『How to Find Off-Market Deals (and Why They're the Key to Every Acquisition) with Alan Pawlowski』のカバーアート

How to Find Off-Market Deals (and Why They're the Key to Every Acquisition) with Alan Pawlowski

How to Find Off-Market Deals (and Why They're the Key to Every Acquisition) with Alan Pawlowski

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What if the smartest acquisition you ever make starts with one question you answer before you ever look at a single business? In this episode of the Acquisitions Academy Podcast, Mike sits down with Alan Pawlowski, president of Pace Management Corp and Pace Beverage, to break down how serious buyers and sellers run a real process, find off-market deals, and avoid the costly mistakes that quietly kill lower-middle-market transactions. Alan brings over 25 years of hands-on M&A advisory and corporate turnaround experience, with deals ranging from $1 million to $50 million. As a Certified Merger and Acquisition Advisor and Certified Turnaround Professional who sits on both the buy side and the sell side, he shares why off-market is the single biggest advantage a buyer can have, and how it gives you a one-on-one, monopolistic conversation with a seller before competition ever drives up the price and the structure. The conversation digs into Alan's signature framework, “What Does Success Look Like,” and why defining your target with real parameters, like geography, revenue, employees, and customer base, comes before building a list of 100 to 300 acquisition targets. Alan also explains why snail mail has quietly become more effective than email in deal sourcing, and why price and cost, while critical, are never actually in the top three things that make or break a deal. Alan also unpacks the difference between being sale-ready and buy-ready, the Achilles heels that make a business hard to sell, and a real success story where a client walked away from a deal-fatigued private equity buyer, ran a proper process with Pace, fielded 30 NDAs and 6 LOIs, and ultimately sold to a French Bordeaux company for nearly double the original offer. He balances that with a cautionary tale about an owner who disengaged from operations too soon and nearly lost the deal to a fractured culture. Quotes: “Off-market is the key to acquisition.” “Email is now the new junk mail, and snail mail is being acknowledged and opened.” “Don't be afraid of it. Approach it, embrace it.” Takeaways: • Off-market deals win A one-on-one conversation with an unrepresented seller keeps you out of a bidding war and lets you control both price and structure. • Define success before you search The “What Does Success Look Like” framework forces clarity on geography, size, customers, and goals before building a target list of 100 to 300 businesses. Episode Timeline: 00:00 Podcast Welcome 01:43 Meet Alan Pawlowski 01:57 Into The Meat 02:44 Off-Market Advantage 05:28 Buy-Worthy Businesses 06:16 What Does Success Look Like 08:08 Buy Side And Sell Side 09:15 When To Say No 11:19 Getting Buy Ready 13:09 Increasing Sale Value 14:20 Defining The Buy Box 16:42 Beverage Industry Niche 18:04 Success Story Setup 18:45 The Jersey Import Win 20:58 A Contentious Deal 22:40 Don't Fully Unplug 24:14 Use A Third Party 25:49 Where To Connect 27:12 Advice For Next Gen 28:43 Final Outro Conclusion: This episode argues that successful acquisitions are built on clarity and process, not luck or capital alone. Beyond finding a deal, real value comes from defining what success looks like up front, sourcing off-market, preparing a business to be both buy-ready and sale-ready, and running a disciplined process that protects price and structure. Whether you're buying your first business or preparing to exit, the message is the same: a clear definition of success and a third party who can run the process for you turn acquisitions from intimidating into entirely doable. Links: Email: alan@pacemc.com LinkedIn:http://linkedin.com/in/alanpawlowski Company: Pace Management Corp & Pace Bev (beverage-industry arm) Website: https://pacemc.com Community: JVDeals.CBRCapitalGroup.com
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