The first call with a seller sets the tone for the whole relationship so preparation matters more than any clever question.
Reviewed by Valius AdvisoryUpdated Autumn 2026Find track (Before and during the search)
Read whatever is publicly available first: filed accounts, the company website, reviews, any trade press mentions. Turning up to a first call unable to say roughly what the business does or how big it is tells the owner you are not serious, and owners of good businesses do not waste time on unserious buyers.
3 more sections, plus the readiness assessment, targeting workbook, deal structure builder and diligence room.
Sharp acquisition criteria save you months of wasted effort chasing the wrong businesses.
Read the guideFundingMost small business acquisitions are funded through a blend of debt, deferred consideration and buyer equity rather than one single source.
Read the guideSourcingThe best acquisition opportunities come from a mix of broker relationships, off-market approaches and a network built well before you need it.
Read the guideValuationMost small business prices boil down to adjusted earnings multiplied by a multiple that reflects how much a buyer trusts the number.
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