30 Jan Built to Sell: The #1 M&A Mistake Founders Make
When Nick Katz tried to sell acasa on his own, the downside wasn’t just a slow process. It created a setup where buyers had the leverage: they could keep asking for information, keep “exploring,” and never commit to an LOI. With no deadlines and no competitive pressure, there was no reason to act. In this episode, you discover how to:
– Spot when a buyer is gathering intel, not buying
– Structure stage gates that force a yes, a no, or a clear next step
– Control disclosure so access to information is earned
– Build competitive tension without bluffing
– Shift the pitch from vision to “cheaper to buy than build”
– Keep emotion out of the process by using an objective quarterback
– Prevent endless diligence from becoming the default outcome
