I watched a seller wire $385,000 back to the buyer seventy-five days after closing because the buyer's auditors reclassified $250,000 in inventory as obsolete and identified $135,000 in undisclosed accruals during the post-close true-up. The seller had treated the closing…
I watched a seller lose $245,000 at the closing table because he viewed the final settlement statement as a clerical formality rather than a final negotiation. The buyer reclassified accrued but unpaid bonuses as debt-like items rather than working capital…
I watched a seller receive a wire transfer three months after closing that moved in the wrong direction. The buyer's auditors completed the post-close true-up and determined that the actual net working capital at closing was $450,000 below the peg.…
I have seen a seller lose $1,200,000 at the closing table because they agreed to a working capital peg based on a three-month seasonal peak rather than a twelve-month average. The buyer successfully argued that the elevated inventory levels were…
Most owners have a number in their head – what they believe the business is worth, what they expect to walk away with, what they have been building toward. However, the gap between that number and what a buyer will…
There is a specific moment most founders recognize immediately when I describe it. Revenue has been growing for several years. The team is larger. The customer base is broader. But margins are thinner than they were when the business was…
I’ve seen owners spend $500k on a new fleet of trucks only to have the buyer value them at book value during diligence. That same $500k spent on a professionalized management layer or a proprietary ERP system could have pushed…
Most owners approaching a sale fixate on one number: the headline price. They treat the transaction as a linear negotiation where the highest bidder wins and everything else is detail. That framing is incomplete, and it costs sellers money. The…
Driving Enterprise Value Through Strategic Operational Improvements Most owners preparing for exit are tracking the wrong number. Revenue is satisfying to grow and easy to report, but buyers do not price your business on revenue. They price it on EBITDA…
The transition from a Letter of Intent to a definitive purchase agreement is the most volatile period in the lifecycle of a business sale. During this phase, the seller’s primary objective is to maintain momentum and preserve the valuation established…