lists, understand how to avoid being spammed out and how to run a full-blown campaign. Networking - This is one of the most effective ways to get leads if you are in networks with the type of targets you are looking for. Industry groups and trade associations are ideal. The key to this is to be very specific about what you are looking for (i.e. a CNC shop or electronics distributor) so people know who to recommend you to. Business Brokers - Obviously business brokers see many businesses that are looking to sell and the larger ones have 100s of listings on their books. The challenge is that they also have 100s of Buyers every day enquiring about these businesses. If you can get friendly with a few brokers who understand what you are looking for, they can be very helpful. Google - Google is very good for finding a list of specific businesses in a certain sector in many cases. Once these businesses are identified, a combination of the above methods can be used. Buyer Search Agents - These are brokers who specialise in the Buyer search process. They can be very helpful as this is often a bulk numbers game which can be time-consuming. They generally charge a monthly retainer so it can get expensive. Generally, many businesses will need to be approached and qualified so a good pipeline management system for ‘deal flow’ is essential. Again, it is not uncommon to speak with dozens of companies over many months before finding a good fit and then needing several of those to get one that makes sense and to get to the Head of Terms stage.
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