If your clients been waiting for the M&A market to fully reopen, they’re not alone — and they’re not wrong to be patient. But patience has a shelf life, and 2026 may be the year that runs out.
The middle market isn’t frozen. It isn’t roaring, either. The best word for what we’re seeing right now is choppy — and for accounting leaders and CFOs advising business owners on exit readiness, choppy markets are often more consequential than calm ones. They reward preparation and punish hesitation.
The professionals in the best position to help clients navigate this market aren’t the ones waiting for a transaction to start the conversation — they’re the ones who’ve already been having it.
Whether that means conducting a readiness assessment, helping a client understand what a carve-out would require, or walking through what quality-of-earnings scrutiny actually looks like, the value you bring as an advisor is highest before the deal clock starts. Use the choppiness of this market to build that foundation with your clients.
When the floodgates do open, you’ll want to be ready — and so will they.
Start by paying close attention to the five signals below.
Credit: Source link
