Management presentation

Definition

The session where the seller walks a buyer through the business itself.

Why It Matters

It is the one scheduled hour where the owner explains the numbers instead of you reading them, and the questions you bring are diligence you get before paying for any. Ask what happened in the worst month of the last three years, who the business would struggle to replace, and which customers would be hardest to keep through a change of ownership. An owner who cannot answer those without turning to the broker has told you how much of the business lives in their own head, which is the single thing that most often reprices a deal later.