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Frequently Asked Questions
What are the most important principles for sourcing off-market deals?
The three core principles are: build relationships before you need them (start 2-3 years ahead of a potential transaction), specialize deeply in one or two industries rather than being a generalist, and use pre-diligence tools to quickly qualify targets before investing relationship capital in outreach.
Why do most business deals fail to close?
According to the IBBA, approximately 80% of businesses listed for sale never close. The most common reasons are unrealistic seller price expectations, poor financial documentation, owner dependency, customer concentration risk, and deals falling apart during due diligence from surprises that could have been caught earlier.
What is the competitive advantage of proprietary deal flow?
Proprietary deal flow means you are the only buyer or broker talking to a seller, eliminating competition and giving both parties more control over terms, timeline, and structure. Deals sourced through relationships typically close faster and at better multiples than auction or publicly listed transactions.
