Interview with insurance deal maker Jon Whiteley
Well-managed businesses continue to command significant interest in the insurance space, and owners should start preparing if they’re considering a sale over the next few years, according to Jon Whiteley, at Capital & Trust.
The insurance M&A market remains active, but buyers are becoming more selective, looking for businesses with recurring income, strong client retention, specialist expertise, and clear growth potential.
Private equity-backed consolidators continue to drive activity, while strategic acquirers are focused on acquisitions that strengthen capabilities or expand into niche markets.
Sellers who can demonstrate operational resilience and sustainable growth continue to attract strong interest, with valuations holding for quality businesses, and if anything, increasing.
Strong valuations are typically achieved by firms with diversified income, robust compliance, loyal clients, and a clear growth story.
Where risks are identified, buyers are more likely to adjust the deal structure through earn-outs or deferred consideration than reduce the headline valuation significantly.
One of the biggest challenges for buyers is underestimating the importance of preparation, often discovering issues during due diligence around compliance, client documentation, data quality, or operational processes that could have been addressed in advance.
These issues can delay transactions or affect deal value, and the best way to minimize this is through early planning, ensuring financial, legal, and regulatory information is organized before entering the market.
A well-prepared business inspires confidence and makes the transaction significantly smoother, which is where Capital & Trust comes in, helping clients understand value, prepare the business, identify the right buyers, and manage a competitive process.
The outlook remains positive, with insurance continuing to attract investment because of its resilient revenues and fragmented market, creating ongoing opportunities for consolidation.
Buyers are expected to place even greater emphasis on technology, data, operational efficiency, and specialist expertise, while regulatory compliance will remain a key focus.
Related: How to avoid a red card while watching the World Cup at work
Well-managed businesses with strong fundamentals should continue to command significant interest.
Making now a good time for owners to start preparing if they’re considering a sale over the next few years.
Our role has evolved from simply sourcing transactions to becoming a strategic partner throughout the process.
We work with clients well before they decide to sell, helping them understand value, prepare the business, identify the right buyers and manage a competitive process. By combining sector expertise with strong buyer relationships, we’re focused on achieving the best long-term outcome, not just completing a deal.
Increasingly, preparation and strategic positioning are where we add the greatest value.
The role of Capital & Trust in the insurance M&A market is also evolving, as the company works to provide a more full range of services to its clients.
This includes helping clients to understand their value, prepare their business for sale, identify potential buyers, and manage the sale process.
By providing this range of services, Capital & Trust is able to support businesses throughout the entire sale process, from initial preparation to completion.
As the insurance industry continues to evolve and consolidate, it’s likely that we’ll see even more emphasis on technology, data, and operational efficiency in the future.
Businesses that are able to adapt to these changes and position themselves for growth and expansion will be well-placed to attract interest from potential buyers and achieve strong valuations.
