Industry Knowledge is good – Methodology is better!

Many business owners specifically look for advisors with experience in their particular industry. That’s understandable – after all, they know the specifics, the market mechanisms, and the key players. However, for small and medium-sized enterprises, this specialization is often overrated. Why? Because the best buyers don’t always come from the same industry – and because a structured, methodical process often creates more value than an existing network.

A good M&A advisor doesn’t need to know every technical term from the industry – they need to be able to quickly understand the business model and communicate it convincingly. This happens during pitch deck creation, market outreach, and buyer qualification. What matters is not whether the advisor knows the industry – but whether they can set up and execute the sales process professionally.

A broad search process, thorough preparation, and clear communication are often more important than a narrow focus on industry contacts. The ideal buyer isn’t always the obvious one – but the one who is the best strategic fit and willing to pay the highest price and offer the best contract terms. Methodology beats network – especially in the mid-market.