Buyer List
Workflow
Step 1: Understand the Target
- Company description, sector, and business model
- Revenue, EBITDA, and growth profile
- Key assets and capabilities (IP, customer relationships, geographic footprint, team)
- Expected valuation range
- Seller preferences (strategic vs. financial, management continuity, timeline)
Step 2: Strategic Buyers
Identify strategic acquirers across categories:
Direct Competitors
- Companies in the same space that would gain market share
- Rationale: Revenue synergies, eliminate competitor, scale
Adjacent Players
- Companies in adjacent markets that could expand into the target's space
- Rationale: Product extension, cross-sell, new market entry
Vertical Integrators
- Customers or suppliers that could integrate vertically
- Rationale: Supply chain control, margin capture, strategic lock-in
Platform Builders
- Large companies building a platform in the space through M&A
- Rationale: Tuck-in acquisition, fill capability gap
For each strategic buyer, assess:
Step 3: Financial Sponsors
Identify PE/financial buyers:
Platform Investors
- Sponsors looking for a new platform in this sector
- Criteria: Fund size, sector focus, deal size range
Add-on Buyers
- Sponsors with existing portfolio companies that could acquire the target as a bolt-on
- Identify the specific portfolio company and synergy rationale
Growth Equity
- For earlier-stage or high-growth targets
- Minority vs. majority preference
For each sponsor:
Step 4: Prioritization
Tier the buyer list:
- Tier 1 (5-10): Highest strategic fit, proven acquirers, clear rationale — contact first
- Tier 2 (10-15): Good fit but less obvious — contact in second wave
- Tier 3 (10-20): Possible but lower probability — contact if process needs broadening
Step 5: Contact Mapping
For each Tier 1 buyer:
- Key decision maker (CEO, Corp Dev head, Partner)
- Relationship status (existing relationship, cold outreach, need introduction)
- Known preferences or constraints (size, geography, structure)
- Best approach channel
Step 6: Output
- Excel workbook with:
- Strategic buyers tab (sorted by tier)
- Financial sponsors tab (sorted by tier)
- Contact mapping for Tier 1
- Summary statistics (total buyers by tier, by type)
- One-page buyer universe summary for the engagement letter or pitch
Important Notes
- Quality over quantity — a focused list of 30-40 well-researched buyers beats a list of 200 names
- Research recent M&A activity — buyers who just did a deal in the space are either hungry for more or tapped out
- Check for antitrust concerns with direct competitors — flag any that might face regulatory issues
- Financial sponsors: check fund vintage and deployment pace — a fund nearing end of investment period may be more motivated
- Always ask the seller if there are buyers they want included or excluded
- Update the list as the process progresses — move buyers between tiers based on feedback