If you own a small- to mid-sized insurance, financial services, HR, or similar firm, you’ve likely thought about the future of your business and the possibility of selling some day.
Whether you are years away from a sale or beginning to seriously explore your options, the M&A process can seem daunting: When is the right time to sell my business? What will my business be worth? How do I navigate such a complex process? And most important of all, am I making the right decision to sell at all?
In my 17+ years in mergers and acquisitions, first as a buyer and now as an advisor to sellers, I’ve seen these concerns come up time and again. But here’s the big surprise: a simple, structured conversation can reduce your stress and uncertainty.
Starting the Conversation Doesn’t Mean Starting the Selling Process
Here’s a point that most owners miss: With a quality independent M&A advisor, starting the conversation doesn’t mean starting the process of selling. It’s about becoming a student of M&A, gaining clarity, reducing complexity, and having the confidence that, when the time is right, you’ll be prepared.
Just one call with an experienced advisor can make a world of difference. While each owner and situation is unique, after working on more than 70 transactions, I can say that most owners have the same concerns and face the same stresses. Here are some of the things that talking with an advisor like me can address.
- Explore Options You Aren’t Aware Of: Most owners don’t realize that selling to private equity and retiring isn’t their only option. There are more exit strategies available to business owners, and knowing your options can open new doors for your future.
- Understand Business Valuation: We’ll discuss the key factors that can raise—or lower—your valuation. This insight can help shape your strategy to increase your business valuation when you are ready to sell.
- Prepare for Planned or Unplanned Buyer Interactions: If you’ve received calls from potential buyers, you might not know what to ask or how to interact. I’ll guide you on what questions to ask, what to share (and what not to), and how to handle these discussions so you are always learning, and always building your network.
- Incorporate M&A Into Your Business Planning: Even if selling is a long way off, M&A considerations can help inform your broader business strategy. Starting to “think like a potential buyer” now can help you make smarter decisions that will benefit your company today.
- Confirm Your Current Thinking: Many business owners reach out, to validate their instincts about a decision not to sell. If selling doesn’t seem right at the moment, I can confirm if you’re on the right path, providing reassurance and a sense of clarity.
Hundreds of Conversations, One Result: Peace of Mind
Over the years, I’ve had hundreds of these conversations with business owners just like you as a buyer and advisor. I now use this experience to help guide owners to reach their ideal destination. Even those who weren’t ready to sell immediately, 100% of them walked away with something incredibly valuable: peace of mind that they are on a path that is right for them.
This initial conversation often surprises business owners in terms of how helpful it is, and for me, it’s one of the most gratifying parts of what I do even when it is confirming the decision not to sell anytime soon. So, if you’re feeling overwhelmed with questions about the future of your business, know that in a very short time, we can reduce that stress, give you a clearer understanding, and provide a better path forward.
Brett Rosen is the founder of Rosen Advisory. Feel free to contact him at brett@rosenadvisory.com.