Eric Wiklendt explains what actually happens when buyers find surprises late.
If you are selling your company and hiding issues in diligence, this will cost you.
Eric Wiklendt’s advice is simple.
Bring problems up early.
Do not assume a buyer will miss it.
They will find it.
And when you address it upfront, most buyers respond the same way.
They figure out how to structure around it.
They work through it.
It does not kill the deal.
What does create problems is timing.
If something surfaces late, the question changes.
Now it becomes why was this not disclosed.
And that is where trust breaks down.
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