How does a deal implode when everything looks ready to close?
In this episode of Buyers’ Frenzy, host Will Lindstrom sits down with Michael Morris, Principal at Cana Development, to unpack how human behavior — not market conditions or valuation math — can destroy a transaction at the finish line.
Michael shares real-world experiences from transactions where momentum, trust, and alignment unraveled late in the process. These weren’t broken companies. They were viable deals that collapsed because of last-minute decisions, emotional reactions, misaligned expectations, or leadership dynamics that surfaced too late in the game to recover.
The conversation explores how buyers read signals under pressure, why small moments during diligence can trigger outsized consequences, and how founders often underestimate the relational and psychological stress that emerges once a deal becomes real.
Michael also explains why speed alone doesn’t save deals — clarity does. When ownership roles, decision rights, and communication norms aren’t firmly established before negotiations intensify, even minor friction can cascade into deal-ending outcomes.
Highlights Covered:
For founders and CEOs, this episode is a sharp reminder that exits don’t break because of numbers alone — they break because people change when stakes rise.
Preparation isn’t just operational; it’s behavioral. And the deals that survive are led by leaders who understand both.
Have insights on “Deal Killers”? If you’re a CEPA, CPWA, CFP, or fiduciary with experience navigating the hidden risks that derail deals, we’d love to hear from you. Connect with us on LinkedIn or at theculturethinktank.com/contact
