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...failing to adapt to the rise of strategic buyers could mean
missing opportunities to bring stronger offers to sellers.
Understanding these buyers, who they are, what they prioritize,
and how to engage with them effectively is now crucial in
today’s market.
designed for individual buyers may not resonate
with strategic acquirers. Instead of presenting the
business as an independent opportunity, position it as
a growth asset that enhances an existing enterprise.
Consider incorporating:
• SWOT analysis emphasizing integration
potential
• Customer concentration insights highlighting
cross-selling opportunities
• Key personnel profiles, especially for businesses
where the team is the primary asset
• Operational synergies showing what the buyer
can eliminate, absorb, or leverage immediately
By reframing the business as a valuable addition
rather than a standalone entity, brokers can attract
companies thinking three steps ahead rather than
individual entrepreneurs.
FINAL THOUGHTS:
A GROWING OPPORTUNITY FOR BROKERS
Strategic buyers are not replacing traditional
financial buyers, they are expanding the market.
However, brokers who adapt to this shift and learn
how to identify, engage, and structure deals for
strategic acquirers will have a competitive advantage.
These buyers are well-capitalized, decisive, and
capable of closing transactions smoothly. They don’t
just acquire businesses, they acquire capability. A
broker’s role is to surface that capability, tell the right
story, and make the right introductions.
TRAVIS STRACK
tstrack@lionbusinessbrokers.com