Join us where we will discuss why mergers and acquisitions (M&A) is often considered the “lost art of finance”. M&A is not just about numbers, it is also about the art of a successful hand off. M&A involves real-life human beings who are the stakeholders. Powerful emotions like trust, honesty, fear, and hope are inextricably linked to the sales process. Smart M&A advisors do not under-estimate the importance of people’s feelings during an M&A transaction. This discussion is relevant to business owners and their advisors at any time. Five years or before the transfer occurs is when a business owner needs to be thinking about and preparing for these issues.
Heaton will discuss any or all of the following:
• The psychology of buyers and sellers;
• Sellers feelings of
- Fear and uncertainty
- Loss of identity
- Feeling judged and inadequate
• The importance of empathy for both buyer and sellers
• The owner’s conundrum
- Sell when all is great
- Double down on business when there are problems
