Cross-Border M&A in the UK: How Ensors Helps Clients Navigate the Mid-Market

Insights from Simon Martin on challenges, trends, and opportunities in post-Brexit dealmaking 

The UK’s mergers and acquisitions (M&A) landscape has seen considerable shifts since Brexit.  International buyers continue to show strong interest in UK businesses, with several sectors experiencing renewed attention. While outbound acquisitions by UK firms have moderated, this shift opens up new opportunities for nimble companies. Rather than signaling a decline, these changes suggest that cross-border M&A is taking on new forms, reinforcing the UK’s appeal as a key market for international investors.

Simon Martin, Corporate Finance Partner at Ensors, one of the largest firms of independent chartered accountants and business advisors in East Anglia, shares his input to help you better understand the cross-border M&A landscape in the UK today.

Challenges and opportunities in the current situation 

Post-Brexit, many had hoped for a more autonomous and business-friendly environment. Instead, the reality has often felt like the "worst of both worlds." Companies still grapple with complex regulations and, in some cases, increased red tape. One key example is the UK’s National Security and Investment Act (NSIA), which mandates government clearance for any transaction touching on national security — even in seemingly unrelated sectors. For many international investors, this additional scrutiny can act as a deterrent.

Despite this, the UK continues to attract strong inbound investment. International buyers, particularly from North America and Europe, are capitalizing on the UK’s stable legal framework and cultural and geographic position as a bridge between the US and continental Europe. According to Simon Martin, “We’ve seen a clear trend in the past 18 months where our largest sales have consistently gone to overseas buyers. In fact, the last two or three major deals were to North American firms.”

Conversely, UK firms are acquiring abroad less frequently. That could be due to a number of factors, such as greater market caution or increasingly limited access to affordable financing. “We think a more cautious outlook among UK business owners plays a role, particularly at the lower mid-market level where many transactions are driven by retirement rather than strategic expansion,” Simon notes.

Ensors: Navigating the complexities of modern M&A

Ensors is an accountancy firm based in East of England, with a team of around 300, including a dedicated corporate finance team of ten. The team focuses exclusively on advisory work, with deals typically ranging from £5 million to £50 million in value. This positions them well to support both buy- and sell-side transactions in the lower mid-market.

As a regional firm, Ensors brings a nuanced understanding of the UK market while leveraging tools like Dealsuite to open doors to a wider pool of buyers — often reaching beyond national borders.

“In today’s market, you can’t rely on the accountant down the road knowing all the buyers,” says Simon. “Dealsuite has helped us connect with buyers we wouldn’t otherwise reach — whether that’s in Scotland, the US, or Germany. That broader reach is essential now.”

Dealsuite’s platform also supports Ensors in securing the best deal during transactions. If a foreign buyer sourced via the platform doesn’t win the bid, their presence often helps increase valuations. “It’s not about running a pure auction,” Simon explains. “But if you can show you’ve got multiple serious buyers, it gives you a stronger position to negotiate”.

In which sectors are the deals happening?

Certain sectors have experienced significant changes since Brexit. Logistics and freight forwarding, for instance, were previously considered hard-to-sell businesses, but Brexit-induced trade complexity has made customs knowledge and freight expertise far more valuable, prompting international acquirers to buy up these firms for their operational know-how.

“We’ve seen a real uptick in interest for companies that can navigate cross-border trade,” says Simon. “They’ve gone from hard sells to boom sectors almost overnight.”

Technology firms such as SaaS and fintech also remain attractive, as do medical companies. In fact, software deals involving younger entrepreneurs are starting to buck the trend of owners holding on until retirement, with your entrepreneurs willing to exit much earlier. These businesses often appeal to international buyers willing to pay a premium — sometimes as much as 8x EBITDA, compared to lower multiples pre-pandemic.

Risks, rewards, and realistic advice

One of the defining features of today’s M&A market is volatility, whether from political events like the Trump presidency’s inconsistent approach to international relations, or ongoing macroeconomic uncertainty. This can create a degree of paralysis among potential sellers or buyers.

But Simon cautions against waiting too long: “History tells us that a good time to buy is often when others are hesitant. If you're sitting on the fence for too long, you risk missing out on some real opportunities.”

Rather than  delaying, Ensors encourages clients to be measured but proactive. “You don’t want to wait indefinitely. Be smarter in your due diligence — dig into customer exposure, look at supply chain resilience — but don’t freeze,” Simon says.

At the same time, having access to a broader buyer universe is more important than ever. “If you don’t reach international buyers, you’ll never know if you’ve undersold your business,” he adds.

A smarter approach to UK cross-border M&A

With deals becoming more complex and buyer expectations increasing, the days of localized M&A are over. Ensors’ ability to combine local insight with international reach — powered by platforms like Dealsuite — gives clients a valuable edge in today’s market.

Considering a cross-border deal or selling your business? Contact Simon Martin at Ensors to find out how their corporate finance team can help.