Comparing M&A Advisors vs. Traditional Brokers: Which Is Right for a $10M+ Business?
Selling a business worth $10 million or more is a milestone event. It involves more than finding a buyer , it’s about protecting value, navigating complex negotiations, and ensuring a smooth transition. Yet many business owners in the UAE face a critical question early in the process: Should I work with an M&A advisor or a traditional business broker?
The differences between the two can shape not just your experience, but your outcome. Below, we break down the distinction between generalist brokers and experienced M&A advisors, and why the latter is often a better fit for high-value exits.
What Does a Traditional Business Broker Do?
Traditional business brokers typically focus on smaller businesses with transaction values ranging from AED 1M to AED 10M. Their role is similar to that of a real estate agent: list the business, market it to a broad audience, and facilitate the closing process.
Brokers usually work with local buyers and prioritize confidentiality and transaction speed. Their process is often volume-driven, meaning they manage multiple listings at once and rely on templated marketing and general outreach.
While this approach can work well for smaller or lifestyle businesses, it rarely addresses the complexity and risk that comes with selling an 8-figure enterprise.
What Makes an M&A Advisor Different?
An M&A advisor brings a different skill set and a more strategic, high-touch approach. Rather than listing a business publicly, advisors operate in the middle market , typically for companies valued at $5M and above , and focus on identifying strategic, financial, or institutional buyers who understand the business’s potential.
Key services include:
Customized valuations and deal structuring
Buyer qualification and direct outreach to targeted acquirers
Detailed marketing materials like CIMs and blind teasers
Coordination with legal, tax, and accounting teams
Navigating complex due diligence and negotiations
Most importantly, an M&A advisor works to maximize enterprise value, not just close a deal.
A Real UAE Example
In 2023, a tech company based in Abu Dhabi received two very different pitches. One broker offered to list the company online and promised quick visibility. The M&A advisor proposed a deep dive into industry-specific buyers, a private outreach campaign, and pre-negotiated terms with strategic acquirers.
The result? The M&A route secured a buyer at 24% above initial market estimates, with earn-out provisions and post-sale advisory roles that aligned long-term incentives.
The lesson: for larger businesses, strategy matters more than speed.
Choosing the Right Path for Your Business
When Selling a Large Business, Details Matter
Businesses worth $10M+ typically have:
Multiple revenue streams
Sophisticated financial and operational structures
Legal, licensing, or regional complexity
Key-man risks or succession challenges
Strategic value in the market
These elements require more than a listing platform and a phone call. You need a partner who understands corporate finance, market positioning, and how to communicate with sophisticated buyers.
An M&A advisor is equipped to ask deeper questions, uncover hidden value drivers, and package your business in a way that resonates with private equity firms, family offices, and corporate buyers.
