Navigating The Management Meeting Stage In The M&A Process

For Canadian business owners selling a company with annual revenues between $5 million and $50 million, reaching the management meeting stage in the mergers and acquisitions (M&A) process is a pivotal moment. This phase, typically occurring after initial offers or letters of intent (LOIs) have been received, is where potential buyers get an in-depth look at your business and its leadership team. Engaging an M&A advisor has brought you to this critical juncture, and understanding the importance of the management meeting, who should present, what to present, and the relationship-building dynamics—including the purpose of social events like a working lunch or dinner—can significantly influence the outcome of your sale. Below, we outline why this stage matters, what to expect, and how to maximize its potential.