M and A for founder led lower-middle market companies
This page is for founder led lower-middle market companies with 5 to 50 million in annual revenue. The goal is to buy or sell with a clear plan, steady pace, and no disruption to service.
Questions and short answers
How do I build a pipeline of targets
Write a simple deal thesis that names the customer, the problem, and the capability or region you want. Define a target profile with size, margin, and fit. Source lists from partners, industry groups, and data tools. Score each target on fit and ease to close. Track outreach in your CRM and review the list each month.
Build an M and A target pipeline
What multiples are common in our sector
Multiples vary by sector, growth, margin, customer concentration, and capital needs. Build a view from three places. Public comps for direction, private deal reports for current ranges, and banker or valuator input for your niche. Tie your target multiple to quality of earnings and to the share of recurring revenue.
Understand sector multiples
How do I run due diligence without breaking the day to day business
Name a deal captain and a small core team. Use a clean data room with a clear index. Run a weekly checklist for finance, legal, tax, people, tech, and operations. Log questions and close them fast. Protect service levels with a backfill plan. Bring in outside help for spikes in work.
Run due diligence the simple way
What does a simple integration plan look like for the first 100 days
Prepare day one so people get paid, customers are served, and systems keep running. Stand up workstreams for people, customers, finance, systems, products, and risk. Set ten must do outcomes with owners and dates. Meet weekly, track issues, and show quick wins that matter to staff and customers.
Plan the first 100 days of integration
How do I keep the team aligned during an acquisition
Explain the why, what, who, and when. Share roles and decision rights early. Hold short weekly updates with a Q and A. Track a few integration metrics on a visible scorecard. Use retention plans for key people. Model the behaviours you want and close the loop on concerns fast.
Keep the team aligned during M and A
Related links
/capital-and-deals
/governance-and-boards
/strategy-and-growth
Last updated: August 27, 2025
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