During the confirmatory due diligence phase, the buyer wants to interview our middle management team before signing the purchase agreement. How do we handle this request without creating panic, distraction, or rumors of an impending sale?

Question

Tyler Smith · Accepted Answer

During the confirmatory due diligence phase, buyers often ask to interview your middle managers to assess the strength of your organization. While this is a standard request, it carries high risk. If handled poorly, it can cause panic, fuel rumors, and distract your team from hitting their weekly targets.

You should only agree to these interviews late in the process, once the purchase agreement is substantially negotiated and financing is secured. When you do schedule them, frame the interviews as a routine operational review or a growth planning session rather than a sale evaluation.

Keep the interviews structured. Ensure that your managers understand their GWC™ role profile and can articulate how they contribute to the company's Rocks. Coach them to speak confidently about how they use the weekly Level 10 Meeting™ to solve issues without founder intervention. This demonstrates to the buyer that your management team is aligned, capable, and highly structured. By keeping the communication focused on your operating system, you protect your team's focus and prove to the buyer that your middle management is a major asset, further securing your valuation multiple.