Middle Market M&A: Making Money After Your Sale -- Part 4

Some sales of companies are structured in a way that the sellers' proceeds vary with post-deal performance of their firms. Integration expert PJ Makhfi of Uniddo says that the process of integration of your company with the buyer's firm actually starts in the due diligence phase of your deal. If not dealt with prior to deal closing, seemingly innocuous details -- such as employee benefits -- can have a material adverse effect on post-deal performance . . . and the proceeds you realize.