E263: Want to Find Hidden Acquisition Gems? The Secret to PE Deal Origination in the Middle Market

How2Exit: Buy, Don't Build - M&A of Small Businesses

Watch Here: https://youtu.be/zo0kk24sKJM

About the Guest(s):
Brian Scanlon is the Managing Parnter of DealGen Partners, a company specializing in deal origination primarily for private equity funds and their portfolio companies. With a career path that started unexpectedly in college through managing Facebook posts for a PR firm, Brian built and exited his first business right after graduation. Further embedding himself in the market, he gained experience at a boutique M\&A advisory firm where he honed his skills in B2B lead origination. In 2019, alongside his partner, he launched DealGen Partners to focus on originating acquisition opportunities in the middle-market for private equity investors.
Episode Summary:
Host Ronald Skelton talks with Brian Scanlon, co-founder of DealGen Partners, about their unique approach to deal origination for private equity and portfolio companies. Brian explains how they source acquisition opportunities, focusing on platform investments and tuck-ins, using a success-fee model and leveraging intermediaries like lawyers and CPAs for off-market deals. He also discusses the impact of AI on M&A and how they are using technology to streamline their processes and improve their deal flow.
Key Takeaways:

• DealGen Partners specializes in deal origination for private equity firms, focusing on acquisition opportunities in the middle-market.
• The firm transitioned from retained search relationships to a success-only fee model, allowing greater flexibility in matching deals with the right funds.
• Intermediaries such as lawyers and CPAs play a crucial role in sourcing high-quality off-market deals.
• The landscape of M&A is evolving rapidly with technology, especially AI, streamlining processes in deal evaluation and lead generation.
• Emotional readiness and proper preparation are critical factors influencing the success of small to medium business acquisitions.

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Contact Brian on
Linkedin: https://www.linkedin.com/in/brianscanlondeals/
Website: https://dealgenpartners.com/
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