How to Build a Pipeline of Acquisition Targets

hosted by: David Mariano, Director and head

of the firm’s Buy-Side advisory practice

How to Build a Pipeline of Acquisition Targets

Most owners looking to make acquisitions either aren’t seeing enough opportunities or are concerned about missing out on the good ones. It doesn’t have to be this way for you – listen for how to build a strong pipeline of acquisition targets.

David Dunstan, President of Western Reserve Partners, returns to the studio with David Mariano to continue the dialogue on building a successful acquisition program for your business.

 Key questions in this episode:

* How can a business owner begin to build her reputation as a buyer of choice?

* How do you know if you are seeing all of the opportunities within your target market?

* Is there value in only focusing on one acquisition at a time?

* How would a business owner position themselves as the favored buyer?

* Is the favored buyer always the one with the highest price?

* What is the value of a compelling story and strategy and the willingness to share it?

 Key points in this episode:

* The importance of raising awareness with the right people and of reaching out to your representatives and trade associations.

* Why it’s important to establish regular contact with your highest priority target companies.

* The true value of taking the time to build relationships with target companies. (11:27)

* How your business’ reputation can influence your acquisition process and its success.

* Why articulating your growth strategy will set you and your business apart. (16:08)

* How selling yourself plays a role in buying a company.

* Why your story needs to be consistent and true, but also customized, for each potential target.

* Your single goal in developing a relationship first with a target company.

Resources mentioned in this podcast

* Click here for access to training and templates

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