Pain-Solution Acquisition Framework

A framework for selling your company by understanding and solving an acquirer's pain points. This method focuses on strategic positioning and clear communication during M&A.

Why Companies Buy Other Companies

• Financial Reasons

  • Strong revenue/EBITDA performance
  • Clear financial upside

• Strategic Reasons

  • CEO personal interest or pet project
  • New executives wanting to make big moves
  • Catching up to surging competitors
  • Synergy opportunities (1+1=3)
  • Defense against competitive threats
  • Access to unique talent/technology

Pain-Solution Discovery Process

1. Intelligence Gathering

   • Meet with company executives
   • Talk to corp dev teams
   • Connect with investors who know the company
   • Interview founders previously acquired by the company

2. Key Questions to Ask

   • What initiatives have the most momentum/buy-in?
   • What fires need putting out?
   • Who's on the chopping block?
   • What companies are you most afraid of?
   • What would interest your CEO most about us?

3. Package Your Story

   • Frame capabilities as solutions to their specific problems
   • Remove irrelevant details that don't address their pain points
   • Create clear, concise materials showing how you solve their issues
   • Make it easy to understand your team, tech, and strategic fit

Communication Strategy

• Create Supporting Materials

  • Technical one-pagers explaining your technology
  • Talent overview presentations
  • Strategic alignment memos
  • Sample announcement communications
  • Clean financial data room

• Make It Easy to Buy

  • Turn your company into a "one-click checkout"
  • Remove friction points in understanding value
  • Prepare all due diligence materials in advance
  • Create clear communication channels

Deal Management

• Run parallel conversations with multiple potential buyers
• Maintain momentum - speed is critical
• Keep emotional distance during negotiations
• Remember: One choice is no choice (need multiple options)
• Don't burn bridges - deals often fall through and restart