There are two learning points we have come to in the course of working with a wide range of acquirers and vendors of businesses.
Firstly, if the relationship between the two parties breaks down, then the deal may as well be over. Secondly, the deal structure is as important as the offer price.
So, when it comes to negotiation, it is always best to leave the awkward questions to advisors. To broker the right deal by mediating between both parties. To achieve the right balance of immediate rewards and downstream commitment.
In our experience, business owners are more honest with us. They allow us to explore alternatives, to sound out concerns, and work closely with them. Better still, they can maintain a strong relationship with our client.
Don’t let the details ruin the bigger picture. We’ll give you the confidence, to realise a better deal.