Interviewing an M&A advisor is one of the most critical steps in successfully selling your business. The right advisor can help you maximize value, navigate complex negotiations, and close a smooth, successful deal. Here’s how to conduct a meaningful and productive interview.

Start with Experience and Track Record. Ask about the advisor’s recent deals—specifically those in your industry or of similar size. Request references and inquire about their close rate. A seasoned advisor should have a well-documented history of success, including the ability to guide clients through both strategic and financial buyer processes.

Understand Their Process. A great advisor will have a defined process from valuation and buyer outreach to diligence and closing. Ask how they position businesses to attract premium offers, how they market your company confidentially, and how they qualify buyers. Their ability to articulate a proven methodology is key.

Fee Structure and Alignment. Discuss their fee model. Some advisors charge a success fee only, others include retainers. Make sure their compensation aligns with your goals—typically a lower upfront fee and meaningful payout at close ensures they’re motivated to deliver results.

Ask About Buyer Access. Who’s in their network? Do they have relationships with strategic buyers, private equity, or family offices? A well-connected advisor opens more doors and creates competitive tension.

Chemistry Matters. This is a high-stakes, emotionally involved journey. Choose someone you trust, who listens well, and who will advocate fiercely for your best interest.

Your business is likely your most valuable asset—make sure your M&A advisor treats it that way.