CPA Firm Merger “Non-Negotiables”

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by Marc Rosenberg, CPA
Author of “How to Negotiate a CPA Firm Merger”

Marc Rosenberg

Marc Rosenberg

After many of you read this, you may think I’m talking out of both sides of my mouth. But give me the benefit of the doubt and read on before making any snap judgments.

“Non-negotiables” (others call them “must-haves” or “dealbreakers”) are the terms that the seller of a CPA firm feels he/she must have in order to do the merger. The extent that the seller will insist on receiving his/her “must haves” is dictated by the way the overall negotiations proceed. Each side usually makes compromises; terms that initially were “must haves” often become “nice-to-haves” at the end of the day.

Deciding your “must-haves” can be both a good thing and a bad thing at the same time. Let me explain. READ MORE →