M&A Tips: why communication can make or break your deal

Buying or selling a business can be like running a marathon and communication is the water you need to make it through. M&A deals don’t just fall apart because of bad numbers. People stop talking, they lose focus, or a miscommunication spirals into a bigger problem. Smooth, steady communication keeps everyone hydrated, focused and heading toward the finish line. It saves deals.

A few communication tactics can make a significant difference throughout the M&A process.

The beginning: start with a strategy discussion

An upfront strategy discussion creates early alignment, saving time, reducing confusion and surfacing red flags before they become problematic. 

Buyers should share key performance indicators (KPIs) that define success for them. Advisors’ analysis and recommendations start off on target when they understand the buyer’s lens, instead of requiring mid-process course corrections.

For sellers, transparency is equally important. Clearly outline your goals, timeline and non-negotiables. This helps your advisors to better position the business and manage buyer expectations. Early insight into what matters most to you allows your team to shape the narrative and keep the process on track.

The middle: schedule weekly meetings with advisors

If open communication is the goal, weekly advisor meetings are the tactic. Carve out time each week to connect with your deal team. These check-ins create space to flag concerns, share updates and make sure everyone’s still running in the same direction. Invite the full crew — financial, legal, tech advisors — to keep transparency high and prevent silos.

Think of these meetings as your early warning system. Little issues caught here are the ones that can turn massive if ignored. Better to catch them early when they’re fixable, not at 11:59 p.m. the night before closing. Schedule those meetings now. Thank yourself later.

The end: finish strong by speaking up

Nobody wants to see a deal implode at the eleventh hour because of a missed conversation. It happens more often than most people admit.

Silence is deadly in M&A. If something feels off, unclear, or delayed, talk about it.

• Information unavailable?  Say so instead of stalling.
• Need an alternative approach? Ask your advisors. It’s what they’re here for.
• Confused by a request? Clarify before you spin your wheels.
• Spot a potential deal-breaker? Bring it up now, not when it blow up later.

Everyone involved in the transaction is trying to cross the same finish line. Effective communication just gets you there faster and with fewer stress headaches.

Throughout: communicate deadlines

A familiar scene: the deal deadline is looming and advisors are scrambling. Suddenly, it feels like everyone’s trying to cram six weeks of work into six hours. Enter: the dreaded M&A fire drill.

Deals are complex. They take time. The more upfront you are about deadlines — and the sooner you get them on calendars — the less you’ll be relying on caffeine-fueled all-nighters to get things across the finish line.

A few golden rules:

• Put deadlines in writing for meetings, documentation, and data requests.
• Prioritize your data requests. Not everything needs to be delivered on day one. Flag the high-impact items first — those that drive valuation, diligence findings or deal terms — so your team can focus where it matters most.
• Back into your close date. If you know when you want to close, build realistic deadlines from there.
• Be honest about capacity. If pulling information will take two weeks, don’t promise it in two days.
• Respect due diligence. This isn’t the place to cut corners. Rushed diligence equals costly regrets later.

Communicating timelines clearly means less chaos, last-minute scrambling and a predictable path to the finish line.

The bottom line

M&A deals aren’t just about numbers and contracts. They’re collaborative, high-pressure projects that require disciplined communication. When in doubt, lean on your advisors (hey, that’s us). We’ve been in the trenches and know how to keep communication flowing so deals move forward — smoothly, efficiently and with less drama.

Looking for advisors who speak your language and can keep your deal on track? Our transaction advisory services team is here to support you with the clarity and steadiness these processes require.

See what was covered in our prior “M&A Tips” article here.