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22 HARTFORDBUSINESS.COM | MARCH 9, 2026 FOCUS | FAMILY BUSINES S EXPERT'S CORNER How the great generational transfer is driving family business M&A deals By Matt Glennon T he United States is in the midst of an unprecedented generational wealth transfer that is having an outsized impact on family businesses. By 2030, all Baby Boomers will be at least 65, and over the next two decades, they will pass down assets with an estimated value between $84 trillion and $124 trillion to younger generations. A significant portion of this wealth derives from the ownership of family businesses. When the younger genera- tions of a family do not want to take over a family business, owners must look to achieve liquidity by selling the family business to a third party. The intersection of family business dynamics and the M&A market represents one of the defining economic phenomena of the coming decades. For family business owners, it is a time to monetize a lifetime of entrepreneurial effort. For younger generations, it is a chance to step into ownership, supported by both inherited capital and institutional appetite. Boomer businesses Approximately 41% of U.S. privately owned small businesses are owned by Baby Boomers, translating to over 12 million businesses that could change hands in the next decade. It is estimated that 78% of these businesses are profit- able, making them attractive acquisition targets even when operational improve- ments are needed. However, fewer than one-third have a formal succession plan, prompting a wave of planned and, in some cases, rushed exits. Market dynamics are impacting the trend in the near term, as 2025 saw a roughly 23% decrease in M&A activity, largely due to uncertainty resulting from the impact of tariffs. Nonetheless, the demographics indicate that there will be continued need to sell businesses, while younger buyers, armed with capital, insti- tutional backing or making leveraged plays are stepping in to acquire and grow these legacy enterprises. Types of buyers Several typical buyer archetypes of family-owned businesses have emerged. Private equity firms are particularly eager to acquire founder-led businesses as platform or roll-up targets, especially in fragmented industries like home services, health care, manufacturing and professional services. At the same time, younger entre- preneurs are raising capital through search funds and independent sponsor structures, or taking advantage of U.S. Small Business Administration loans to acquire and operate single businesses, a model tailor-made for absorbing family-owned companies. Finally, strategic buyers, including competitors and adjacent players, also view retiring owners as acquisition targets to expand market share, geogra- phies or capabilities. Key factors shaping deals The demographic-driven dynamics are creating both opportunities and risks. In sectors with too many sellers and too few qualified buyers, valuation multiples could compress. Conversely, well-run businesses in growing industries with recurring revenue models are still commanding premium valuations. Many family businesses have under- invested in technology or professional management, making them opera- tionally attractive but also in need of modernization. As a result, a key trend is buying businesses that need tech- nology upgrades and harnessing the power of AI to drive efficiency without intensive capital expenditures. Additionally, as Baby Boomers age, some are forced into rapid exits due to health issues or lack of succession options, fueling demand for distressed M&A or asset sales at a discount. If you are a seller, it is critical that you thoughtfully plan an exit strategy and 'dress your business up for sale' to maximize your exit value. Matt Glennon is an attorney in the Busi- ness Organizations and Finance practice at the law firm Pullman & Comley. Matt Glennon JILL ALBERTELLI President, Military Engines, Pratt & Whitney Join Junior Achievement of Southwest New England for an inspiring evening honoring the 2026 JA Business Hall of Fame honorees. Celebrate their remarkable leadership, business success, and dedication to shaping Connecticut's future. H A R T F O R D M A R R I O T T D O W N T O W N 2 0 0 C O L U M B U S B L V D , H A R T F O R D , C T 0 6 1 0 3 APRIL 7, 2026 5:30 PM - 8:30 PM DR. MIGUEL A. CARDONA HALL FAME JA BUSINESS of 12th U.S. Secretary of Education; President, Cardona Solutions LEARN MORE: TICKETS AND SPONSORSHIPS AVAILABLE VIA JACONN.ORG LAUREATE SPIRIT OF HOPE AWARD BILL IOVANNE, JR. President, Iovanne Funeral Home ENTREPRENEUR AWARD PRESENTING SPONSORS DIAMOND SPONSOR GOLD SPONSORS COMMUNITY LEADERSHIP AWARD COMMUNITY LEADERSHIP AWARD MARLENE IBSEN President (Retired) Travelers Foundation ANTHONY RESCIGNO Executive in Residence, Southern Connecticut State University PLATINUM SPONSOR