A strategic acquirer needed to fill their acquisition pipeline for the next 12-18 months. Following the playbook that's produced 100+ corporate development acquisitions for Captarget clients, we delivered 16 qualified deal opportunities and facilitated 2 issued LOIs in the first few months of the engagement.

The Challenge

The CEO had committed to the board that the company would execute 2-3 acquisitions annually. But internal sourcing was producing only 4 qualified conversations per quarter, not nearly enough to meet that target.

Traditional sourcing options weren't viable: hiring a dedicated BD professional meant $200K+ and 6 months of ramp time. Buy-side advisors wanted $75K retainers before showing a single opportunity.

Every quarter without closed deals meant another uncomfortable board conversation, and questions about whether the M&A strategy was realistic.

Our Approach

We designed a focused sourcing program calibrated to their specific acquisition criteria and timeline requirements.

We're not selling lists. We're delivering qualified, engaged sellers who have expressed interest in a transaction with a buyer matching your profile, a critical distinction from database exports or cold contact lists.

Key Tactics

• Aligned on thesis and target profile within first week
• Built and qualified a pipeline of 50+ potential targets
• Delivered opportunities at a cadence matching their evaluation capacity
• Provided deal support through LOI issuance

The Process

The Outcome

In a few short months, the buyer's pipeline was fully stocked with 16 qualified opportunities. They issued 2 LOIs and expect to close 1-2 deals by year-end.

The CEO's pipeline problem, the one the board had been asking about, was solved.