The Fatigue Discount: Why Selling Your Business When You Are Burnt Out Destroys Your Valuation
When a business owner enters a sales process exhausted, experienced buyers exploit that urgency. The result is a lower price, a more aggressive deal structure, and earnout terms they would have rejected in better shape. ETSC founder Zach Dogar explains the Fatigue Discount - what it costs, how buyers use it, and what to do before you go to market.
The Exclusivity Clause: How Buyers Freeze the Market and Take Control
Exclusivity is the moment in a business sale where the balance of power shifts from seller to buyer. Most founders sign it without understanding what they are giving away. Zach Dogar explains how buyers use the exclusivity period to renegotiate terms — and what to agree before you sign.
The Friendly Buyer Fallacy: Why Selling to a Competitor Requires a Buffer?
Selling to a competitor feels like the sensible option. You know them, they know your market, and the conversation starts over coffee. But the moment you indicate you want to sell without independent representation, you hand over your negotiating leverage, open your books to a rival, and find yourself conceding ground you never needed to give away. Zach Dogar explains why a direct approach to a competitor is one of the most costly mistakes a founder can make.