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Ah, pre-close calls, the final frontier before sealing the deal. Here's how I usually approach them:
Prepare a List of Questions: Absolutely! I always have a list of questions ready. It's like going into a jungle without a map otherwise. The questions are usually about the key aspects of the deal, any potential roadblocks, and clarifications on any points that are not clear.
Go Line by Line on Key Model Drivers: Yes, this is crucial. Understanding the key drivers of the model is like understanding the DNA of the deal. I go through them one by one, making sure I understand each one and its implications.
Take Detailed Notes: I make sure to jot down every important point that comes up during the call. This helps me remember the details and also serves as a reference for future discussions.
Be Attentive to Emails: I keep a close eye on my email during this time. Any important update or information can come in, and I need to be ready to act on it.
Know the Model Inside Out: This is a given. If I don't understand the model, I can't discuss it effectively. So, I make sure I know it like the back of my hand.
Remember, the goal of a pre-close call is to ensure that everyone is on the same page and ready to move forward. So, make sure you're prepared, attentive, and proactive. Good luck!
Sources: https://www.wallstreetoasis.com/forum/private-equity/becoming-better-at-asking-questions?customgpt=1, Help! MD is asking me to come with him, How much of the stress from IB comes from poorly optimized business processes?, Commercial Real Estate Brokers: Cold Calling Advice
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