The mystery of how businesses actually find serious buyers is revealed in this candid exploration of M&A strategy. Forget everything you thought you knew about selling a business - this isn't about listing it online and hoping for inquiries. Russell Cohen pulls back the curtain on the sophisticated methods M&A advisors use to connect sellers with qualified buyers who will pay premium valuations.Discover the substantial investments advisors make in specialized research platforms - from Private Equity Info to Pitchbook, Source Scrub to Grata - each costing thousands annually but providing crucial access to buyer information. Cohen explains how these resources allow advisors to identify private equity groups, family offices, and strategic buyers that match a seller's specific industry, size, and objectives. Beyond the technology, learn how professional relationships developed through organizations like ACG and M&A Source create direct connections with decision-makers at acquisition-minded companies.The conversation highlights a critical reality for business owners: attempting to sell without professional representation severely limits your options and leverage. When sellers rely solely on their immediate network of accountants and lawyers, they access less than 1% of potential buyers. As Cohen colorfully illustrates, negotiating against professional buyers without representation is "like a junior high football player trying to sack Tom Brady." The right advisor not only maximizes your valuation through competitive bidding but helps identify buyers who represent the best cultural fit and growth opportunity. Whether you're seeking a complete exit or a "second bite of the apple" with future equity participation, hearing these insider insights could be worth millions in your upcoming transaction.

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