People, Trust & Long-Term Value: Sarah Pirrie on Building and Scaling Nova Ambiente

Tuesday, 3 March 2026

For founders considering how to sell a business in the UK, the decision goes far beyond valuation. Culture, trust, leadership continuity, and long-term growth often matter just as much as the numbers.

In this founder interview, Sarah Pirrie, Managing Director of Nova Ambiente, reflects on the strategic acquisition of her European business, the importance of cultural alignment during a transaction, and how her role has evolved seven years on.

At Bluebox Corporate Finance, we work closely with founders navigating complex mid-market transactions — whether preparing a business for sale, exploring partnership options, or planning a long-term exit strategy. Sarah’s experience highlights why trust, transparency, and long-term vision are critical in any successful mid-market M&A advisory process.

If you are thinking about selling a private company in the UK or preparing your business for sale, her insights offer valuable perspective on what truly drives a successful outcome….

Interview:

1. As a founder and Managing Director, what initially attracted you to building a people-led business in this sector?

I’ve always had a strong interest in the environment and early in my career I was fortunate to work in a European team, travelling and building relationships across different countries and cultures—something I really enjoyed and found rewarding.

2. Looking back to the acquisition of your European business, what were the key drivers behind deciding this was the right strategic move?

We weren’t actively looking to sell. The opportunity came along at the right time and offered more than financial security — a platform for long-term growth within an established and respected privately owned group who shared our core values and genuinely recognised the value of their people. While the numbers matter, the deciding factor was finding a partner who aligned with how we wanted to operate as a business.

3. From your perspective, what role did trust and transparency play during the negotiation and deal process?

They were critical. When you’ve built a business from scratch your investment is deeply personal—especially in your people. We took time to build relationships with the group leaders, making sure there was mutual trust, shared values, and a clear commitment to collaboration and autonomy. We needed to be confident that our business and people would be supported and cared for in the same way they supported their own.

5. Seven years on, how has the business—and your own role within it—evolved?

Locally, we’ve maintained our identity while benefiting from the resources, support, and opportunities of the wider group. We’ve grown our teams, expanded our service lines, and developed a stronger leadership structure. Personally, my role has evolved from consultancy and day-to-day management of the UK business to overseeing UK and European operations and sitting on the Group’s Corporate Leadership Team. Although my focus has shifted to long-term vision and strategic planning it has always been important to me to remain active in the consultancy, mentoring and providing support to our clients.

6. In hindsight, what differentiated this transaction from others you’ve seen or experienced in the market?

The time we invested in finding the right cultural fit and building genuine personal relationships with the group’s leadership made all the difference. I believe foundation of trust has been key to the long-term success of the transaction.

7. What advice would you give to founders considering a sale or partnership, particularly in people-led businesses?

Look beyond the numbers. Take the time to truly understand the business you’re joining—its people, leadership, operational approach, and cultural values. Building and maintaining strong personal relationships and open lines of communication with leadership is essential. Equally important is managing expectations internally, keeping your teams informed and reassured that they will continue to be supported and valued.

8. You’ve shown a strong interest in supporting the next generation of entrepreneurs. Why is this important to you?

I’ve been incredibly fortunate to have mentors throughout my career—people who guided, challenged, and championed me, and who gave me the confidence to push myself. Experiencing the impact of that support first-hand has driven my desire to give back. I enjoy encouraging early-stage founders to make the most of opportunities, ask questions, and invest in relationships. People generally want to help other people—you just need to be open to asking.

9. Looking ahead, what excites you most about the future for Nova Ambiente, and for you personally as a business leader?

From a business perspective, the opportunity to grow and create long-term value is hugely exciting. Personally, I believe a key part of successful leadership is enabling others to grow, thrive, and carry the business forward for the long term.

Quick-Fire

One leadership lesson you learned the hard way?
In a people-driven business, successful leadership must be collaborative.

The best piece of business advice you’ve received?
Ask questions—and embrace healthy conflict.

A habit that keeps you grounded during busy periods?
Stepping away from my desk for a walk or a run, even if it’s just 15 minutes.

If you weren’t doing this, what would you be doing instead?
I’m not sure, but I’d like to think it would be something creative and people-focused

Testimonials

This was a complex and important transaction for the shareholders and the business, and Bluebox’s expertise made all the difference. Their meticulous preparation, commercial acumen, technical supremacy and tireless dedication ensured we achieved an outstanding outcome with Ufenau. It has been a genuine pleasure working with a team that combines strategic thinking with an unwavering focus on delivering value for their clients.

John Maxey, Former Client

“We were delighted with the services that Bluebox offered us. Bluebox’s attention to detail through their Diamond Programme ensured that we were well prepared for when the business was taken to market and that the sale process itself was managed expertly.

