When Deals Go Sideways: Protecting Value in the Sell-Side Process

Even attractive businesses can encounter problems once a sale process begins—and issues that appear manageable to an owner can quickly become leverage for a buyer. Drawing on perspectives from advisers, an active acquirer and an entrepreneur who has personally been through the process, this discussion examines what can go wrong before and during a sale. From customer concentration and financial or data-room deficiencies to diligence surprises, management distraction and buyer concerns, panelists will share real-world lessons about what can reduce value, change deal terms or derail a transaction—and what sellers can do before going to market to avoid those outcomes.