Blog: M is for Mobility

In mergers and acquisitions, mobility—defined as the ability to adapt and shift as circumstances evolve—is often undervalued by buyers, sellers, and advisors. Yet it’s one of the most critical traits for getting deals done.

Transactions naturally generate some tension and defensiveness between counterparties. They are emotionally impactful and monetarily consequential, which can lead to rigid positions that stall progress. Therefore, transaction parties often default to “sticking to their guns.”  However, it is rare for parties to achieve 100% of their objectives, and successful outcomes almost never come from one-sided terms. Clinging too tightly to fixed or pre-set demands often backfires. While it is important to fight for key priorities, it is equally important to be mobile throughout a process. Mobility enables progress. It keeps conversations fluid, options open, and transactions alive.

Think of it like buying a house: you may have been told to create a list of your “must haves, nice to haves, and can’t haves” when searching for a home. This speaks to the idea that “no deal is perfect.” The same principle applies to business M&A. Unknowns will surface. Priorities will evolve. Parties who stay mobile—open, flexible, and responsive—are far more likely to close successful, balanced deals than those who stay stuck.