We challenged Bluebox with finding the right strategic buyer and thereafter negotiating a deal that met our requirements. In helping initially to identify and to secure the deal with Mountville Mills they accomplished just that. Communication throughout was excellent and professional, managing each stage of the process. I would have no hesitation in recommending Bluebox to any corporate shareholder or private business owner looking to divest their business.”

Richard Millward, Former Client

This transaction marks a defining moment in Pure’s journey. What began as a boutique agency built on strategic thinking and brilliant execution, is now evolving into something even more powerful. Having met a number of advisers at the outset of this process, I am delighted to have chosen the team at Bluebox to guide me through this journey - their expert advice was invaluable throughout. They have secured a great deal that met all my objectives, whilst also ensuring that the business will continue to flourish under new ownership.

Charlotte Gentry, Former Client

It has been a real privilege working with the team at Bluebox over this last year or so. Bluebox’s attention to detail ensured that we were well prepared for when the business was taken to market and the sale process itself was managed expertly. Starting the process, I had no idea exactly what this would entail and the volume of work that has been produced by everyone and the result reached today is nothing short of brilliant.

Hugh Morris, Former Client

We are delighted with the services that Bluebox was able to offer. They showed an intimate knowledge of a deal cycle, managed a tight auction process and were highly communicative from the start. I would happily recommend Paul and his team to business owners contemplating a sale of their business in the next 24 months. Experience is key and this has paid off for us.

Laurence Seward, Former Client

Aligning ourselves early with Bluebox, and entrusting the team to guide us through their process proved to be a highly rewarding investment from all viewpoints. Bluebox’s support significantly enhanced both the value of our business and its ‘saleability’. I would highly recommend Bluebox to business owners contemplating an exit in the next two years. The earlier the engagement the better so far as I am concerned.

Mike Minett, Former Client

We began working with Bluebox in early 2015 through their Blue Diamond Programme, as we were contemplating an exit. We found that the process focussed our minds on the key areas of growth in the business, and prepared us well for the inevitable rigours of due diligence. During the sale process itself, the advice offered by the Bluebox team was invaluable. We found them to be helpful, straightforward and honest.

David Stokes, Former Client

“We were delighted with the services that Bluebox offered us. Bluebox were challenged with finding us the right strategic investor and, thereafter, negotiating a deal that met our complex requirements. In identifying and securing the deal with LGC they have done exactly that. The process itself was efficient and smooth, largely due to the excellent communication from the Bluebox team, who also demonstrated excellent experience at managing a very engaging auction process. I would be delighted to recommend Bluebox to any corporate shareholder or private business owner looking to divest a business.”

Helen Dickinson, Former Client

When selecting our adviser, it was extremely important that they had access to international buyers and were experienced in cross-border M&A. The team at Bluebox proved to be invaluable by identifying a strategic acquirer from America who was not known to us and by negotiating an excellent deal for all parties. I was also impressed with the process management from Bluebox, which ensured that the deal was closed in a timely fashion.

Jeff Weinstein, Former Client

When I first engaged with Bluebox, I was hesitant as to the benefits of using an advisor to firstly, find a buyer for my business and secondly, to get a deal over the line. However, now that the deal has completed with KPM, I can honestly say that the finer negotiation points handled by Bluebox and their overall management of this process has been nothing short of first class. I would be delighted to recommend Bluebox’s services to any entrepreneur contemplating the sale of their business.

Bill Ballard, Former Client

Bluebox worked closely with us over the following six months and helped us to implement some key initiatives which made InferMed a more attractive acquisition target. Once we decided to sell the business, the Bluebox team were very diligent in ensuring that no stone was left unturned. They negotiated expertly on our behalf to ensure we got the best deal possible.

Alan Montgomery, Former Client

I have experienced first hand the value that can be created through highly structured pre-sale planning. It amazes me that it is not something that everyone does. It is so disappointing to see around 90% of transactions collapse before they complete and pre-sale planning will not only enhance your price, but also significantly enhance your chance of a closed deal.

James Caan, Investor

We worked incredibly closely with our advisers who provided expert knowledge of the sale process with which we were not familiar. We were truly delighted with the results.

Marten Nielson, Former Client

We are delighted to announce the successful completion of our transaction with Sauter. The collaboration not only enhances our capabilities, but aligns perfectly with our vision for sustainable growth and innovation in the sector. Bluebox were exemplary in their advice throughout the process, and we would have not been able to achieve such a positive outcome without their support. We are grateful to have worked with them and would highly recommend them to any business owner contemplating their options.

Kerry Overman, Former Client

Truly delighted with the way my sale process was managed. The fact that the team I worked with achieved such a great multiple is testament to their experience and their ability to create some true competitive tension.

James Averdieck, Gü, Former Client

“We selected Bluebox after a fairly long round of evaluating potential advisors because of their scientific, yet challenging approach to maximising value. During our initial meetings they showed us how far short of “ready” we were and consequently we completed more preparation in the early stages which meant we were equipped for what was to come. We were delighted with our choice of Corporate Finance partner. I do not hesitate in recommending Bluebox for any SME to consider.”

