How smart buyers succeed in M&A: lessons from Benchmark Corporate

Buyers pay less for businesses where the owner drives revenue. In diligence, this shows up fast. Data from lower mid-market deals: 70% of firms between $10M–$25M fail to show repeatable sales systems. Multiples drop 20–30% when owner dependency is obvious. Earn-outs stretch longer if clients are tied to the founder. Your value rises when sales run without you. #PrivateEquity #MergersAndAcquisitions #BusinessGrowth #RevenueIndependence #Valuation

Protecting value when selling your business starts long before the M&A process Our latest blog sets out how advisers protect seller value by starting early, aligning expectations, and coordinating a joined up advisory team. It explains where erosion often begins and how simple preparation steps can prevent costly surprises later. Early preparation matters. Clean monthly accounts, credible forecasts, and well-prepared key contracts to reduce price chips in diligence. For example, locking in customer terms and clarifying intellectual property ownership removes doubt and keeps negotiations focused on growth. If you are looking to work with us or are considering selling your business, send us a message.  Read more in our blog. Link in the comments below. #itsjustthebeginning #LogrosAdvisoryPartners #Growth #MergersAndAcquisitions #CorporateFinance 

When selling a non-core subsidiary or business division, due diligence isn’t just a formality — it’s the foundation of a clean, credible, and value-maximising transaction. Unlike the sale of a standalone business, a divestment often involves shared systems, contracts, and staff. Without thorough due diligence, these interdependencies can become deal-breakers. Here are a few key principles: 1. Prepare before you market Conduct vendor due diligence early to identify and fix potential issues. This reduces surprises, increases buyer confidence, and shortens timelines. 2. Separate clearly Define what’s being sold — assets, staff, contracts, and IP. Clear separation avoids post-sale disputes and supports stronger valuations. 3. Clarify transitional arrangements Many buyers need temporary support via Transitional Service Agreements (TSAs). Early planning ensures smooth handovers and limits ongoing obligations. 4. Present professionally Organised financial data, customer lists, and compliance records demonstrate control and transparency — two traits buyers value highly. Handled properly, due diligence is a value driver, not an obstacle. At Divestable.com, we help corporate and private group owners prepare and manage non-core disposals from start to finish — ensuring a smooth process and a clean break. Thinking about divesting a division or subsidiary? Start the conversation at Divestable.com. #mergersandacquisitions #Divestment #CorporateStrategy #DueDiligence #NonCoreDisposal #BusinessSale #UKBusiness

I watched a deal nearly fall apart because the seller got 100% of his money upfront. No holdback. No skin in the game. buyer, he checked out completely. Wouldn't transfer social media accounts. Stopped answering calls. Ghosted the transition process he promised to support. Here's what I learned: A 5-10% holdback isn't about trust issues. It's about alignment. When sellers have a financial stake in the transition's success, everyone wins. If you're selling your business, don't fight the holdback. Embrace it. It protects your reputation and ensures the buyer you worked so hard to find actually succeeds. What's your take on holdbacks in M&A deals? #BusinessBroker #MergersAndAcquisitions #BusinessSale #ExitPlanning #DealStructure

I watched a deal nearly fall apart because the seller got 100% of his money upfront. No holdback. No skin in the game. buyer, he checked out completely. Wouldn't transfer social media accounts. Stopped answering calls. Ghosted the transition process he promised to support. Here's what I learned: A 5-10% holdback isn't about trust issues. It's about alignment. When sellers have a financial stake in the transition's success, everyone wins. If you're selling your business, don't fight the holdback. Embrace it. It protects your reputation and ensures the buyer you worked so hard to find actually succeeds. What's your take on holdbacks in M&A deals? #BusinessBroker #MergersAndAcquisitions #BusinessSale #ExitPlanning #DealStructure

SRS Acquiom’s new 2025 Deal Terms Study confirms what most founders and advisors already feel: lower-middle-market deals (sub-$50M) are getting more complex, not less. Earnouts show up in nearly 30% of deals, escrows still average 10%+ of the price, and working-capital adjustments are nearly universal. Meanwhile, sellers face longer survival periods and fewer RWI options — meaning every term truly counts. I see it every week advising founders and family businesses: the difference between a good sale and a great one often comes down to how early the seller team tightens these details. “Smaller” doesn’t mean easier — it means smarter counsel and cleaner execution. #MergersAndAcquisitions #SellSide #MiddleMarket #BusinessSale #PrivateEquity #CorporateLaw #SRSAcquiom #Earnout #WorkingCapital

Realistic valuations keep M&A deals on course and protect seller outcomes In our latest Logros Advisory Partners blog we explore why grounded valuations create momentum, not friction. Advisors help owners see the market the way buyers do, which keeps the process credible and focused on deliverable value rather than headline numbers. A commercially supported valuation shapes strategy as it guides which buyers to approach, how to position the equity story, and what improvements to prioritise before going to market. Using live sector multiples and recent transactions turns valuation into a plan the team can act on. If you are looking to work with us or might be thinking of selling your business, send me a message.  Read more in our blog. Link in the comments below. #itsjustthebeginning #LogrosAdvisoryPartners #Growth #MergersAndAcquisitions #CorporateFinance

The best M&A deals aren't won on valuation alone. After analyzing 50+ transactions over $1B in the past 18 months, a pattern emerges: the winning bidders understood seller psychology beyond the spreadsheet. Three non-price factors that consistently tip deals: → Earnout structures that align with founder legacy concerns → Management retention packages that preserve institutional knowledge → Brand autonomy clauses that respect what sellers built. The paradox? Sometimes bidding 5% less with the right structure beats the highest offer. In corporate finance, empathy is alpha.

Behind the headlines are lessons every brokerage can apply today: Scale must serve strategy. Growth through acquisition only works if it strengthens your market position and operational focus. Integration determines success. Culture, technology, and financial systems must connect before the ink dries. Profit comes from platform control. The future belongs to brokerages that own their data, brand, and earn consumer relationships, not those that rent them or buy them from a third party.

🔍 Why are so many M&A deals delayed or undervalued? Because too many sellers neglect the human capital layer: the people, systems, and dependencies that buyers will inevitably inherit. In my latest article, “From Risk to Leverage: Why Human Capital Readiness Is a Seller’s Hidden Deal Advantage,” I walk through how sellers can: - Identify and surface human capital risks before due diligence - Use a lean Transition Services Agreement (TSA) as a signal of credibility - Convert what’s often seen as a liability into a competitive edge 📄 Read it here → https://lnkd.in/d-8s8gwE If your company is going to market, preparing your people story before potential buyers ask isn’t optional — it’s table stakes. #MergersAndAcquisitions #HumanCapital #PrivateEquity #DueDiligence #TSA #ValueCreation #DealReadiness