4 Buyer Types — Private Equity, Strategics, Hybrids & Acquisition Entrepreneurs

What happens when it’s time to sell? Every acquirer looks at your business differently. In this special episode of Built to Sell Radio, John Warrillow breaks down the four most common buyer profiles and explains how each thinks about acquiring a company. Along the way, you’ll hear clips from past guests from our Inside the Mind of an Acquirer series. 

You discover how to: 

• Spot the mismatch between what founders expect from private equity and what PE buyers really want. 

• Understand why strategics sometimes pay “wild” multiples that seem irrational from the outside. 

• See how roll-up buyers use tricks like multiple arbitrage to make small companies more valuable together than apart. 

• Hear what happens when a founder sells a nine-person software company for ten times revenue. 

• Learn how hybrid buyers strip out costs and standardize operations across industries as varied as garage doors and dental practices. 

• Grasp why some owners prefer to sell to an acquisition entrepreneur even if it means taking a lower price. 

• Decide which acquirer type is the best fit for the legacy you want to leave behind. 

This is not just theory — it’s a masterclass in how different acquirers view your company. 

Show Notes & Links

Adam Coffey’s episode

Jordan Dubin’s episode

Royce and Rick’s episode

Michael Lieberman’s episode

Curious what your business is worth? Connect with us here. 

About Our Guest

John Warrillow

John Warrillow is the founder of The Value Builder System™, a leading software platform that helps business advisors drive value growth for their clients. He is also the bestselling author of Built to Sell: Creating a Business That Can Thrive Without You, recognized by Fortune and Inc. as one of the best business books of all time.

A sought-after expert in entrepreneurship and mergers & acquisitions, Warrillow hosts the popular podcast Built to Sell Radio, where he interviews founders about their exits and uncovers lessons for building a more valuable company. His work has inspired countless entrepreneurs to scale with intention, reduce owner reliance, and maximize their exit outcomes.