I want to ensure the private equity firm buying my business will not destroy our culture. How can I evaluate their operating partners conative profiles to see if they will clash?

Question

Tyler Smith · Accepted Answer

Selling your business is not just about the check. If you care about your legacy and the team you leave behind, you must evaluate the buyer's operating team as thoroughly as they evaluate you. Private equity partners often have vastly different hardwired drives than the founders who built the company. You can assess this alignment by observing their conative styles during negotiations. Conation measures an individual's natural pace and approach to tasks. It dictates how they solve problems and take action. For example, a founder is often a high Quick Start, thriving on vision and rapid change. If the buyer's operating partners are high Fact Finders and high Follow Thrus, they will naturally demand extreme precision, detail, and rigid structure. While this can bring operational discipline, it can also strangle the creative culture of your leadership team. Ask yourself if the buyer's team shows an interest in understanding your team's natural work styles. If they are self-absorbed and show no desire to understand your culture, they will likely clash with your leadership team post-sale. Watch how they interact during the deal process to determine if they possess the trust-building behaviors necessary to lead your people.