The Polish market for medium-sized enterprises, especially family businesses, is facing a unique opportunity today. Globalisation, consolidation in many industries and demographic pressure in Western European countries are creating a window of opportunity that Polish owners can take advantage of. Mergers and acquisitions (M&A) are no longer the domain of the largest corporations – they are increasingly becoming a viable path to growth and value protection for medium-sized companies.
Consolidation as a megatrend
Many sectors, from manufacturing and logistics to medical services and new technologies, are undergoing a process of consolidation. Fragmented markets are being absorbed by larger entities, which gain economies of scale and access to capital. Medium-sized companies that want to remain relevant players must consider two strategies: either join the consolidation process as an active participant by acquiring other entities, or find a stronger partner that will ensure their further development. Failure to make a decision and adopt a clear strategy means slowly losing ground.
Europe is ageing – and this is an opportunity for Polish companies
In Western European countries, the population is ageing rapidly. This poses enormous challenges, but also market opportunities: from healthcare and senior services, through pharmaceuticals and technologies supporting everyday life, to the transport and food industries. Polish companies – thanks to their cost competitiveness, flexibility and improving management quality – are able to gain a foothold in these markets. Well-planned expansion through foreign acquisitions can be a springboard for many of them to build value on a European scale.
When selling is a better solution
However, not every company has the potential for independent expansion. The lack of a clear development strategy, capital constraints or the lack of a successor in the family are real problems for owners of medium-sized companies. In such situations, the best decision may be to sell the company – and to do so early enough, when the company still has a high market value. Delaying too long often leads to a situation where the company loses its attractiveness and is valued below its potential.
Value is created by the management team
Regardless of the path chosen – expansion or sale – the quality of the management team remains a key factor. It is the managers, their experience, competence and ability to implement strategies that are the real foundation of the company’s value. In M&A processes, investors and advisors carefully evaluate not only the balance sheet and financial results, but above all the team behind the success. In many cases, it is the management, rather than the tangible assets themselves, that determines the final valuation.
Summary
Mergers and acquisitions are not a threat – they are an opportunity. For medium-sized Polish family businesses, this is the moment to make a conscious decision: whether to grow through expansion and acquisitions, or to sell the business at the right moment, maximising its value. In both cases, professional management and strategic thinking are crucial, as they can determine the future of the company and its role in an increasingly integrated European market.
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