Closing Rates & QOE Trends

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by a searcher from University of Denver - Daniels College of Business
in Boston, MA, USA

9mos ago

Closing Rates & QOE Trends

I just wanted to share what we're seeing after doing +30 financial due diligence projects this year at Appletree. 60% of our QOE clients are closing this year. Top reasons they don’t close: 1. Revenue and profit declining vs prior years 2. Seller's Discretionary Earnings was overstated 3. Working capital disagreements 4. Distrust during diligence Popular industries like HVAC, landscaping, and accounting deals are still happening. But just pay close attention to 2025 numbers and trailing 12 months.

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reply by a searcher 9mos ago
from University of Denver in Boston, MA, USA

Tariffs, inflation, economic slow down, seller taking their foot off the gas all contribute. But the seller and broker still want to see if they can get top dollar.

reply by a searcher 9mos ago
from University of Wisconsin in San Diego, California, USA

Thanks for the insight Patrick. Regarding #3 - how do you see transactions typically handle working capital requirements? We are in DD on a business right now and we are to receive "normal amounts of working capital in the business" upon closing. But we haven't negotiated with the seller what that amount is. We are waiting on the QoE firm to provide us a working capital number, which we will then bring to the seller. Is that a typical process you see?