How to Avoid M&A Dealkillers When Selling Your Business

Studies have estimated that more than 50% of all M&A transactions do not achieve their expected value or never close. Even if those stats are remotely accurate, the results are disheartening because no business owner wants to go through the time, expense, and emotional drain of trying to sell their company only to experience a deal falling apart.

At TobinLeff, we pride ourselves on helping our clients get their M&A transactions closed on their terms. In this podcast, four of our partners — David Tobin, Bruce Bishop, Chuck Gottschalk, and Mary McKinney — share strategies and action steps to help avoid deal killers or reductions in purchase prices. Some of the topics discussed include:

• How to set realistic expectations on value and deal terms
• How to get in front of potential weaknesses and deal killers
• How to package and present your value proposition so buyers know what they are buying and see value
• How to approach the process from a position of strength
• How to perform reverse due diligence to qualify buyers and be confident that visions and values align
• How to control the due diligence process
• How to make sure lawyers and accountants keep the deal on track
• How to minimize deal fatigue and keep yourself and your team energized through the process