Truth #10: Why Buyers Price Risk Before Earnings When Selling a $5–50M Business
From the Series 12 Brutal Truths About Selling a $5–50M Business in 2026 And How to Protect Your Life’s Work If your business generates between $5 million and $50 million in annual revenue, the 2026 M&A market is already forming an opinion about your company. That opinion shapes: Who can buy your business What they’re willing to pay How the deal will be structured And long before buyers...Read More
Confidentiality as a Competitive Advantage
In today’s digital world, information travels instantly. That means that a single forwarded email or casual conversation can quickly circulate among employees, customers, vendors, and even competitors. Each year, promising transactions fail not because of disagreements over the financials, but because confidentiality was compromised during the process. For business owners preparing to sell,...Read More
Planning Your Exit Before You Need It
Whether you expect to sell in the near future or not for many years down the road, having a clear exit strategy protects your options and strengthens your negotiating position when the day finally comes. An exit strategy is more than a decision to sell. It is a structured plan that outlines everything from how ownership will transfer to under what conditions a sale might occur and what the...Read More
Truth #9: Why Your Financials Must Tell a Clear Story When Selling a $5–50M Business
From the Series 12 Brutal Truths About Selling a $5–50M Business in 2026 And How to Protect Your Life’s Work If your business generates between $5 million and $50 million in annual revenue, the 2026 M&A market is already shaping your outcome—long before a buyer shows up. It’s quietly deciding: Who can buy your company What they’re willing to pay How much leverage you’ll have in...Read More
Common Misunderstandings That Can Undermine an M&A Deal
Mergers and acquisitions are complex high-stakes transactions. Yet many business owners enter the process with assumptions that can quietly derail negotiations, or reduce the value of their company. Sometimes they unintentionally devalue their position. No matter whether you are buying or selling, understanding how deals truly unfold can make the difference between a smooth transaction and a...Read More
Understanding a Seller’s Biggest Concerns
For many business owners, selling a company is completely unfamiliar territory. It is often the largest financial transaction of their lives. Many business owners also find that selling is an emotional milestone. After years of building and managing a business, deciding to sell can feel like a mixture of excitement and uncertainty. These types of feelings are common. The good news is that...Read More
Truth #8: Why Bankability® Can Make or Break a $5–50M Business Sale in 2026
From the Series 12 Brutal Truths About Selling a $5–50M Business in 2026 And How to Protect Your Life’s Work If your business generates between $5 million and $50 million in annual revenue, the 2026 mergers and acquisitions (M&A) market is already making decisions about your future—often before you ever speak with a buyer. Quietly, the market is deciding: Who can realistically...Read More
Who Really Shows Up When You Sell a Business?
Every buyer enters the process with a different lens. Some are chasing growth, others security, and others just care about the numbers. Understanding these motivations ahead of time puts you in a far stronger negotiating position. It can help you avoid surprises that can cause headaches and potentially derail a deal. Here’s a practical look at the most common buyer profiles you’re likely to...Read More
Truth #7: Industry Consolidation — Will You Be the Consolidator or the Consolidated?
From the Series 12 Brutal Truths About Selling a $5–50M Business in 2026 And How to Protect Your Life’s Work If your business generates between $5 million and $50 million in annual revenue, industry consolidation is already reshaping your competitive landscape—whether you’re actively pursuing growth or simply trying to keep up. Behind the scenes, today’s M&A market is influencing: Who...Read More
