The Human Side of M&A: Navigating Emotions and Expectations in the green industry

Editor's Note: This article originally appeared in the November 2025 print edition of Lawn & Landscape under the headline “The Human Side of M&A: Navigating Emotions and Expectations.”

When most people think about selling their business, they think of a single measure of success — “How much cash did I put in the bank?” But as important as it is to maximize the value of your life’s work, selling a business isn’t just a financial event — it’s a life event. Having had a front row seat to our family’s sale of an 85-year-old, multigenerational business, I can tell you that while spreadsheets and deal terms get most of the attention, the emotions surrounding a sale can be every bit as impactful on the final outcome.

Letting Go of Identity

For many owners, the company isn’t just what they do — it’s who they are. Their name is on the trucks, their reputation is tied to the work and their employees often feel like family. So, when a sale becomes real, it’s natural to feel a mix of pride, relief and uncertainty.

What happens next looks different for every owner. Some choose to roll equity and stay involved post-sale, stepping into leadership roles within a larger organization and helping to drive the next phase of growth. This can be an exciting opportunity to lead the team to heights, but it can also be challenging to adapt to a new culture, processes and systems.

Others decide that the time is right to retire, start something new or simply take a well-earned break after years of building their business. While this can be equally fulfilling, it can also cause former owners, once synonymous with their business, to feel a lack of purpose and identity as the business evolves into its next chapter without them.

Neither path is better than the other — what matters is clarity. Understanding your goals ahead of time helps ensure that the deal structure, transition plan and buyer relationship align with your vision for the future.

Preparing Your Team for Change

Owners aren’t the only ones who feel the impact of a sale. For long-tenured employees — especially those who helped build the company — the news can create anxiety about what’s next.

Transparent, thoughtful communication is essential. Explain why the change is happening, what it means for the team and what will stay the same. When employees understand the reasoning and feel respected in the process, trust endures.

Regardless of whether you plan to exit the business or stay on for the long term, the team will look to you for cues on how to engage with the new ownership. Modeling optimism, alignment and respect for the process can go a long way toward helping everyone adjust to new dynamics.

Building the Right Buyer Relationship

After closing, the dynamic between seller and buyer takes shape — and no two relationships look exactly alike. For those who remain involved, success often depends on clear communication and mutual respect. You’re used to calling the shots; now you’re collaborating within a broader team. That can take some getting used to, but it can also open doors to new resources, technology and growth opportunities that were once out of reach.

For those stepping away, the relationship may be shorter but equally important. A thoughtful handoff and smooth transition protect the team, customers and brand you’ve built — and ensure the business continues to thrive under new leadership.

In both cases, the best outcomes come when buyers and sellers share a commitment to integrity, transparency and long-term value creation. Those shared principles lay the groundwork for trust and mutual success long after the ink dries.

Redefining Success

Before a sale, success might mean revenue growth, strong margins and a loyal team. After the sale, that definition shifts. For some, it’s watching the business reach new heights as part of a larger platform. For others, it’s finally having time for family, travel or the next chapter in life.

Whatever the path, give yourself permission to redefine what “winning” looks like. You’ve already proven your ability to build something meaningful — now it’s about ensuring that legacy continues, in whatever form fits you best.

Closing Thoughts

Selling a business is one of the most personal and professional decisions an owner can make. Beyond the numbers and negotiations, it’s about trust — trust in the buyer, in your team and in yourself.

Approach the process with the same care and conviction that helped you build your company in the first place. Do your diligence, ask the tough questions and don’t underestimate the human element. Because when both sides share the same vision and values, the result isn’t just a transaction — it’s a partnership built to last.