Property company the Rawson Property Group has launched a new division, Rawson Business Brokers, which is focused on facilitating the sale and acquisition of businesses across South Africa.

The division, which became fully operational in November 2025, responds to the growing demand for professional support for entrepreneurs looking to sell established businesses and investors seeking acquisition opportunities.

South Africa’s business landscape is seeing a noticeable shift, with many business owners turning their attention to succession planning. This shift is creating increasing demand for credible brokerage services, says Rawson Business Brokers director Marius Maré.

“We are seeing growing levels of business exits, succession transitions and entrepreneurial activity. That combination is creating demand for professional guidance through what is often a complex and high-value process,” he comments.

Bringing business brokerage into the Rawson structure places it within a recognised national brand with strong governance and a clear ethical framework, which increases confidence for both buyers and sellers.

Further, there are also significant strategic advantages to integrating business brokerage into a well-established property brand with a national footprint, Maré says.

“In many commercial transactions, the property and the operating business are closely linked.

“Being part of a property group means we can address both aspects of the transaction in a coordinated way, with our combined expertise enabling us to provide a more integrated solution and manage transactions more effectively.”

Selling a business is a structured journey, as each stage builds on the previous step and skipping steps can introduce risk or reduce the value of the transaction, says Rawson Business Brokers operations director Thurston Hillebrand.

Additionally, before potential buyers are approached, a comprehensive valuation that examines the business’s financial performance, cash flows, assets, liabilities and market position allows the business to be positioned with a realistic and defensible value.

The brokers then focus on preparing the business for market by compiling detailed information packs, analysing growth potential and structuring how and when information is shared.

Further, prequalification of suitable buyers helps ensure discussions are focused and productive.

Each phase plays a role in protecting value and ensuring the transaction runs smoothly. Professional guidance helps keep the process structured, secure and focused on achieving the best possible outcome, says Hillebrand.

“For many owners, their business represents years of sacrifice and personal investment. It is often their biggest financial asset and a key part of their retirement plans,” says Maré.

“Our role is to guide business owners through that process. By managing the negotiation and transaction process professionally, we help to remove emotion from the deal so that decisions can be made strategically,” he says.

Additionally, the broker manages the transaction so that the seller can concentrate on maintaining the value of the business, which helps to achieve the best possible outcome.

A business sale is a layered financial, legal and operational process. Mispricing is one of the most common issues, with sellers either undervaluing their businesses or setting unrealistic expectations that deter buyers, says Hillebrand.

Poorly structured deals can also lead to tax complications, legal disputes or operational disruptions after the sale.

“Word that a business is for sale can create uncertainty among staff, suppliers and customers. A professional broker manages controlled disclosure and prequalifies buyers to protect the business while the process unfolds.

“Buyers are also becoming increasingly selective and are generally more cautious and focused on return on investment. They want clear financials and a solid understanding of future operating costs,” he says.

Rawson is seeing renewed appetite from strategic buyers who would rather acquire an established operation than start from scratch, notes Maré.

Franchise and retail-related businesses remain particularly active, especially those with strong systems and proven cash flows.

Technology-enabled service businesses, including IT support and digital services with recurring revenue, are also attracting growing interest from buyers looking for scalable opportunities.

Further, manufacturing and specialised industrial businesses are showing encouraging activity as well, particularly those with niche capabilities or export potential, Maré says.

Meanwhile, even if a sale is years away, early preparation helps owners understand the value of their businesses and identify opportunities to strengthen profitability.

“It is not necessarily about being ready to sell today, but about planning. Up-to-date financial records, strong management structures and reduced reliance on the owner can all make a business more attractive to potential buyers,” says Hillebrand.