Episode
Inside M&A from a Soldier's Perspective: How Guy Bartlett Built a 170 Million Dollar Track Record Buying and Selling SME Businesses
- Published
- Jul 28, 2026
- Duration seconds
- 2893
- Processing state
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- https://jaredwjohnson.com
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Summary
Jared Johnson sits down with Guy Bartlett, founder of The Business Buyers Club and Fidelis Advisory, a fractional M&A service based in the UK. Guy shares how 42 years in the British Army Reserve shaped his approach to acquisitions, how he stumbled into his first share sale in the late 1990s, and how that experience led him to complete over 150 transactions and personally acquire 13 companies since 2006. Guy explains why M&A is fundamentally a people business, how due diligence can never fully capture a company's culture, and why the "transition trenches" after a deal closes are often harder than the deal itself. He breaks down the psychology of sellers who come to market unprepared, why so few UK business listings actually sell, and how unregulated brokers contribute to unrealistic price expectations on both sides of the table. Jared and Guy walk through what overseas buyers need to know before acquiring a business in the UK, from leadership presence and management incentives to deal structures like security bonds for deferred consideration. They also discuss the coming wave of baby boomer business exits, the risks of waiting too long to sell, and the hard lessons Guy learned from deals that went wrong, including a lost government contract, an underfunded roofing acquisition, and a cultural transition that cost him a business. Main Takeaways: M&A success depends more on people and culture than on spreadsheets or numbers Due diligence can verify contracts and financials but rarely captures a target company's culture Only about one in five UK businesses listed for sale actually sell Unregulated brokers in the UK often promise inflated prices to win the mandate fee Sellers need a clear, realistic understanding of how much money they actually need before pricin…