Delicate Adjustments
Achieve the
right Balance

the structure is as important as the scale

When it comes to deal structure, it’s important to consider this as integral to the offer. There is always a risk and reward balance to achieve in the negotiation process. It has to work for the acquirer, but by listening carefully to business owners, there is normally a way to achieving a successful completion.

Interpret motivations. Understand how to accommodate the decision makers in the process. The terms need to work for you, but also need to work for the current owners too.

It can also shift the focus. A larger offer with a longer tail, and tighter earn out terms, can work much better for acquirers. Particularly when deal finance is involved. So sometimes a higher ticket can actually offer lower financial risk.

Earn outs can also be more attractive to the business owner who remains with the business in the medium term, and is interested in the future success of the company. They can also flush out company owners who have been overly optimistic in valuation.

So, don’t let a headline figure be a stumbling block, a tighter structure can often unlock deals which would otherwise slip away.