The title of this post is a bit misleading; it shouldn’t be “if” problems arise but rather “when” they do.
The one thing you do not want to do is run to the seller or broker every time there's a problem expecting a deal concession. Doing so will cause the seller to not recognize the severity of any single issue and will likely give the impression that the buyer is looking for every excuse to either reduce the price or not do the deal at all.
Instead, compile the issues. I like to categorize them on a scale from one to three with one being something I can live with and three being a potential deal breaker.
Ideally, everything will go well during this phase, you will not encounter any deal-breaking issues and you can move on to a closing. However, that's not always the case. Once you have completed the formal due diligence period and prior to the deadline where you can rescind the deal without penalty, you will need to review your findings with the seller.
Tactically, you will want to list a tradeoff or concession for any key issues. If the issues are the financials, a reduction in price may be in order. If there are some potentially expiring customer contracts you may want to tie their renewal to an earnout. If you determine there are a few critically important employees needed to sustain the business, you will want to add a condition that they will enter a separate employee agreement with you. There can be countless issues that come up or there can be very few.
The key points to remember are:
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