What really kills M&A deals?

In this episode of Buyers’ Frenzy, Will Lindstrom sits down with Dionisio Roman III, co-founder of Next Phase Partners, to explore why speed and organization are the defining factors in exit success.

Dionisio explains why time equals cost for both buyers and sellers, and how messy data, delayed responses, or lack of preparation can derail even the most promising transactions.

He also shares why the period between LOI and closing is more than paperwork - it’s an “interview process” between buyer and seller that often determines whether a deal makes it to closing.

They discuss practical ways to prepare, including building organized systems for financials, contracts, and customer data well before going to market, ensuring management depth so operations don’t falter during a deal, and reframing financials from tax strategy to valuation strategy.

The conversation also touches on the personal side of selling: why founders must clarify their post-sale identity, objectives, and lifestyle before entering the process.

Highlights Covered:

• Why time is the biggest cost driver in M&A transactions
• How disorganized data and slow responses derail deals
• The due diligence period is an “interview process” between buyer and seller
• Why organizing contracts, financials, and customer data benefits operations now and exit value later
• The myth that preparing for sale means you have to sell
• The identity shift founders face after exiting their company
• Why management depth matters when owners step away to focus on a deal
• The importance of starting pre-due diligence at least a year in advance
• How to reframe your P&L from minimizing taxes to maximizing value.

Whether you’re months away from an exit or years from even considering one, this episode reveals why preparation isn’t just good business - it’s the difference between a stalled deal and a successful transition.

Have insights on “Deal Killers”? If you’re a CEPA, CPWA, CFP, or fiduciary with experience navigating the hidden risks that derail deals, we’d love to hear from you. Connect with us on LinkedIn or at theculturethinktank.com/contact