For every reason a deal falls apart, there’s a reason one closes successfully. While some deals are undone by uncontrollable events such as a fire, or a natural disaster, most collapse due to misalignment between the buyers and the sellers.
Here’s what helps a business sale close smoothly:
1. Clear Agreement From the Start
Too often, deals fall apart because the buyer and seller weren’t truly aligned. If an offer is vague or leaves too many loose ends, things can unravel fast. A strong deal starts with both sides understanding and agreeing on terms up front. Key questions should be answered early so the offer to purchase is clear and actionable.
2. Patience and Deal Oriented Advisors
Closings take time and involve many details. Both parties should expect a process, not an instant transaction. If outside advisors are involved, they should be focused on helping get the deal done in a timely manner. Advisors work for the buyer and seller, not the other way around. Timelines should be respected, and everyone should agree on deadlines from the outset.
3. No Surprises
Sellers must be upfront about flaws in the business. Buyers understand no business is perfect, but surprises late in the process can kill a deal. Whether it’s tax concerns, financing issues, or operational gaps, it’s best to surface these early.
4. A Win-Win Mindset
Both sides need to walk away feeling like they got a fair deal. If the chemistry is right and expectations are met, the closing becomes a formality.
