If you’re looking to buy a business and have the financial stability to invest in a long-term venture, now may be an opportune time. A growing number of companies across various sectors may be increasingly open to acquisition offers.

However, acquiring a business doesn't mean you need to target only those that are in severe distress or are actively targeting a sale. Many solid businesses that were thriving before are now struggling but have the potential to rebound with the right support. These businesses might not be actively seeking buyers but could be persuaded if approached with a compelling offer.

Here are three essential tips for successfully acquiring a business that isn't officially for sale.

1. Identify your targets
Due diligence is crucial, whether you’re buying a business that is for sale or not. Begin by defining the profile of the business you want to acquire and ensure it aligns with your capabilities and goals.

Consider the size of the business you would like to acquire and target a company that is manageable given your resources and previous experience. It will also be important to focus on industries where you have existing expertise or that you are confident you can transfer your skills to.

It’s vital to select potential acquisitions wisely. Properly identifying the right target ensures you don’t end up with a company that’s incompatible with your vision and capabilities. Once you have selected a shortlist of targets, you can begin developing a plant for how you intend to grow and manage the business post-acquisition, which you can then present to potential sellers, as well as investors who could back your M&A strategy.

2. Produce a valuation
After identifying a potential acquisition, the next step is to produce a solid valuation. An accurate valuation is crucial; an incorrect one could result in your offer being outright rejected and a lowball offer could even offend the owner and mean they would refuse to engage even if you improved it.

Consider the financial metrics of the business, examining the company’s cash flow, turnover, profits, losses, creditors, and assets to form a clear picture of its value. You can also assess how the company is performing relative to competitors and industry standards and look at previous valuations for similar businesses that have been sold.

Additionally, consider the personal valuation of the business owner. Many owners have an emotional attachment to their business, especially if it’s a family firm, which can affect their perception of its value. They may also consider the business’s potential beyond the current difficulties. A respectful and realistic offer that acknowledges these sentiments can help prevent outright refusal and open the door to negotiations.

3. Make your pitch
Approaching a business that isn’t for sale requires a compelling and professional pitch. Your goal is to initiate a conversation and start the negotiation process.Fundamentally, of course, you must always be polite and respectful.

Showcasing your knowledge of the sector and the business, as well as demonstrating an understanding of their finances and the challenges they might face can create a favourable impression and show that you are a serious and professional buyer and potential owner.

Presenting a well-structured, well-researched plan for the business can also be valuable in demonstrating to an owner how your investment could help the company navigate challenges it might be facing and attain future growth.

The aim of your pitch is not necessarily to secure an immediate yes but to get your foot in the door and begin meaningful discussions. Even a hesitant response can lead to negotiations and, eventually, a successful acquisition.


Acquiring a business that isn’t for sale might seem daunting. However, with thorough research and a persuasive approach, you may find that many businesses are open to acquisition. The current economic uncertainty may make business owners more receptive to offers that promise stability and future growth. By identifying the right targets, producing an accurate valuation, and making a respectful pitch, you can navigate this challenging landscape and potentially make a successful acquisition.