On Friday I posted three questions on LinkedIn that apparently hit a nerve. The post generated more saves and replies than anything I have shared in weeks.

The three questions were simple.

• Why did the Bulgari family sell a business they had owned for 127 years?

• Why did LVMH pay a 61% premium to acquire it?

• And what does a €4.3 billion deal teach a self-funded buyer looking at a €2 million business in the Netherlands, Belgium, or northwest Germany?

This issue answers all three in considerably more depth than a LinkedIn post allows.

The last issue of Buyout Diary was the structural argument, why US frameworks fail in Europe and what a genuinely European acquisition playbook looks like.

This issue shifts register. It is not about my search, and it is not about the European market in aggregate. It is about how the greatest acquirer in the world actually thinks about buying a business, and what happens when you study that thinking carefully enough to extract something useful for the deals the rest of us are doing at a fraction of the scale.

Bernard Arnault has completed more than 75 acquisitions across six decades. He has built the world’s most valuable luxury conglomerate not by being the most aggressive buyer in the room, but by being the most patient, the most deliberate, and the most consistent in his understanding of what a business is actually worth and who it deserves to become. If you want to understand how the best acquisitions are made; the philosophy, the mechanics, the patience, studying him is the most efficient path I have found.

This is Part 1 of a series I am running called Luxury Lessons in Acquisition Entrepreneurship. It will appear across several issues of this newsletter over the coming weeks, interspersed with other content. There are four parts in total: two on BVLGARI, two on Tiffany & Co. Each covers a different phase of what Arnault does — the search, the courtship, the deal structure, the integration.

We start with BVLGARI. The search. The courtship. The deal.

1. The Art of the Patient Buyer

There is a distinction that separates most buyers from the best ones, and it rarely appears in any acquisition primer. Most buyers treat a deal as a transaction to be executed. They define their criteria, identify a target, run their financial analysis, make an offer, negotiate the terms, and close. The process is logical, sequential, and efficient. It is also the reason most buyers end up competing on price with everyone else who is running the same process.

Bernard Arnault treats a deal as a relationship that has not yet found its moment. That is not a rhetorical flourish. It is a description of how he actually operates. He identifies businesses he considers exceptional years before he approaches them. He builds relationships with the families and founders who own them. He waits until the conditions are right, until the seller is ready for a conversation that is genuinely about what comes next, not about price. And then he moves with precision.

The BVLGARI acquisition, announced on 7 March 2011 and valued at €4.3 billion, was not the result of a formal sale process. It was the result of years of attention and relationship-building that made Arnault the obvious and trusted counterpart when the Bulgari family was finally ready to think about what came after family ownership. By the time the deal was announced, most of the difficult work had already been done outside the negotiating room.

Underneath that observation sits a second one, which I think is more important for the kind of buyer most readers of this newsletter are becoming. Arnault did not buy BVLGARI to sell it. He bought it to own it permanently — the way the Bulgari family had owned it for the 127 years before him. That commitment to permanence, to building something that compounds over decades rather than optimising for a multiple at exit, shapes every decision he makes downstream. How he searches, how he approaches sellers, how he structures deals, and how he thinks about the price he is willing to pay.

When I think about my own search, the buyer I am trying to become is this one. Not the buyer who screens for the fastest path to a return. The buyer who asks whether this is a business worth being responsible for in thirty years.

Arnault is the proof that this approach works at scale. BVLGARI is the case study that shows exactly how it works in practice.

What if small business buyers approached deals the way Arnault approached brands — not as assets, but as legacies to steward?

That is the question this issue is built around.

2. The Search: Buy Excellence, Not Distress

​BVLGARI was founded in 1884 by Sotirios Voulgaris, an Ottoman-born Greek silversmith who moved to Rome and opened a small shop selling silver goods and antiques. By 1905, the family had established themselves at Via Condotti, the most prestigious shopping street in Rome, and the brand had begun its slow transformation from artisan shop to luxury house.

