Draft your exit team before the big day

Scott Bushkie

Guest Columnist

March 24, 2025

As Green Bay prepares to host the 2025 NFL Draft, teams across the league are finalizing their scouting reports and draft boards.

They’re meticulously analyzing prospects, assessing needs and planning strategies to build championship-caliber teams.

Business owners can apply this same strategic approach when drafting their own mergers and acquisitions (M&A) team to exit their business.

Here’s who you’ll need on your draft board:

M&A advisor

If you’re considering an exit in the next several years, an investment banker or M&A advisor is your franchise cornerstone.

Like a skilled general manager, they’ll guide the process from start to finish.

An M&A advisor has market intelligence to properly value your business and help you determine whether the timing is right to sell.

They know how to run a confidential structured sale process that brings multiple buyers to the table at the same time, creating competitive pressure to maximize value.

An M&A advisor is a skilled dealmaker and negotiator who can navigate complex deal structures and secure favorable deal terms beyond just purchase price.

Finally, they manage the critical last mile to closing – from due diligence to financing arrangements, legal agreements, contract assignment, licensing, environmental approvals and more.

Perhaps most importantly, they help you maintain business continuity throughout what can be an emotionally and operationally challenging process.

CPA

Your CPA should have a thorough understanding of your accounting methods and revenue-recognition practices.

Ideally, they will have reviewed or audited your financials for at least one year (but preferably three years) before the sale.

Think of them as your offensive coordinator, ensuring your financial statements can withstand the scrutiny of the due diligence process.

M&A attorney

An M&A attorney is essential, potentially serving as co-counsel with your regular attorney.

Think of your M&A attorney as the defensive coordinator.

This role is pivotal – I’ve seen many deals succeed or collapse based on this professional’s expertise and creativity.

You want someone who protects you while still finding ways to get a deal done.

M&A tax specialist

Though your CPA manages your day-to-day tax strategy, an M&A tax specialist serves as your special teams coordinator, designing sophisticated plays to maximize your after-tax proceeds.

This specialist brings deep expertise in transaction structuring and can analyze the tax implications of earnouts, seller financing, equity rollovers and post-closing obligations.

Their ability to model multiple transaction scenarios allows you to make informed decisions about competing offers that might appear similar on the surface but yield dramatically different after-tax results.

Financial advisor

This specialist plays quarterback for your post-exit life, helping you understand what you need to live your ideal lifestyle after a sale.

Compare the target lifestyle number from your financial advisor with the market benchmark provided by your M&A advisor and the net number from your M&A tax specialist and ensure the numbers align.

Value enhancement coach

If your business’s estimated value doesn’t match what you need for a comfortable retirement, a value enhancement coach can be invaluable.

Working with your M&A advisor, the right consultant can help identify quick wins and near-term strategies to add business value before the sale – like finding that late-round draft pick who becomes a Pro-Bowler.

End game

Do your scouting, prepare your draft board and build your exit team well before the big day.

Just as NFL teams know that draft preparation begins years in advance, your business exit deserves the same careful planning.

Remember – no NFL team ever won a championship without specialists at every position, and your business exit is your championship moment.

Draft specialists, build your dream team and exit on your terms.

I promise, the return on this draft will be the most valuable investment in your business’s history – a true championship-caliber exit strategy.