The Difference Between a Business Broker and an M&A Advisor

Written By Andrew Whittingham

Introduction

Selling a business is one of the most important decisions a business owner will make. Choosing the right advisor—whether a business broker or an M&A advisor—can significantly impact the outcome. While both may assist in business sales, their approach, expertise, and value differ dramatically.

Why Business Brokers Fall Short

Business brokers typically serve the lower end of the market, handling sales of small, local businesses such as cafés, sole traders, and retail outlets. Their process is often templated and transactional: list the business publicly, screen buyers, and close the deal.

Limitations of business brokers:

  • Focus on businesses valued under $2 million

  • Generic marketing with little buyer targeting

  • Minimal financial analysis or strategic positioning

  • Limited involvement in legal, tax, or due diligence coordination

  • Public listings that compromise confidentiality

In short, business brokers are facilitators—not strategic advisors. Their role is to get a deal done, not necessarily the right deal.

Why M&A Advisors Deliver More

At Mountain Peak Advisory, we specialise in M&A advisory services for owners of small to mid-sized enterprises (SMEs) with enterprise values typically ranging from $3M to $50M. Our clients are not just looking to sell—they’re looking to exit strategically, maximise value, and protect their legacy.

Our M&A advisory services include:

  • Sale readiness assessments and pre-deal structuring

  • Information Memorandum (IM) preparation and buyer targeting

  • Competitive or bilateral sale process management

  • Negotiation of key terms and deal execution

  • Coordination of legal, tax, and diligence workflows

  • Confidentiality and risk management throughout the process

We work closely with legal and accounting advisors to ensure seamless collaboration and strategic alignment. Every engagement is led by senior professionals—not delegated to junior staff.

Business Broker vs M&A Advisor: Key Differences

Typical Deal Size

  • Business Broker: <$2M

  • M&A Advisor: $3M–$50M

Approach

  • Business Broker: Transactional

  • M&A Advisor: Strategic

Buyer Outreach

  • Business Broker: Public listings

  • M&A Advisor: Confidential, targeted

Services Provided

  • Business Broker: Listing, screening, closing

  • M&A Advisor: Valuation, structuring, negotiation, due diligence

Ideal Client

  • Business Broker: Small business owner

  • M&A Advisor: SME owner, investor, or corporate seller

Outcome Focus

  • Business Broker: Speed of sale

  • M&A Advisor: Maximising value and strategic fit

The Strategic Advantage of M&A Advisory

Selling a business isn’t just about finding a buyer—it’s about finding the right buyer, structuring the right deal, and achieving the right outcome.

At Mountain Peak Advisory, we don’t just close deals. We deliver:

  • Defensible valuations for tax, legal, and strategic purposes

  • Succession planning and shareholder alignment

  • Dispute resolution through forensic accounting and expert witness services

  • Strategic exits that protect and amplify business value

Final Thoughts: Strategy Over Simplicity

If your business is your life’s work, don’t settle for a basic listing service. Choose an advisor who understands the nuances of your business, the dynamics of the market, and the importance of getting the deal right.

At Mountain Peak Advisory, we specialise in helping business owners achieve strategic exits that protect their legacy and unlock full value.

Ready to talk? Contact us today to discuss your exit strategy.

Andrew Whittingham