Capturing our Client’s Window – Why Timing Matters!

December 11, 2025

We recently sold a fast-growing telecom construction business that scaled from roughly $2MM to $12MM in EBITDA in just two years.

Impressive, but not without its challenges –

The business had 70 – 80% customer concentration, and the pace of growth raised real questions about how sustainable that volume would be in an industry tied to increasing uncertainty surrounding government funding.

We initially went under Letter of Intent with a buyer that dragged their feet during due diligence. Since our client’s business was performing well, and we were focused on capturing their window. Rather than repeatedly answering the same questions, we disengaged with this buyer, updated the numbers, and went back out to market.

One of the buyers who had expressed interest initially came in this time at a higher value range that worked well for our client – timing can play an important role in the sales process! Five months ago, their motivation was lukewarm; now our client fit squarely within their criteria, and they had the capability to get a deal done.

Despite the difficult dynamics (industry uncertainty, concentrated customer base, and deal fatigue) the process ultimately moved forward and closed with this buyer in under 70 days, resulting in a clean exit with $23MM at close and a meaningful earn-out.

Selling a business is rarely straightforward and a variety of factors can influence the direction and outcome of a deal process. We believe, in many instances, good outcomes can occur even in imperfect conditions when the process is approached with discipline and adaptability.

If you’d like to talk through how to approach the sale of your business, give me a call – we’d be glad to learn more about your unique situation and how we can assist you.

The transaction described above is one example of a prior engagement and is provided for informational purposes only. It may not be representative of all transactions completed by Woodbridge, and outcomes will vary based on market conditions, industry dynamics, buyer behavior and company-specific factors. The transaction results, timelines, buyer interest levels, valuation ranges and earn-out structures referenced here reflect the circumstances of a single engagement and should not be construed as typical, promised, or predictive of future results. Past performance does not guarantee future outcomes, and there is no assurance that any transaction will close, close within a particular timeframe, or achieve comparable terms. Earn-outs are inherently uncertain and contingent on future performance.