
Caps and Baskets: How Buyers and Sellers Negotiate Risk in a Business Sale
A beautifully drafted set of seller promises is worth very little if the cap is too low to recover under or the basket is structured so you can never reach it. This…
A purchase agreement is the contract that commits the buyer and seller to a business sale. In an asset purchase, a stock purchase or a membership interest purchase, the structure decides what transfers. A common set of negotiated terms decides who bears the risk of what the buyer didn't know at closing.
Those terms are where buyers and sellers disagree most. We represent buyers in some deals and sellers in others, and the size of each deal decides how hard we press each point.
Statements of fact about the business that the seller stands behind after closing.
Caps, baskets and survival periods that set how much can be claimed and for how long.
Part of the price set aside, or offset against a seller note, to back up the seller's promises.
A target level of working capital, with the price adjusted up or down after closing.
The seller's representations cover financial statements, assets, contracts, taxes, employees, permits and litigation. The disclosure schedules list the exceptions, so sellers want them complete and buyers read them closely.
Indemnification is the remedy when a representation is wrong or a liability the seller kept reaches the buyer. Our article on the indemnification clause walks through how a claim works.
The most the seller can owe for breaches of ordinary representations, usually excluding fraud and fundamental representations such as ownership.
The losses the buyer absorbs before claiming, either as a deductible or as a threshold that, once passed, allows recovery from the first dollar.
Part of the price held by a third-party escrow agent for a set time.
Part of the price kept by the buyer, or a right to offset valid claims against seller note payments.
Our article on caps and baskets covers how each side approaches them.
A working capital adjustment compares the business's working capital at closing with an agreed target and moves the price by the difference, with disputes going to an independent accountant. Our article on net working capital explains how the target is set.
Most small business deals sign and close the same day. When approvals force a gap, the seller agrees to run the business as usual, the buyer's duty to close depends on the representations staying accurate, and either side can usually end the agreement after an outside date.
The buyer's attorney usually prepares it from the signed letter of intent.
The other side comments, and we rank the open points by the money or risk each one moves.
The seller lists exceptions to its representations, and the buyer checks them against diligence.
The remaining points are traded off, often on a call with both principals.
The agreement is signed at closing, or earlier when consents or approvals are still pending.
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Ask a QuestionThat depends on the agreement's sandbagging clause. A pro-sandbagging clause keeps the buyer's claim even if it learned of the problem in diligence, and an anti-sandbagging clause bars claims over what the buyer knew. When the agreement is silent, the answer can turn on the governing law and the facts, so we address it in writing.
As long as the agreement's survival period allows. Ordinary representations usually survive for a limited time, while ownership, authority and tax representations last longer. Texas law limits how far a contract can shorten the time to sue, with an exception for some larger business sales, so we check survival periods against that rule on smaller deals.
It is a phrase such as "to the seller's knowledge" that limits a representation to what the seller knew, so an unknown problem isn't a breach. The agreement should say whose knowledge counts and whether it includes what those people would have learned through reasonable inquiry. Buyers push for more people and the broader standard, and sellers push the other way.
Only as the agreement allows. Common exits are an unmet closing condition, such as a missing consent, failed financing or a material adverse change in the business, an uncured breach by the other side, or an outside date that passes without a closing. Outside those terms, a party that refuses to close can be liable for breach.

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