As transactions grow larger and more complex, the gap widens between listing a business and running a deal. That gap is where an M&A advisor works.
What an M&A advisor does
- Evaluates targets and merger partners for strategic and financial fit.
- Compares alternatives: a full sale, a merger, a recapitalization or a phased exit.
- Advises on timing, because markets and industry consolidation cycles move.
- Structures the deal: asset or stock sale, earn-outs, seller notes, rollover equity, working capital.
- Arranges financing through lenders who understand acquisitions.
- Negotiates and closes, coordinating attorneys, accountants and lenders.
Broker or M&A advisor?
The line is less about titles than about the deal. Smaller, simpler sales to individual buyers are classic brokerage. Larger companies selling to strategic acquirers or private equity platforms need more: a targeted buyer list, a competitive process and sophisticated structuring. Many firms, including ours, do both.
Where advisors add the most value
In finding the right buyer, not just a buyer. In our recent sale of an $11 million HVAC company, the winning acquirer was a national platform that had completed 21 acquisitions in three years. That match produced a strong outcome for the seller, the buyer and roughly 30 employees who kept their jobs.
Choosing an advisor
Look for transaction experience in your size range, a real buyer network, a clear confidentiality process and a senior person who will handle your deal personally. Ask for references from attorneys and lenders, not just past clients. They see how deals actually close.
Planning a larger transaction? Talk with us about M&A advisory before you start conversations with buyers.
