What Kills Deals (and How to Fix It)

Most deals fail - not because of bad businesses, but because owners and investors speak two different languages. Host Jeff Harkness sits down with Gloria Palmer, CPA and Co-Founder of Source Expert Advisors, to uncover the biggest communication gap in M&A: how entrepreneurs and investors misunderstand each other. Gloria explains how her “navigator” approach helps bridge that gap, guiding business owners through due diligence, deal fatigue, and financial chaos.They break down confusing deal terms, why working capital can kill deals and how to prepare your business before the numbers start flying. If you’ve ever been lost in the language of EBITDA, accruals, or due diligence, this episode will translate it all.Key Discussion Points:Gloria’s path from family business to deal advisoryWhy deals fall apart during due diligenceHow to bridge the investor–entrepreneur gapThe difference between accounting and financeWhat “navigating a deal” really meansThe hidden dangers in working capital and accruals