“Transactions involving internal buyers—such as management or employee groups—are typically completed at a discount to market value, often in the range of 10–30%, reflecting funding… Read More »Why Selling Your Business Externally Typically Delivers a Higher Value
Valuation tells you what your business might be worth.
Sale price? That’s what someone is actually willing to pay.
It’s a distinction that’s often misunderstood — and frequently costly.
Too many owners fixate on the valuation figure as if it’s the finish line. But valuation is only the starting gate. It’s a benchmark. A reference point. An educated estimate.
The final sale price depends on entirely different forces — and the process used to unlock them.
When it comes time to sell, most business owners focus on headline numbers—revenue, profit margins, and client retention. But beneath those metrics lies a deeper story that buyers are just as eager to uncover. From operational efficiency to staff dependencies and client transition plans, it’s the overlooked details that can sway a deal from tentative interest to a confident handshake.
Valuation tells you what your business might be worth.
Sale price? That’s what someone is actually willing to pay.
It’s a distinction that’s often misunderstood — and frequently costly.
Too many owners fixate on the valuation figure as if it’s the finish line. But valuation is only the starting gate. It’s a benchmark. A reference point. An educated estimate.
The final sale price depends on entirely different forces — and the process used to unlock them.
Most people wouldn’t walk into a courtroom without a lawyer. Yet many approach M&A armed with little more than confidence and a spreadsheet.
The difference between a buy-side and sell-side broker isn’t just who they work for — it’s how they shape the entire deal.
A sell-side broker brings the market to you, maximising value and ensuring control. A buy-side broker quietly works to tilt the field toward the acquirer.
In a sector as tightly connected as financial services, where relationships run deep and buyer pools are small, knowing who’s really representing your interests isn’t just a detail — it’s a deal-defining factor.
When selling a financial planning practice, the numbers tell part of the story — but not the whole story. Beyond upfront payments and multiples lies a critical factor often overlooked: buyer fit. In this article, Growth Focus reveals how the right buyer can protect your clients, staff, and legacy — and why having real choice in the market is the surest way to maximise both value and peace of mind.
Not every deal dies with a dramatic confrontation. Most fade away silently, long before the contract is drafted — and often before the seller even realises something is wrong. These are the silent deal killers: subtle issues that erode trust, momentum, and alignment. Knowing how to spot and prevent them can mean the difference between a deal that falls apart and one that gets across the line.
Unclear about your ideal deal outcome? You might be giving buyers the upper hand — before negotiations even begin. Growth Focus explores how seller uncertainty quietly reshapes M&A deals in the buyer’s favour, and what to do instead.
In business sales, more brokers doesn’t mean more buyers. It means more confusion. While it may feel logical to “cast the net wide,” fragmented representation sends mixed messages to the market, dilutes broker commitment, and reduces buyer confidence.
An exclusive mandate ensures your broker is fully invested in your success — driving strategic focus, process control, and premium outcomes.
Why managing deal momentum is as important as managing price — and how timing influences valuation, buyer engagement, and negotiation outcomes.
