Quick Answers About Customer Concentration What does customer concentration mean in a business sale? Customer concentration means that one customer, or a small group of customers, contributes a meaningful share of the company’s revenue or profit. There
Quick Answers: Transaction Fatigue in M&A What is transaction fatigue? Transaction fatigue is the mental and operational strain that business owners experience during a prolonged sale process. It often occurs while balancing due diligence requests with the
Quick Answers: M&A Re-Trades What is a re-trade in M&A? A re-trade occurs when a buyer attempts to renegotiate price or deal terms after signing a Letter of Intent, typically because new information is discovered during due
Quick Answers: Working Capital Pegs in M&A What is a working capital peg? A working capital peg is the agreed-upon amount of working capital a seller must leave in the business at closing so the company can
Quick Answers: Confidential Information Memorandums (CIMs) What is a Confidential Information Memorandum (CIM)? A Confidential Information Memorandum (CIM) is a detailed document that introduces qualified buyers to your business after they have signed a Non-Disclosure Agreement. It
Quick Answers: Business Transferability in M&A What makes a business transferable?A transferable business can continue operating successfully without the founder’s daily involvement. Buyers look for stable systems, leadership depth, and operational continuity. Why does owner dependency reduce
You’ve spent months preparing, you’ve navigated the exit market, and you finally have a signed Letter of Intent (LOI) at a premium multiple. You feel like celebrating, but for most founders, this is where the real work
As we reach the tail end of Q1 2026, the market is no longer a monolith. The "Great Separation" has created two distinct groups of acquirers, each looking at your business through a completely different lens. If
The Great Separation: Why Some Businesses are Selling for 10x While Others Stall As we enter March 2026, the M&A headlines are telling two very different stories. On one side, we see "Average" businesses, those still operating
The gap between average and premium transactions is widening. Across multiple sectors, we’re seeing two very different outcomes for businesses that, at first glance, appear similar in size and profitability. Some are trading within predictable middle-market ranges.
