Choose build, buy, or partner


Who this is for

Founder led lower middle market companies with 5 to 50 million in annual revenue.

The quick answer

Score options on speed, control, and lifetime economics. Partner when a specialist can open a market or lower risk. Build when the capability is strategic and improves valuation. Buy when a target brings customers or skills that would take too long to create.

The framework in six steps

  1. Define the capability
    What outcome you need and why customers care.

  2. Score build
    Time to market, capital needs, and effect on focus.

  3. Score buy
    Target availability, price, integration, and cultural fit.

  4. Score partner
    Access, reliability, brand impact, and margin share.

  5. Run a small test
    Pilot with a partner or a prototype before a large bet.

  6. Decide and stage
    Sequence moves so risk stays low and learning is fast.

Example

A firm needed a cloud integration. They partnered with a specialist for early deals, then hired a small team once demand was proven.

Pitfalls and fixes

  • Building everything. Protect focus.

  • Buying without integration plans. Design the future state.

  • Partners that dilute the brand. Set clear standards and reviews.

Checklist

  • Capability defined

  • Build, buy, and partner scored

  • Pilot plan chosen

  • Integration or onboarding steps ready

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