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Inside the Mind of An Acquirer – Nathan Winch

Oct 14, 2022 |  

About this episode


U.K.-based Nathan Winch started his career as a private equity investor after selling his first company, Winch Pharma, in 2017.

Since then, Winch has acquired over 20 businesses, with a focus on logistics and infrastructure companies. In the latest installment of Built to Sell Radio’s Inside the Mind of an Acquirer series, you’ll learn how to:

  • Understand how an investor structures an acquisition.
  • Build your management team to avoid an earn-out.
  • Dodge the most common blunder made during due diligence.
  • Avoid turning off an acquirer during the selling process.
  • Prepare your company to be acquired.


Check out our article on The Danger Of Being Lured Into A Proprietary Deal.

And When Your Best Customer Becomes Your Worst Nightmare too.


Check out our full M&A Glossary

Show Notes and Links

Nathan’s Investment Criteria

Press Release For Winch Pharma

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Churn: Churn is a measurement of the percentage of accounts that cancel or choose not to renew their subscriptions. A high churn rate can negatively impact Monthly Recurring Revenue (MRR) and can also indicate dissatisfaction with a product or service.

Churn is the measure of how many customers stop using a product. This can be measured based on actual usage or failure to renew (when the product is sold using a subscription model). Often evaluated for a specific period of time, there can be a monthly, quarterly, or annual churn rate.


Earn-out: Earnout or earn-out refers to a pricing structure in mergers and acquisitions where the sellers must “earn” part of the purchase price based on the performance of the business following the acquisition.


Due-Diligence: Due diligence is an investigation, audit, or review performed to confirm facts or details of a matter under consideration. In the financial world, due diligence requires an examination of financial records before entering into a proposed transaction with another party.


Letter of Intent (LOI): A letter of intent (LOI) is a document declaring the preliminary commitment of one party to do business with another. The letter outlines the chief terms of a prospective deal. Commonly used in major business transactions, LOIs are similar in content to term sheets. One major difference between the two, though, is that LOIs are presented in letter formats, while term sheets are listicles in nature.



About Our Guest

Nathan Winch

Having built and sold multiple companies in medtech, SaaS and FMCG – Nathan’s main specialities include concept commercialisation, M&A and horizontal integration. Now investing in private equity and debt instruments, acquiring groups of companies in the transport and infrastructure space.

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