- AOR
- Agency of Record. the master agency a brand uses for marketing.
- CAC
- Customer Acquisition Cost — total cost to acquire a new customer.
- CIM
- Confidential Information Memorandum — the prospectus shared in M&A.
- CPQL
- Cost Per Qualified Lead — spend divided by qualified leads, by channel.
- CRM
- Customer Relationship Management system — the OS for a sales motion.
- DD
- Due Diligence. the buyer-side scrutiny pre-close.
- DSO
- Days Sales Outstanding — average time from invoice to cash.
- EBITDA
- Earnings before interest, taxes, depreciation, amortization.
- F&I
- Finance and Insurance — back-end income at a dealership.
- LOI
- Letter of Intent — non-binding outline of a potential transaction.
- LTV
- Lifetime Value — total gross profit from a customer over their lifetime.
- MSA
- Master Services Agreement.
- PMS
- Property Management System — hospitality CRM.
- QoE
- Quality of Earnings — third-party audit pre-transaction.
- ROAS
- Return on Ad Spend — revenue divided by spend.
- SDE
- Seller Discretionary Earnings — owner-adjusted profitability.
- SOC 2
- Service Organization Controls — security audit standard.
- SOP
- Standard Operating Procedure — documented workflow.
- SOW
- Statement of Work.