Hi {{ first_name | default: there }},
David Downing here, your friendly neighborhood M&A advisor, tiki enthusiast, and dabbler in Zen.
If you’re new to the Deal Digest, welcome aboard. Think of this as your monthly dispatch from the intersection of high-stakes business and a calm patio breeze. Each month, I distill what I’m seeing in the M&A market into practical lessons you can use, paired with a few reflections on life to help keep everything in perspective.
This month is all about the art of the Willow Tree or learning to bend without breaking. Whether it’s navigating a “Toxicity Tax” at the closing table or finding the strength to carry the growing weight of fatherhood, I’ve found that the most effective path forward is rarely a straight line; it’s a flexible one.
Quick highlights in this issue:
👨👩👦 Family Updates: Tiki Times & “Milo of Croton”
Life at home is moving fast. My son Theo is 7 months old, and Owen is about to turn 3. They’re "daycare roommates" now, and watching their personalities bloom is a joy, even if my gray hairs are coming in faster than ever.
My amazing wife Michelle is finally on the "up and up" after a serious back surgery following Theo’s birth. She’s been a lighthouse of love for us all, but for a few months, I’ve had to be the literal “heavy lifter” of our two boys. I joke that I’m a modern Milo of Croton, the Greek wrestler who allegedly carried a newborn calf every day until it became a full-grown bull. My "calves" are growing quickly, and I plan on hoisting them onto my shoulders well into their adulthood!
As a quieter kind of treat amid chaos, Michelle and I recently spent two days handcrafting a custom Tiki Lamp with a local group of "tikiphiles" here in Houston. It ties perfectly into something I’ve been reading: The Artist’s Way by Julia Cameron. Cameron emphasizes exploring our innate creativity through daily "morning pages" (free-writing to clear your head) and weekly "artist dates" (solo excursions to spark inspiration). Cultivating these creative spaces, along with finding your "community" of supportive peers, is essential for maintaining your sense of self when life gets busy.
Two of my favorite things: Tiki Lamps & Michelle!
💼 Work Update: A New Chapter at Eminence
I am thrilled to share that I’ve joined forces with Sarah Goodman at Eminence M&A Strategies. While many of you know me from my time at First Choice Business Brokers (where I focused on "Main Street" transactions), Eminence represents a specialized step into the lower-middle market. We are a high-touch, sell-side advisory firm specifically built for established B2B companies (including manufacturing, industrials, and professional services) with enterprise values typically between $5M and $25M.
At this level, transactions are more complex, often requiring over 700 hours of hands-on work to execute properly. Sarah is a former owner who "brings the receipts" when it comes to the grit required to move past the "list and hope" mentality. We believe preparation drives value, and our mission is to provide the honest, unvarnished guidance owners need to achieve a predictable, high-value exit.
Check out our approach: Eminence M&A Strategies Website
The Power of Community: I met Sarah through ProVisors, a network of trusted advisors that has been a game-changer for me. If you have 10+ years of experience and want to guest a meeting in Houston (we’re doubling in size in 2026!), hit reply and I’ll get you an invite.
Who is sitting across from you at the closing table? Meet the 4 M&A personalities (and why one of them triggers a massive "toxicity tax").
Deals are not just about EBITDA and multiples; they are driven by human behavior. Dr. Tricia Groff created a useful behavioral framework called the "Genius Money Matrix", which maps a buyer or seller's emotional intelligence (EQ) against their honesty. Here are the four stark archetypes you can encounter in a deal:
The Toxic Negotiator: Characterized by a belief that they are above the rules or legal ramifications, this personality triggers a hidden "Toxicity Tax." Sellers will actively demand a significantly higher price (or just kill the deal entirely) to compensate for the emotional toll and legal risk of dealing with these irrational actors.
The Tone-Deaf Analyst: They are completely honest, but they lack EQ. They will say "offensive but true" things that ruffle feathers and derail a deal's momentum, requiring advisors to spend valuable emotional capital to smooth things over.
The People Pleaser: Motivated by avoiding conflict, this archetype commits unintentional dishonesty through errors of omission. They agree to terms they eventually regret and fail to ask the hard questions, which often leads to collapsed deals right before closing.
The Relational Genius: The rare "win-win-win" architect. They balance sharp financial acumen with high EQ, building trust and reducing transaction friction.
The Takeaway: The highest financial offer from the wrong personality type is often a doomed deal. Look for the Relational Genius.
📱 Tips from the Field: 5 LinkedIn Tweaks for 2026
Just as buyers reward clean financials, the market rewards a clean digital presence. Here are five ways to remove "friction" from your LinkedIn profile in under ten minutes:
Claim Your Custom URL: Change that default string of random numbers at the end of your profile link to just linkedin.com/in/yourname. It instantly looks more professional, boosts your SEO, and is much easier to drop onto business cards.
Update Your Profile Photo: Swap out that 10-year-old cropped vacation picture. You want a clear photo with natural lighting, professional clothes, and a genuine smile, making sure your face fills about 60% of the frame.
Treat Your Banner Like a Billboard: Don't leave the background image behind your photo blank or generic. Use this high-visibility space for a clean, high-contrast statement of what you do (your value proposition) and your contact info.
Remove Contact Friction: Don't make people dig to figure out how to reach you. Put your email address directly in your "About" section and place any relevant calendar or website links right in your "Featured" section.
Pin Your Top 3 Skills: LinkedIn uses your listed skills to rank you in search results. You can add up to 50, but make sure to pin your three absolute most important ones right at the top so they don't get buried.
Bonus Tip: The 2026 algorithm suppresses posts with external links by 60%. Put the value in the post to keep your reach high.
🧘♂️ Zen Corner: The "84th Problem"
There’s an old Zen story about a farmer who complained to the Buddha about his failing crops and difficult family. The Buddha said, "Everyone has 83 problems. I can do nothing for you. But I can help with the 84th."
The farmer asked, "What's the 84th problem?"
The Buddha replied, "Your desire to not have any problems at all."
In M&A, and in life, waiting for a perfectly smooth experience is the 84th problem. The Relational Geniuses at the closing table don't succeed because they magically avoid difficult buyers or standard deal friction; they succeed because they accept that friction is just part of the 83 problems. When we drop the resistance to the fact that problems exist, we can navigate the chaos clearly and calmly.
📬 Until Next Time
If you know a business owner or advisor who might benefit from this newsletter or from a conversation about valuation, exit planning, or financial strategy, feel free to forward this or connect us directly.
Thank you for being part of my community.
Until next time,
David Downing
📧 [email protected] | 📞 (713) 205-2455
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