Buyer Negotiation
Should a buyer meet your people before closing?
It depends on sequence, not preference. Why the meeting comes after every other item has cleared, why it is days rather than weeks before close, and why a contract is the wrong thing to bring.
Buyer Negotiation
What actually happens in due diligence
Diligence is where most deals die, and rarely from one big problem. What the buyer is doing, how long it takes, and how to keep it moving.
Buyer Negotiation
The working capital question nobody warns you about
Most sale agreements require you to leave a normal amount of working capital in the business. It is negotiated early, settled after closing, and it surprises sellers.
Buyer Negotiation
Why a buyer wants you to carry part of the price
Seller financing is normal, and it is not only about the buyer being short of money. What a seller note actually does, and what to watch in the terms.
Buyer Negotiation
What a letter of intent commits you to
Most of an LOI is not binding. The parts that are binding are the ones that matter, and exclusivity is the one that costs you leverage.
Buyer Negotiation
Running more than one buyer at a time
One buyer is not a market. Why a second one changes the terms more than the price, and how to keep them on the same clock.
Buyer Negotiation
How information reaches a buyer
A buyer should learn about your company in stages, and each stage should cost him something. How staged disclosure works, and the questions to ask early.