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- Always Be Closing: How to Resolve Key Seller Pushbacks
Always Be Closing: How to Resolve Key Seller Pushbacks
They have pushbacks, we have comebacks!
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Founder friendly, 100% of the time
We’ve been itching to write this article for a long time!
We’ve covered the front-end (fundraising, frugal origination) and the back-end (HoldCo design, CFO playbook). Now, it’s time to address the bottleneck in getting from A to B: getting deals done.
Serial acquirers are value buyers. The multiples they pay are influenced by a combination of:
Investor expectations of consistent 20%+ ROIC
Opportunity set consisting of decent but not stellar businesses
Sensible leverage
Unfortunately, many founders aren’t simply ready to part with life’s work for a multiple of EBITDA.
What can you do to get them over the line?
Turns out, there are a few recurrent themes. We picked our favourite pushbacks and paired them with our best rebuttals. To be clear: we’re not mocking founders. These are legitimate pushbacks. We’re here to help acquirers win the argument.
Happy negotiation!
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