The first 100 days after closing — the TSA-governed phased roadmap.

Day 0 is the sequence in which ownership changes. Days 1–30 are the stabilization window. Days 31–60 are the knowledge-transfer window. Days 61–100 are the gradual-release window. Each phase is structurally distinct and the TSA is the contract that defines what the seller owes and what the seller is paid for each one.

§ 01 · The four phasesThe structural map.

The first 100 days break into four distinct phases:

Day 0: Closing logistics — signing, wire, immediate handoffs.
Days 1–30: Hold the line on operations — stability-first.
Days 31–60: Operational handover — knowledge transfer, process documentation.
Days 61–100: Gradual release and earnout tracking — reducing involvement, monitoring metrics.

§ 02 · Day 0 — the closing sequenceNot a day, a sequence.

Day 0 is not a day — it's a sequence. The seller arrives at a title company, escrow office, or law firm. Expect 2–4 hours of signing: disclosure schedules, representations and warranties affidavits, the purchase agreement, TSA, non-solicitation agreements, and transition materials. When the wire clears, ownership changes. The seller's role shifts from owner to former owner with contractual transition obligations.

Immediate handoff tasks. AMS access transfer (buyer sets up limited access; seller tests by afternoon). Email migration (hours to days; forwarding address maintained 30–90 days). Physical handoff (keys, client files, carrier documentation, proprietary tools and spreadsheets).

§ 03 · Days 1–30 — hold the lineThe stability phase.

The seller's primary role is stabilization. Nothing dramatic changes in operations. The goal is continuity — clients see no difference, staff feel supported, carriers are notified properly.

The seller operates under TSA terms, typically 10–20 hours per week of availability. Focus areas: warm handoffs for top clients, carrier introduction calls, answering staff questions, training the buyer's team on quirks and exceptions.

§ 04 · Days 31–60 — operational handoverKnowledge transfer.

The structured transfer of knowledge from seller to buyer's team. This is where institutional knowledge gets documented or demonstrated:

Process documentation for non-standard procedures. Client relationship maps — who knows whom, what to never say to a particular client. Carrier relationship context — which underwriter is helpful, which to avoid. Exception handling — "we always do X for this client because…"

§ 05 · Days 61–100 and the TSA architectureGradual release and earnout tracking.

Seller involvement decreases to advisory. TSA hours typically drop. The seller shifts from active execution to monitoring: tracking earnout-relevant metrics, reviewing operational decisions that affect retention and revenue, flagging concerns to the buyer's leadership, preparing for TSA sunset.

The TSA Governs Everything. The Technical Service Agreement — typically 3 to 12 months — defines the seller's time commitment, deliverables, and compensation during this window. Research suggests post-close value destruction concentrates in this window due to cultural mismatch and workflow breakdown; the first 100 days determine whether the seller avoids that trap. Sellers who pre-LOI structure a defensible TSA with explicit deliverables earn the Stability Premium within the readiness band — and protect the earnout simultaneously.

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