What “Deal Ready” Actually Means and How Long It Takes to Get There
Many SME owners believe they are closer to a transaction than they really are. ✔ Revenue is growing. ✔ Financials are healthy. ✔ Buyer interest exists. ✔ The business appears stable. From the outside, the company may look ready for market. But transaction readiness is rarely determined by surface performance alone. For advisors managing client […]
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 […]
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 […]