What Buyers Actually Discount For and How to Remove It Before You Go to Market
When business owners prepare for a sale, most attention goes to growth metrics, EBITDA multiples and finding the right buyer. But deals are rarely discounted because revenue is too low. They are discounted because the risk is too high. This is the recurring issue M&A advisers encounter: a business appears market-ready, enters buyer conversations at […]
The Real Cost of Going to Market Too Early
Why Deals Fall Apart and How to Reduce the Risk Advisors are often under pressure to take a business to market quickly. The client is ready. The market looks active. Buyers are showing interest. So the process starts. But going to market too early doesn’t just affect valuation – it increases the chances that the […]
Why Most SME Transactions Fail Before They Start
In the world of mergers and acquisitions (M&A), there’s a problem that experienced advisors recognize almost instantly – but many business owners never see coming. It’s not valuation disagreements. It’s not market timing. It’s not even financing. It’s pre-transaction risk. For small and medium-sized enterprises (SMEs), most deals don’t fail at the negotiation table. They […]