Many deals collapse at the structuring or due diligence stage. Buyers and Sellers often have differing needs and objectives.  And while the idea of providing unfettered access to your confidential business information may sound scary, it is standard operating procedure once a letter of intent is signed. This panel discussion will highlight key areas of tension and risk for sellers. You’ll learn ways to maintain control of the sale process without impeding success.

You will hear first-hand stories (the good, bad and ugly) that outline what owners and advisors have experienced during the transition journey.  Buyers and their advisors will be on the lookout for red flags and trouble spots. This is your opportunity to learn about common “deal breakers” so that you and your advisors can prepare for them to ensure you maintain momentum during your transaction.

Some key areas to focus on include:

• Structuring your business for sale on your terms while maintaining its attraction for prospective purchasers
• Disagreements over calculation of purchase price and timing for payment of purchase price, whether there’s a holdback or not
• Dealing with issues that come up during due diligence (e.g. fixing historic issues)
• Understanding how to have your employees and customers on side and when to advise key staff on the pending changes
• Sharing risk in the deal (including limitations on claims that can be brought by purchaser), and
• Working capital issues/adjustments – how owners can avoid getting hammered on this subject