The great Canadian business handover: Next gen steps up!
The Great Canadian Business Handover: Boomers Cash Out, Gen X & Millennials Step Up!
How many lower middle-market deals close in Canada?
Does a lower-middle-market deal really close every day in Canada? What 25 years of M&A data says, and the valuation multiples driving activity by sector.
What negotiating advantage do Canadian sellers miss?
BATNA determines who holds leverage in a negotiation, not asking price or legal team. Why the realistic buyer universe for a Canadian lower-middle-market sale is only 15 to 40 parties.
How do you find out what buyers really want?
Positions versus interests in a sale negotiation, and the four buyer interests Canadian owners most consistently miss when they focus only on price.
Why does anchoring high set the price in M&A?
Why the first number stated in a negotiation becomes the gravitational centre for everything after it, and how an ambitious but credible anchor changes the outcome.