When you shouldn't hire an M&A advisor (including me)

Why I wrote this

An advisor costs real money. In plenty of situations, you don't need one, or you don't need me specifically. I'd rather tell you that here than take a fee that doesn't pay for itself.

You probably don't need an M&A advisor if

• The business is very small. If it's worth under about $250,000, the fees can eat too much of the price. A good attorney and CPA, plus online listing platforms, may be enough.
• You already have a buyer and the deal is simple. A key employee buying with cash, no SBA loan, clean books. A transaction attorney may be all you need. If the buyer is using an SBA loan, the math gets harder and a fixed-fee review can still pay off.
• You're not ready to sell for three or more years. You need a plan to build value, not a sale process. My Value Baseline is a fixed fee, but many owners can start with the free calculator and my guides.
• You want a listing at your dream price. I won't list a business above what a lender will finance. If that's a deal-breaker, we're not a fit.

You should hire someone other than me if

• You need a broker today. My Florida broker license is pending. Until it's issued, I don't list businesses or take success fees. If you need to go to market now, hire a licensed broker.
• Your company is large. At $20M+ of revenue or $5M+ of EBITDA, a lower middle market investment bank with a team and a broad buyer network may run a better auction.
• You need a credentialed appraisal. For SBA financing, estates, divorce or litigation, you need an ASA, CBA, ABV, CVA or BCA. I'm not one; I'll coordinate one.
• You want a big team. I'm one advisor on purpose. If you want a firm with analysts, marketing staff and multiple brokers on your file, choose a larger brokerage. See solo advisor vs. big brokerage.
• I might be a buyer. I own an operating company and sometimes buy businesses. If your business is one I'd want to own, I'll say so at intake and we'll decide which role I take, never both.

When I'm a strong fit

• Florida businesses with $1M to $15M in revenue, where the owner matters and the buyer will likely use an SBA loan.
• Trades, home services and construction, where I run a company today.
• Buyers who want a deal reviewed the way a PE investment committee would.
• Owners who want one senior person on every call, start to finish.

If you're not sure which group you're in, send me your numbers. I'll tell you plainly.

FAQ

Sources

• SBA SOP 50 10 8.1 summary (Accredited)

This guide is general information, not legal, tax or lending advice. SBA rules and Florida law change; confirm current terms with your lender, attorney and CPA.