We are in the middle of due diligence, and the sheer volume of data requests is exhausting. How do we keep our eye on daily operations so our performance does not slip before we close?

Question

Tyler Smith · Accepted Answer

Deal fatigue is a major threat to a successful transaction. Many deals fall apart in the final mile because the owner gets distracted by diligence requests, causing operational performance to drop. Buyers watch your performance closely during this period. If your revenue or profit dips while you are under exclusivity, they will retrade the price or walk away. To prevent this, you must split your leadership team's focus. Designate one person, typically your Integrator or CFO, to act as the primary point of contact for all due diligence data requests. The rest of your leadership team must remain focused on executing their quarterly Rocks and running the daily operations. Keep your weekly Level 10 Meeting™ sacred. This ensures that operational issues are still identified, discussed, and solved quickly without getting buried by deal noise. Do not let your sales pipeline stall or your customer service standards slip. By keeping your operational engine running smoothly, you prove to the buyer that the business does not rely on your constant supervision, which reinforces the very value they are paying for.