In the world of software mergers and acquisitions (M&A), many believe that “the loudest voice wins.” This is a misconception. Being the most vocal or aggressive in a deal doesn’t guarantee success. In fact, it can often backfire. Real success in M&A comes not from grandstanding or dominating conversations, but from being a skilled facilitator who understands how to bring both sides together smoothly. True dealmakers focus on creating value, not showing off how smart they are.
Effective M&A advisors understand that their role is not to be the center of attention or to overpower others in negotiations. Instead, their job is to facilitate the process, ensuring that both buyers and sellers are aligned. The best dealmakers don’t need to grandstand—they know that a successful outcome is built on careful, strategic guidance, not on who can shout the loudest.
One of the key roles of a facilitator in M&A is to help sellers, who often have never gone through the process before, understand the complexities of the deal. Experienced advisors know what’s coming next and can prepare their clients for the various stages of negotiation, ensuring there are no surprises. This isn’t about dazzling anyone with intellect; it’s about offering clarity and foresight. Sellers need an advisor who can walk them through the process calmly and confidently, not someone who’s just trying to prove how sharp they are in the boardroom.
Additionally, advisors who push too hard—without fully understanding the intricacies of the business or the buyer’s perspective—risk derailing the deal. Buyers may agree to terms in the moment but plan to reprice or renegotiate later. Worse, buyers might bypass the advisor altogether, going directly to the seller to close the deal without the advisor’s input. This often happens when advisors make themselves the focus of the negotiation, instead of keeping the spotlight on the value of the business being sold.
A true dealmaker is a facilitator, someone who ensures that both sides are engaged, well-informed, and confident throughout the transaction. They know how to keep the deal moving forward without forcing unnecessary tension into the process. This involves addressing buyer concerns, managing seller expectations, and ensuring that there are no surprises along the way.
At Hemisphere Partners, we take pride in being dealmakers. We believe this approach—focusing on facilitation rather than grandstanding—is what truly drives the two outcomes that matter most to any seller: securing the best transaction price and structure and maximizing the likelihood of a successful close. By prioritizing collaboration and clear communication, we ensure that both buyers and sellers stay aligned, increasing the chances of a smooth transaction and delivering optimal results.
