A Practical Roadmap for the Entrepreneurial Seller: Navigating Value Negotiations in SME Mergers & Acquisitions
- Quinten Taljaard
- Sep 16
- 2 min read
Updated: Sep 18
Selling your business isn’t just a transaction — it’s a deeply personal journey. As a business owner, you’ve poured your heart and energy into building something meaningful, and it’s only natural to want the best possible outcome. But what does that really mean? It’s not simply about securing the highest valuation or preserving your company’s legacy — it’s about finding the balance that aligns with your personal goals and values.
One of the most essential elements in this process is defining your priorities. This isn’t a checkbox exercise; it’s a genuine reflection on what matters most. Sometimes that clarity only emerges during the process — and that’s perfectly normal. The journey of selling can prompt new insights and shift your perspective. At Logan Gray International, clients are guided through this reflection as part of the pre-sale optimisation process, ensuring their business is well-positioned for a successful outcome before negotiations even begin.
Confidence in the value of your business is key — and that sometimes means being prepared to walk away if a deal doesn’t align with your expectations. It’s about understanding your worth. I’ve seen the impact of this firsthand. My father — a serial entrepreneur — once sold 90% of his business at full value but retained the final 10%. That minority stake grew significantly, becoming a powerful reminder that value isn’t always realised immediately. Well-structured deals often create opportunities for long-term upside.
Exploring alternative structures — such as a partial sale — can also be a smart approach. Retaining a minority interest keeps you invested in the company’s future without bearing the full operational burden. It’s also a strong signal to buyers that you believe in what you’ve built.
Another critical element is understanding your market position. Whether your business operates in a high-growth sector or one facing structural challenges, self-awareness allows you to approach negotiations with realism and credibility. Buyers respect transparency — especially when paired with a clear plan for growth or transition.
It’s also important to acknowledge the emotional aspects of the sale. Letting go of something you’ve built is never just a financial decision. Emotions can influence judgement, timing, and ultimately, satisfaction with the outcome. Having experienced advisors beside you can help you stay grounded and navigate the personal dimensions of the process with confidence.
Finally, selling your business is about more than numbers. It’s about honouring the work you’ve done, the team you’ve led, and the value you’ve created. It’s about making decisions that serve your future, not just your present. Every step of the way, this is your journey — and you have the right to shape it with clarity, confidence, and purpose.
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