Your Deal is Almost Done, Then Again, Maybe Not

April 28, 2018 By
Having a letter of intent signed by both the buyer and the seller can be a very good feeling.  Everything can seem as though it is moving along just fine, but the due diligence process must still be completed.  It is during due diligence that a seller decides whether he or she is going to finalize the deal. Much depends on what is discovered during this important process, so remember the deal isn’t done until it is truly finalized. In
Read More
cultural fit

Buyer Beware: How Cultural Fit Can Make or Break a Deal

April 22, 2018 By
Every merger begins with high hopes. No one goes into one of these deals thinking it’s going to tank. What’s often behind a failed deal isn’t bad numbers or intentions; it’s a cultural mismatch. Shared values are key to a successful merger. Most executives pay more attention to synergies and expenses than culture, which means that employees and stakeholders are often left working out cultural issues—and working them out poorly. Here’s what you need to know about how cultural fit
Read More

Three Easy & Effective Ways to Negotiate

April 14, 2018 By
Far too many prospective business buyers and sellers overlook just how important negotiations can be.  But they can also be tricky. In general, there are three approaches to negotiations. Thinking through your negotiation strategies well before the time to buy or sell is a savvy and prudent move. Negotiation Tactic #1  Take It or Just Leave It In this negotiating tactic, the buyer makes an offer and the seller makes a counter-offer, then both sides leave it there.  If the
Read More