Scott Sylvan Bell, MBA was featured in Acquisition Aficionado Magazine Issue 47 (March 2026) with an original byline article on one of the most underreported forces in M&A transactions: deal fatigue.
Acquisition Aficionado is the M&A industry’s leading trade publication, featuring in-depth articles and interviews from practitioners across the business acquisition space. Contributors and endorsers include Roland Frasier, Jeremy Harbour, and Nick Bradley. Being featured in Issue 47 places Scott among the top dealmakers and advisors shaping the conversation around business acquisitions in 2026.
About the Article: Deal Fatigue — The Silent Killer of M&A Transactions
In this article, Scott Sylvan Bell examines how deal fatigue — not valuation disagreements or due diligence surprises — is responsible for a significant portion of announced transactions that never reach the closing table. Industry estimates suggest 30 to 50 percent of signed LOIs never close, and Scott argues that most of those failures are preventable.
Key Arguments from the Article
- Deal fatigue is a preparation problem, not a closing problem. The work done before going to market determines whether a deal maintains momentum or grinds to a halt.
- Warning signs are predictable. Slowing communication, reopened settled terms, and deprioritized advisors are reliable early indicators that momentum is eroding.
- Prevention requires both sides. Sellers must organize financials and identify weaknesses before due diligence begins. Buyers must front-load their highest-risk diligence items to avoid wasting months on deals that will not close.
- A dedicated deal manager is critical. The owner should not be the one fielding every diligence request, chasing attorneys, and coordinating lenders — that is a full-time job on top of running the company.
- The emotional cost is real. A failed process can take a year or more to recover from, and the reputational impact follows the business into its next attempt to sell.
“The work you put in upfront and the expectations you set in those first conversations are what carry a deal across the finish line. It’s your role to set the expectations up front to make the deal easier to close at the end.”
— Scott Sylvan Bell, Acquisition Aficionado Issue 47
Why Deal Fatigue Matters for Mid-Market Business Owners
Scott’s consulting work focuses on helping owners of mid-market companies ($10M–$250M) build businesses that are not only profitable but also transferable, financeable, and attractive to buyers. Deal fatigue is one of the most damaging — and most preventable — forces that can derail an exit that should have closed.
The Exit Ratio 360™ system Scott developed addresses many of the root causes of deal fatigue directly. Companies that score well across the nine frameworks enter a transaction process with organized documentation, clear financial narratives, reduced owner dependency, and leadership depth — all of which compress due diligence timelines and maintain buyer confidence throughout the process.
Learn more about how the Exit Ratio 360™ system prepares companies for a clean exit: Exit Ratio 360™ Book | Exit Ratio 360™ System | Exit Strategy Overview
About Acquisition Aficionado Magazine
Acquisition Aficionado is the M&A industry’s top trade publication for business acquisition professionals and aspiring acquirers. Each issue features in-depth interviews, original articles, and tactical strategies from leading experts in business buying, selling, and financing. The magazine is available on iPad, Android tablet, and desktop.
More From Scott Sylvan Bell
- Exit Ratio 360™ Book — The 360-point business exit score system
- Exit Ratio 360™ System — Nine scored frameworks for exit readiness
- Exit Strategy Overview — Enterprise value and market timing
- Who is Scott Sylvan Bell? — Background, experience, and credentials
- Business Exit Questions — 50 expert answers on selling your company