Agree with Tom Williams

We bought another small agency a couple of years ago...apart from the hosting clients, the "book" of clients was pretty much rubbish as they had a relationship with the agency owner and to them, transitioning to a new owner was an opportunity to go elsewhere to fix things they didn't like with the existing service agreement.

Ultimately as a service business owner, productising your services and making them recurring if possible is going to generate the most lifetime customer value hence make the business a better buy for an acquirer