When selling a business worth £5m–£50m EV, the difference between a “good” exit and a life-changing one often comes down to a single factor: competitive tension.

Many owners believe that selling their company is about finding a buyer. In reality, it’s about attracting multiple qualified acquirers — and using that competitive tension to maximise price, improve deal terms, and shape the outcome you want.

At EvolutionCBS, the deal team specialises in creating this competitive tension. Here’s how:

1. Understand the Buyer Landscape

The first step to creating competition is understanding who your ideal buyers are. This includes undertaking the relevant research into key acquirers, companies and markets. In the £5m–£50m EV range, potential acquirers include:

• Private equity investors seeking scalable platforms and bolt-on acquisitions with strong growth potential
• Trade buyers looking for synergies, market share, or strategic advantage
• Family offices and ultra-high-net-worth investors focused on long-term value creation
• International acquirers seeking strategic expansion and new markets

Each group values different aspects of your business — and the right preparation ensures you appeal to all relevant buyer types.

2. Build a Compelling Strategic Story

Competition isn’t just about buyers showing up — it’s about addressing why they want to buy, using a high impact information memorandum and supporting financial analysis. A compelling narrative turns your business from a set of financials into a strategic opportunity. That means clearly articulating:

• Your growth story and future scalability
• The USPs and competitive advantages that make your business hard to replicate
• How new ownership can accelerate performance through growth capital, capability, or reach

When buyers understand how your business fits into their growth plans, they compete harder to own it.

3. Go Global with Buyer Reach

Limiting outreach to local or obvious buyers is one of the biggest mistakes business owners make.

At EvolutionCBS, our in-house research team targets private equity firms, trade buyers, and strategic investors worldwide. This breadth of reach means we don’t just find a buyer — we create a market for your business.

Wider competition = stronger offers.

4. Manage Momentum and Messaging

Deals thrive on momentum. Negotiations slow — and valuations slip — when communication stalls or buyers feel they’re the only game in town.

Our Client Directors manage every conversation, ensuring consistent messaging, structured communication, and controlled disclosure. The result? Acquirers stay engaged and motivated throughout the process.

5. Negotiate from Strength

When multiple buyers are at the table, you’re in control.

That competitive tension doesn’t just push up price — it also improves:

• Deal structure (e.g. more upfront cash, and better terms)
• Completion certainty (buyers move faster when they know they’re not alone)
• Strategic fit (offers you a choice of acquirer best aligned with your future goals)

Why Competition is the Key to Value

The difference between one acquirer and five isn’t just a higher sale price — it’s about choice, leverage, and control. And in a market where acquirers are more sophisticated and selective than ever, that competition must be engineered deliberately.

At EvolutionCBS, we dedicate around 1,500+ hours per client to researching, engaging, and managing the right buyers to deliver the best possible outcome.

If you’re considering selling your business in the next 12–24 months, now is the time to start building competitive interest. The earlier you plan, the stronger your position when you go to market.

fraser.hodgkiss@evolutioncbs.co.uk
www.evolutioncbs.co.uk
07957 834506
0118 959 8224

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If you would like a no-obligation consultation on the sale of your business or would like to discuss our Business Valuation Service, click here.

As a long-established premium provider of business sale advisory services to UK businesses, EvolutionCBS offers business owners a complimentary and confidential discussion on how their specific objectives could be met and provides them with pragmatic, practical advice on how to begin preparing both themselves and their businesses for future sale or investment.

EvolutionCBS works with owners of UK businesses in any sector, finding buyers from around the world through highly targeted research and supporting clients with dedicated Director-led teams, at every stage of their journey to a successful sale or investment, we boast a market leading success rate with 14 year average above 75%.

If you are an owner or shareholder of a business and would like a no-obligation consultation on the sale of all or part of your business, please email: info@evolutioncbs.co.uk or contact us on Tel: 0118 959 8224.