Why UK Owners Decide to Sell: Cash Stress or Legacy

Business Exit Advice

July 06, 2023•2 min read

One sentence takeaway: Most owners exit for relief or to protect what they built, not for the biggest cheque.

The two forces behind every sale

Across twenty years of buying firms in the UK I keep seeing the same pattern. Sellers lean on two forces.

Cash stress
Legacy and peace of mind

Get clear on which force drives you before you meet any buyer.

Cash stress when money talks

Owners in this group want a fast, clean hand over. Typical triggers:

• Corporate tax or VAT dates looming
• Bank covenants tightening
• Working capital squeeze after a rough quarter
• Personal debts the company can no longer cover

When cash pressure scores seven or more out of ten, speed and certainty of funds will override every other deal term.

Legacy when peace of mind wins

Many founders care more about staff and brand than the sale price. They look to protect:

• Jobs for long serving employees
• The trading name on vans, signage, and stationery
• Culture built over decades
• Reputation with suppliers and local customers

They will accept a lower price if the buyer proves they will nurture the legacy.

Other reasons I hear every week

• Burnout after a decade in the trenches
• Health or family shocks that shift priorities
• Stagnation and no appetite for the next growth curve or fresh regulation
• No succession because children chose different paths and managers cannot buy in

Quick self check for owners considering a sale

Score your cash pressure from one to ten.
List three legacy items you will not compromise.
Decide which score matters more today.
Shortlist buyers who can meet that priority first.

Next step

Write your legacy deal breakers on one sheet and bring it to the first buyer meeting. It keeps the conversation focused on what truly matters to you.

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Mark Guy Gerard Camilleri

I’m an SME investor with a background in social housing and over five years of experience working closely with government bodies to provide safe, high-quality housing for vulnerable communities. Through this work, I’ve developed a deep understanding of the essential services that support the housing sector — from pest control to electrical, plumbing, and HVAC services. My current focus is on acquiring and scaling established businesses in these core areas, especially those with strong local reputations and long-standing customer relationships. I’m not a corporate buyer looking to strip away what makes a business special. I take a human, collaborative approach to M&A — whether that means a full exit for the owner, a phased transition, or finding ways to work together post-sale to grow the business. If you’re a business owner thinking about the next chapter, I’d love to have a no-pressure conversation about what that could look like — and whether there’s a way we can align.