4 misconceptions business owners looking to sell 'need to get real about'.

Is there enough M&A work out there?
It’s a question I get often asked.

The short answer? Yes, there is... Since launching Hatten M&A Advisory, we’ve been in constant motion with conversations on both sell-side and buy-side, meetings with business owners, investors, and partners across industries and borders. The appetite is real. But here’s the truth: you don’t win them all.

M&A isn’t a sprint, it’s a marathon of numbers, emotions, and timing. It’s technical, complex, and you can’t take on more than you can handle if you want to do it right. Having the right team beside you makes all the difference. And yet, after hundreds of discussions, one thing stands out.
There are still a few misconceptions that business owners need to get real about.

Here are my big four:

1. Valuations must be realistic; It’s great to have potential, but multiples need to make sense and buyers need room for upside.

2. If you’re the business, you’ll likely need to stay. Founders deeply tied to operations often remain involved for a transition period.

3. Buyer outreach must be strategic. Too narrow and you limit opportunities; too broad and you lose control.

4. Structure comes before price. The first focus should be on deal mechanics, not just the number.

Every meaningful conversation we’ve had confirms the same truth: Great deals are built on trust, patience, alignment, and expertise.

And that’s what sets Hatten M&A Advisory apart. We don’t just understand M&A from a technical lens but we understand the psychology behind it. Every member of our team has lived through transactions from different perspectives, as founders, buyers, and advisors. That’s what makes the process real, human, and ultimately successful.