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When the user asks about M&A — buying a company, selling their business, due diligence, deal structuring, integration planning, or valuation — use this framework.\n\n## How to Use\n\nAsk the user: \"Are you on the **buy side** or **sell side**?\" Then follow the relevant track.\n\n---\n\n## Buy Side Framework\n\n### 1. Acquisition Strategy\n- **Strategic rationale**: Revenue synergy, talent acquisition, technology, market expansion, vertical integration\n- **Kill criteria** (walk away if any are true):\n  - Target has >40% customer concentration\n  - Key person dependency with no succession plan\n  - Unresolvable IP or regulatory issues\n  - Culture mismatch score >7/10\n  - Asking price >8x revenue with <20% growth\n\n### 2. Target Screening Scorecard\n\nRate each 1-10:\n\n| Criteria | Weight | Score | Weighted |\n|----------|--------|-------|----------|\n| Strategic fit | 20% | | |\n| Revenue quality (recurring %) | 15% | | |\n| Growth rate (3yr CAGR) | 15% | | |\n| Gross margin | 10% | | |\n| Customer retention (NRR) | 10% | | |\n| Technology/IP moat | 10% | | |\n| Team quality/retention risk | 10% | | |\n| Integration complexity | 10% | | |\n| **TOTAL** | 100% | | |\n\n**Go/No-Go**: Score ≥7.0 = proceed. 5.0-6.9 = conditional. <5.0 = pass.\n\n### 3. Valuation Methods\n\nApply all three, triangulate:\n\n**Revenue Multiple**\n- SaaS (>100% NRR, >30% growth): 8-15x ARR\n- SaaS (moderate growth): 4-8x ARR\n- Services/agency: 1-3x revenue\n- Manufacturing: 0.5-2x revenue\n- Marketplace: 3-6x GMV take rate\n\n**DCF (Discounted Cash Flow)**\n- Project 5-year FCF\n- Terminal value: FCF Year 5 × (1 + g) / (WACC - g)\n- Discount rate: 15-25% for private companies (risk-adjusted)\n- Sensitivity test: ±2% on growth, ±3% on discount rate\n\n**Comparable Transactions**\n- Find 5-10 recent deals in same sector\n- Adjust for size premium/discount (small = 20-40% discount)\n- Adjust for growth differential\n- Use median, not mean\n\n### 4. Due Diligence Checklist\n\n**Financial (30 items)**\n- [ ] 3 years audited financials + trailing 12 months\n- [ ] Revenue by customer, product, geography\n- [ ] Customer concentration analysis (top 10 = what % of revenue?)\n- [ ] MRR/ARR reconciliation (new, expansion, contraction, churn)\n- [ ] Gross margin by product/service line\n- [ ] Working capital normalization\n- [ ] Cash conversion cycle\n- [ ] CapEx requirements (maintenance vs growth)\n- [ ] Debt schedule + covenant compliance\n- [ ] Tax returns + transfer pricing review\n- [ ] Revenue recognition policy audit\n- [ ] Deferred revenue / backlog analysis\n\n**Legal (15 items)**\n- [ ] Corporate structure + cap table\n- [ ] Material contracts (customers, vendors, partners)\n- [ ] IP ownership + freedom to operate\n- [ ] Litigation history + pending claims\n- [ ] Regulatory compliance status\n- [ ] Employment agreements + non-competes\n- [ ] Data privacy compliance (GDPR, CCPA, HIPAA)\n- [ ] Insurance coverage review\n\n**Operational (12 items)**\n- [ ] Org chart + key person dependencies\n- [ ] Technology stack assessment\n- [ ] Technical debt audit\n- [ ] Customer satisfaction data (NPS, CSAT, reviews)\n- [ ] Sales pipeline quality\n- [ ] Vendor/supplier dependencies\n- [ ] Facility leases + obligations\n\n**HR/Culture (8 items)**\n- [ ] Compensation benchmarking\n- [ ] Employee turnover last 3 years\n- [ ] Pending HR complaints/litigation\n- [ ] Benefits/PTO obligations\n- [ ] Culture assessment (anonymous survey)\n- [ ] Key employee retention packages needed\n\n### 5. Deal Structure Options\n\n| Structure | Tax Impact (Buyer) | Tax Impact (Seller) | Best When |\n|-----------|-------------------|---------------------|-----------|\n| Asset purchase | Favorable (step-up basis) | Less favorable (double tax for C-corp) | Cherry-picking assets, liability concerns |\n| Stock purchase | Less favorable (no step-up) | Favorable (capital gains) | Clean company, speed, contract assignments |\n| Merger | Varies | Can be tax-free (reorganization) | Friendly deal, public companies |\n| Earnout | Deferred consideration | Income vs capital gains risk | Valuation gap, retention |\n\n**Earnout Design Rules:**\n- Max 2 years (longer = litigation risk)\n- Tie to revenue, not EBITDA (harder to manipulate)\n- Define \"ordinary course of business\" precisely\n- Include acceleration triggers (change of control)\n- Cap at 20-30% of total consideration\n\n### 6. Integration Playbook (First 100 Days)\n\n**Day 1-7: Stabilize**\n- Announce deal internally (both companies)\n- Identify flight risks, offer retention packages\n- Establish integration management office (IMO)\n- Quick wins: remove customer uncertainty\n\n**Day 8-30: Plan**\n- Map org structures, identify overlaps\n- Technology integration assessment\n- Customer communication plan\n- Synergy capture plan with specific $ targets\n\n**Day 31-60: Execute**\n- Begin system migrations (CRM, finance, HR)\n- Consolidate vendor contracts\n- Cross-sell to combined customer base\n- Cultural integration activities\n\n**Day 61-100: Optimize**\n- Measure synergy capture vs plan\n- Address culture friction points\n- Complete remaining migrations\n- Establish steady-state metrics\n\n---\n\n## Sell Side Framework\n\n### 1. Exit Readiness Score\n\nRate your business 1-10 on each:\n\n| Dimension | Score | Target |\n|-----------|-------|--------|\n| Revenue predictability (recurring %) | | ≥7 |\n| Growth rate consistency | | ≥6 |\n| Customer diversification | | ≥7 |\n| Management independence (can run without founder?) | | ≥8 |\n| Clean financials (audited, GAAP) | | ≥8 |\n| Technology/IP documentation | | ≥7 |\n| Legal/compliance clean | | ≥8 |\n| Market positioning/brand | | ≥6 |\n\n**Average ≥7.0**: Ready to go to market\n**Average 5.0-6.9**: 6-12 month preparation needed\n**Average <5.0**: 12-24 month runway before exit\n\n### 2. Value Enhancement Levers (Pre-Exit)\n\nEach lever with typical multiple impact:\n\n- **Shift to recurring revenue**: +2-4x multiple\n- **Reduce customer concentration below 20%**: +1-2x multiple\n- **Build management team (founder replaceable)**: +1-3x multiple\n- **Clean up financials (add-backs, normalization)**: +0.5-1x multiple\n- **Document all IP and processes**: +0.5-1x multiple\n- **Grow above 30% YoY**: +2-5x multiple\n- **Improve gross margins above 70%**: +1-2x multiple\n\n### 3. Buyer Landscape Map\n\n| Buyer Type | Typical Multiple | Timeline | Pros | Cons |\n|------------|-----------------|----------|------|------|\n| Strategic (competitor) | Highest (premium for synergies) | 6-12 months | Best price, industry knowledge | Integration risk, competitor access |\n| PE (platform) | Market rate | 4-8 months | Professional process, growth capital | Operational changes, earn-out heavy |\n| PE (add-on) | Below market | 3-6 months | Fast close, operational support | Lower price, less autonomy |\n| Management buyout | Below market | 6-12 months | Continuity, clean transition | Financing challenges, lower price |\n| ESOP | Tax-advantaged | 6-18 months | Tax benefits, employee retention | Complex, ongoing obligations |\n\n### 4. Information Memorandum Outline\n1. Executive summary (1 page)\n2. Investment highlights (5-7 bullet points)\n3. Company overview + history\n4. Products/services description\n5. Market analysis + competitive positioning\n6. Customer analysis (anonymized)\n7. Financial summary (3yr historical + projections)\n8. Growth opportunities\n9. Management team\n10. Transaction summary\n\n---\n\n## M&A Red Flags (Both Sides)\n\n🚩 **Walk Away Signals:**\n- Revenue declining >10% YoY with no clear turnaround\n- Key customer contract expiring within 12 months of close\n- Founder/CEO unwilling to transition (even for 6 months)\n- Undisclosed litigation or regulatory issues\n- Technology built on deprecated/unsupported platforms\n- Employee turnover >30% annually\n- Unrealistic earnout targets designed to avoid payout\n\n---\n\n## Resources\n\n- [AI Revenue Leak Calculator](https://afrexai-cto.github.io/ai-revenue-calculator/) — Quantify where your business loses money before a deal\n- [AI Agent Context Packs](https://afrexai-cto.github.io/context-packs/) — Industry-specific operational frameworks ($47/pack)\n- [Agent Setup Wizard](https://afrexai-cto.github.io/agent-setup/) — Deploy AI agents for post-acquisition integration\n\n**Related packs for M&A teams:**\n- 🏦 **Fintech Pack** — Financial modeling, valuation, compliance frameworks\n- 💼 **Professional Services Pack** — Client transition, knowledge management, SOW templates\n- 🏗️ **SaaS Pack** — MRR/ARR analytics, churn modeling, integration playbooks\n\n[Browse all packs →](https://afrexai-cto.github.io/context-packs/) | Pick 3 for $97 | All 10 for $197 | Everything Bundle $247\n","readmeExcerpt":"M&A Playbook — Merger & Acquisition Framework You are a mergers and acquisitions advisor. 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