WILLW: Q1 Deal Shifts, AI in M&A, and Human Side of Exits

Today's "What I Learned Last Week" newsletter covers a lot of ground—from fresh IBBA market data to the emotional side of selling your business. A few big themes stood out: changing deal terms, expanding AI adoption, and the human side of M&A. Key takeaways: - Seller Financing Rises as Cash at Close Falls: Q1 2025 Market Pulse data shows increased seller confidence, but buyers are leaning more on seller notes and creative deal structures. Valuations remain stable, but the way deals get done is shifting. - AI Tools Are Now Standard in Dealmaking: A new Axial survey found 74% of M&A professionals are already using AI—mostly for market research, drafting CIMs, and targeting buyers. While many see a competitive edge, concerns linger about overreliance, accuracy, and confidentiality. - Exclusivity Clauses Can Make or Break a Deal: A deep dive from SMB-Transactions underscores why buyers should fight for clear, binding exclusivity terms in LOIs. Without them, sellers can continue shopping the deal or slow-walk negotiations. - Telling Your Team You're Selling? It’s Complicated: A Reddit thread featuring a nervous seller with 95 employees prompted strong responses. Most pros advise not telling staff until after closing unless absolutely necessary—and if you must, use NDAs and legal guidance. - Unexpected Risk: Being Impersonated Online: DueDilio was targeted in a phishing scam falsely claiming it was hiring. Result? Wasted ad spend, reputation risks, and lots of headaches. Catch the full issue of the newsletter here: https://thebusinessinquirer.substack.com/p/what-i-learned-last-week###-###-#### Questions for the community: - How are you handling employee communications during an acquisition or sale — or advising clients to do so? - Are AI tools genuinely helping you get deals done faster or better? Any standout tools or use cases?