5 Ways to Help Clients Reach Closing When a Deal Goes Sideways
Marc Snyderman is a frequent speaker, serial entrepreneur, and business lawyer. He is the founder of Next Point Ventures, a venture studio which takes an active role in investing as well as a partner in a renowned disruptive law practice.
I call it deal quicksand. It happens when deals hit inertia points and slow down, sometimes to a molasses pace and hopefully not to a dead stop. Sometimes this is self-induced when a seller or buyer digs in on a negotiation point that really isn’t even that critical and won’t let go of it. Other times, it’s just the passage of time, waiting for franchise approvals or licensing to come through, that causes the slowdown. Like quicksand, the more the seller or the buyer who’s stuck in it (sometimes both) starts to fight, the deeper into the quicksand they go. As counsel to the deal, you’re not just there to review contracts or due diligence documents, you must be an emotional anchor for your client that’s frustrated, nervous, or ready to walk away. Deals don’t close on logic alone.
Five proven ways to help your clients get out of the deal quicksand
1. Normalize the chaos
You need to advise your client that bumps in the road and hurdles are all common, even expected. When a client thinks their deal is uniquely doomed, they panic. It’s up to you as their counselor to normalize the chaos. Reassurance that these hiccups are part of the process can reset their mindset.
Example:
The seller misses a deadline for financial disclosures, and your buyer panics. Don’t feed the panic and the frenzy, instead be a voice of calming confidence: say something like “I’ve seen this happen before – sometimes the seller's side just needs a nudge. Let’s give them a deadline extension with some teeth, and we’ll keep moving forward.”
2. Translate emotions into action
There will always be emotional reactions to the deal and actions by the seller or the buyer. Allow them to vent, but quickly move to problem-solving by identifying what’s really at stake.
Example:
Your client says, “I don’t trust them anymore. This is a mess.”
You can respond with something like: “I hear you – trust is critical. Can you help me understand what specifically broke down? Was it the delay, the tone, or something else? Once we pinpoint it, we can build a solution that addresses that issue head-on.”
Throw the client a rope to be pulled out of the quicksand. It’s about fixing what’s broken.
3. Be the empathetic realist
It’s important to acknowledge that the client’s emotional response is legitimate, but you need to guide them back to the bigger picture gently.
Example:
I’ve had clients at closing say, “This seller is impossible – I am going to walk away.” I reframed it as follows: “It’s totally fair to feel that way. This process has tested your patience, and I get it. But let’s take a breath. What are your goals? This deal is important to your future and still meets your needs, let’s find a workaround instead of walking.”
4. Reframe the deal as a business decision
Deals become personal, and the parties get caught in quicksand. Try to shift the perspective to economics from emotions.
Example:
If a seller is resisting a concession over principle, you might say: “Understood – this feels unfair. But ask yourself this: Would you rather make this $20K concession or lose the buyer and start from scratch, possibly at a lower price?”
5. Build “exit insurance” – Without encouraging it
Create contingency plans that give clients peace of mind, so they’re more willing to stay at the table.
Example:
“Here’s how we can structure the next phase: a firm deadline with a walk-away clause. If they don’t comply, you’re out, no penalty. But until then, let’s see if we can steer this back on course.”
Final thought: Keep calm, carry empathy
Helping clients reach closing isn’t about pushing deals through at all costs. It’s about balancing legal and business acumen with emotional intelligence.
The quicksand appears in a deal when you least expect it, and many times over, the smallest of issues drag the buyer or seller into it – it’s up to you to help navigate the way out for your clients to get to the end of the journey.
Read more from Marc Snyderman
Marc Snyderman, Attorney, Entrepreneur, Content Creator, & Writer
Marc Snyderman is a business leader, strategist, content creator, and author as a hybrid business lawyer and businessman with experience from startup through IPO his wide background provides a backdrop for success across multiple domains. He is a Managing Director of Next Point Ventures, a premier venture studio in the Philadelphia, PA region, and a Partner with OGC Solutions. Marc's mission is to support small and mid-sized businesses with disruptive models and technology.
