Annually at our holiday party, IBA’s President & CEO, Gregory Kovsky, awards a Broker of the Year trophy to a deserving M&A intermediary based on a set of established metrics. Seven members of IBA’s present business brokerage team, working out of our ten offices in Washington & Oregon have won the award. This year IBA’s Broker of the Year trophy was won by Sally Bergesen ( https://ibainc.com/blog/gregory-kovsky/sally-bergesen-named-ibas-2025-broker-of-the-year/). In acceptance of the award, Ms. Bergesen read the following variation she wrote to ‘Twas the Night Before Christmas. Collectively we thought it was worth sharing with all that live in the world of dealmaking associated with the sale and purchase of privately held companies and family businesses.
’Twas the Night Before Closing
’Twas the night before closing, and all through the firm,
Not a spreadsheet was sleeping, not even a term.
The CIMs were hung by the printers with care,
In hopes that signed LOIs soon would be there.
The brokers were nestled, still glued to their screens,
While visions of commissions danced in their dreams.
With caffeine in veins and redlines to read,
We whispered, “Just one more condition to meet.”
When out in the inbox there arose such a ping,
I sprang from my chair to see what it would bring.
Away to my laptop I flew like a flash,
Praying this email would not be a crash.
The glow of the screen on my sleep-deprived face
Revealed… another request. From the lender. Of course.
They asked for one thing. Then three. Then ten more.
Tax returns from years we’d already explored.
The lawyers then entered, slow-rolling the deal,
Debating a comma with passion and zeal.
“This clause must survive, this clause must be struck,”
Meanwhile escrow just whispered, “We’re running out of luck.”
Then suddenly—clear as a voice from within—
The Boss made an entrance and calmly said, “Look in the mirror.”
Are you showing up ready? Are you owning your part?
Are you solving the problem—or just breaking my heart?
So we took a deep breath, adjusted our tone,
Called the lender. The lawyer. Again and again. On the phone!
We explained. We reframed. We gently persisted.
We translated the chaos till clarity existed.
And back at home—let’s give credit where due—
To partners and spouses who carry us through.
They hear about covenants, debt, and delay,
And somehow still love us at the end of the day.
Then—like a miracle—alignment appeared.
Conditions were cleared. The pathway was steered.
The buyers felt calm. The sellers felt heard.
The wire was sent. Confirmation occurred.
The whole broker team gathered—battle-tested, still standing,
Proof this work is both art and endurance and stamina demanding.
Deals fall apart. Deals come back from the dead.
But this group shows up anyway—sharp, kind, and ahead.
And as for this honor—Broker of the Year—
I’ll say this quite clearly: it’s because you are here.
This room. This team. This shared sense of grit.
No one closes alone. Not one. Not one bit.
So here’s to the mirrors, the lenders, the stalls,
The late-night revisions, the near-missed calls.
Here’s to the grind, the wins, the gloss—
And buying myself something—don’t ask what it cost.
Happy holidays, everyone—now go home, get some rest…
Because Q1 is coming.
And you know the rest.
IBA, the Pacific Northwest’s premier business brokerage firm since 1975, is available as an information resource to the media, business brokerage, mergers & acquisitions, real estate, accounting, legal, and financial planning communities on subjects relevant to the purchase & sale of privately held companies and family-owned businesses. IBA is recognized as one of the best business brokerage firms in the nation based on its long track record of successfully negotiating “win-win” business sale transactions in environments of full disclosure employing “best practices”.