The Knowledge · 05

The Deal

Most buyers have never bought a business. These conversations demystify offers, negotiation and deal structure.

Making your first offer

How to open without overpaying.

Getting to a fair number.

Paying partly on future performance.

When the seller helps fund the purchase.

Two structures with very different consequences.

Setting out the deal before contracts.

Locking in your right to proceed.

Keeping momentum without losing ground.

The common reasons transactions collapse.

Knowing when no deal is the right deal.