Due Diligence Exposed: Reading Between The Lines

Built to Sell | Built to Buy

Sam Penny delves into the intricacies of due diligence in business acquisitions, emphasizing the importance of interpreting data beyond the surface level. He outlines key questions buyers should ask, identifies financial and operational red flags, and discusses common seller tricks. Through a real case study, he illustrates how thorough due diligence can save buyers from overpaying and highlights the necessity of asking the right questions to uncover hidden risks. The session concludes with actionable steps for buyers to enhance their due diligence process and make informed decisions.

Takeaways

• Due diligence is about interpretation, not just verification.
• Ask the right questions to uncover hidden risks.
• Smooth financial numbers can indicate manipulation.
• Operational processes should be documented to avoid chaos.
• Normalization games can mislead buyers about profitability.
• Essential documents include detailed P&Ls and staff contracts.
• Direct questions to sellers can reveal deeper insights.
• Real case studies illustrate the importance of due diligence.
• Buyers should be suspicious and thorough in their approach.
• If it's not in writing, it doesn't exist.

Sound Bites

"Don't assume, interrogate."
"Due diligence is your filter."
"Buy it right."

Chapters

00:00 Introduction to Due Diligence
00:31 Understanding the Importance of Insight
00:31 Core Questions for Assessing Deals
00:39 Identifying Financial Red Flags
03:53 Operational Red Flags to Watch For
07:04 Normalization Games: Seller Tricks
10:14 Essential Documents for Due Diligence
13:40 Tools and Metrics for Interpretation
16:53 Asking the Right Questions
19:58 Real Case Study: Due Diligence in Action
23:06 The Golden Rule of Due Diligence
25:26 Next Steps for Buyers
42:07 New Chapter