When an entrepreneur decides to sell their company, the choice of buyer is as crucial as the price. For SMEs, two of the most common counterparties are private equity funds and family offices.

In M&A deals, the timing of selling an SME can be just as critical as the price. Choosing when to open negotiations often impacts value as much as the financial metrics themselves.

In many business cultures, especially in Italy, selling a company to a direct competitor is still seen as a last resort. Entrepreneurs often fear it signals defeat, the loss of market control, or even the end of their legacy.

When discussing the sale of a company, the first thought usually goes to the financials: revenues, margins, net financial position. These figures are essential, but they don’t tell the whole story. A decisive part of value often does not appear in the accounts: the brand, the know-how, and the people who keep the business running every day.

Selling is not always a farewell. Increasingly, especially in the context of Italian SMEs, a business sale becomes an opportunity to accelerate growth while keeping an active role in the company.