Preparation: Closing the knowledge gap between the buyer and seller.

So the way I like to think about preparation and really the purpose of it is you're closing the knowledge gap for buyers. Buyers don't necessarily know everything about your business. I think a lot of startup founders that we work with assume that buyers know everything. Or just by looking at your website or just a simple, you know, review of customers or something like that, they'll have enough information to really make a decision on if this is an acquisition opportunity worth pursuing. But that's typically not the case. And so what you want to do and the best way to think about your job during an acquisition process is you want to close the information gap. And so the best way to do that is to prepare in advance with materials such as a balance sheet, being really clear on your revenue metrics, your profitability, being able to answer clear questions in advance. This one is absolutely huge because most buyers have very similar questions. And we have documents that we share with every startup that lists on acquire.com that helps answer these questions in advance. So when they speak to you, they have a advanced understanding of your business and you can really get to talking about the important aspects of your business.