In MNP’s recent Succession Readiness Report, the numbers paint a picture that should be sparking serious conversations in boardrooms, broker offices, and around family business dinner tables.
More than 6 in 10 Canadian business owners have no formal succession plan in place.
– 85% are aged 55 and older.
– 62% say they plan to exit in the next decade.
This is not a slow-moving trend. It’s a pressure wave — and it’s gaining momentum.
The article focuses on Canadian manufacturing, but the story is the same across North America. The “Silver Tsunami” is now the defining force in small business ownership — and we’re not as ready as we should be.
MNP’s study highlights a growing risk: not just for sellers, but for communities, supply chains, and the broader economy. Many of these owners plan to simply wind down or quietly sell off their operations — not necessarily because they want to, but because they can’t see a clear alternative.
Some haven’t had time to plan. Others can’t find a buyer they trust. Others still are emotionally stuck — unsure how to hand off something they’ve spent decades building.
The result? A rising tide of businesses quietly disappearing, being absorbed, or stalling mid-transition.
One point that stood out in the article was how many owners cited concerns beyond just valuation. Sellers care about what happens after the sale.
- Will their employees be treated fairly?
- Will their company’s reputation stay intact?
- Will the buyer get it — not just operationally, but culturally?
These questions don’t show up on a balance sheet. But they show up in seller hesitation, cold feet, delayed transitions, and even failed deals.
While MNP focuses on awareness, education, and advisor engagement, the message is clear: the soft stuff is now the hard stuff.
Trust. Alignment. Compatibility.
If we want to unlock the potential of ETA — and truly take advantage of this generational transfer of ownership — we can’t afford to treat these as “nice to haves.” They are essential ingredients in getting deals across the finish line and setting them up for long-term success
Succession planning isn’t just about who can write the biggest check. It’s about who’s the best fit to carry the torch.
Whether you’re a seller thinking ahead, a buyer in search mode, or a broker guiding both sides — the takeaway from this report is the same:
We need better ways to understand, evaluate, and communicate fit.
Not just financial fit. Human fit.
And that’s not a trend. That’s the future of ETA.
