Staying Focused Through Deal Fatigue 

Introduction
Due diligence is a critical phase in the sale of a business — but it can also be one of the most emotionally taxing. When the process slows down due to factors outside your control, it’s easy for frustration and doubt to creep in. In this article we are discussing how to manage deal fatigue and staying focused on the end game.

The Delay: Environmental Issues Extend the Timeline
In one recent deal, Osage Advisors’ client hit an unexpected snag. Environmental testing raised questions that required further evaluation. No red flags, just a slow and necessary process. But the impact was real: the deal timeline extended by several months, and the emotional toll on the seller grew with each delay.

Why It Happens And Why It Matters
Delays like these are common. Outside consultants are brought in. Reports take time. And once the timeline shifts, buyers often request updated financials, sales logs, backlog details, and pipeline reports. Lenders require fresh data. The seller, already stretched thin, starts asking: When will this end?

How to Stay Grounded and Keep Moving
It’s important to remember that most buyers are equally invested. They’ve spent months and money to get this far. The deal is still alive. But the seller’s mindset can shift without the right support which is where a trusted advisor becomes critical.

Here’s how to stay on track:

• Acknowledge the frustration – it’s normal and valid.
• Lean on your advisors as a sounding board – don’t bottle it up.
• Provide updated documents when asked, but take the time needed to ensure accuracy.
• Stay focused on why you started: retirement, new ventures, or simply stepping back.
• Remember: the right buyer wants the deal to work as much as you do.

Conclusion
When silence sets in or progress stalls, don’t let frustration derail your momentum. Call your M&A Advisor. Talk it out. Re-center on the finish line.

Osage Advisors isn’t just here to run the deal. We’re here to help you stay grounded through it. If you’re facing a lengthy diligence process, stay transparent, stay communicative, and remember: delays are common, but the right support makes all the difference.

Certain Members of Osage Advisors are Registered Representatives of and conduct securities transactions through StillPoint Capital, LLC, Tampa, FL. Osage and StillPoint are not affiliated.

Osage Advisors provides a lot of guidance in the M&A market here on our blog and on our YouTube channel and Podcast.