On Demand: Preparing for Sale – Outlook 2021-23

Covid-19 has disrupted the M&A market for media and information businesses. Many sale processes have been abandoned or postponed, and trade buyers have significantly reduced their activities.

This is a good time to review exit plans. During a downturn, strong businesses continue to attract premium valuations, but companies that are not optimised for value are much less likely to be sold.

Sale preparation is also very often the best driver for value creation. Focusing on value drivers simplifies businesses, increases investment in core products and builds management capabilities.

With insights from major buyers and entrepreneurs who’ve successfully exited, this on-demand webinar will help owners, founders and CEOs of independent information and media businesses to plan and prepare for sale, and to maximise sale value.

Here’s what we learned:

  • Covid has clearly forced many businesses’ hands in pivoting to a digitally native revenue model, and buyers are more receptive to those with a clear digital marketing solutions foundation
  • Transparency and honesty are key throughout a sale process and also post close, so sellers should nurture a Culture of No Surprises
  • Start early – not only with forming robust processes and getting your house in order, but also in getting to know your buyers and advisors. Both buyers on the panel noted that they look to get acquainted with targets 24+months out from an acquisition

The webinar is now available on-demand.




Mike Woolfrey, CEO, Vixio

Mike Woolfrey led the management buy-out of ComplianceOnline (since rebranded Vixio) in 2019, backed by Kester Capital. He has held a variety of senior executive roles in b2b media and information companies, including CEO of 4C.


Kieron Osmotherly, Founder, TowerXchange.

Kieron Osmotherly founded and led TowerXchange, a specialist research and events company in the TMT space. The company was acquired by Euromoney. Kieron previously held senior events leadership roles, including MD of TMT at Clarion Events


Nick Blair, Founder, HBG Events

Nick is the Co-Founder of Dubai Muscle Show and Dubai Active, collectively the largest fitness exhibition in the MENA region. He  spent the first 5 years of his professional career in exhibition sales for Terrapinn and later Informa Middle East.



Dan Adler, Partner, Apiary Capital.

Dan Adler joined Apiary Capital, a mid-market private equity firm, in January 2019 and is a partner and member of the Investment Committee. He has over 20 years’ private equity experience, having previously worked at Lyceum Capital and 3i and has led several successful buy-and-build platform investment.



Stuart Poyser, Group Director of Corporate Development, Informa

Previously committee member for Informa Ventures and now responsible for the Group’s Corporate Development activity globally, including strategy, origination, execution and integration



Daniel Pitchford, Director, Collingwood Advisory and Founder, Futurum Media

Daniel Pitchford co-founded and built a market-leading hybrid digital community / events business in the enterprise AI space, selling to Informa within 18 months of launch. He provides M&A and value creation advice to Collingwood’s client


Piers Bearne, Founder & CEO, Collingwood Advisory

Piers Bearne has built and sold three events businesses and is a director and co-founder of two hybrid events/digital publishing companies. Collingwood advises independent media companies on value creation and exit.