Over the next century, the Bulgari family built something extraordinary. Not through marketing or financial engineering. Through craft, consistency, and an obsessive focus on design. Paolo Bulgari, the Chairman who would eventually negotiate the sale to LVMH, spent decades personally supervising the design team from an office with a glass door directly into the studio. He was still doing it into his seventies.

​Francesco Trapani, Paolo’s nephew and CEO since 1984, had taken the business from a €25 million jewellery company with five stores and 80 employees to a genuine global luxury brand. By 2011, BVLGARI was generating approximately €1.5 billion in annual revenue across jewellery, watches, fragrances, leather goods, and hotels. It had 300 stores and 4,000 employees. Trapani had listed the company on the Milan Stock Exchange in 1995, expanded into Bulgari Hotels and Resorts through a joint venture with Marriott in 2001, and built a fragrance business from scratch that by the mid-nineties was generating over $40 million annually.

The business was genuinely exceptional. But it was not without pressure.

The 2008 recession had hit BVLGARI hard. Net revenue had declined steadily from €1.091 billion in 2007 to €890.5 million in 2010. The brand had made significant store investments during that same period of falling sales — expanding the retail footprint while cash flow was shrinking. The financial muscle needed to grow at the pace the brand deserved was simply not there.

This is the nuance most buyers miss when they study Arnault’s acquisitions. They assume he was buying either distressed assets he could fix cheaply, or perfect businesses he overpaid for. The reality is more interesting. He consistently finds the business that is structurally exceptional but operationally constrained by factors the right owner can remove. BVLGARI was not failing. It was limited. And the thing limiting it — scale, capital, and global distribution — was exactly what LVMH had in abundance.

LVMH by 2011 was dominant in fashion, leather goods, wines and spirits, and perfumes. Its watches and jewellery division, established only in 1999 through the acquisitions of Chaumet, Zenith, and Tag Heuer, was the weakest part of the portfolio by a considerable margin. In 2010, only 4.85% of LVMH’s total gross revenue came from Watches and Jewellery — the smallest share of any business group. The division lacked a jewellery maison with genuine heritage and global brand recognition. That was the gap. And Arnault had identified BVLGARI as the business that could close it.

The gap analysis he was running was precise. LVMH strong in fashion and leather. LVMH weak in jewellery. BVLGARI strong in jewellery heritage and brand. BVLGARI constrained by the capital, retail infrastructure, and global distribution network it needed to grow. One side of the table had the brand. The other side had the platform. Together they were worth considerably more than either was separately.

The ETA parallel: Strategic search beats opportunistic search. The buyer who spends six months understanding a single sector deeply — who the best operators are, what the structural growth drivers are, where the succession gaps sit — will consistently find better businesses than the buyer screening 200 opportunities for the most obvious metrics. Criteria matter. But understanding what makes a business genuinely excellent, and finding the rare ones that qualify, is the real search.

3. The Courtship and Trust-Building

Francesco Trapani said something after the deal closed that reveals everything about how Arnault operates. Speaking to WWD, he said:

“We were not ready to sell. We wanted to remain entrepreneurs. We were not looking to retire and cash out. We were not ready to sell, but to change the profile of our entrepreneurial activity.”

The Bulgari family had been approached over the years by the majority of major luxury companies about a possible combination. They turned them all down. Not because the prices were wrong. Because the buyers were wrong.

Other buyers wanted full control. They were, in Trapani’s words, afraid of losing control, especially Italians who are jealous of their companies. They approached the Bulgari family as sellers of an asset. They got negotiations that went nowhere.

Arnault approached them as partners in a next chapter.

The difference was not the price. It was the framing entirely. LVMH was not buying BVLGARI. LVMH and BVLGARI were joining forces to do together what neither could do as well alone. The Bulgari family would become the second largest family shareholders in LVMH, behind only the Arnaults themselves. Paolo and Nicola Bulgari would remain Chairman and Vice Chairman of the BVLGARI board. Trapani would lead the enlarged watches and jewellery division across the whole LVMH group. The family’s entrepreneurial identity would be preserved rather than absorbed.

That framing only works if you have spent years building the relationship that makes it credible. You cannot walk into a first meeting and tell a 127-year-old family that you respect their legacy and expect them to believe you. The relationship has to precede the claim.

