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Episode notes
Lost Lighting Deal Valuable Lesson
- Jules lost a $15M architectural lighting manufacturing deal due to sellers changing their minds late in the process.
- This taught him the importance of investor relationships and deal structuring for future acquisitions.
Balance Risk with Simple Deals
- Accept some customer concentration risk but adjust valuation for it with forgivable seller notes.
- Keep deal structures simple to meet seller comfort and enhance closing likelihood.
Use Brokers to Close Deals
- Always involve brokers in manufacturing deals for seller management and deal success.
- Brokers ease seller concerns and align expectations, increasing likelihood of closing deals.