Deal Sourcing Optimization through Strategic Engagement

February 06, 2026

by a searcher from Stanford University - Graduate School of Business in Dallas, TX, USA

How can industry conferences, trade shows, and networking events be leveraged to identify and engage with potential deal sources? What specific strategies do you use before, during, and after these events?

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Reply by an investor
from Harvard University in Dallas, TX, USA

I think conferences are a superb way to see people in person without a pressured meet up to sell. We did a whole bunch of things. I heavily used physical letters. That's in some other post how we did those but pre conferences we d spend some time on what the city its in has going on that week. So sports games, cultural events, great places to eat, bars that were good. We'd typically then do a bar meet up. Saying to people do you want to come along? The reply rate wasn't very high but the engagement when you tell people you sent the letter was great. So we'd then say, the conference is likely very busy for you, OK to connect next week? Invite them to the drinks or dinner we were putting on. Basically work out how to add value and then claim some. I remember one time it was raining heavily unexpectedly. We bought umbrellas and took them to our 10 identified top prospects. At a winter conference we took beanies. They can be really good. I got one acquisition from asking people at a conference, who do you think would sell? So create value and then dont be super focused on deals or potential sellers only. Learn things about the playing field you're trying to get into.

Reply by an intermediary
in Chicago, IL, USA

Networking with solid resources and getting into their database. Creating a relationship with sources so you are among the first people they thing of when a deal comes across their desk. Sometimes, this might include off market deals. 🤷‍♀️ We work with many investors looking for franchise resales in a variety of industries.

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