Simon English, Former Client

Bluebox provided invaluable advice in managing the negotiations with incoming investors. Their skills in handling these discussions were evident from the outset and the vital interface that they provided between the incumbent team and the incoming investors was truly beneficial.

Henry Braham, Former Client

Working with Paul and his team at Bluebox was a fantastic experience. We were expertly guided through the negotiation process, the mechanics of the deal structure, and ultimately the closing of the acquisition of our European business by a privately owned US group. From start to finish, the Bluebox team made the process easy to navigate and understand, helping us build trust and fully appreciate the values of the group we were joining.

The support we received throughout was outstanding, and the results have been incredibly positive. Seven years on, we continue to benefit from the support, opportunities, and rewards that this deal has provided. We couldn’t have asked for a better partner in making the transaction such a success.”

Sarah Pirrie, Former Client

The team at Bluebox provided me with a seamless service from the start of the engagement until our deal was completed. Attention to detail was commendable and their understanding of corporate M&A very impressive. I could not recommend them highly enough.

Victor Lewis, Former client

We appointed advisers to manage the sales process after we had received a number of unsolicited approaches for the business. I was incredibly impressed by the immense value that could be created by expertly negotiating with a group of already interested parties.

Paul Duckworth, Former Client

Having tried to sell my business previously – and failed – I was only too aware of the importance of pre-sale planning. This is a talented team offering a service that most people find out about, but too late.

Simon Hulme, Former Client

Bluebox are a quality outfit. Their access to International acquirers and relationships with the highest quality domestic investors was impressive. My shareholders and I received excellent service from start to finish and it was refreshing to be dealing with a senior team throughout the sale exercise.

Michael Clapper, Former Client

I cannot recommend the team at Bluebox highly enough. Their expert guidance throughout the entire sale exercise resulted in my shareholders securing an excellent deal with which the entire team was delighted.

Mark Rodol, Former Client

I’m really pleased with the service Bluebox provided. The team demonstrated excellent knowledge of the process to follow and led negotiations for the hospital in a way that allowed us to ensure we received appropriate value whilst focusing on reputational risk. Communication and service were of a very high standard.

Steven Davies, Former Client

With Bluebox’s expert advice we were able to find the right buyer that will benefit our business strategically. We’re delighted with the outcome and look forward to starting our new chapter

Clive Hillier, Former Client

The advice offered by the Bluebox team throughout the process was invaluable to the shareholders. We strongly believe that participating in Bluebox’s pre-sale planning programme was a significant driver behind the success of the deal. Their project management and negotiation skills throughout the sale process itself resulted in an exceptional deal being delivered to all parties involved.

Harpal Singh, Former Client

I chose Bluebox because they were the only CFA we considered who were a real ‘solution sales’ organisation rather than a team of accountants and/or ex-bankers! Selling a business is a solution sell and therefore a sell-side CFA requires this skill at its core.''

Jeremy Harford, Former Client

Partnering with Ufenau marks a major milestone for Express Solicitors, and we are immensely grateful to Bluebox Corporate Finance for their exceptional guidance throughout the process. Their strategic insight, deep market knowledge, and hands-on approach were instrumental in identifying the right partner and structuring a deal that positions us perfectly for our next phase of expansion. Bluebox’s commitment and professionalism have been second to none.

James Maxey, Former Client

This partnership with Ufenau marks an exciting new chapter for Express Solicitors, and we could not have reached this point without the outstanding support of Bluebox. They were true partners throughout, and their expertise was pivotal in securing a deal that positions the business for sustained growth and success.

Daniel Slade, Former Client

Having founded Hampshire Cheese almost twenty years ago, deciding to find a new owner for the business felt like a big step. It was very important to me that any potential acquirer shared my passion for quality of produce and that my advisers would handle the process both sensitively and carefully. Bluebox was the perfect advisor to help guide me through this, bringing multiple interesting parties into the mix and providing sound, helpful advice at every step of the process. I can’t thank them enough for their efforts in getting this across the line.

Stacey Hedges , Former Client

It was essential for us to find a partner who shared our commitment to improving healthcare with innovative software. I am delighted to have secured the perfect partner in VitalHub who will continue to advance our products and scale the business. Bluebox managed the sale process expertly and brought a range of strategic partners to the table which was crucial in meeting the shareholders’ objectives. We are delighted with the outcome and are very grateful for their support throughout. I couldn’t recommend them highly enough

Denise Williamson, Former Client

As a family-owned business with a longstanding relationship with the Manx community, it was of utmost importance to us that we transitioned ownership to a retailer who will continue to deliver an exceptional service for our customers. We were delighted to have appointed Bluebox who managed the sale process expertly and guided us through a rather complex transaction. We could not recommend them highly enough and want to thank the team for their support throughout.

Kevin Nicholson, Former Client

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