Beware of the Unexpected Approach

But beware—the unexpected approach may not be as good as it seems.

Too often, business owners in the marketing communications sector get drawn into conversations that are time-consuming, distracting, and ultimately lead to suboptimal outcomes.

Why? Because not all buyers are equal—and neither are their intentions.

• Some buyers blanket the market, hoping to catch an owner on a bad day and strike a deal below market value.
• Others may be strategically aligned—for them—but not for you. What’s a smart move for their portfolio may be a poor outcome for your legacy.
• And crucially, owners often get approached when they’re not truly ready to sell—personally, professionally, or structurally.

These one-on-one discussions can drag on, leaving the seller with limited options and weakened negotiating power.

Instead, a structured process offers a better path:

• Multiple buyers can be evaluated side-by-side.
• You’ll likely identify a buyer who truly “gets” your business—who sees the synergies, shares your values, and can pay a premium.
• Most importantly, you stay in control of the narrative and the timing.

At M&A Advisory, we often help businesses who’ve received that unexpected approach. Sometimes, we’ll work with the original buyer—but we also introduce others to ensure a competitive dynamic and a better result.

In the marketing communications space, if one buyer is interested, there are always more.

As a founder, you’ve built something valuable with vision, grit and sacrifice. When it comes to selling, don’t take a transactional approach to something that deserves a strategic one.