Stand Out as an M&A Buyer: The Credibility-First Playbook
Why “crowded” can work in your favor
More buyers = more noise. But most are slow, vague, or disorganized. If you communicate clarity, speed, and certainty, you’ll vault to the front of the line.
Your Credibility Stack (7 quick moves) to
SELLING YOURSELF
Two-sentence thesis. What you buy, where, size window, and why you—no fluff.
Proof you can close. Lender engaged/SBA pre-qual, Proof of equity, one page buyer profile and an email that describes why your the right person.
Founder-market fit story (90 sec). Map your operating experience to this model (people leadership, sales systems, regulated ops, multi-site, etc.).
Deal hygiene. Clean NDAs, concise email recaps, organized data requests, shared Q&A tracker, 24-hour response SLA.
Speed signals. Name your QofE provider, counsel, and a 45-day close roadmap on day one.
Seller-first posture. Legacy, team continuity, calm transition—lower perceived risk.
Acquisition Pro Member. This means you have a professional acquisition team. Close 50% quicker!
The One-Page Buyer Brief (send before the first call)
Include: thesis + size/geo, 3 bullet “why us,” funding readiness (debt + equity), 45-day timeline (milestones with dates), advisor roster (lender/QofE/counsel), references on request, scheduling link.
Subject (to broker): Fit check for CompanyCompanyCompany — lender engaged, 45-day plan
Body (blunt and useful): “We buy industryindustryindustry companies doing $X–$Y EBITDA in regionsregionsregions. Lender + equity are lined up; QofE/counsel retained. If CompanyCompanyCompany fits, I can turn a clean IOI within 72 hours of CIM. One-pager attached.”
Acquisition Pro Member. This means you have a professional acquisition team. Close 50% quicker!
First 7 Days: What top buyers actually do
Day 0–1: NDA executed; send buyer brief; request 3–5 needles-in-haystack metrics that show you “get” the model (e.g., cohort concentration, recurring vs project mix, margin by line, utilization/redo rates).
Day 2–3: Clean IOI (or LOI if fit is strong) with specific price/structure + dated milestones.
Day 4–5: Lender call completed; QofE penciled; data room structure confirmed; Q&A tracker live.
Day 6–7: Onsite penciled; send a draft transition agenda (team/customer communication, owner’s role, first 90-days).
LOI Essentials That Signal Certainty
Personal message to seller
Price and structure (cash at close + any seller note/holdback/earn-out).
Working capital peg method spelled out.
Training/transition scope and timeline (e.g., 8 weeks, part-time).
Exclusivity with dates and deliverables.
Tight, reasonable conditions (financing, MAC).
Dated milestones: QofE start, legal docs, credit memo, targeted close.
Questions that separate you from “tourists”
“Walk me through customer concentration by cohort (not just top 10). Any chokepoints?”
“What % of revenue is truly recurring vs project, and how does margin differ?”
“Where do defects/redos show up in the P&L—field, warranty, or goodwill?”
“If we disappeared for 30 days, what would break first? Why?”
De-risk the handoff for the seller (say this early)
People: retention bonuses for key staff; benefits intact.
Customers: no contract changes; continuity note drafted before close.
Owner’s role: clear, time-boxed, respected.
Early wins: low-disruption improvements only (billing accuracy, CSAT tracking, light CRM pipeline hygiene).
Your pre-call checklist (copy/paste to your task app)
☐ One-pager attached
☐ Lender + QofE firm named (Acquisition Pros)
☐ Draft IOI/LOI template ready
☐ Five intelligent, model-specific questions
☐ 45-day closing timeline to screen-share
