Market Insights from Mark Jason, Director of LINK Business Sydney
Australia’s business sales market is undergoing a notable shift, driven by a surge in financial buyers entering the fold. From private equity and family offices to newly formed search funds, these emerging players are bringing fresh energy—and competitive offers—to the table.
Mark Jason, Director at LINK Business Sydney, shares his perspective on the evolving landscape and the opportunities now emerging for both vendors and buyers.
Financial Buyers Re-shaping the Market
A marked rise in financial buyer activity is propelling Australia’s mid-market forward.
“There’s been an explosion in the number of financial buyers,” Mark explains. “Private equity firms, ex-PE operators backed by high-net-worth individuals, and search funds are now actively pursuing quality businesses. Many are targeting baby boomer-owned enterprises—businesses with history, stable earnings, and retiring owners.”
Unlike traditional strategic acquirers, these buyers are typically seeking complete ownership, with minimal involvement from the outgoing owner post-sale.
“They’re not after prolonged handovers or multi-year earn-outs. They understand that these vendors want a clean break—and they’re structuring deals accordingly,” he says.
Greater Choice for Vendors
The influx of financial buyers is offering new pathways for vendors—especially those with profitable, well-established businesses.
“Where strategic buyers might have passed over a business in the past, we’re now seeing alternative deal-makers come forward, often with more flexible terms,” Mark notes. “This expansion in the buyer pool is creating better outcomes, both in terms of price and structure.”
It also means sellers can be more selective—choosing the right buyer fit, not just the first offer.
The Importance of Preparation
While the market is buoyant, Mark cautions that preparation is still key to a successful sale.
“There’s a significant wave of baby boomer businesses still to come online. That eventual increase in supply will create more competition for attention—and potentially soften pricing,” he explains.
His advice to vendors:
- Engage early with a trusted broker—one who understands the buyer landscape and can qualify leads effectively.
- Ensure your financials are in order. Well-prepared documentation builds buyer confidence.
- Assemble a strong advisory team. A lawyer and accountant with M&A experience can make a tangible difference.
“Being ready means you can move decisively when the right buyer appears,” Mark adds.
A Window of Opportunity for Buyers
For those looking to acquire a business in 2025, conditions remain highly favourable.
“Access to capital is still relatively cheap, and there are excellent businesses on the market at realistic prices,” says Mark. “But buyers need to be pragmatic—there’s no such thing as a perfect business.”
He urges buyers to be clear-eyed about what they can afford, understand current lending conditions, and avoid expecting long handovers from exiting owners.
“These are often businesses someone has spent their life building. Respect that—and be prepared to move quickly. Good opportunities are being snapped up fast.”
Looking Ahead
Mark’s final message is one of cautious optimism.
“There’s real energy in the Australian market right now. The mix of quality listings and buyer demand is delivering strong results for those who are prepared.”
Whether you’re planning your exit or seeking your next acquisition, the key to success in 2025 will be preparation, pragmatism, and acting while the conditions remain in your favour.
