An analyst at The Exit Advisor assessing a companies balance sheet as part of the due diligence process

Deal fatigue & 3 ways to avoid it ruining your sale

28/07/2025

What is Deal Fatigue?

Deal fatigue is a common but dangerous phenomenon in business sales and acquisitions. It happens when negotiations drag on for too long, draining the energy, focus, and motivation of everyone involved. As timelines extend and issues pile up, parties become impatient or emotionally exhausted, leading to poor decisions, unnecessary concessions, or even complete deal collapse.

This is especially common in deals valued between £1m – £10m, where owner-managers juggle running their business while navigating an intense, unfamiliar sales process. The longer the process, the greater the chance that interest fades, momentum is lost, and external factors (market shifts, competitor actions, buyer financing issues) derail the transaction.

Here are three top tips to avoid deal fatigue:

  1. Prepare Thoroughly Before Going to Market
    Know & understand your financials & be prepared to regularly produce updated versions. Have legal documents organised and ready. The biggest delays come from incomplete or inaccurate information discovered mid-process. Preparation shortens due diligence and builds buyer confidence.

  2. Set a Clear Timetable and Manage It Firmly
    Outline realistic but tight deadlines for each stage of the process and hold all parties accountable to them. We can help ensure that lawyers are in regular & consistent communication.

  3. Choose the Right Buyer from the Start
    Qualify buyers thoroughly before entering exclusivity. Ensure they have the funding, strategic rationale, and commitment to close the deal. Wasting time on underprepared or speculative buyers is a direct route to fatigue.

Ultimately, deal fatigue kills value. Maintaining discipline, preparation, and momentum – with a trusted advisor driving the process – is the surest way to keep energy high, negotiations focused, and your desired outcome firmly on track.

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The Exit Advisor - Deal fatigue & 3 ways to avoid it

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The Exit Advisor - Deal fatigue & 3 ways to avoid it

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