Navigating the Silver Tsunami: How Buyers and Sellers Can Win in Today’s Business Transition Market

There’s a massive shift happening in the business landscape — and it’s accelerating. It’s called the Silver Tsunami: the unprecedented wave of Baby Boomer business owners preparing to retire and transition their companies to new ownership.

I recently had the opportunity to join Doug Thorpe on his podcast, Leadership Powered by Common Sense, to discuss this very topic in depth. The episode — “Navigating the Silver Tsunami — Strategies for Buyers and Sellers in Today’s Market” — was a thoughtful conversation about what’s at stake, what buyers should consider, and how sellers can plan with both their legacy and their people in mind.

Here are some of the key ideas we covered — and why this moment in time matters.

A Generational Shift, a $10 Trillion Opportunity

More than 10 million businesses in the U.S. are owned by Baby Boomers, representing a massive share of the small and mid-sized business economy. Many of these companies are profitable, well-run, and community-rooted — but there’s one major problem: the majority don’t have a clear succession plan.

As Boomers retire, we’re entering an era where $10 trillion in business value is expected to change hands. For both buyers and sellers, this is more than just a financial transaction — it’s a rare chance to shape the future of American business at scale.

What Sellers Need to Hear

For owners considering retirement or succession, a few truths are worth repeating:

1. Start early.

Too many owners wait until they’re emotionally or physically ready to leave before preparing their business for sale. That often leads to rushed decisions, lower valuations, or unwanted outcomes. A thoughtful plan — ideally started 2–3 years in advance — gives you control over your legacy and maximizes value.

2. Know what buyers are really looking for.

It’s not just about EBITDA. Buyers like Raven Resources are looking for leadership continuity, operational resilience, and cultural alignment. A business that can run without its founder — with a strong team and systems in place — is infinitely more attractive.

3. Your legacy matters.

Selling your business is deeply personal. We’ve seen again and again that owners aren’t just selling a company — they’re handing off their life’s work. The emotional component of that transition shouldn’t be ignored.

What Buyers Should Focus On

From a buyer’s perspective, this wave creates immense opportunity — but it also calls for discipline, patience, and empathy.

1. Respect what’s been built.

We believe in doing things the Raven way: that means we don’t come in to “fix” businesses — we come in to steward what already works and invest for the long term. Too many buyers overlook culture, legacy, and the human side of the equation.

2. Relationships drive deals.

This isn’t a Wall Street-style M&A environment. These are real people selling real businesses. Trust, transparency, and alignment of values are what make a transaction possible — and sustainable.

3. Long-term value beats short-term gain.

We’re not interested in flipping businesses. Our focus is on long-term ownership, continuity for employees, and strengthening the legacy of the companies we acquire.

A Call to Action

Whether you’re a business owner thinking about succession, a buyer exploring the market, or an advisor helping clients through this transition — this is the moment to engage.

Start the conversation early. Find the right partners. And most importantly, understand that how the deal gets done is just as important as what the deal is worth.

I’m grateful to Doug Thorpe for hosting such a meaningful discussion. Make sure to subscribe to his podcast, and you can listen to the full episode here:
🎧 Navigating the Silver Tsunami — Strategies for Buyers and Sellers in Today’s Market

If you’re interested in learning more about how Raven Resources approaches acquisitions — with respect, care, and a long-term commitment — I’d love to connect.

Paul Scribner is CEO at Raven Resources, a firm focused on acquiring and growing lower-middle-market businesses with a deep respect for the people and legacy behind each company.