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Seller Strategies for Mastering the M&A Process: Initial Planning, Negotiation Process, Post-Closing Matters

Proper Planning and Flexibility at Each Stage of the Transaction

Recording of a 90-minute premium CLE video webinar with Q&A

This program is included with the Strafford CLE Pass. Click for more information.
This program is included with the Strafford All-Access Pass. Click for more information.

Conducted on Wednesday, December 6, 2023

Recorded event now available

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This CLE webinar will discuss how to advise sellers at each stage of the M&A process to ensure a successful transaction. The panel will address initial planning to prepare a business for sale, strategies for preliminary discussions with a buyer as well as negotiating strategies for the transaction documents, and how to provide and manage the due diligence process as well as key factors to consider post-closing.


Preparing a business for sale is a fulsome process that requires careful preparation and attention by the seller to both legal and business considerations at each stage of the transaction. Specifically, a seller must ensure that its business matters are well organized and are in order, records are well-maintained, and financials are accurately represented. Failure to properly attend to these can lead to various challenges, complications, and delays both during the pendency of the M&A transaction and potentially thereafter.

For business owners considering an M&A transaction as exit, it is critical to find the right buyer, and limit liability after closing. For an M&A transaction where the seller will roll over some of its equity to the buyer or remain as an employee of the buyer for a period or where there is an earnout as part of the transaction, the seller must make sure it has negotiated proper parameters for the integration of the entities and the involvement of the seller in the business after closing. No matter whether or not the seller will be involved in the business going forward, the seller is well served by identifying its goals prior to beginning a transaction and then evaluating potential buyers to see whether a potential acquirer aligns with their goals.

By conducting a comprehensive review of the business and addressing legal risks, a seller can enhance the value of the business and increase the chances of a successful sale while safeguarding their interests along the way.

Listen as our authoritative panel explores the most important considerations for sellers at each stage of the M&A process. The panel will highlight the legal and business aspects that demand attention throughout the process.



  1. Pre-sale: preparing a business for a potential sale
    1. Getting the transaction team in place
    2. Develop goals for the potential sale
    3. Review financial, governance, corporate, and tax records
    4. Review contracts
    5. Consider how best to manage and organize due diligence review
  2. Sale process
    1. Preliminary discussions and diligence
    2. Letters of intent
    3. Purchase agreement negotiations
    4. Closing
  3. Post-closing factors and considerations


The panel will address these and other key issues:

  • What are the early preparations sellers should make to get ready for a potential sale or acquisition?
  • What are the key business and legal considerations during the sale process?
  • What are the key post-closing factors that need to be considered?


Krivosha, Terri
Terri Krivosha


Ms. Krivosha, business attorney and mediator, enjoys nothing more than helping shareholders, family business owners,...  |  Read More

Markey, Susan
Susan Markey


Ms. Markey represents clients in general corporate and taxation matters. Her experience includes assisting clients with...  |  Read More

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