When you’re negotiating a deal to sell your business, it’s not just about the top-line number. How you get paid—and when—can dramatically affect the outcome.
In this video, Kirk Michie explains how to think strategically about deal structure, including cash vs. earnout, seller notes, and retained equity. If you’re wondering whether to hold firm on price or push for better terms, this framework will help.
Watch below for insights that could save you from costly missteps.
When selling a business, it’s not just about the purchase price—it’s also about how that price is structured. In this video, M&A advisor Kirk Michie explains when it might make sense to accept a lower valuation in exchange for better deal terms.
He walks through common structures like earnouts, seller notes, and retained equity, and outlines the risks and trade-offs involved with each. Kirk also offers a practical negotiation framework: “seller’s price, buyer’s terms” vs. “buyer’s price, seller’s terms.”
If you’re navigating business exit planning or preparing to negotiate with private equity or strategic buyers, this is a must-watch. Learn why experienced transaction advisors—and deal-savvy lawyers—can make the difference between a good deal and a regretful one.
Unclear financials can turn due diligence into a long debate about your numbers. A sell-side quality of earnings report helps answer those questions early so buyers can focus on what makes your business valuable.
Recurring revenue can make a business look easier to predict, finance, and grow. Kirk explains why buyers value it—and why a high churn rate can weaken the story.
An offer may sound impressive, but is it actually a fair price? Kirk Michie explains how to understand your company’s market value before entering a sale process.
Many business owners focus on the purchase price but overlook the deal terms that can impact what they actually take home. Here’s why understanding the net working capital peg before signing a letter of intent matters.
Taxes can dramatically change what founders actually keep after selling a business. In this video, Kirk Michie introduces Section 1202, also known as the Qualified Small Business Stock (QSBS) exemption, and explains why founders should understand these rules long before going to market.
Founders often ask: what multiple will my business sell for? In this video, Kirk Michie explains how real buyers think about multiples of EBITDA or revenue—and what factors move you up or down the scale.
The M&A process can feel overwhelming. Kirk Michie introduces “The Funnel,” a clear framework that helps founders understand each stage of getting deal-ready—from early curiosity to closing day.
Thinking about cutting expenses—or making a big investment—before you sell your business? Here’s what to consider.
