We watched a client lose a multimillion-dollar deal this week. Here's what went wrong.

A few weeks ago, we had a client losing a multimillion-dollar deal because they moved too slowly on the PSA.

They'd been working on it for 2 months. By the time we were ready to fund the EMD, the seller walked.

The culprit: drawn-out timelines. Hard pill to swallow? We see this happening often.

Here are 3 ways NOT to handle deal timing:

1. Wait until "everything is perfect" to move forward

Sellers interpret delays as hesitation. The longer you wait, the more they wonder if you're serious…or if they should be talking to someone else. Sometimes good enough is enough.

2. Assume the seller will wait for you

They won't. Every day you're not moving forward, someone else might be. Sellers have options (or so they say), and patience is limited.

3. Put off securing your EMD until the end

If you're evaluating EMD financing after you've signed the PSA, you've narrowed your strategic options. Smart operators line up their liquidity tools early so all the pieces move at the right time.

This is how to do it instead:

1. Set hard internal and external deadlines

Don't let legal markup drag indefinitely. Set clear turnaround windows for your team, and make sure you understand the seller's deadlines as well.

2. Build buffer time into your deal timeline

Assume everything takes twice as long as planned.

3. Have your EMD lined up before the first draft of the PSA

It takes one variable off the table and lets you focus on deal structure, not capital logistics.

If you're thinking about using Duckfund for your EMD, the best time to reach out to us is right after the LOI is signed and the first PSA draft is available. This way, we're aligned before you begin the hard negotiations with the seller.

(You can even reach out at the LOI stage and we'll give you some initial comments!)

Final thought: Don't confuse speed with reckless. It's about not getting caught up in all the details and getting things moving.