“Earn the Right to the Numbers”: Why Trust Comes Before Financials in M&A

In this episode of Shoot the Moon, Revenue Rocket’s Mike Harvath, Matt Lockhart, and Ryan Barnett explore one of the most overlooked tension points in M&A: the financial document request. You’ve nailed the strategic and cultural fit — but when it comes time to share financials, things stall. Why? It often boils down to trust, financial hygiene, and timing. 🔍 Inside the episode:Why jumping to the P&L too soon can kill momentumWhat “financial hygiene” actually means — and why it mattersTips for buyers to build trust and earn the right to request numbersWhat sellers should prepare: 3 years of P&L, balance sheet, forecast, and ad backsHow to keep a deal moving when financials are messy or delayed If you’re buying or selling an IT services firm, this episode is a playbook for avoiding early missteps and setting up a smoother path to due diligence.   RELATED EPISODES: Episode 170: How to Become a Platform Investment. Listen now >> Episode 141: Add-Backs 101. Listen now >> Episode 131: The Importance for Sellers to have Financials in Order while being Acquired. Listen now >> Listen to Shoot the Moon on Apple Podcasts or Spotify. Buy, sell, or grow your tech-enabled services firm with Revenue Rocket.