A disciplined acquisition strategy starts with clarifying your objectives. Are you aiming for geographic expansion, product diversification, new talent, or eliminating a competitor? Your “why” becomes the filter for every potential deal. Without it, you risk chasing attractive businesses that won’t truly move you toward your goals.

Once objectives are clear, define target criteria. For example:

• Revenue range: $2M–$5M
• EBITDA range: $500k–$1M
• Industry: Niche manufacturing, 15%+ margins
• Geography: Within 200 miles of current HQ
• Cultural fit: Collaborative, customer-first mindset

Your criteria should be realistic for your budget and market conditions. For financial planning, identify your maximum purchase price and acceptable deal structures. If you’re willing to consider an earnout or seller financing, this should be decided upfront so you don’t waste time later.

Finally, map your sourcing approach: broker listings, direct outreach, industry events, and professional networks. A proactive, criteria-driven search increases the odds of finding a business that fits strategically, operationally, and financially. A clear acquisition strategy keeps you focused, filters out distractions, and positions you to act quickly when the right opportunity appears.