Rob is the founder of business consultancy firm Kingmakers Group, which helps entrepreneurs, business owners, partners and executives, to meet challenges and opportunities of high consequence, including succession planning, intergration and building business plans. Rob has started, rescued, scaled and exited a wide range of businesses, ranging from one-man-bands to private equity-backed organisations.

You put the phone down, close your eyes and attempt to process what you’ve just heard. Your stomach turns and a mixture of disappointment and pure rage rises up through your body. You open your eyes and glance at your note pad.

The deal you thought you were getting has gone and in its place is a new, less attractive deal, one you probably wouldn’t have spent months pursuing had it been offered initially. The purchaser is blaming the change of terms on the outcome of the due diligence process.