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 who’ve sat on both sides of the table.
You discover how to:
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Spot the mismatch between what founders expect from private equity and what PE buyers really want.
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Understand why strategics sometimes pay “wild” multiples that seem irrational from the outside.
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See how roll-up buyers use tricks like multiple arbitrage to make small companies more valuable together than apart.
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Hear what happens when a founder sells a nine-person software company for ten times revenue.
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Learn how hybrid buyers strip out costs and standardize operations across industries as varied as garage doors and dental practices.
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Grasp why some owners prefer to sell to an acquisition entrepreneur even if it means taking a lower price.
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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, told through real stories from founders and experts.
Quote of the Week
Can you do contact management and build some workflows? Sure, but you’re not building Salesforce…there’s a lot of learning built into the tool and you can’t just flip it over in a day.
Deals
Sysco has sold Crown I Enterprises, a manufacturer of ready-to-eat meals and value-added proteins, to Mama’s Creations for $17.5 million in cash. Crown generated $56 million in profitable revenue in FY25, implying a 0.3x revenue multiple.
