What the Past Year Has Taught Owners About Selling

As the year moves into its final quarter, many owners start to look back at what the last twelve months have taught them. For those thinking about a sale, that reflection is often more useful than any forecast.

The lessons are rarely dramatic. They tend to be about expectations, preparation, and what the owner wants life to look like afterwards. A period of selective buyers and careful pricing has made several of them easier to see.

1. Financing Costs Shape What Buyers Can Offer

On 16 September 2026, the Bank of England's Monetary Policy Committee voted by a majority of 6 to 3 to maintain Bank Rate at 3.75%. Three members voted for a rise to 4%. Twelve-month CPI inflation had been 3.1% in August.

Many buyers borrow to fund an acquisition, so the cost of debt feeds into what they can offer. A seller who expects a price set in a cheaper-money year may find the gap hard to close. Understanding the financing conditions buyers face is part of setting a realistic expectation.

2. Fewer Deals Mean Quality Gets Noticed

The Office for National Statistics reported a provisional 353 mergers and acquisitions in the second quarter of 2026, against 407 in the first quarter. The release, dated 1 September 2026, counts deals involving a change in majority share ownership. It covers transactions worth £1 million or more.

The same release put domestic M&A, meaning UK companies acquiring other UK companies, at £4.2 billion in the second quarter of 2026, against £3.4 billion a year earlier. The ONS advises caution when comparing quarters. The direction is still useful. With fewer deals completing, the businesses that are clear, well run, and well presented are the ones that stand out.

3. Buyers Compete for Businesses That Stand Out

Buyers concentrate their attention on businesses with a clear position, dependable earnings, and management that can run without the founder. A business with those features gets attention. One without them can wait a long time for a call.

Standing out is mostly the result of preparation, which is within the owner's control.

4. Preparation Lowers the Temperature

Owners who prepared early tend to describe the process as calmer. Clean reporting, an organised data room, and a team that can answer questions without the owner in the room all reduce the number of surprises.

Preparation does not guarantee a result, but it removes much of the avoidable pressure.

5. Patience Is Part of the Process

Sales rarely follow the timetable first imagined. Buyers ask follow-up questions, diligence uncovers points to resolve, and structure takes time to agree.

Owners who accept this early tend to make steadier decisions, and steady decisions tend to protect both value and relationships.

In summary

The past year points to a handful of practical lessons. Price with realism, expect buyers to be selective, stand out from the field, prepare early, and allow the process the time it needs. The ONS figures show fewer deals completing, and the Bank of England's decision shows borrowing costs holding at 3.75%.

At La Salle, we help owners turn what they have observed into a plan. We work through valuation, preparation, and personal objectives with them well before a process begins. Clients then approach a sale with a clear view of what they want from it.

If you have questions regarding any stage of the sales process, reach out in confidence and we'll be happy to talk you through the process.