Arnault does not negotiate trust. He builds it steadily over time before he ever needs it. By the time a deal conversation begins, the seller already knows who he is, how he operates, and what his businesses look like after five years inside LVMH. The negotiation is almost a formality at that point.

This is cultural diplomacy as much as it is business strategy. No hostile takeover. No auction. No process that forces the family into a position where they are choosing between competing bids and optimising for the highest number. Instead, a quiet relationship built over years that eventually finds its natural moment.

Arnault’s empathy in founder transitions is one of his most underappreciated skills. He understands that a founder selling a business they have spent decades building is not primarily thinking about the price. They are thinking about their employees, their customers, the community around their business, and whether the buyer will honour what they spent their life creating. The buyer who addresses those concerns directly, before the price conversation begins, consistently wins deals that the buyer focused only on valuation cannot reach.

The ETA parallel: In European ETA, the seller who is three years from retirement is worth knowing now. The business owner in Europe who has spent forty years building something will not respond to a cold approach with a criteria document and an acquisition process. He will respond to someone he has seen consistently, who has shown genuine interest in what he built, who has demonstrated over time that they think about ownership the way he does. The courtship is not a step in the process. It is the process.

4. The Deal Structure: Alignment Over Control

On 7 March 2011, LVMH announced the acquisition of BVLGARI in a deal valued at approximately €4.3 billion. The mechanics of how that deal was structured are worth examining in detail, because they reveal something important about how Arnault thinks.

LVMH acquired the Bulgari family’s 50.4% controlling stake through a share exchange. In return for the family’s entire stake in BVLGARI, they received 16.5 million LVMH shares, giving them approximately 3% of the world’s largest luxury group. This was not a cash buyout. The Bulgari family did not take their chips off the table and retire. They exchanged their ownership of one exceptional business for a meaningful stake in the broader empire it was joining.

The deal was financed approximately 55% with LVMH equity and 45% with cash. For the remaining minority shareholders who were not part of the family’s share swap, LVMH made a public tender offer at €12.25 per share. By October 2011, BVLGARI was delisted from the Milan Stock Exchange and LVMH owned 98% of the company.

The implications of that structure are significant on three levels.

First, it created genuine alignment. The Bulgari family were now LVMH shareholders. Their personal wealth was directly tied to the performance of the broader group, which depended partly on what BVLGARI became under LVMH management. They had every reason to make the integration work because they were not exiting. They were continuing in a different form, with far greater resources behind them.

Second, it solved the seller’s real problem rather than the buyer’s assumed one. The family had said explicitly they did not want to retire or cash out. A standard cash buyout would have handed them liquidity they did not need and removed them from the entrepreneurial world they had spent their lives in. The share swap gave them capital appreciation as LVMH grew, continued relevance inside one of the world’s most prestigious businesses, and seats on the LVMH board. It addressed what they actually needed.

Third, the price itself was significant. The offer of €12.25 per share represented a 61% premium over BVLGARI’s closing price the Friday before the announcement. Analysts at the time valued the deal at approximately 21 times EBITDA, well above typical M&A benchmarks. One analyst noted the price seemed hefty by general M&A guidelines. Arnault paid it anyway.

He paid it because he was not buying the trailing EBITDA. He was buying what BVLGARI could become with LVMH’s capital, retail network, and global distribution infrastructure behind it. The premium reflected the gap between what the business was worth in the hands of a family constrained by post-recession cash flow and what it was worth inside the world’s largest luxury group. That gap was real. The numbers proved it immediately.

In the year of acquisition alone, LVMH’s Watches and Jewellery division recorded a 98% increase in revenue and a 107% increase in profit. The division’s share of LVMH’s total gross revenue jumped from 4.85% in 2010 to 8.24% in 2011. Every euro of that growth was attributed to the consolidation of BVLGARI. The year after, the division continued to record a 46% revenue increase and a 26% profit increase, exceeding every other LVMH business group in growth rate. The 61% premium Arnault paid looked expensive on the day of the announcement. It looked rational within twelve months.

