Practical guides for Australian business owners in the $2M–$25M EBITDA range. Everything a business owner wishes they had known before starting a sale process.
M&A advisors do more than find buyers. They design the process, manage information flow, create competitive tension, and, in many cases, determine whether a deal happens at all. This article explains what they actually do, who they are suited to, and why the $2M–$25M EBITDA range is where their involvement matters most.
They both help you sell a business, but they serve different markets, run different processes, and produce different outcomes. Understanding the distinction before you engage either is one of the most important decisions you will make.
From the decision to go to market through to settlement, a complete walkthrough of what selling a business in Australia actually involves, written for owners who are doing it for the first time.
Valuation and price are not the same thing. This article explains how EBITDA multiples work in the Australian mid-market, what normalisation means, why strategic buyers pay more than financial buyers, and why the price your business achieves depends on more than any valuation report.
Timing a business sale involves three separate questions: where the business is in its cycle, where the market is, and where you are personally. Getting all three aligned is rare. This article explains how to think through each, and what to do when they don't line up.
Success fees, retainers, Lehman-scale structures, break fees: the fee landscape for M&A advisory is more complex than most owners expect. This article explains what is standard at different deal sizes, what to negotiate, and what the fee structure an advisor proposes tells you about how they intend to run your process.
The advisory call takes everything you've read and applies it to your specific situation: your business, your objectives, your timeline, and the advisors who are right for your transaction.
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