09 Feb 3 Attributes of a Strong Seller: An M&A Dealmaker’s Perspective
Ask Me Anything: The Nuts and Bolts of Selling a Business in 2025
Question:
As a dealmaker who sees all types of sellers, what makes a someone a better seller?
Answer:
I suggest there are three attributes of a better (i.e. stronger) seller. First is the ability to speak to a buyer without injecting personal bias. Buyers often have a vision for the future of the business that is very different from the current ownership. Just go with it—they are buying the business and paying to be able to run it their way. Second is the ability to clearly articulate why the business is necessary in the marketplace, even if it is narrow and niche. Third is having a vision of how you might grow the company if you were 20 years younger. This may differ from the buyer’s vision, but it proves that you see a strong future for the company and aren’t just getting out before a downfall.
During the 2024 Managing and Accounting Practice (MAP) Conference hosted by the Massachusetts Society of CPAs (MassCPAs), Beacon Equity Advisors presented an AMA (Ask Me Anything) to the CPA firm partners attending. We thought we would share some of their questions and our answers.