Buyer interest can be engaged in different ways. This may involve a direct introduction or a broader competitive process, each with distinct trade-offs around timing, control, and outcome.
Direct buyer introduction (buy-side)
Buyers are often willing to engage us and cover our fees when an acquisition opportunity is presented directly and off-market. For founders, this path typically involves lower upfront commitment and no fees due to us at any stage of the process.
Direct introductions are often best suited when:
- The buyer is backed by a private equity group or family office
- There is a high degree of strategic or operational synergy
- The founder is familiar with the M&A process and comfortable navigating a direct discussion
Competitive sell-side process
In other situations, a competitive process may produce a stronger outcome for the seller. In these cases, we work in partnership with a top-tier investment bank to represent the seller’s interests and run a structured, competitive process.
This approach includes buyers identified through our intelligence as well as additional parties who may compete for the transaction. Fees in these engagements are typically due at closing to the investment bank, in which we participate.
Competitive processes are often best suited when:
- Multiple buyers are likely to compete for the transaction
- The founder would benefit from formal representation and process management
- There are gray areas in perceived synergy that require broader market validation
Why this matters
These two paths can lead to materially different outcomes. There is no universally correct approach — the right structure is highly dependent on the company, the market, and the founder’s priorities.
Our role is to provide clarity around which path is most likely to produce the best result in a given situation, before any commitment is made.