The Bulgari family subsequently became the second largest family shareholder in LVMH behind the Arnaults. The relationship that had begun as a negotiation became a genuine long-term alignment of interests.

The ETA parallel: Creative deal structures create alignment. A seller note is not a weakness in a deal. It is a way of keeping the seller financially invested in a successful transition. An earn-out bridges a valuation gap while giving the seller continued upside tied to performance. A rollover equity arrangement gives the former owner a reason to support the new buyer’s success rather than simply counting their cash and moving on. The best European deals are rarely clean cash transactions at full price. They are structures that answer the seller’s real question honestly: will I be better off after this than before?

5. Negotiation Dynamics: Calm Leverage Wins

One of the most remarkable facts about the BVLGARI deal is how quietly it was assembled.

There was no formal auction. No investment bank running a competitive sale process. No multiple rounds of bidding. The deal was concluded over a single weekend. The LVMH board approved it Sunday evening. The Bulgari board approved it simultaneously. The announcement came Monday morning. Years of relationship-building compressed into 48 hours of execution.

How does that happen?

Arnault’s leverage in every major negotiation comes from the same source. He is not the most aggressive buyer. He is the most patient one. He does not need any single deal. He has built a portfolio so strong and a reputation so consistent that sellers come to him — or when they are reluctant, they find him easier to say yes to than any alternative.

Trapani described the dynamic clearly. He had spoken with the majority of major luxury companies over the years about a possible combination. Most wanted full control. Most were unwilling to structure a deal that preserved the family’s entrepreneurial identity. LVMH was willing. That willingness, demonstrated through years of consistent behaviour rather than promised in a negotiation, is what made Arnault the obvious counterpart when the Bulgari family was finally ready to move.

This is soft power in M&A. Trust built over time rather than tactics deployed in the room. Reputation accumulated through how previous acquisitions were handled rather than promises made in this one. The families behind Dior, Givenchy, Céline, and Louis Vuitton had all experienced LVMH integration from the inside. Their experience was the most persuasive testimony Arnault could offer to any new seller.

Emotional discipline in a negotiation is the practical expression of this philosophy. The buyer who needs to close a specific deal will always pay more than the buyer who is genuinely willing to walk away. Arnault knew his financial position well enough to act with confidence when the moment arrived. LVMH’s debt-to-equity ratio at the time was just 16% and free cash flow exceeded €4 billion annually. He could move decisively because he had prepared deliberately.

He also moved at the right moment in BVLGARI’s history. The business was growing strongly but the family was at a natural inflection point in its generational transition. The succession question that faces every family business eventually was beginning to make itself felt. Arnault understood the timing. He was ready before the window opened.

The ETA parallel: Build a pipeline of relationships before you need them, not deals. A searcher who has been having genuine conversations with owners, advisors, and accountants for eighteen months will close deals that the searcher who starts outreach the day they are ready to buy will not reach. You cannot manufacture calm leverage in a negotiation. You can only build it in advance.

6. Five Lessons for Every Acquisition Entrepreneur

The BVLGARI acquisition is not just a good story about a famous deal. It is a manual for how to think about buying a business when you are playing a long game. The lessons apply at every deal size.

Build relationships before deals. Arnault did not approach the Bulgari family when he was ready to buy. He built a relationship with people he respected over years. When the moment came, the trust was already there. In European ETA, the seller who is three years from retirement is worth knowing today.

Buy excellence, not distress. The conventional search for underperforming assets with obvious operational fixes is one approach. The more durable approach is finding businesses that are genuinely excellent and asking what they could become with the right owner and the right resources behind them. Excellence is rarer and more defensible than operational improvement. It is also harder to find, which is why most buyers never look for it properly.

Structure alignment, not control. The equity swap that made the Bulgari family LVMH shareholders was not accidental. It was the structure that answered what they actually needed. Every deal has a structure that serves both parties better than the default cash transaction. Finding it requires understanding what the seller is actually afraid of losing, not just what the buyer wants to acquire.

