Deal Flow Generation

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June 29, 2022

by a searcher from Harvard University - Harvard Business School in Pittsburgh, PA, USA

All - I recently left my corporate job to focus my time on finding a great manufacturing business to purchase. Generating Deal Flow is my main priority right now. I'm interested in your thoughts; what's working well for you?

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Reply by a searcher
from Duke University in Virginia Beach, VA, USA
Behavior will matter more than technique... Barney-style: decide how many LOIs you'd like to do in the next year in order to have an acceptable probability of getting to closing table. Pick your LIPs (Leading Indicators of Productivity) - first meetings, NDAs, conversations, etc. Figure out how many of those you need per mo to meet your LOI obj. Decide what behaviors are going to produce the LIP volume you need. Calls, emails, mail drops, conferences, referral asks, posts on Searchfunder, etc. Decide how many of those behaviors you need to do per mo in order to achieve your desired LIP volume. Put 90% of your focus on that for the next 3 months!
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Reply by a searcher
from University of Pennsylvania in Toronto, ON, Canada
Try getting on the email lists of a mix of aggregator-type sites (Axial, BizBuySell, etc...) and large brokers that post their deal flow online (Woodbridge, Benchmark, Generational, etc###-###-#### just so that you can start to get a feel for what businesses at this end of the market look like and industries that you like. Then, start doing more targeted direct outreach to business owners in industries you're interested in and contacting regional or industry-specific brokers.
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