Unfortunately, the banking market remains relatively tight, and purchasers reliant on bank debt may struggle to raise sufficient funds on acceptable terms. If they can’t pay, you might need to re-structure the deal, perhaps with an earn-out or similar, but there’s an equal chance the deal might fall over.
Failure to Build Relationships
If the atmosphere between the parties is coloured by suspicion or mistrust, it’s difficult to get over the inevitable bumps in the road. In all probability, you’ll have to work with the purchaser once the deal is done, at least for a period. You have to cultivate a constructive relationship and work hard to maintain it; it will pay dividends during the process and after completion. Advisers can help with this, but it’s really the principals who need to build these relationships.