Respect the legacy when buying founder-led firms. The businesses that come with the deepest succession opportunities in European ETA are founder-led. They carry the values, relationships, and culture of the person who built them. The buyer who treats that as an obstacle to be managed will destroy value the moment the founder leaves. The buyer who treats it as the core of what they are acquiring will compound it.

Think in decades, not exits. Arnault did not buy BVLGARI to sell it in five years. He bought it to build it into the global jewellery leader it has since become. Over the decade following the acquisition, LVMH’s Watches and Jewellery division tripled in size. By 2021 it accounted for 13.96% of LVMH’s €64 billion in total revenue, exceeding Wines and Spirits and Perfumes and Cosmetics, and sitting as the third largest business group in the empire. That long-term orientation shapes how Arnault approaches every part of a deal. For self-funded buyers in Europe, the same logic applies. The best SME acquisitions are not exit plays. They are compounding machines. The patience to wait for the right business, build the right relationship, and move decisively when the moment arrives is not a soft virtue. It is a financial strategy.

Coming Up in the Series

The deal is closed. The Bulgari family are still in the building. Paolo and Nicola remain Chairman and Vice Chairman. Trapani is now running LVMH’s entire watches and jewellery division.

Now comes the part most acquirers get wrong.

• How do you integrate a 127-year-old Italian family business into the world’s largest luxury group without destroying what made it worth acquiring in the first place?

• How do you give a newly acquired business enough autonomy to preserve its identity while ensuring it performs against the expectations that justified the premium?

• And what does Arnault’s answer to those questions teach a self-funded buyer handing over the keys to a 15-person business in the Netherlands or Belgium?

Part 2 of this series — BVLGARI: The Integration Playbook will appear in a coming issue of Buyout Diary. There will be other content in between, as always. But this thread will continue.

See you next Monday.
​
Alexander

This broadcast is different from the last two.

The first of this month was about ​what you told me you needed as a European searcher in 2026​. The last one was ​about the decision I made​ on the independent sponsor model and why I made it. Both were personal.

This one is not personal. It is an argument.

One I have been building since I started searching in Europe, one that comes up every time I speak with a searcher who is frustrated that their process is not producing results, and one I think every acquisition entrepreneur on this continent needs to hear before they spend another month applying frameworks that were not designed for this market.

So here it is. Four structural differences between European and US ETA. And what a European playbook actually looks like if you take those differences seriously.

This week:

• Why the SBA capital stack does not exist in Europe, and what country-level alternatives actually look like

• Why the succession data is being misread as a buyer’s market when it is really a trust market

• Why the search fund model does not fully translate, and what European infrastructure does exist

• What a European playbook looks like across capital, sourcing, positioning, and valuation

125,000.

That is the number of German businesses seeking a successor every single year. Not over a decade. Every year. And that is just Germany.

Add the Netherlands, where 210,000 to 250,000 businesses will need to transfer ownership in the coming years. Add France, where 700,000 companies will need new leadership in the next decade. Add Belgium, Spain, Italy, Austria, and the rest of Western Europe, and you are looking at one of the largest business transfer opportunities in modern economic history.

The opportunity in European ETA is not hype. It is demographic reality backed by data.

So why are so many European searchers struggling to close deals?

Part of the answer is experience. Searching is hard everywhere. But a larger part of the answer is something less obvious and more correctable: European searchers are using the wrong playbook.

Every week, someone in this community shares a US framework, a US deal structure, a US template. Stanford. HBS. The primers. The standard 80/10/10 capital stack. And then they try to apply it in Germany, the Netherlands, Belgium, or France. And it does not quite work.

Not because European searchers are doing it wrong. Because the playbook was written for a different market.

The US ETA ecosystem is extraordinary. Forty years of data, 681 tracked search funds, a 33.7% average IRR over time according to the ​Stanford 2024 Search Fund Study​. The infrastructure it produced is real and rigorous. But Europe is not a slower version of the US. It is a structurally different acquisition environment, and the differences matter in four specific ways.

This issue makes the case for each one. And ends with what the European playbook actually looks like.

Part 1. The Capital Problem Is Structural, Not Cyclical

The US self-funded search model is built on one piece of infrastructure that most European searchers have never had access to: the SBA 7(a) loan programme.

