Many sellers fixate on the offer price but ignore deal structure, payment timing, tax consequences, or earnout clauses that can dramatically shift the final value.

Earnouts are not just clever deal mechanics—they’re relationship tools. When structured correctly, they reinforce trust and reward performance, which can be especially valuable in lower middle-market transactions.

Being tired of Mondays is not a good enough reason to sell your business. Neither is fantasizing about escaping that one employee who’s a little too chipper at 7:45 a.m. Selling your business is a massive decision — emotionally, financially, and strategically. And it’s one that requires more than burnout or a vague “I’m over it” moment.

Due Diligence is the M&A version of “trust, but verify.”