Creativity, Not Just Price, Seals the Deal

by Richard Jacobs 19th of January, 2026

Creativity, Not Just Price, Seals the Deal

After years in business broking, one thing I’ve learned is that every deal has its own challenges and they’re rarely solved by simply haggling over price. What really matters is understanding what’s driving both the seller and the buyer, then finding creative ways to bridge the gap. A broker who takes the time to grasp those variables can turn what looks like a dead end into a great deal.

I’ve seen plenty of good buyers struggle to find the last piece of the funding puzzle. In many cases, I’ve facilitated vendor finance, with the seller lending part of the purchase price and earning a tidy interest return. Other times, I’ve introduced buyers to specialist finance brokers who can see past the big banks’ rigid criteria. In one deal, we left part of the stock on consignment, easing the buyer’s cashflow while keeping the vendor protected. I’ve also recommended staged settlements, where payments roll through as milestones are met, and even deferred considerations, where part of the price is paid once the transition proves smooth.

Then there’s the issue of risk. Buyers often want the seller to stay around “just in case,” while sellers, understandably, want their freedom. Finding the balance takes diplomacy. Sometimes a short-term consultancy arrangement has been the right answer enough involvement to guide without interfering. Other times, a hydraulic price a small upward adjustment to recognise a longer handover has satisfied both sides. I’ve also arranged part-time transition roles or advisory board positions, giving buyers comfort and sellers dignity. In one memorable case, the vendor even kept a small equity share for a set period, which kept them invested and gave the buyer confidence.

Not all challenges are financial. I’ve had deals nearly derail over stock valuation disputes or lease transfers both can quickly chew up goodwill if not handled well. Stock can be particularly tricky when seasonal lines or old inventory are involved. In one sale, we brought in an independent valuer and set a cap on post-settlement adjustments, giving both sides certainty. In another, slow-moving items were covered by a buy-back clause, where the vendor repurchased unsold lines after an agreed period. Small concessions like these can turn potential arguments into agreements.

Leases can be equally delicate. Landlords often don’t move at the pace of a sale, and I’ve seen good deals wobble over delays in consent or rent reviews. A few creative solutions can save the day such as assigning the lease with a short-term rent reduction, sharing the lease-assignment fee, or negotiating a temporary licence to occupy so the buyer can take possession while paperwork is completed. In one case, the vendor even personally guaranteed the first six months of rent until the landlord was comfortable with the new owner.

The truth is, successful deals are rarely just about numbers, they’re about people. It takes empathy, insight, and creativity to make both sides feel they’ve won. A good broker’s real job is to solve problems, and more often than not, it’s that spark of creativity that turns hesitation into a done deal.

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