“Earn the Right to the Numbers”: Why Trust Comes Before Financials in M&A
Description
In this episode of Shoot the Moon, Revenue Rocket’s Mike Harvath, Matt Lockhart, and Ryan Barnett explore one of the most overlooked tension points in M&A: the financial document request.
You’ve nailed the strategic and cultural fit — but when it comes time to share financials, things stall. Why? It often boils down to trust, financial hygiene, and timing.
🔍 Inside the episode:
- Why jumping to the P&L too soon can kill momentum
- What “financial hygiene” actually means — and why it matters
- Tips for buyers to build trust and earn the right to request numbers
- What sellers should prepare: 3 years of P&L, balance sheet, forecast, and ad backs
- How to keep a deal moving when financials are messy or delayed
If you’re buying or selling an IT services firm, this episode is a playbook for avoiding early missteps and setting up a smoother path to due diligence.
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Episode 131: The Importance for Sellers to have Financials in Order while being Acquired. Listen now >>
Listen to Shoot the Moon on Apple Podcasts or Spotify.
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