Author : Naveen Prasad, Founder & MD at Group Agilis       August 29, 2025

Choosing the Right M&A Advisor


Selling or acquiring a company is one of the most significant milestones in an entrepreneur’s journey. It’s not only about the numbers; it’s about the vision, effort, and legacy you’ve built over the years. To achieve the best outcome, choosing the right M&A advisor is essential.


The right partner can unlock value, connect you with qualified buyers or investors, and guide you through the complexities of the transaction. Whether you run a family-owned business, growth company, or SME in the mid-market, the advisor you choose will play a defining role in your outcome.


Here’s a step-by-step guide on what to consider when selecting the right M&A advisor:


1. Relevant Experience in Owner-Led and Mid-Market Transactions

Every deal is unique, especially when it comes to SMEs and entrepreneur-led companies. Large investment banks are geared toward multibillion transactions, but mid-market businesses need an advisor experienced with companies in the €5m–€200m range where a tailored approach and sector insight are critical.


What to ask:

  • How many SME or mid-market deals have they successfully completed?
  • Do they have expertise in your sector and with businesses of your size?

2. Access to the Right Network of Buyers & Investors

An advisor’s ability to unlock value lies in their network. The most successful outcomes come from processes that engage strategic buyers, private equity funds, family offices, and international investors who see more than just numbers, they see your company’s potential.


What to ask:

  • What is their process for identifying and approaching buyers?
  • Which types of investors do they typically work with?

3. Proven Track Record of Closed Deals

Reputation is built on delivered results. Look for an advisor with a consistent record of completing transactions for SMEs and privately held businesses in your sector. Client references, case studies, or testimonials can all help you judge their track record.


What to ask:

  • Can they share relevant examples of successful transactions?
  • Can you speak with previous clients to hear about their experience?

4. Clear and Transparent Communication

An M&A process can last months. That’s why you need a partner who communicates clearly, sets realistic expectations, and keeps you informed at every step, without unnecessary jargon.


What to ask:

  • Do they take the time to understand your objectives?
  • Are they able to explain complex issues in straightforward terms?

5. Alignment of Fees and Incentives

For SMEs and privately owned businesses, it’s critical that advisor fees are fair, transparent, and performance-driven. Most advisors work on a mix of retainer and success-based structures. The goal should be simple: both you and your advisor want to maximize the final outcome.


What to ask:

  • Is the fee structure primarily success-driven?
  • Do the incentives align with my interests?

6. Trust and Personal Fit Matter Most

Beyond expertise and numbers, trust is the foundation of the relationship. You’ll be sharing sensitive information and relying on your advisor to negotiate your company’s future. The right fit feels like a partner who understands your goals and protects your legacy.


Final Thoughts

The choice of advisor can mean the difference between a stressful process and a transformative one. For SMEs, founder-led businesses, and mid-market companies, the right fit is about more than execution; it’s about strategic guidance, aligned incentives, and trust.


As a Berlin-based boutique investment bank, we specialize in advising privately held businesses and entrepreneurs across Europe on growth, succession, and exit transactions. By combining international reach with senior-level involvement, we deliver tailored processes that maximize value and protect what you have built.


If you are considering a sale, succession, or strategic partnership, our team would be glad to offer a confidential consultation.