2d • General discussion
Price Is Not The Deal. The Deal Is The Deal.
The buyer asked for a lower price.
The seller refused.
So the buyer changed the offer without changing the headline price.
Same purchase price.
More seller financing.
Longer amortization.
Interest-only period.
Working capital target.
Seller transition obligation.
Holdback tied to customer retention.
Suddenly, the deal became more workable.
This is where inexperienced buyers get stuck.
They treat price as the only lever.
Experienced buyers understand there are many levers.
Cash at close.
Seller note.
Interest rate.
Amortization.
Balloon.
Earnout.
Holdback.
Working capital.
Inventory.
AR.
Transition support.
Non-compete.
Exclusivity.
Indemnity.
A deal can be too expensive at one structure and fair at another.
Price is not the deal.
The deal is the deal.
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Price Is Not The Deal. The Deal Is The Deal.
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