Deal Doula Guides Acquisitions

A Deal Doula helps guide companies through acquisitions and sales processes, providing experienced guidance to maximize outcomes. Here's the key insights from Suleman Ali's approach as a deal doula.

Key Deal Doula Principles

• Be fully transparent about business issues upfront

  • Share all "skeletons in the closet" early in the process
  • Builds trust with potential acquirers
  • Prevents issues from surfacing later in due diligence
  • Better to address concerns early than have deals fall apart later

• How to communicate interest in selling

  • Don't say outright "no" when approached about acquisition
  • Signal openness while maintaining leverage
  • Example response: "We've had interest but nothing felt right. We respect you and are open to discussions"
  • Get an initial offer from a less desirable buyer to create leverage with preferred buyers

Common Mistakes to Avoid

• Being too secretive about business challenges

  • Many "secrets" aren't actually deal breakers
  • Buyers care more about strategic fit and financials
  • Hiding issues erodes trust when discovered

• Playing hard to get

  • Buyers are often looking at multiple companies
  • Will focus on those openly interested in selling
  • Better to signal genuine interest while maintaining professionalism

Deal Structure Best Practices

• Consider hybrid deals with:

  • Upfront cash component
  • Equity in acquiring company
  • Allows upside participation in combined entity
  • Aligns incentives for future growth

• Focus on strategic fit over perfect terms

  • Don't get caught up in minor contract details
  • Buyers care more about big picture strategic value
  • Many negotiation points matter more emotionally than practically

The key is having an experienced advisor who can:

• Provide emotional support during process
• Give objective feedback on offers
• Help navigate common pitfalls
• Build trust between parties
• Guide communications strategy