By: Jay Feldman
Business owners of companies valued between $2 million and $20 million often find themselves overlooked. This group is underserved at a critical stage when they are looking for guidance through the mergers and acquisitions (M&A) process.
Paul Cheetham, the founder of Vanla Group, saw this gap and took action. His personal experience as a small business buyer and seller gave rise to an unconventional mission. His goal? He didn’t set out to build the biggest firm, but one of the most trusted ones.
The Inspiration Behind Vanla Group: Trust Over Profit
Unlike the vast majority of M&A firms in this market, Cheetham’s vision for Vanla Group was never to dominate through volume. He wanted to build a firm grounded in trust and long-term success.
As Cheetham puts it, “The small business market is flooded with dishonest, unscrupulous, uneducated, inexperienced advisors. They’re looking at the quick dollar and forgetting about the consequences that the wrong deal, or a poorly managed deal, can have on people and their families.”
Advisors rushing deals for personal gain is an all-too-common problem in the market. The victims of these hasty deals extend farther than most people think. Employees lose their jobs, founders see their legacies crumble, and communities eventually feel the impact of that upheaval.
Cheetham envisioned a different way. He launched Vanla Group to manage deals responsibly. His goal? To ensure that a founder’s legacy remains intact.
Why Paul Cheetham’s Focus on $2-20 Million Business Owners?
According to Cheetham, the $2 million to $20 million segment of business owners is an often-neglected niche. “Investment bankers typically bypass these businesses because they are too small to justify the cost. And most private equity firms only eye them when they are part of broader acquisition strategies.”
Yet, Cheetham sees enormous opportunity and importance in serving these owners directly. “There are more and more searchers who lack business ownership experience looking to buy companies in this segment,” he says. “There are also an increasing number of companies looking to add to their portfolios here. Best of all, businesses in this range often remain within reach of the SBA’s $5 million maximum loan, which makes them accessible to both new buyers and investors.”
Since Cheetham himself is a buyer, seller, and investor in this range, his perspective is exceptionally grounded. His involvement is not just advisory but personal. It gives him a genuine understanding of the challenges and potential this market holds.
Learning by Doing: Paul Cheetham’s Own M&A Journey at Harvard Business School
While at Harvard Business School, Cheetham connected with classmates who, like him, felt stifled by corporate life. He found a professor’s story about leaving a promising career at GE to buy and sell a business particularly inspiring.
At that moment in time, Cheetham was at a turning point. He was successful as a private banker but hungry for independence and real impact.
“I found and acquired a small marketing company with 12 employees,” recalls Cheetham. “I knew next to nothing about marketing, but I focused on treating the employees well and collaborating to grow the business. In three years, I tripled the company’s size and sold it successfully.”
This journey gave Cheetham a rare insight into the real-world challenges and rewards of owning, managing, and eventually selling a business. What’s more, the experience showed him he could do it on his own. While he used the services of a broker to buy that first business, he accomplished the sale without assistance.
How Firsthand Experience Shapes Vanla Group’s Work
Cheetham values his firsthand experience above all. He points out, “I wouldn’t take flying lessons from someone who has never flown a plane before. When business owners go to sell their company, they deserve an M&A advisor who has been in their shoes.”
Having lived the rollercoaster of business ownership himself, Cheetham empathizes with the fears and exciting milestones his clients face. “Most sellers are experts in their businesses but novices in selling companies.” He notes. “Sellers need to understand the nuances of the transaction and the legal ramifications of how the deal is structured.”
With experience as both a buyer and a seller, Cheetham brings calm to the chaos. He enables founders to anticipate the next steps. His commitment to a successful transaction leaves all parties feeling respected and their business legacies preserved.
As Vanla Group steers deals, the team always puts education and alignment first. “We take time to make sure each founder feels confident about the transaction process because we want them to understand what they need to know to take ownership of the deal.”
In a market flooded with impersonal and sometimes reckless M&A activity, Cheetham’s Vanla Group offers an alternative. For the $2-20 million business owner, he becomes a true partner. He takes the time to preserve legacies and protect people above profits.
Disclaimer: The information provided in this article is for informational purposes only and should not be considered as professional financial, legal, or business advice. Readers are encouraged to consult with qualified professionals for personalized guidance related to mergers, acquisitions, or business exits.
