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A Complete Breakdown of a Quality of Earnings Report
June 23, 2022
After an exciting and exhausting search process, you’ve finally found a business that checks all your boxes and you’re excited to move forward to the next steps: Signing an LOI and conducting due diligence. Well, now’s the time to do a mini hoorah to celebrate this milestone and hunker down for the rest of the process....
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Jul 8, 2025
Evaluating Owner Dependency Before You Buy
When acquiring a small or mid-sized business, few risks are as underestimated as owner dependency. A business may look profitable on paper, have healthy margins, and pass financial diligence, but if the owner is the glue holding it all together, the deal may be more fragile than it appears.
Evalu...
Jun 30, 2025
How to Handle Surprises During Due Diligence
No matter how buttoned-up your process is, surprises during due diligence are almost inevitable. And not all of them are deal-breakers.
You might uncover a tax issue that was glossed over. A key customer might turn out to be more at risk than expected. Or maybe the seller wasn’t as forthcoming as...
Jun 23, 2025
The Hidden Costs of Buying a Business
When you think about the cost of buying a business, your mind probably goes straight to the purchase price. But seasoned buyers know that closing the deal is just the beginning.
There’s a whole category of expenses that don’t show up in the CIM, aren’t part of the valuation, and often get overloo...
Jun 16, 2025
How to Ask Tough Questions Without Killing the Deal
When you’re buying a business, asking tough questions is part of the job. But that doesn’t mean it’s easy, especially when you’re trying to build rapport with the seller.
Push too hard and you risk souring the relationship. Stay too soft and you risk missing something critical. So how do yo...
Jun 10, 2025
The Importance of Vendor Concentration in M&A Deals
When buyers think about concentration risk, customer concentration usually gets all the attention—and for good reason. But there’s another type of concentration that can quietly derail operations and increase your post-close risk: vendor concentration.
Whether you’re buying a manufact...
Jun 2, 2025
Earn-Outs: When They Work and When to Avoid Them
Earn-outs can be a useful tool in M&A negotiations—but they’re also one of the most misunderstood and misused.
Done right, an earn-out aligns incentives and bridges valuation gaps. Done poorly, it creates tension, distracts from growth, and sparks legal disputes.
So how do you know when an...
