8. Typical deal breakers

August 17th, 2012

Although it’s an emotional selling your business, don’t get emotional about being open and honest with information provided to potential buyers. If they get an unexpected surprise in the due diligence process, the deal could fall away. Equally, you should be on the front foot and be comfortable with their ability to do the deal. Why could the deal fall over? Think about the following:

•  Undisclosed material facts – disclose, but manage all ‘contentious’ information

•  An under capitalised purchaser – get confirmation they can do the deal

•  Working capital sensitivities or high severance costs


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