How to Keep Momentum in a Deal: Why Speed, Structure, and Communication Are the Keys to Closing
In business sales, momentum is everything. Deals rarely collapse from one big issue. More often, they slowly unravel because of small delays. A buyer hesitates on a question, a seller takes a week to dig up a document, an attorney doesn’t reply for days… and suddenly, what felt like a “done deal” starts to drift.
Whether it’s your first sale or your fifth, keeping momentum alive can mean the difference between closing and walking away empty-handed.
1. Momentum is Mental
After a Letter of Intent (LOI) is signed, both sides are usually excited. The buyer is imagining running the business, the seller is picturing life after closing. But that energy fades quickly if the process stalls.
Time kills deals. The longer things drag on, the more chances there are for doubt, fatigue, or distractions to set in.
The key: keep the rhythm going so that every week feels like progress.
2. Set Expectations Early
The fastest way to lose momentum is by having no roadmap. Right after the LOI, establish a clear timeline with major milestones, such as:
🗂️ Due diligence kickoff
📝 Target date for the draft purchase agreement
💸 Financing submission to the lender
🏢 Landlord or franchisor approval process
✅ Closing date
When everyone knows the steps - and the deadlines - accountability keeps things moving.
3. Control What You Can
Not everything is in your hands. You can’t speed up a lender’s underwriting or an attorney’s review. But you can control your responsiveness, organization, and preparation.
As a seller, having your financials, contracts, leases, tax returns, and employee details ready early keeps the process from stalling. A deal moves faster when all the necessary information is available without delay.
4. Communicate Often
Silence is risky. Even if there’s no update, a quick check-in like, “Still waiting on lender feedback - should have an answer by Friday” reassures the other side that things are on track.
Consistent communication helps prevent small uncertainties from snowballing into doubt or frustration.
5. Anticipate Roadblocks
Certain steps almost always cause delays: SBA loan approvals, lease assignments, or third-party consents. Planning for these in advance prevents surprises later.
For example, if financing is involved, make sure the buyer’s financial package is complete, the business meets lender requirements, and the landlord is ready for discussions. Each week saved on back-and-forth keeps everyone committed.
6. Celebrate Progress
Momentum isn’t just about speed - it’s also about psychology. Recognizing milestones along the way, like “LOI signed” or “purchase agreement drafted,” reinforces the feeling that the deal is moving forward.
7. Focus on the Finish Line
Many deals stall in the final stretch over small details: inventory counts, transfer fees, or minor contract clauses. The important thing is to keep the focus on solutions, not standoffs.
Momentum helps turn negotiation friction into forward motion - and keeps both sides focused on the bigger picture of closing.
Final Thought
Momentum in M&A isn’t just about moving fast - it’s about moving with purpose. Deals usually don’t fall apart because people change their minds. They fall apart because they lose rhythm.
Keep the beat going, and you’ll keep the deal alive.