When your attorney and broker calls you, make sure you are talking about money too, including whether or not they are earning their fees.
People who you have to “shake down” may get upset. At least they will know where you are coming from every time you speak. Don’t leave your intentions vague; or your results might be correspondingly vague.
The only exception is when you have to be discreet during certain business negotiations with the party on the other side of the table; in which case, you should keep the math close to your vest.
For example, if you have ideas and predictions for a part of your industry that your competitors might have somehow missed, you would not want to disclose this information, leading them to believe their own company has additional value, or directing them towards that opportunity.
In courting rituals relating to mergers and acquisitions, company buyers speak a lot about synergy, relationships, products, future, culture, and the like. We recommend you re-focus the conversation and talk about the math instead.
