The Hidden Risks of Choosing the “Perfect” Buyer

When a business owner decides to sell their company, they often have little idea what lies ahead. Most small and mid-sized business owners have never sold a business before, so the process is unfamiliar and, at times, overwhelming.

Naturally, sellers imagine an ideal outcome. The reality of selling a business—especially in the M&A market—rarely unfolds that way.

Beyond the Numbers: What’s Really Driving Manufacturing Valuations Today

EBITDA alone no longer determines value. Today’s buyers are closely evaluating supply chains, tariffs, labor depth, and operational risk—especially in manufacturing businesses.

In this article, Nick Fares, President of Summit Capital Advisors, explains how qualitative and macroeconomic factors are reshaping valuations and why well-prepared companies command higher multiples at exit.

M&A Statistics

OFFERS PER DEAL SIZE

LAST THREE QUARTERS

The number of offers per deal serves as a key indicator of market competitiveness and buyer interest in the M&A landscape. On average, deals typically receive between 2 to 3 offers, with larger deals attracting more interest.

Data taken from the Q3 2025 Market Pulse Report published by the International Business Brokers Association (IBBA) and M&A Source.