Recently, Sifted spotlighted a pivotal development in deal-making: deeptech founders are now dictating term sheets. This shift represents a significant move away from the traditional investor-centric dynamics, suggesting that as of 2026, deeptech innovators hold considerable sway in negotiations. While this may seem distant from the immediate concerns of many SME founders and operators, the implications ripple through the financial advisory ecosystem, indicating broader trends in how value is perceived and negotiated.
What this means
For founders, business owners, and small to medium-sized enterprises (SMEs), the shift in deal-making dynamics offers both opportunities and challenges. It signals a growing recognition of value beyond financial metrics, emphasising innovation and intellectual property. SMEs can draw from this evolution, learning to assert greater influence during negotiations. Blash believes that understanding and adapting to these new dynamics are crucial. This evolution highlights the necessity for strategic positioning, using unique strengths in negotiations, especially for those operating in specialised sectors.
The wider picture
The more commanding role of deeptech founders in setting deal terms reflects broader market and sector shifts. This includes the rising importance of technological advancements and intellectual properties that shape future innovations. Investors recognise the importance of aligning with disruptive technologies that promise long-term growth potential. For SMEs, especially in tech-centric industries, this could mean an opportunity to position themselves as integral players within the fast-changing market, provided they possess the foresight to adapt strategically to these developments.
How we think about it
We specialise in providing business and strategic advisory services tailored to the needs of SME owners and boards. Our approach begins with a granular understanding of our clients' unique positions within their industries. We offer insights into aligning business strategies with market shifts, recognising beyond-the-numbers value in negotiations. Our firm especially caters to owners and founders in developing strategies for managing pivotal decisions, ensuring that they are well-prepared to dictate or negotiate terms effectively, irrespective of market conditions.
Where we can help
For SMEs witnessing this market evolution, adapting to these trends can ensure competitiveness and long-term success. Blash assists by offering precise strategic insight and positioning that enables business leaders to face crucial negotiation decisions confidently. Our expertise extends to helping you recognise and harness your distinctive strengths so you can assert the same commanding influence as deeptech founders in term negotiations.
If you want clarity on a decision that matters, Book a consultation.
