How to deal with owner´s Lawyer/Advisor

As a Lawyer, an Investor and a searcher myself here is a list of mistakes I will never make again and that will save you tens of thousands of dollars, liters of cortisol (dramatization haha) and thousands of hours and hours in delays (yes, these eternal delays and slow communication):

1) Bring their lawyer/advisor very late:

When you get all the financials and evaluate the company, if you are interested in a second meeting, please make sure that his lawyer/advisor is there and that you are on the same page since the beginning.

2) Become his enemy:

It has happened to me that the relationship with his advisor/lawyer became a power war. You will always lose this war. Don´t start the battle.

3) Not incentivize them to make the deal happen.

They will lose the customer if you purchase the company. Find ways to compensate for that by creating synergies with them from the early beginning . The easiest way to let their guard down is to refer them to a new customer or become a customer of him yourself.

4) Not set a clear timeline expectations about how the deal should evolve since you sign the NDA.

Ask for a commitment to the timeline when signing the NDA and attach a timeline. Ex. Internal financials should be shared in 10 days maximum.

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