Inside the Mind of an Acquirer: The Harvard Playbook for Buying Your Business

Описание: A new generation of buyers trained in Entrepreneurship Through Acquisition (ETA) is looking for businesses like yours. Unlike private equity firms focused on roll-ups, ETA buyers are often searching for a single business to own and operate—making them a legitimate option for certain sellers.

Harvard professors Rick Ruback and Royce Yudkoff have pioneered this model, and universities across the country are now training ETA buyers to:

Acquire enduringly profitable businesses in overlooked niches.

Finance acquisitions using a mix of debt, investor capital, and seller financing.

Negotiate transition periods where the seller helps bridge the gap.

For some business owners, this can be an ideal exit. But there are risks. In this episode of Built to Sell Radio, you’ll also learn:

Why negotiating with an ETA buyer usually means a longer, more complex diligence process.

The telltale signs of an ETA graduate who is likely to struggle running your company.

How some ETA buyers misunderstand the soul of your business—and why that matters.

What to look for in an ETA buyer to ensure they can actually run your company.

The key is understanding their playbook so you can arm yourself for a successful negotiation and avoid the common pitfalls of selling your life's work to an ETA grad.