Here is how it works in the US. A typical self-funded acquisition uses what practitioners call the 80/10/10 structure. Eighty percent of the purchase price comes from an SBA-backed loan. Ten percent from a seller note. Ten percent from the buyer’s equity. The SBA network of over 2,000 lenders originated ​$33.9 billion in loans in 2023​, and the 7(a) programme can fund acquisitions up to $5 million at government-backed rates with terms designed specifically for business acquisition.

This is not a minor detail. It is the financial foundation that makes the entire US self-funded model viable at scale. A US searcher can acquire a $3 million EBITDA business with a relatively small personal equity contribution because the government backstops the debt. The leverage works because the instrument exists.

There is no equivalent in Europe. Not in the Netherlands, not in Germany, not in France, not anywhere across the continent.

Country-level alternatives exist and are underused:

In the Netherlands, the ​BMKB​ (Borgstelling MKB-kredieten) provides government guarantees of up to 90% for SME loans including acquisitions. In Germany, ​KfW​ offers low-interest lending programmes specifically for Mittelstand succession financing. In Belgium, ​PMV​ operates in Flanders and ​SOWALFIN​ covers Wallonia. In the UK, the ​Enterprise Finance Guarantee​ provides 80% government-backed coverage for SME acquisition loans.

These programmes are real. They are not perfect equivalents of the SBA, but they are significantly more accessible than most European searchers realise. The problem is that searchers arriving with US frameworks do not know to look for them, because nothing in the primers explains the European financing landscape.

The practical consequence of this capital gap is significant. European bank lending for SME acquisitions is more conservative than its US equivalent. Collateral requirements are higher. Covenants are tighter. Credit committees are slower. The culture of institutional leverage behind small business acquisitions simply does not exist here in the same form.

What does exist in Europe, and what most US-trained searchers underestimate, is seller financing. European sellers are frequently more open to staying involved financially in a transaction than searchers expect. A seller note or earn-out structure is not a sign of a weak deal in Europe. It is often the most natural and culturally aligned tool available, because it gives the seller a bridge rather than just a cheque, and it allows the buyer to close a deal without needing institutional debt to cover the entire gap.

In Europe, seller financing is a primary structure. Treat it as one.

Part 2. The Succession Opportunity Is Being Approached Wrong

The data on European SME succession is striking. Most searchers know the broad story. Fewer know the specific numbers that reveal where the real opportunity sits.

In Germany, 54% of SME owners are already 55 or older. Nearly 40% have passed 60. These are current figures from ​KfW Research’s 2024 analysis​, not projections. The consequence is that approximately 186,000 German companies will require succession within the next five years, according to ​IfM Bonn’s 2024 estimates​. Of the 9,600 companies currently engaged in active succession counselling through DIHK, only 4,000 have identified a concrete takeover candidate. That is a 58% gap between businesses that need a successor and businesses that have found one.

The direction of travel on family succession makes this more acute. In 2016, 41% of German SME transfers went to family members. By 2019 that had fallen to 34%. Today, 60 to 70% of German SME transfers go to external buyers: management teams, employees, other companies, or acquisition entrepreneurs.

The Netherlands shows nearly identical patterns. Between 210,000 and 250,000 Dutch businesses will need to transfer ownership in the coming years, according to ​CBS and MKB-Nederland’s 2024 analysis​. A ​2024 Nyenrode study​ found that more than 85,000 Dutch family businesses are currently in active transfer processes. And like Germany, 25 to 30% of Dutch SME owners have no designated successor at all.

France rounds out the picture. The ​Banque de France and BPCE research​ puts the number of French SMEs facing a generational transfer at over 700,000 in the next decade. The French market has particular characteristics worth noting: the transmission d’entreprise ecosystem is more institutionally developed than Germany or the Netherlands, with regional Chambres de Commerce actively facilitating introductions between retiring owners and external buyers. ​CRA (Cédants et Repreneurs d’Affaires)​ is the closest French equivalent to a structured SME transfer network and worth knowing if you are searching in France.

These numbers describe an enormous market. But they do not describe an easy market.

