What to Expect When Transacting – Managing the Emotions of a Process

By Billy Pritchard

Aug 09 2023

As founders begin to pursue a sellside transaction process, it is important to understand the various phases of process execution and the emotional cycles that will most likely come with each phase. Our team is a firm believer that, often, the most value we can add to these processes is helping manage the founders’ emotions throughout the journey.

We use the river guide analogy frequently – we are experienced on the water and have been through these rapids before…our job is to highlight what is around the next bend, coach our clients through navigating those sections, and ensure we increase the probability of reaching the takeout safely. In a typical sellside transaction, the emotional cycles tend to be the biggest “rapids” to navigate. The graphic below lays out a common emotional journey that founders experience through the four key stages of a sellside process. While there is no perfect way to fully prepare a founder for this unique experience, we believe this roadmap can help a founder reduce the emotional tension and maintain a steady and balanced approach to the typical challenges in a sellside process.

In short, “it takes what it takes” to complete a business transaction. However, a general awareness of how emotions enter and influence the transaction process, along with an experienced guide to get through those rapids, is critical to delivering a successful outcome.

Related Posts

May 2023 SaaS Newsletter

May 31 2023

Technology Sector Update with Director, Brad Johnson This edition of Founders’ May 2023 SaaS Market Newsletter includes: If you or someone you know have questions regarding anything discussed, or the general SaaS marketplace, please feel free to reach out to Zane Tarence, Partner and Head of Founders’ Tech & Business Services Group. […]

Read More…

What Should a New Sales Leader Focus On?

Jul 11 2019

I’ve been interviewing a lot of candidates for Director of Sales lately, and there is one question I always ask. “What will you focus on in your first 90 days?”. Of course, the obvious answer is “results”, but there is a lot more to it than that. There isn’t one right answer to this question. […]

Read More…

How To Give a Great SaaS Demo

Aug 29 2019

If you are in SaaS sales, you know a great demo can make or break your chances of winning the deal. But what you may not know is what actually makes a demo great. Most demos—yes most—are simply terrible. Which is a shame, because giving a killer demo just isn’t that hard.  Here’s a quick […]

Read More…