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
The Lease Factor: Why Real Estate Can Make or Break a Business Sale
Buying or selling a business isn’t just about revenue, customers, or brand value. When a lease is involved, the real estate side of the deal can quickly become one of the most important and complicated pieces of the puzzle. For location-dependent businesses like restaurants, salons, or retail stores, the physical space is often inseparable from the business itself. But even many businesses...Read More
Truth #6: When Is the Best Time to Sell a $5–50M Business?
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 influencing your future—whether you’re actively planning to sell or not. Behind the scenes, it’s shaping three critical outcomes: Who is most likely to buy your company What they’re...Read More
Avoiding the Deal Breakers in Business Transactions
When business sales don’t go through, often the reasons are major, while other times they’re small or even personal. In some cases, the sale doesn’t happen because of specific disagreements on terms or misalignments in expectations between the buyer and seller. Let’s take a closer look at some of the issues that can interfere with transactions successfully going through. First, it’s...Read More
Truth #4: 12 Brutal Truths About Selling a $5–50M Business in 2026 And How to Protect Your Life’s Work
Truth #4: Why Deal Structure Matters More Than Price When Selling a $5–50M Business in 2026 The headline price isn’t your retirement plan. In 2025, most $5–50M business sales include earn-outs, rollover equity, seller notes, and working capital adjustments. These terms—not the multiple—determine what you actually take home and how much risk stays on your shoulders. Why the Headline...Read More
