Business owners are thinking about M&A earlier than ever. Some are looking for a path to retirement. Others need capital to fuel growth. Many are simply trying to stay ahead in markets that are constantly shifting. M&A conversations usually start with their lawyers, accountants, and financial professionals long before they speak with a buyer or hire an investment banker. 

This early access puts advisors in a unique position. You have a window into your client's goals, concerns, and timing. These moments open the door to deeper relationships and expanded services. The opportunity goes beyond the transaction. It is about guiding the client through unfamiliar territory, protecting their interests, and helping shape the next steps. 

Early Access, Deeper Insight

Advisors are in a unique position. Trusted relationships give them a front-row seat to the shifts and pressures business owners face long before an M&A conversation officially starts. You hear the early questions. What's next for the business? How do we fund expansion? Is now the right time to bring in a partner?

When growth slows, succession plans stall, or capital starts to tighten; advisors are the first to notice. These moments might not lead to a transaction, but they open the door to further opportunities. With early insight, you can guide your clients through options, helping them think through timing, structure, and strategy while the window is still open. By shaping discussions early, you help your clients secure the best possible deal. 

The Advisor's Role

Business owners don't always announce their intentions. But behind closed doors, many are thinking about selling, merging, or expanding. Lawyers, accountants, and financial advisors are usually the first ones in the loop. You're the sounding board and trusted voice when decisions start taking shape. That early access puts you in a unique position to listen and guide. 

When you're part of the conversation from the start, you can help your clients see what's possible. Whether it's spotting the right opportunity, flagging the risks, or knowing when to bring in outside help, your advice carries weight. 

Expanding Services by Guiding M&A Conversations

M&A talks move fast. Clients often enter into discussions too early with brokers or bankers before understanding what they want or need. That's where you step in and add real value. By helping clients define their goals upfront, you provide them with a steady foundation before the process begins to pull them in multiple directions. 

You don't need to have every answer, but you can connect them to the right people who do. Valuation specialists, due diligence teams, deal structuring professionals, and tax advisors all play key roles. With the proper introductions, you keep your clients surrounded by trusted advisors. 

Most importantly, you can act as the coordinator. M&A deals are complex, and you can be a steady hand helping them navigate it. By simplifying the process, you reduce stress and help keep discussions grounded in what matters most to your clients. 

Strengthening Your Client Relationships

Your role shifts when you start discussing M&A with your clients. You're not just the tax advisor, attorney, or financial planner. You're a guide helping them understand complex decisions. That fosters deeper trust and stronger bonds. Clients rely on you for technical answers and sound judgment. They need to know someone is looking out for their long-term interests, not just the deal itself. 

By stepping into this role early, you protect your position as other advisors join the process. Brokers, buyers, and outside experts come and go, but your relationship will stay intact. In many cases, it grows stronger. 

Handled well, one transaction can create new advisory needs that extend well beyond the closing, as business owners will face new tax structures, wealth planning needs, or legal questions after a sale or acquisition. The conversations you start now can turn into ongoing opportunities.

Don't Wait for the Deal to Find You

M&A conversations don't start at the closing table. They start quietly over coffee, during tax season, or in year-end planning meetings. As an advisor, you are in a position of trust long before owners make their next move.  That early access creates an opportunity. You can help clients clarify goals, weigh options, and move forward with confidence. 

By stepping into these conversations sooner, you protect the relationships you've built and expand the value you bring to them. 

Looking for seasoned M&A advisors?  With innovative strategies, personalized solutions, and unwavering dedication, SHG's advisors provide razor-sharp insight, creative ideas, and a wealth of network connections that only seasoned business experts can provide. 

Contact us today to learn more.