Chapter 16: Managing Buyer Q&A

What sellers often miss

Many owners focus on having the “right” answer. Buyers are often more concerned with receiving the same answer repeatedly. Inconsistencies, even innocent ones, can create doubt that extends far beyond the specific issue being discussed.

The takeaway

Every interaction with a buyer either builds confidence or creates questions. Make sure your financial data, management team, advisors, and supporting materials all tell the same story. When information is consistent, buyers spend less time questioning the facts and more time focusing on the opportunity.

Figure from the book · Chapter 16

Illustrative, not your deal. Where the book uses dollar figures, they are there to show how something works, not to describe your business. Your banker, your accountant, and your attorney will put real numbers to your own situation. Full note.

Terms this chapter uses

• Confidential Information Memorandum (CIM)
• Data room