For New Sellers: Building Rapport and Understanding Needs in M&A Deals

View the complete show notes for this episode.

The successful completion of an M&A transaction often comes down to the rapport that is built between a buyer and seller and how that impacts the ultimate deal structure. Investor Matt Bodnar offers rapport-building strategies and insights into the finer points of crafting a transaction’s structure. He talks about the variables that go into an LOI, understanding and prioritizing the seller’s objectives, goals, and desires, and how this knowledge influences the various components of the final deal structure.

• Ways to Build Rapport: Tips on how to do this through actively listening, finding common interests, and understanding a seller’s goals and pain points.
• Different Perspectives: The value in understanding the seller’s needs, desires, motivations, and objectives in order to structure a deal that works for both parties.
• Deal Structure Components: An overview of components including cash, earnouts, seller notes, and rolled equity, that can be used flexibly to bridge valuation gaps. 
• Influences on Deal Structure: Examples of what can influence deal structure and the impact of different circumstances.

• M&A Basics | The Letter of Intent
• M&A Seller Financing: A Complete Guide
• Net Working Capital (NWC) for M&A – A Complete Guide
• M&A Seller Financing: A Complete Guide

Additional Resources:

• Planning to sell your business? Schedule a free consultation today.
• Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.
• Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal

• What Exactly is a Rollover and Why Should a Seller Care? with Trevor Crow
• The Basics of Selling a Middle Market Company with Rob Brighton
• 48 Deals in 2.5 Years – Here’s What I Learned with Jonathan Jay
• How to Avoid Mismatched Expectations with Buyers with Dan Tamkin