Founders often begin thinking about a sale long before a transaction process formally starts. In many cases I work with leaders one or two years before an exit, helping them strengthen the business, position the company for buyers, and prepare for the realities of a transaction.

 

As the process becomes more active, my role shifts toward helping founders navigate the strategic decisions that arise along the way — valuation framing, buyer psychology, deal structure, and risk identification as the situation evolves.

 

In many transactions founders also work with an investment bank or M&A advisor responsible for running the formal sale process — identifying buyers, managing outreach, coordinating diligence, and driving the transaction toward closing.

 

My role is different. I serve as the founder’s independent strategic advisor, helping you think clearly about positioning, negotiation strategy, deal structure, and risk as events unfold. My focus is not on pushing a transaction forward, but on helping you make the best decisions for your company and your future.

 

When a formal process begins, the stage just before a Letter of Intent (LOI) — often called the Indication of Interest (IOI) stage — can be an especially valuable moment to bring in an advisor. At that point expectations and negotiating leverage are still fluid, and strategic positioning can meaningfully influence the outcome.

 

Once an LOI is signed, lower-middle-market transactions typically move toward closing within 60–120 days, assuming diligence runs smoothly and financing is straightforward. That window is often where the greatest value — or risk — is created.

 

For that reason, I typically structure M&A advisory relationships as monthly retainers rather than milestone-based fees, allowing me to stay engaged as the situation evolves.