When you think about acquisitions, you might assume it’s only for large corporations or private equity firms. In reality, smart acquisitions can be the fastest way for growing companies to expand their reach, diversify offerings, and build long-term value. 

To better understand the buy side of mergers and acquisitions (M&A), we sat down with Matt Montague, Senior Vice President at SHG. Matt has more than 30 years of experience in sales, marketing, communications, and M&A specializing in buy-side strategy for industries ranging from industrial manufacturing and medical equipment to logistics and engineered materials. 

At SHG, he leads the critical front-end phases of acquisition helping clients cut through the noise to connect with high-value opportunities. Beyond work, Matt is deeply rooted in his community and has a genuine passion for service and human connection

A Day in the Life of a Buy Side Expert

For Montague, every day begins with staying informed. “A lot of times I start my day at 8:30 reading industry news, going through all the industry emails about trends and industrial markets, what’s new, what other firms are doing,” he explained. 

By mid-morning, his focus shifts to relationship building. “My first couple of hours every day are engaged in business development, maintaining contact with both potential buyers and potential sellers I’ve talked to in the past.”

Consistency is a theme in his work. Even when emails seem to go unanswered, Montague knows persistence pays off. “I had someone turn up the other day who said, ‘I’ve been reading your emails for three years. Today is the day I decided I wanted to talk.’ There’s a lot of value in just being consistent and adhering to the process.”

Crafting Messages That Rise Above the Noise

In a competitive field, Montague stresses the need for credibility and specificity. “The way to rise above that generic buy side noise is to be very specific and credible,” he said.

Rather than casting a wide net, he tailors each outreach to show why his client has a real interest in a particular company. “My advantage is that I’m working for a specific buyer who owns a platform in the space and is specifically interested in your company, and here’s why. If I can make that argument, I can usually get someone to the table.”

The Role of Industry Knowledge

Montague’s familiarity with industrial manufacturing, service, and distribution businesses gives him a head start. But he doesn’t claim to be the expert in the room. His role is about credibility and connection. “I always spend a lot of time specifically looking into the niche of that industry and understanding my client’s interests as completely as possible. I’m the first contact, the first person the business owner speaks to. I have to be credible.”

Misconceptions About Acquisitions

One of the biggest myths Montague encounters is that acquisitions are out of reach for smaller businesses. “The most common misconception business owners have is that they can’t afford it,” he explained. 

Just as homeowners use mortgages, businesses can leverage capital and partnerships. “Buying a business is not entirely different. You go to the bank, raise capital, and then pay back the bank. There are creative ways to structure deals like partial acquisitions, seller rollovers, or partnerships with investors that make acquisitions feasible for smaller companies.”

Signs You’re Ready to Acquire

When is the right time for a small or mid-sized business to consider buying another? Montague looks at it as the buy versus build equation. “Can I develop this capacity internally, with the resources I have at hand, in time to meet a market need? Or would it be faster to buy a company and, in one fell swoop, be ready to meet that need?” For example, acquiring a distributor in a new geography can be a quicker and more practical growth strategy than starting from scratch.

Preparing to Be M&A Ready

Before approaching a deal, Montague urges business owners to get their financials in order. “SMBs should go and get a valuation. A valuation gives the bank a third-party opinion on the value of your company. It’s just like going and having an inspector look at a house before you buy it.” 

With clean books and an accurate sense of value, companies are far better positioned to raise capital and negotiate from strength.

Technology and the Softer Side of M&A

Montague sees technology, particularly AI-driven tools, reshaping how buy side advisors operate. “AI definitely accelerates the process.  But, if you don’t start with a good, disciplined process, you can go wrong very quickly,” he said.

Montague cautions that acquisitions aren’t just about numbers. “One thing that a lot of M&A people miss is the softer side. Business owners care about their workforce and their community. If a buyer ignores those concerns, even a successful financial deal can sour quickly.”

What Business Owners Should Take Away

Acquisitions may seem intimidating, but with the right guidance, they can be an accessible and powerful growth tool for small and mid-sized businesses. 

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.