Topic
Deal structure
Roland Frasier focuses on how a deal splits the price across cash, holdbacks and equity, because the terms can matter more than the headline number. Zero Down puts structure at the center of the acquisition conversation.
Articles
Common questions
How to structure a business acquisition: price is the last thing you negotiate
Shorthand for: the structure of a deal, how the price splits across cash, holdbacks, and equity, is often worth more than the headline number.
How to negotiate buying a business: collaborate, don't negotiate
Refuse the other side's frame, not to beat them, but to get both sides into a fair zone where a real deal can actually happen. You collaborate toward the deal, you just do not negotiate inside a box they drew for you. The persuasion comes from being fair and prepared, not from outfoxing anyone.
How to structure an earnout that actually pays
A CVR ties a seller's payout to clear, verifiable events like a contract renewal rather than to disputed financial performance.
