Positioning for Acquisition: Think Like Your Future Acquirer

For many early-stage companies, a well-timed acquisition can be the most valuable outcome. But great exits aren’t luck — they’re built through strategic clarity, smart positioning, and targeted outreach. From a timing perspective, the best time to sell is when you don't need to, so you have the power of negotiation on your side. 

Here’s a 3-step approach to get acquisition-ready: 

1. Think Like a Buyer 

Step into your acquirer’s shoes. Are they looking to grow revenue, enter new markets, add marquee client logos, acquihire talent or IP, or eliminate a competitor? Knowing their strategic drivers helps you tailor your story and shortlist the right buyers. 

2. Define a Realistic Value Band 

Forget arbitrary revenue multiples. Strong valuations are grounded in both market comps and the strategic value you create for the buyer. The goal is to build a defensible pricing band that reflects your unique impact in their ecosystem. 

3. Build a Smart Outreach Strategy 

A successful exit starts with a compelling narrative. Combine that with a focused, often “off-market” approach to reach high-fit strategic and financial acquirers — and you’ll increase the odds of finding the right buyer at the right price. 

M&A success favors the prepared. Start early, think strategically, and lead the process — before someone else defines your outcome.