How to Build a Pipeline of High-Quality Acquisition Targets

Stop Waiting for Brokers. Start Sourcing Like a Pro.

Author

Bryan Hunsinger
July 07, 2025

In partnership with

If you’re relying on brokers to bring you deals, you’re already behind.

Brokers have their place, but by the time a good business hits their list:

  • Dozens of buyers have seen it

  • Valuation expectations are inflated

  • You’re one of many in a crowded, reactive process

Want better deals? Build your own pipeline.

Here’s how to do it like a pro.

Step 1: Define Your Ideal Acquisition Profile

This is your filter.

✅ Industry focus

✅ Size range (revenue/EBITDA)

✅ Geography

✅ Business model (recurring vs. one-time revenue)

✅ Deal type (platform vs. add-on, majority vs. minority)

When you know what you’re looking for, outreach becomes targeted, and way more effective.

Step 2: Create a Deal Sourcing Stack

Use tools to do the heavy lifting:

  • Apollo / ZoomInfo / Clay – Build clean lead lists

  • Clearbit / Crunchbase / LinkedIn Sales Nav – Research company metadata

  • BuiltWith / SimilarTech – Filter by tech stack (great for SaaS buyers)

  • Hunter / Instantly / Smartlead – Send automated, personalized emails

  • Airtable / Notion / HubSpot – Track your funnel

Step 3: Craft a Cold Outreach Engine

Your cold email shouldn’t sound like a pitch deck. It should sound like this:

Subject: Quick question about [Company Name]

Hi [First Name],

I’m an operator/acquirer looking for great businesses in [industry]. I came across [Company] and was really impressed.

Would you be open to a quick chat about your goals for the business and what the future might look like?

Either way, cheers on what you’ve built.

– [Name]

Keep it:

  • Friendly

  • Low-pressure

  • Focused on them

Finally, a powerful CRM—made simple.

Attio is the AI-native CRM built to scale your company from seed stage to category leader. Powerful, flexible, and intuitive to use, Attio is the CRM for the next-generation of teams.

Sync your email and calendar, and Attio instantly builds your CRM—enriching every company, contact, and interaction with actionable insights in seconds.

With Attio, AI isn’t just a feature—it’s the foundation.

  • Instantly find and route leads with research agents

  • Get real-time AI insights during customer conversations

  • Build AI automations for your most complex workflows

  • Join fast growing teams like Flatfile, Replicate, Modal, and more.

Step 4: Track, Follow Up, and Qualify

Deal sourcing is sales. Follow up at least 3 to 4 times.

And when someone responds? Qualify quickly:

  • Are they even open to selling?

  • What’s their rough size and structure?

  • Why now? (Timing is everything)

Don’t push. Probe.

Step 5: Build Relationships Before the Deal

The best deals don’t close in 30 days, they start with 6–12 months of rapport.

When an owner’s ready, you’ll be the first call.

Off-Market = Offense

Don’t wait for the right deal to show up.

Go find it.

Because the best acquisitions aren’t listed.

They’re uncovered.

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