Creative deal structure

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by a searcher from Florida State University
in Leesburg, FL, USA

2yrs ago

Creative deal structure

I’m looking at a business with high customer concentration. Given increased risk of the acquisition, I’m curious what recommendations you all would have on how to structure the deal to protect the business should the small number of main clients leave after the transition. For example, a forgivable seller note but under what terms. Thank you

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reply by an investor 2yrs ago
from University of Virginia in Providence, RI, USA

I’m not sure if it’s realistic in your context, but have you considered introducing an earnout contingent on signing the top two clients onto longer term (potentially automatically renewing) contracts?

reply by a searcher 2yrs ago
from Florida State University in Leesburg, FL, USA

This deal fell through. The business doesn't have any contracts at all, I got the sense that would not work with the client base. An earnout contingent on contracts is a good idea, will keep in mind for a future deal