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 you strike the right balance? […]
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 manufacturing company, e-commerce brand, or service-based business, the stability and reliability of the vendor base matters. More […]
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 earn-out is the right move—and when it’s better […]
What to Expect in the First 100 Days Post-Acquisition
You signed the papers. The wire hit. You officially own the business. Now what? The first 100 days after closing are some of the most critical in the entire acquisition journey. This is when reality meets strategy, when your integration plan gets tested, and when your leadership starts to shape the future of the company. […]
Seller Financing: Risks, Rewards, and Structuring Tips
In small business M&A, seller financing isn’t just common—it’s often essential. For buyers, it reduces upfront capital requirements and aligns incentives post-close. For sellers, it can help bridge valuation gaps and accelerate a deal. But as with any powerful tool, seller financing comes with risks, and the structure matters more than most people realize. In […]
10 Common M&A Myths
If you’re buying your first business, there’s a good chance you’ve already run into conflicting advice, outdated assumptions, and well-meaning but misleading hot takes from internet forums or your broader network. The truth is, small business M&A doesn’t work like buying real estate or investing in public stocks. It’s messy, personal, and often more art […]
When to Walk Away From a Deal
If you’re deep into diligence and starting to second-guess things, you’re not alone. Every buyer eventually asks themselves: Is this just cold feet? Or is it time to walk away? In M&A, walking away can feel like failure—especially if you’ve spent months building a relationship with the seller, racked up legal and diligence costs, or […]
Why the Bank’s Due Diligence Shouldn’t Replace Yours
If you’re financing your deal with an SBA loan or working with a lender to close a business acquisition, chances are you’ve heard something along the lines of: “The bank will do their own due diligence.” That’s true. But it’s also incomplete. Because here’s the catch: a bank’s due diligence isn’t designed to protect you. […]
What Happens After a Quality of Earnings Report?
For many first-time or early-stage acquirers, getting the Quality of Earnings (QoE) report feels like a big milestone—and it is. But it’s also the beginning of the most important conversations in your deal process. If you’re holding a fresh QoE and wondering, “Now what?”—this guide is for you. Let’s walk through what you should do […]
Broker vs. Private Sale: What to Expect (For Buyers and Sellers)
When you’re getting ready to buy or sell a small business, one of the first decisions you’ll face is how to approach the deal: work with a broker or go the private route? Both options can work. But the process, the people involved, and the potential pitfalls vary significantly depending on the path you take. […]
How a Skilled Due Diligence Team Protects Your Bottom Line
When evaluating a potential acquisition, having a clear and accurate understanding of the business is crucial. Without the right expertise, it’s easy to overlook red flags, miscalculate risks, or even overpay for a business that isn’t as strong as it appears. A solid due diligence team ensures you get the full picture, protecting you from […]
Understanding Add-Backs and How They Impact a Deal
When evaluating a business for acquisition, one of the most critical aspects of financial due diligence is understanding add-backs. These adjustments can make a business look more profitable than it actually is – or, in some cases, reveal hidden value. Either way, if you don’t know how to analyze add-backs properly, you could end up […]
What to Look Out for Before Submitting an LOI
When evaluating a business acquisition, the period before submitting a Letter of Intent (LOI) is critical. This is your chance to conduct high-level due diligence, assess deal viability, and ensure you’re not about to buy a business held together by duct tape and wishful thinking. Buyers at all levels should approach this stage with a […]
Why Some Deals Fall Apart in Due Diligence and How to Keep Yours on Track
Mergers and acquisitions (M&A) are high-stakes ventures, with nearly half of all deals failing before closing. Research shows that up to 50% of M&A transactions don’t make it to the finish line. The biggest stumbling block? Due diligence. This phase is where financial, legal, and operational realities come to light sometimes derailing deals entirely. But […]
3 Ways to Identify an Exceptional SMB Due Diligence Provider
When diving into the world of small and medium-sized business (SMB) acquisitions, one of the most crucial steps is selecting the right due diligence provider. Their insights and analysis can make or break a deal, and finding someone exceptional can greatly influence the outcome. So, how do you spot a truly outstanding due diligence provider […]
20 Technical Terms Worth Knowing for SaaS Buyers
Venturing into the world of SaaS business acquisitions can be thrilling yet challenging, especially for those who are not technically inclined. One of the most daunting aspects is the specialized technical jargon that comes with the territory. Understanding these terms is vital as they play a significant role in the software development lifecycle and can […]
19 Terms You Need to Know Before Starting Your SMB Search
Embarking on the journey to buy a small to mid-sized business (SMB) can be both exciting and daunting. One of the first hurdles you’ll encounter is the specialized terminology used in the industry. Understanding these terms is crucial as it can significantly impact your decision-making process and overall experience. To help you feel more confident […]
3 Important Steps To Consider When Buying a Small Business
Buying a small to mid-sized business (SMB) may be a thrilling and gratifying experience that presents an incredible opportunity to dive into entrepreneurship, without the risk of starting your own business. Careful planning and preparation are necessary to guarantee a seamless acquisition. Below, we’ll discuss the value of preparation when buying a business and the […]
7 Financial Metrics to Consider When Buying a Small Business
When buying a small business, it’s important to review the financials to ensure that the business is profitable and financially stable. Here are some of the most important financial metrics to consider: Revenue Revenue is the total amount of money the business has generated over a specific period of time. It’s important to review revenue […]
A Complete Breakdown of a Quality of Earnings Report
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 […]