Mergers & Acquisitions

M&A Talk Podcast

M&A Talk is the #1 podcast on mergers & acquisitions. At M&A Talk we bring you exclusive interviews with experts in business sales, valuations, mergers and acquisitions, and more. We talk to the most experienced professionals in the industry to uncover their secrets.

Expert Advice on Preparing for Due Diligence in Middle-Market M&A

Expert Advice on Preparing for Due Diligence in Middle-Market M&A

Jonathan Wilson

Due Diligence | Business Valuation

The due diligence process is stressful and has high stakes for both sides of any acquisition. Jonathan Wilson returns to M&A Talk to highlight the importance of preparing for the due diligence stage and what to expect during this period of a business sale. He discusses the differences between how various types of buyers handle due diligence, gives an overview of what documents are needed, what to look out for, the need for speed, and how to prepare for due diligence from the very beginning of the sale process.

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“The most important advice to sellers is to find an advisor who knows what they’re talking about. Make sure that you are prepared from both a mental standpoint and a professional standpoint to sell your business. And then also, make sure you understand what your business is worth because those three things together will help set your expectations.”Jonathan Wilson.

Guest Profile

Jonathan Wilson is a Value Creation professional focused on organic and inorganic value creation for start-ups, fintech, and more traditional organizations. In 2017, Jonathan founded Dubb Value Creation, a boutique consulting firm based in West Hollywood, California, where he serves as the President and Chief Value Creator. For almost 20 years, Jonathan has worked exclusively with Fortune 500 companies, developing and executing both inorganic growth initiatives with M&A acquisitions and divestitures and organic growth initiatives to enhance profitability through increased revenue and realized cost savings. Jonathan holds an MBA from the UCLA Anderson School of Management and a BS in Chemical Engineering from the University of California San Diego.

  • Company: Dubb Value Creation, LLC
  • Location:  Los Angeles, California (West Hollywood)
  • Website:
  • Contact Info: LinkedIn | Email 
  • Phone Number: (310) 251-5572

Topics Covered

  • What role does due diligence have in the sale process for sellers in the lower middle market? [2:44]
  • What percentage of deals die in the due diligence stage? [4:06]
  • What’s the workstream in the due diligence process? [9:10]
  • Does the extent of due diligence change based on the type of buyer? How do different buyers conduct due diligence? [12:52]
    • PE firms [13:25]
    • Strategic buyers [14:29]
    • Family offices [15:59]
    • Individual buyers [16:25]
  • How should a seller prepare for due diligence? [18:38]
  • How many documents are on a due diligence checklist? [19:55]
  • What is confirmatory due diligence? [22:06]
  • How long does it take a seller to prepare for due diligence? [23:52]
  • What are the objectives of due diligence for the buyer? [27:27]
  • What role does integration play in the due diligence process? [30:13]
  • What is the due diligence process like, and how emotional is it for sellers? [32:48]
  • Why do sellers come into this sales process so unprepared? [38:48]
  • What perspective does the buyer have on the whole acquisition process? [41:08]
  • How much of a difference does preparation make? [42:55]
  • What is the most important piece of advice for sellers? [48:09]

Learn More

Resources Mentioned

Listen to Other Episodes

Acronyms or Terms Used in This Episode

  • QoE: quality of earnings report
  • PE: private equity firms 

To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.



The Art of Selling a Business With $10 Million to $100 Million in Revenue

Written by Jacob Orosz, President of Morgan & Westfield

For a business to sell for what it’s really worth – or even more – you need to properly prepare. But too many entrepreneurs put off planning the sale of their business until the last moment. Acquired – The Art of Selling a Business With $10 Million to $100 Million in Revenue will help you prepare your business for sale and walk you through the sales process, dodging the pitfalls along the way. With a significant amount of your wealth tied up in your business, planning your exit is one of the most critical initiatives you’ll undertake.

Read more