Insights
Commentary from the deal table.
Practical, plainly-written perspectives on the sell-side process - for owners weighing a transaction, and the advisers who serve them.
Valuation & Pricing
EBITDA Is Not Cash in Your Pocket
EBITDA is the number everyone quotes, but it is not the cash your business actually generates. Here is what it leaves out, and why the difference matters when you sell.
14 Aug 2026
Business Preparation
The Three Years Before You Sell
The best sales are won long before the business goes to market. Here is a simple, practical roadmap for the three years leading up to a sale, and what to focus on in each.
11 Aug 2026
Business Preparation
Building a Management Team That Survives Your Exit
A buyer is not just buying your business. They are buying the people who will run it after you leave. Here is why a strong second line raises your price, and how to build one.
10 Aug 2026
Valuation & Pricing
Working Capital: The Quiet Number That Can Move Millions
You agreed a price, shook hands, and then working capital changed the amount you actually receive. Here is how this overlooked mechanism works, and why it matters.
7 Aug 2026
Business Preparation
Clean Books, Higher Price: What Financial Quality Really Means to a Buyer
Buyers do not just look at how much you earn. They look at how much they can trust the numbers. Here is why financial quality moves your price, and how to build it.
3 Aug 2026
Business Preparation
Customer Concentration: When Your Best Client Is Also Your Biggest Risk
A large, loyal client feels like a win until you try to sell. Here is why buyers treat customer concentration as a risk, and what you can do to protect your price.
2 Aug 2026
The Sale Process
Why One Offer Is Rarely Your Best Offer
An unsolicited approach can feel flattering. Selling to a single buyer with no competition is one of the most expensive mistakes an owner can make.
22 Jul 2026
Business Preparation
Sale Ready: What Buyers Want to See Before They Commit
The best time to prepare a business for sale is long before you plan to sell it. A little groundwork protects both your price and your peace of mind.
20 Jul 2026
The Sale Process
The Deal Breakers: Common Mistakes That Cost Owners Money
Most failed or disappointing sales share the same handful of avoidable mistakes. Knowing them in advance is half the battle.
17 Jul 2026
Market Dynamics
One Continent, Many Opportunities: Selling in the African Context
Africa is not a single market, and that is precisely its appeal to buyers. For owners, the cross border picture opens up a far wider field of acquirers.
15 Jul 2026
The Sale Process
Passing on the Business You Built
For owner managed and family businesses, a sale is never only financial. Planning early lets you protect your legacy, your people and your wealth.
13 Jul 2026
Valuation & Pricing
The Levers That Move Your Multiple
Two businesses with the same profit can sell for very different prices. The reason lies in a handful of value drivers you can influence.
10 Jul 2026
The Sale Process
From Handshake to Close: What the Sale Process Really Looks Like
Selling a business is a journey with clear stages. Knowing the map ahead of time keeps you calm, in control and focused on the outcome.
7 Jul 2026
Valuation & Pricing
What Is Your Business Actually Worth?
Every owner has a number in mind. The market has its own. Understanding how buyers really value a business is the first step to closing the gap.
3 Jul 2026
Market Dynamics
The M&A Window Is Open, and Why That Matters to You
Deal activity across South Africa and the wider continent is picking up. For business owners, that shift changes the maths on when and how to sell.
1 Jul 2026
The Sale Process
Strategic Buyer or Private Equity? Know Who Is Across the Table
Not all buyers want the same thing. Understanding what drives each type helps you choose the right partner, not just the highest bid.
29 Jun 2026
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