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with enough figures, tables, and analyses, any question could be answered.

Then came my first real eye-opening moment.

It was late in the evening, and we were sitting in a small meeting room at a medium-sized family business (SME). The data had been checked, the strategies and models developed, and the contracts negotiated. Everything looked perfect.

But then the senior manager looked at me and said just two sentences:

‘You understand that this is about more than buying or selling – it's about individual skills and know-how that have to mesh. And it is also about responsibility for the employees.’

At that moment, I realized that the SME segment was undoubtedly where I belonged. My understanding of people, models, processes, strategy, and M&A was precisely what SMEs needed. It's about people, complementary skills and expertise, responsibility, and the future.

What has shaped these 25 years:

Since then, I have had the privilege of accompanying countless M&A consultations and transactions – large, small, simple, and highly complex.

What has shaped me the most:

1. The cross-border deal that almost failed until both sides realized that opportunities and cooperation are more important than EBITDA multiples.
2. Value enhancement: The strategic realignment of an industrial client, which we worked with the owners to transform into a ‘new’ and exciting niche player.
3. Perhaps most interestingly, the past 25 years have also taught me that speed is sometimes more significant than perfection! And I am fast.

What has changed:

• M&A consulting has evolved and changed massively over the past 25 years:
• Digitalization and AI accelerate analysis and open up new valuation logic.
• Regulation and politics make deals more complex – and more strategic.
• Culture, purpose, and people are becoming key value drivers.
• Sustainability and financing are significantly more complex than they used to be.
• The world is changing faster than we can keep up with and is completely heterogeneous.
• Real estate continues to play an significant role in the strategy and M&A process.

But one thing remains unchanged: M&A is still a creative people business.

Success comes where trust is built

between teams, owners, investors, and advisors. Trust is the basis of everything.

What I am looking forward to:

• The next few years will be challenging but full of opportunities:
• AI will make us better decision-makers.
• Business models will change even faster than ever before.
• Vision and value creation will become the core of every transaction.
• Speed in combination with strategy is critical, and I´m fast.
• Talking the SME language is more important than ever

And that is undoubtedly what makes me curious about what is to come.

Call to action – Let's network and talk about it.   

I look forward to new perspectives, conversations, and shared paths.

Here's to the next chapter. ... give me a call: 0049.931.70528570

Dipl.-Wirtsch. Ing. (FH) Rolf Popp

#SME #companybuying #businessbroker