrey's philosophy, encapsulated in his book "When is the Right Time to Sell My Business?", emphasizes that the optimal exit occurs "when the business is ready, the owner is ready, and the market is ready."
The firm operates three primary educational platforms:
- Books and Courses: Multiple titles including "When is the Right Time to Sell My Business?" and "How Can I Increase the Value of My Business?"
- BreakOUT Briefings: 29-minute virtual meetings on timely topics for business owners
- BreakOUT Seminars: 3.5-hour programs on preparing for ownership transitions
Importantly, this firm does not publicly announce completed transactions. Their stated approach is to handle deals "quickly, quietly"—a privacy-focused approach that means no deal announcements, press releases, or public tombstones are available for research. Extensive web searches uncovered zero evidence of specific transactions, press releases naming the firm as an advisor, or deal announcements. This is fundamentally different from traditional investment banks that publicize transactions for marketing purposes.
Business owners seeking a traditional investment bank to run a competitive auction process with 100+ buyer contacts may find this firm's model different from expectations. The firm appears better suited for owners who want guidance on preparation, planning, and education before eventually engaging transactional advisors—or who prefer private, quiet transitions without broad marketing.
Sector Focus
According to the firm's M&A Source profile (member since October 1988), their primary specialization is manufacturing. The M&A Source directory lists "Manufacturing" as the firm's sole specialty area. This aligns with Mowrey's background and expertise in "mid-sized" businesses, where manufacturing companies represent a significant portion of the lower middle market.
The firm's educational content emphasizes general business principles applicable across industries, but their stated specialty and likely client base is manufacturing businesses in the lower middle market. Manufacturing businesses often have tangible assets, established operational histories, and founder-ownership structures that align with the firm's target profile.
Deal Track Record
No public deal record available. Despite extensive research across multiple sources—including web searches for press releases, deal announcements, BusinessWire/PR Newswire archives, industry publications, and third-party databases—no completed transactions were found.
This absence of public deal information is consistent with the firm's stated philosophy of handling matters "quickly, quietly." However, it differs markedly from traditional M&A advisory practices, where deal announcements serve as marketing tools and credentials. Potential clients should be aware that:
- No verified transaction history is publicly available
- The firm does not appear to announce deals via press releases or industry publications
- No buyer relationships or transaction outcomes can be verified independently
For business owners who value deal track records and verifiable credentials when selecting an M&A advisor, this represents a significant information gap. The firm's 47-year operating history and four-decade M&A Source membership suggest ongoing client activity, but specific transactions, deal sizes, industries served, and outcomes remain undocumented.
Process & Fee Structure
The firm's primary offering is educational preparation rather than traditional transaction execution. The stated approach includes:
Educational Services:
- Free book download: "A Brief Guide to Selling Your Business with Minimum Stress at Maximum Price"
- Paid books and courses on exit planning and value enhancement
- BreakOUT Briefings (29-minute virtual meetings)
- BreakOUT Seminars (3.5-hour programs)
Planning Philosophy:
- Emphasizes early preparation—often years before a planned exit
- Focuses on helping owners avoid the "Dismal D's": Disability, Divorce, Death, Business Distress
- Teaches owners to identify and improve value-driving factors
- Encourages systematic planning rather than reactive transactions
Transactional Engagement: The firm's website and marketing materials focus heavily on education and preparation. Specific information about:
- Deal execution processes
- Buyer outreach methodologies
- Success fee structures
- Typical retainer arrangements
- Deal timelines
...is not publicly disclosed. Potential clients should inquire directly about:
- Whether the firm runs competitive processes or one-off negotiations
- How buyers are sourced and contacted
- Fee structures for actual transaction advisory
- Deal team capabilities beyond Richard Mowrey
Buyer Network
No verifiable buyer network information available. Traditional M&A advisors typically maintain relationships with private equity firms, strategic acquirers, and family offices—and demonstrate these relationships through closed transactions. No such buyer network information is available for this firm.
Without public deal announcements, it is not possible to verify:
- Relationships with private equity firms
- Strategic buyer contacts
- ESOP or family office experience
- Cross-border or international transaction capability
Business owners who want an advisor with established buyer networks and demonstrated PE relationships should request specific examples from the firm.
Competitive Positioning
Differentiation: The firm's primary differentiator is educational focus and authoritative content. Richard Mowrey's status as a USA Today and Wall Street Journal best-selling author provides credibility and attracts business owners seeking self-education on exit planning. The firm's 47-year history and 37-year M&A Source membership demonstrate longevity in the industry.
