Lessons from the Trenches – Seller's Corner with James Fair

  What does it really take to sell a specialized, high-performing company—and survive the emotional rollercoaster along the way?  In this episode, we sit down with James Fair, co-founder of Vetasi, to discuss his firsthand experience navigating the M&A process. With no urgent motivation to sell, James still saw the value in preparing for the future and ultimately chose to pursue an acquisition.  He reflects on what made Vetasi attractive to buyers, the challenge of maintaining company operations while managing the demands of due diligence, and the critical role of trust and communication with internal teams.  James also shares the surprises, missteps, and hard-earned lessons from the deal, offering candid advice for founders considering their own exits. You'll hear why emotional resilience matters, how preparation can make or break a sale, and what life looks like on the other side of the table.  00:00 – Introduction & Vetasi's background 01:40 – Why James decided to pursue an exit 02:25 – What made Vetasi attractive to buyers 04:45 – Communicating with investors and leadership 05:45 – Running the business during due diligence 07:00 – Timing, preparation, and lessons learned 09:55 – Life after the deal and final advice