05/13/2026
Most M&A content is written for large companies.
But small business acquisitions happen all the time. And the owners going through them are often doing it for the first time with no idea what to expect.
Here is what I tell first-time sellers.
The LOI (letter of intent) is not a formality. The terms in it shape everything that follows. Get legal eyes on it before you sign.
Due diligence will feel invasive. It is supposed to. Have your records clean and organized before the process starts.
The deal almost always changes between the LOI and closing. That is normal. It does not mean it is falling apart.
Earn-outs are tricky. If part of your payment is tied to future performance, understand exactly what you are agreeing to and who controls those metrics.
Tax structure matters as much as price. How the deal is structured determines what you actually take home.
I work with business owners in Florida on M&A from the early conversation through closing. Most of my clients on the sell side are doing it once. I help them do it right.
If you have been through an acquisition, what surprised you most about the process?
