As more business owners learn about modern dealmaking strategies, they are becoming increasingly sophisticated in negotiations. Sellers now understand vendor finance, deferred payments, earn-outs and other creative structures.
Whilst this means sellers are much more educated and agreeable to little-known finance options, it also means buyers must become even better dealmakers to leverage a great deal. Jonathan Jay explains why business sellers are pushing back harder and how experienced acquirers structure deals that still work for both sides.
