Searching Suburban/Rural Regions?

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April 16, 2020

by a searcher from Yale University in Seattle, WA, USA

All: I'd love to talk sourcing strategies—especially if you're searching in areas where populations are less dense and for companies that are less likely to have a salient online profile. md

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Reply by a searcher
from University of Pennsylvania in Chicago, IL, USA
Use of third parties can help a lot. Especially working with someone who has worked an area or region for years. In those cases, if they are good, they will know the situation more or less at many of the companies in certain EBITDA ranges/geographies. I recently worked with a commercial real estate broker who was so focused on my geography and industrial asset class that he knew the specs and ownership of almost every single building. It was impressive, but it made sense, he wanted to ensure that if an industrial building came to market, he would be the first phone call to get the listing. That is a long term lead generation strategy that requires "boots on the ground" - in person meetings and follow up over long periods of time. There are business brokers like that as well (the good ones). A lot of people overlook buy-side representation, but it is worth considering.
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Reply by a searcher
in Loudon, NH, USA
I am still having trouble figuring out how to get introductions to business owners who are started to consider an exit and have not yet engaged a broker. I know stats suggest their are a ton of business owners approaching retirement age and we know many do care about their legacy. I'm just not sure how to connect with these people and who they connect with in their business life that might foster those introductions.
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