In the $1M–$50M range, deals move fast—but they’re rarely simple.
One of the most common issues I see is buyers underestimating post-closing reality.
1. The Business Doesn’t Run on Paper
Financials tell one story.
Operations often tell another:
- key relationships
- informal processes
- institutional knowledge
If those aren’t accounted for, the transition can be rough.
2. Seller Transition Matters More Than Expected
Many deals assume:
- a short transition
- clean handoff
In practice, continuity often depends on:
- seller involvement
- employee retention
- customer stability
These aren’t side issues—they’re central to deal success.
3. Legal Structure Drives Outcomes
Purchase price is only one piece.
Equally important:
- working capital mechanics
- indemnification structure
- any seller carryback terms
These shape how the deal performs after closing.
The Deals That Go Well
The strongest deals in this range tend to have:
- clear expectations
- aligned incentives
- and thoughtful structuring on the front end
If you’re evaluating or pursuing an acquisition, you can see how I support buyers through this process here.