How to Create Competitive Tension and Increase Value of Your Business

I think a lot of people listening probably, whether it's on the buy side of the sell side, have a similar kind of deal junkie-esque nature to them. So just touching on managing seller expectations. Sometimes that can be quite a shock to perspective seller when the buyer mentions those things or it eventually comes up. And so we talk about deal structures and introduce the concept of deferred payments. Debt also earns out what the difference is between a deferred structure and an earn out. There are as many deal structures as there are deals in my experience. We educate the client to expect some sort of structured offer when we eventually get in front of buyers.