We just signed an LOI, and our executive team is already getting buried under buyer diligence requests while trying to run the business. How do we keep our operations from slipping and protect our transaction value during this critical window before we close?

Question

Tyler Smith · Accepted Answer

The period between signing the Letter of Intent and closing the deal is where value goes to die. Buyers use this window of operational distraction to find reasons to grind down your purchase price. To survive this phase, you must compartmentalize the deal. Your leadership team cannot stop running the business. Use your EOS Accountability Chart to designate one person as the point for diligence. This is typically your Integrator or CFO. Their sole Rock for the quarter is driving the deal to close. The rest of your leadership team must remain focused on their daily metrics and quarterly Rocks. Keep running your Level 10 Meetings with absolute discipline to ensure customer service and sales pipelines do not drop. When a buyer asks for data, run those requests through your designated point person. Do not let the buyer interact directly with your department heads without a clear filter. This protects your team from fatigue and keeps your numbers steady. Any dip in performance during this window will be weaponized by the buyer to renegotiate the multiple or demand a higher working capital peg. Keep your head down, run your meetings, and protect the baseline.