When it comes to implementing an effective buy-side strategy, it’s less about who you know and what you know. Embedded in the “what you know” is access to big data and relevant databases for sourcing applicable client targets in buy-side outreach. Databases like:
Even one’s own proprietary CRM may contain the targets a would-be buyer would like to reach. Ultimately, in today’s deal world, the ability to source acquisition targets that align with the basic M&A criteria of a platform company are derived from one’s ability to get access to the data.
That means using the above resources combined with Linkedin inMail, Rapportive + Gmail and other email and phone number extrapolation and reverse look-up techniques for finding the right POC within an organization.
Once the POC is established, it can take years to see such a deal to fruition. It may be one of those targets that is not yet ready to harvest the business, but who sees the relative potential in the suitor’s request to connect and discuss. In this cases, it’s more than just big data. It’s big data + regular touchpoints + relationship building + timing that create the perfect storm for succeeding in buy-side M&A.