Board Case Study · Private Company (Sale Process)
The CIM says AI drives 40% of revenue. Quality-of-earnings says the model touches 40% of transactions and drives almost none of the margin. The board approved that deck. Nine days of exclusivity remain.
The situation
A founder-led logistics-software company, $60M revenue, is nine months into a sale process run by a mid-market bank. The confidential information memorandum positions the company as an AI-native platform, and the strategic buyer signed a letter of intent at a multiple built on that positioning. Exclusivity expires in nine days.
The buyer's quality-of-earnings and technical diligence teams have found the gap. The AI module touches 40% of transactions but the pricing and routing decisions that produce the margin are still rules-based logic written in 2019. Management's view is that the claim is defensible marketing. The buyer's counsel has begun using the phrase material misstatement in writing.
The board has five seats: the founder-CEO, two independents, and two investor designees whose fund is at the end of its life and needs the exit. Every director signed the representation letter. The independents are now asking who reviewed the AI claims before the CIM went out, and the honest answer is that no one did.
“We described ourselves the way the market describes us. The buyer is calling it a misstatement. Which of those is true, and which one do we have to defend?”
Lead Independent Director
The decision on the table
The full case, scenario architecture, board materials, and facilitation notes, is shared with boards and partners on request.