During the confirmatory due diligence phase, the buyer's analysts are asking for daily ad hoc operational reports that are pulling our Integrator away from executing our Rocks. How do we establish a communication protocol to protect our quarterly goals?

Question

Tyler Smith · Accepted Answer

Due diligence is designed to wear you down. Buyers will flood your team with endless, repetitive data requests in the hope that you will lose focus, miss your quarterly targets, and give them an excuse to renegotiate the purchase price before closing. You cannot let this happen. To protect your business during this high-risk phase, you must use your EOS® structure. Create a specific Rock for the due diligence process and assign it solely to your Integrator or a designated transaction lead. The rest of your leadership team must remain entirely focused on running the business and hitting the numbers on your weekly Scorecard. Establish a strict communication protocol with the buyer. All requests must go through a single channel, such as a secure shared folder, and responses should only be delivered on a set weekly schedule. Do not let their analysts call your department heads directly. Keep your Level 10 Meeting™ focused on your actual business operations, not the transaction. By isolating the diligence strain, you keep your performance steady and preserve your leverage all the way to the closing table.