Positioning: This is best described as an exit planning consultancy rather than a traditional M&A investment bank. The firm serves business owners who want to:
- Learn about the exit planning process
- Understand how to increase business value
- Prepare themselves and their businesses for future transitions
- Potentially execute private sales without broad marketing
Comparison to Traditional M&A Advisors:
- Traditional investment banks: Run competitive auctions, contact 100+ buyers, publicize transactions, charge success fees on completed deals
- Management Services & Development: Focus on education/preparation, handle transactions privately, do not publicize deals, revenue model appears to include books/courses/consulting
Not a Fit If
Based on the firm's public positioning and service offerings, this advisory is likely not a fit for:
- Business owners seeking a traditional sell-side process with broad buyer outreach, competitive auctions, and 100+ buyer contacts
- Situations requiring immediate transaction execution—the firm's focus is on preparation and planning, often years in advance
- Sellers who value verifiable deal track records and public transaction history when selecting an advisor
- Companies seeking buy-side advisory for acquisitions—no evidence of buy-side representation capabilities
- Complex transactions requiring large deal teams, cross-border expertise, or specialized industry knowledge beyond manufacturing
- Businesses above $50M in enterprise value—the firm's positioning targets "mid-sized" businesses, typically defined as lower middle market
May be a fit for:
- Manufacturing business owners who want education and preparation before selling
- Owners planning exits 3-5 years in the future who want guidance on increasing value
- Sellers who prioritize privacy and do not want broad marketing of their transaction
- Business owners seeking books, courses, or seminars on exit planning
Team
Richard Mowrey, CBA, CMA – President and Founder
- Credentials: Certified Business Appraiser (CBA), Certified Merger & Acquisition Advisor (CMA)
- Education: Rensselaer Polytechnic Institute (per LinkedIn profile)
- Experience: Founded Management Services & Development, Ltd. in February 1979 (47+ years)
- Additional Roles: Served as Officer and Director at Symmco Group, Inc. from March 1992 to April 2016 (24 years)
- Author: USA Today and Wall Street Journal best-selling author
- "When is the Right Time to Sell My Business?"
- "How Can I Increase the Value of My Business?"
- "Bounce Back – Survive and Thrive in a Business Crisis"
- "Quitless: The Power of Persistence in Business and Life"
- "A Brief Guide to Selling Your Business with Minimum Stress at Maximum Price"
- M&A Source: Member since October 1, 1988 (37+ years)
- IBBA: International Business Brokers Association member and BIEF sponsor
- Specialty: Manufacturing businesses (per M&A Source profile)
- Contact: rdm@Biz-Hub.com, rdm@mergermentor.com
Team Size: Appears to be a solo practice. No evidence of additional team members, analysts, or support staff. All public information, branding, and content centers on Richard Mowrey as an individual practitioner.
Geographic Coverage
Primary Location: Punxsutawney, Pennsylvania
- Address: 103 Carmalt Avenue, Punxsutawney, PA 15767
- Phone: 814-938-8170
Service Area: The firm's digital footprint (books, courses, webinars, virtual briefings) suggests national reach rather than strictly Pennsylvania-focused. However, there is no specific information about:
- States where the firm has active clients
- Regional specializations
- Office locations beyond Punxsutawney
Punxsutawney is a small town in western Pennsylvania (population ~5,500), suggesting this is a home-based practice serving clients remotely rather than a multi-office regional firm.
Important Considerations for Business Owners
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Information Asymmetry: Traditional M&A advisors publish deal announcements, tombstones, and case studies demonstrating their capabilities. This firm does not. Business owners cannot independently verify the firm's transactional experience or track record.
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Service Model Clarity: Prospective clients should clarify whether they are engaging the firm for:
- Educational preparation only (books, courses, seminars)
- Advisory guidance on planning and preparation
- Full transaction representation with buyer outreach and negotiation
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Fee Structure: Educational content is clearly priced (books, courses). Transaction advisory fees are not disclosed. Clients should inquire about:
- Retainer requirements
- Success fee percentages
- Whether educational fees are credited against transaction fees
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Deal Execution Capability: For owners who want a traditional sell-side process, this firm may not provide the breadth of buyer outreach that larger M&A firms offer. The "quickly, quietly" philosophy may indicate a more limited, one-off approach rather than competitive auctions.
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Verification: Business owners should request references, case studies, and specific examples of past transactions during due diligence—given that none are publicly available.