Juan Engelbrecht’s “Deal Making Without Deep Pockets” offers a revolutionary approach to business acquisition that challenges the conventional wisdom that substantial capital is required to purchase established businesses. Drawing from his 40+ years of experience and three successful capital-free acquisitions across different industries, Engelbrecht presents a comprehensive framework that transforms limitations into opportunities.
The book is structured around a five-pillar approach to capital-free acquisitions:
Value-Based Negotiation – By shifting conversations from “how much” to “how,” Engelbrecht demonstrates how to create win-win arrangements that address sellers’ deeper concerns beyond price, including legacy preservation, employee welfare, and smooth transitions.
Alternative Value Creation – The book reveals how to leverage operational expertise, industry relationships, and execution excellence as the currency that secures transactions, structuring deals where business performance funds acquisition payments.
Through detailed case studies of his acquisitions (Hamilton’s Brushware, Jimmy’s Killer Prawns franchise rights, and a furniture manufacturing operation), Engelbrecht illustrates these principles in action. Each case demonstrates different applications of the same fundamental approach adapted to specific industry contexts.
The book includes a comprehensive Business Turnaround Plan that serves dual purposes: as a tool for revitalizing acquired businesses and as a strategic document to demonstrate capability to potential sellers. This detailed framework covers everything from stakeholder management to financial restructuring to operational improvements.
The book particularly resonates with entrepreneurs who possess expertise and vision but lack substantial capital, providing them a proven pathway to business ownership.
Most importantly, the book replaces the limiting belief that capital constraints prevent business acquisition with an empowering mindset focused on value creation, strategic thinking, and relationship building.
Editor Comments
“To anyone looking to buy a business, this book is a must-read. It’s packed full of good business common sense which can easily be overlooked by someone eager to buy the first business that comes along — whether it fits or not.
I love the fact that this book has been written on the back of various success stories, which have been outlined to motivate and inspire the reader, and that the case studies are brands we are all familiar with.
The content is brimming with ideas that make you think (and it all makes sense), and every step of the way is broken down into workable chunks. The turnaround plan is key to this book, offering readers support and encouragement to turn their businesses into the successes they want.
There’s a lot to read and grasp, but it’s easy reading that will excite and inspire. A job well done.”
About the Author
Juan Engelbrecht is an accomplished and highly experienced Entrepreneur, CEO, M&A specialist, business and franchise broker, and turnaround expert. With over 40 years of experience in retail, wholesale, and franchising, Juan has lived and worked in 12 African countries, including Egypt, which has given him a unique edge in navigating challenging business environments. His experience includes, personally opening over 150 retail outlets across Africa.
Juan has owned and developed several businesses, including in retail, wholesale, and manufacturing, and as a master franchisor of three food brands in the Western Cape and 34 franchise outlets. 5 x new franchise concepts has been successfully launched under Juan supervision, care and direction. He also owned a furniture manufacturing business with 60 employees. His track record includes opening and launched 150+ retail outlets successfully as well as 3x off his own ventures, with one company reaching R120 million in revenue in its third year and another achieving R102 million in sales in 2nd year. He was the Master Franchisor for 3 x different food brands in the Western Cape. Juan is known for his entrepreneurial flair and strong strategic leadership, with a focus on results, growth, and visionary business development. Juan was the main negotiator for the rubber industry for 4.5 years and represented 37 Employers, i.e Dunlop SA, Good Year, Firestone, etc and negotiated at Nasrec with NUMSA & CWIU Trade Unions. He holds at Business degree at Unisa Business School, a National Diploma in HR, Business rescue practitioner, completed a M& A course in January 2025 and is currently doing Next MBA – AI overview course at Next University.