The clients a service firm would most value, and the companies an acquirer would most like to own, are seldom in the market. Owners of firms built on referral tend to ignore unsolicited approaches, and most owners of a sound business have never spoken to a broker. An introduction from someone who has already held the first conversation is often the only credible way in.
Firms built on referral rarely have a reliable way to reach the clients they would choose. We open those relationships on their behalf, in the manner they would represent themselves.
A firm’s reputation is at stake in every approach made in its name, so nothing reaches the client that they would not have accepted themselves.
Most well-run private companies are never formally marketed. We bring acquirers into conversation with their owners before an adviser or broker sets the terms.
A conversation that begins before a sale process is one the buyer has to itself, which tends to change both the price and the relationship.
Deal origination · Home services
A sell-side advisor focused on UK home services companies wanted exclusive, off-market deal flow to sit alongside its referral network.
BRIEF
Off-market deal flow for a sell-side advisor
APPROACH
Phone calls and email
QUALIFICATION
Against the advisor’s revenue and operational criteria
OUTCOME
15 qualified leads in one month
Business development · Software
A growing UK SaaS business had a clearly defined target market but was struggling to reach it.
BRIEF
A defined market the client struggled to reach
APPROACH
Phone, email and LinkedIn
QUALIFICATION
Confirmed in conversation
OUTCOME
70 partnerships within four months
We measure ourselves by the relationships we help start and by how long clients choose to work with us.
Elliott Lee, Founder
Survey evidence shows AI saving effort in target screening, while none of the sources reviewed measures its effect on whether an owner agrees to talk.
Read more: The evidence on AI in deal sourcing, stage by stageFor a corporate finance boutique, the source of its sell-side mandates should guide how it spends years of business development effort.
Read more: How boutique M&A advisors win sell-side mandatesOff-market deals in private equity depend on an owner choosing to reply, so this piece follows one direct approach from her side of the desk.
Read more: Off-market deals: how a direct approach looks from the owner's side
