Are you considering selling your business within the next few years? If so, you’ll want to know whether you need guidance with that and, if so, what good M&A advice actually entails. In this blog, you’ll learn what you, as an SME owner, should keep in mind, what role business valuation plays, and why the right advisor does more than just find a buyer.
Why is good M&A advice important when selling a business?
Selling a business is no ordinary business decision. It affects your assets, your employees, your customers, your role as an entrepreneur, and your future after the sale. That is precisely why selling a business requires more than just a quick valuation or a list of interested buyers.
In 2026, sound M&A advice will be particularly important because buyers will be taking a more critical look at quality, risk, and future-proofing. According to PwC, the Dutch M&A market is being influenced by AI, technology, and a shift from investing to targeted M&A in a selective market (PwC, M&A Outlook 2026: The Dutch Perspective).
For you as an entrepreneur, this means: you must not only present your business in an attractive way, but also be able to clearly demonstrate why it is valuable, transferable, and future-proof.
What Makes for Good M&A Advice?
Good M&A advice consists of several components. It’s not just about guiding the transaction, but above all about gaining a firm grasp of the situation before you start talking to buyers.
1. Strategic Business Valuation
A good M&A advisor starts with an accurate business valuation—not as a theoretical calculation, but as a strategic starting point.
What is your company worth to different types of buyers? What factors increase its value? What risks could lead to disputes during due diligence? Consider EBITDA, recurring revenue, customer diversification, management quality, contracts, margins, and dependence on you as the owner-manager.
A good valuation not only shows what your company is worth today, but also what you can still improve before entering the market. Especially in sectors such as IT, software, and digital services, buyers in 2026 will be closely examining scalability, data, technology, and integration capabilities. PwC notes that the Dutch TMT market in 2026 will be characterized by targeted consolidation, more rigorous investment decisions, and a focus on post-transaction value creation (PwC, Dutch M&A Trends in the Technology, Media & Telecom Industry).
2. Sales Preparation
Many business owners don’t start preparing until a buyer comes forward. By then, it’s often too late. It’s precisely during the preparation phase that value is created.
An M&A advisor helps you prepare your business for a sale. This includes improving management information, structuring contracts, reducing owner dependency, and substantiating the growth story.
For entrepreneurs who want to sell their business within three to seven years, this may well be the most important phase. You’ll still have time to focus on increasing its value.
Do you plan to sell your business in a few years? Discuss how you can strategically increase the value of your business in the coming years.
3. Confidential Buyer Approach
Selling a business requires discretion. If employees, customers, or competitors find out too soon, it can cause unrest and weaken your negotiating position.
Good M&A advice means approaching the market confidentially and in phases. Not every buyer receives all the information right away. First, interest is gauged; then confidentiality is established; and only after that is information carefully shared.
Confidentiality is not just a formality. It is part of protecting value.
4. Buyer Selection
The best buyer isn't always the highest bidder. A buyer must be a good fit financially, but also strategically, culturally, and personally.
A good M&A advisor therefore looks beyond the price. What are the terms? How secure is the financing? What will happen to your employees? What role will you play after the sale? Is there an earn-out? And does the buyer align with the future you envision for your company?
Selling a business isn't just about any deal. It's about the right deal.
5. Negotiation and Deal Structure
The final proceeds are not determined solely by the selling price. The terms are just as important.
Consider guarantees, indemnities, working capital arrangements, immediate or phased payments, your role after closing, and any earn-out agreements. A high offer with stringent conditions may be less attractive than a lower offer with greater certainty.
A good M&A advisor therefore negotiates not only on price, but on the overall outcome.
How can you tell if an M&A advisor is good?
A good M&A advisor is sharp, honest, and organized. He doesn't just tell you what you want to hear, but asks the questions necessary to prevent problems down the road.
Please pay special attention to the following points:
- The consultant understands your industry and knows how buyers view your type of business.
- The advisor looks beyond the sales price and also discusses terms, risks, and personal goals.
- The consultant has experience with confidential sales processes.
- The consultant can provide a rationale for the business valuation to potential buyers.
- The consultant isn't afraid to tell you when your company isn't ready to be sold.
- The consultant brings structure to a process that is probably new to you, but not to buyers.
What is the difference between an M&A advisor and a business broker?
A commercial real estate broker often focuses on finding buyers and managing the sale. An M&A advisor takes a broader view: valuation, preparation, buyer fit, negotiation, due diligence, deal structure, and your future after the sale.
For smaller or less complex companies, a business broker may be sufficient. For medium-sized companies, industry-specific firms, or companies with strategic buyers and investors, an M&A advisor is often a better fit.
The main difference lies in the initial question. A corporate real estate agent asks: Who can buy this company? A strategic M&A advisor asks: What is this company worth, which buyer is truly a good fit, and how do we protect value, stability, and control throughout the process?
Is good M&A advice worth the money?
Good M&A advice may feel like a significant investment, but poor or belated advice can be much more costly. Value can be lost due to inadequate preparation, an undervaluation, discussions with the wrong buyer, unfavorable terms, or a process that is leaked to the public.
A good advisor helps you:
- to better substantiate the value;
- to mitigate risks prior to due diligence;
- carefully select buyers;
- to ensure confidentiality;
- to negotiate more effectively;
- make choices that make sense both financially and personally.
Hogenhouck M&A advises entrepreneurs not as a transactional sales broker, but as a strategic exit partner. That means: focused on the deal, but always with an eye toward the future after the sale.
Frequently Asked Questions
Ideally, before you start talking to buyers. If you want to sell within zero to two years, it’s important to start preparing right away. If you want to sell within three to seven years, you can still focus on optimizing the property’s value.
An M&A advisor assists with business valuation, sale preparation, buyer selection, confidentiality, due diligence, negotiation, and deal structure.
No. Terms, financing, security, earn-out agreements, guarantees, company culture, and your role after the sale all come together to determine whether an offer is truly a good one.
That's possible, but for medium-sized companies, it increases the risk of a loss in value, unfavorable terms, or negotiations with buyers who aren't a good fit.
A good business valuation shows you what your company is worth, which factors increase or decrease its value, and what improvements are needed before you enter the market.
Conclusion
Good M&A advice for small and medium-sized businesses in 2026 doesn't start with finding a buyer. It starts with understanding value, marketability, preparation, and personal goals.
If you want to sell your business, you don’t just want to close a deal. You want to close the right deal: with the right buyer, strong terms, and confidence in what comes after the transfer.
Are you considering selling your business, or would you like to know what your company is worth? Schedule a confidential consultation with Hogenhouck M&A to discuss your options.
