At first glance, the UK insurance distribution mergers and acquisitions (M&A) market in 2025 appeared subdued. Headline figures showed an acute reduction in activity with just 99 announced transactions, the lowest level since 2017. Total deal value fell to approximately £2.1bn, around half of 2024 levels.
MarshBerry believes that even with the slower deal activity in 2025, the UK insurance distribution M&A market is not in retreat but is experiencing a structural reset. The dynamics underpinning M&A have shifted, driven by a combination of supply constraints, macroeconomic pressures, and a more disciplined approach to capital deployment. M&A has continued in parallel but has become more discerning as the consolidator model has evolved, with a greater focus on targets of ‘quality’ that are demonstrably strategic and sustainable.
A decline in mid-sized transactions and a supply-side reset
One of the most notable developments in 2025 has been the sharp decline in mid-sized transactions (£5–25m), traditionally the most active and competitive segment of the market. This cohort has long represented the “sweet spot” for both consolidators and private equity-backed platforms, offering scalable growth opportunities with manageable integration risk. But active consolidators faced a shortage of supply of mid-sized firms to acquire.
The UK insurance distribution market has undergone more than a decade of sustained consolidation. Many of the highest-quality, independent businesses have already been acquired, integrated into larger platforms, or are no longer actively considering a sale. This has led to a decreased supply of attractive targets.
For buyers, this means fewer opportunities to deploy capital at pace. For sellers, it creates a more nuanced landscape: while scarcity can support value, it also reduces competitive tension where buyer appetite is more selective.
Macroeconomic conditions add to an already complex environment
Macroeconomic conditions have had a sizable impact on the market. Higher interest rates have increased the cost of capital, placing pressure on leveraged acquisition models. At the same time, softening insurance rates have begun to moderate organic growth expectations across the sector, particularly in certain commercial lines.
These factors have influenced how buyers assess value and risk. Due diligence processes have become more rigorous, with a heightened focus on:
- Sustainability and quality of earnings.
- Client retention and revenue visibility.
- Exposure to rate-driven versus structural growth.
- Operational resilience and integration readiness.
There is a shift to more selective growth
Despite these headwinds, the strategic rationale for M&A is expected to continue. Scale continues to be a competitive advantage in insurance distribution. Larger platforms benefit from enhanced insurer relationships, broader product capability, operational efficiencies, and greater investment capacity in technology and talent. Inorganic growth remains a key driver of long-term value creation.
However, buyers are changing their focus around acquisitions. Buyers are prioritising:
- High-quality bolt-on acquisitions that enhance existing platforms.
- Targets with clear strategic alignment, whether by geography, specialization, or client segment.
- Opportunities that offer tangible synergies and integration upside.
They are moving away from volume-driven acquisitions towards more targeted, high-conviction strategies.
Implications for sellers
For firms considering a sale, the current market requires a more informed and strategic approach. The softening conditions and more challenging economic backdrop do not equate to a lack of opportunity. High-quality businesses with strong fundamentals such as sustainable organic growth continue to attract significant interest and can achieve compelling outcomes.
However, expectations must be aligned with the realities of today’s market. Buyers are placing greater emphasis on transparency, consistency of performance, and the ability to articulate a clear growth story. Businesses that are well-prepared operationally and financially are better positioned to navigate extended diligence processes and maintain momentum through execution.
Equally, alignment with the right partner has become more important than ever. Strategic fit, cultural compatibility, and long-term vision are key considerations, particularly as many transactions involve ongoing management participation.
Continued supply constraints impacting buyer strategies
With the continued supply constraint of available targets and increased competition for high-quality opportunities, sourcing has become more proactive and discerning. Off-market origination, long-term engagement with potential targets, and a clear articulation of value proposition are increasingly important.
Consolidators continue to respond to supply constraints and competition for assets in commercial broking in various ways – new verticals (managing general agents (MGAs), wholesalers, employee benefits, health & safety, risk consulting), overseas expansion, carve outs, and team lifts were all evident in 2025.
A market redefined
The UK insurance distribution M&A market in 2025 was not characterised by retreat, but by evolution. The combination of supply-side constraints, macroeconomic pressures, and more cautious capital has reshaped deal dynamics. Activity levels may be lower, but the strategic importance of M&A has not diminished.
In a market where organic growth is moderating and competitive pressures are intensifying, M&A remains a key lever for achieving scale, enhancing capability, and driving long-term value creation. The difference is that success now requires greater clarity, preparation, and discipline for both buyers and sellers.
