An unexpected offer to buy your company can be flattering—but also dangerous if you’re not prepared.
In the glass and ceramics world, consolidation is heating up. That means more unsolicited offers—from competitors, platforms, and PE-backed acquirers. These offers often come before you’ve “officially” gone to market—and how you respond can make or break your eventual outcome.
Here’s how to respond, evaluate, and prepare for an unsolicited acquisition offer.
1. Don’t Respond Emotionally—Respond Strategically
An offer, even from a competitor or a known buyer, should trigger a process—not a commitment.
Your first instinct might be to:
Say yes out of excitement
Say no to protect your turf
Ask for more details without a plan
Instead, take a beat. Inform your legal and financial advisor, and avoid discussing pricing or terms before you’re ready.
2. Determine the Buyer’s Intent and Position
Ask:
Are they building a platform, or are you a one-off add-on?
Have they done other deals in your space?
Do they want your team, your tech, your geography—or all three?
🎯 Example: A refractory service company receives an offer from a roll-up player who just acquired two competitors in neighboring states. They’re likely building a regional platform—and you’re the anchor.
3. Assess Internal Readiness
Unsolicited offers often reveal what you haven’t prepared:
Clean financials (EBITDA normalization, AR/AP hygiene)
Documented SOPs and key contracts
IP assignments, leases, or environmental audits
Use this as a trigger to get organized—even if you don’t pursue the deal.
4. Build a Defensive or Offensive Strategy
If the offer is strong, you can:
Engage an M&A advisor to run a competitive process
Use the offer to benchmark value and solicit others
Structure a counterproposal with better terms (e.g., earnout, equity rollover)
If it’s weak or predatory, you can:
Decline respectfully, citing timing or strategic focus
Tighten internal confidentiality and customer protections
Communicate selectively to your leadership team to avoid rumors
5. Stay in Control of the Narrative
Your team, vendors, and customers may hear about the approach. Control the messaging:
“We’ve been approached about a potential partnership and are evaluating all options.”
“No decisions have been made. Our operations continue without change.”
“Our priority is continuity, service, and team stability—no matter what we decide.”
: An Unsolicited Offer Isn’t a Distraction—It’s a Signal
Whether you sell or not, unsolicited interest means you’ve built something valuable. Respond strategically, not reactively. Prepare now, and you’ll be ready when the right offer comes along—or when you’re ready to create it yourself.
