If you own a successful company, odds are you’ll eventually get a call or email about acquiring your business.
In this week’s newsletter, we’ll unpack how to strategically approach unsolicited offers with:
3 common traps owners fall into
2 frameworks to evaluate the opportunity
1 action you can take now to regain control
3 Mistakes Owners Make With Unsolicited Offers
1. Treating it like a “one-off” instead of a process
Most owners treat a surprise offer like a once-in-a-lifetime opportunity. In most cases, it isn’t. Don’t let the excitement pull you into a negotiation without a structured process.
2. Assuming the number is fair
Unsolicited offers often sound strong. This is because they’re designed to avoid competition. But unless your business has been properly valued and taken to market, you’ll never know what other qualified buyers would’ve paid.
3. Pressure to move too quickly
Surprise offers often come with subtle pressure to “move quickly.” If your business isn’t truly ready, you risk stumbling through diligence, losing leverage in negotiations, or settling for a deal you’ll regret.
2 Frameworks to Evaluate the Offer
Market Test Lens
Ask: Has this offer been tested against the open market?
If not, treat it as a starting point. The only way to know what your company is truly worth is by creating competitive tension, even if you end up selling to the same buyer later.
Deal Fit Matrix
Use a simple two-question filter to assess any off-market offer:
- Strategic Fit: Does this buyer understand your industry, culture, and value?
- Structural Fit: Are they proposing the kind of deal structure that aligns with your goals?
If the answer to either is no, explore your options.
List Of Our Completed Transactions
1 Action Item This Week
Create a “Response Plan” for future offers
Even if you’re not selling today, draft a simple decision tree with your leadership team or advisor.