Here is the mistake most searchers make when they encounter this data. They read it as a buyer’s market. Low competition, motivated sellers, strong deal flow. And so they approach it the way a buyer’s market is approached in the US: with a clear acquisition criteria document, a structured outreach campaign, and a process designed to filter efficiently.

This approach fails in Europe because it misreads what the data is actually describing.

These 125,000 German business owners seeking successors every year are not sellers in the traditional sense. Most have never heard of ETA. Many have never been through a business transaction before. They are founding families who have spent 20 to 40 years building something, and they are thinking about what happens to their employees, their customers, their suppliers, and the community around their business when they are no longer there.

They are not looking for a buyer. They are looking for a steward.

A cold LOI sent to a Mittelstand owner who has never engaged with the M&A world will not land the way a similar approach lands in a US context where business brokers have pre-educated sellers on the acquisition process. The opportunity is real. The approach to it matters enormously.

A useful reference here: ​Transeo’s European SME Transfer Barometer​ publishes annual data on transfer volumes, seller motivations, and success rates by country. If you are building your search around succession demographics, this is worth reading before you write your first outreach letter.

Part 3. The Search Fund Model Itself Does Not Fully Translate

The IESE Business School tracks search fund activity outside the US and Canada in its biennial international study. The ​2024 edition​, covering data through December 2023, provides the clearest picture available of where European search funds actually stand.

Outside North America, IESE counts 320 search funds across 40 countries. 2023 was a record year internationally: 59 new funds formed and 31 acquisitions completed. Spain leads Europe with 67 search funds ever formed, followed by the UK with 35. Germany, Europe’s largest economy and home to the Mittelstand, has seen just 20 search funds since 2009.

The returns data shows an international ROI of 2.0x and IRR of 18.1%, compared to the Stanford 2024 US figures of 4.5x ROI and 35.1% IRR. This gap looks significant. But one number explains most of it: 62% of all international search fund acquisitions have happened since 2020. The exits have not matured yet. This is a young market, not a weak one.

What the IESE data does confirm is the structural differences that make the model harder to execute in Europe.

The LP community for European search funds is thin and fragmented. There is no equivalent of the concentrated US institutional investor base that has backed hundreds of funds over decades. European family offices and high net worth individuals understand the search fund model far less consistently than their US counterparts, and they are spread across 27 different regulatory and tax environments.

There are no standardised European search fund documents. In the US, Goodwin Procter’s template based on the Stanford framework has been used by hundreds of funds. In Europe, every fund is built from scratch because the legal structures differ by jurisdiction. US participating preferred stock does not translate directly to Dutch BV law, German GmbH structures, or Belgian SRL requirements. Each requires its own legal architecture to achieve the same economic outcomes.

The deal sourcing infrastructure gap is equally significant. The US has the Association for Corporate Growth with over 10,000 members and the International Business Brokers Association with 1,800+ brokers. Europe has ​Transeo Association​, the pan-European network for SME transfers operating in 20+ countries and covering the €500,000 to €25 million transaction range. National equivalents like ​BVMW​ in Germany and ​MKB-Nederland​ provide access to owner communities. But the infrastructure is thinner and less standardised.

Critically, many of the best European SME acquisition targets are not listed for sale anywhere. They will never appear on a broker’s platform. Finding them requires direct outreach to owners before they have entered a formal sale process, and building the kind of relationship that means you are the person they call when they are ready.

This is why direct outreach is not just a tactic in European ETA. It is the primary sourcing strategy.

A useful case study here: Integrated Search, a UK-based self-funded searcher community, has documented how the most successful UK acquisitions in recent years came through accountant referrals and direct owner outreach rather than broker listings. The pattern holds across Germany and the Netherlands too. Searchfunder’s European threads are worth reading if you want to see this firsthand from practitioners.

Part 4. The Cultural Problem Is The Hardest One To See

The capital gap is visible if you look for it. The succession data is quantifiable. The infrastructure differences can be mapped. But the fourth structural difference between US and European ETA is harder to see because it is not in any dataset.

It is the way European business owners think about their businesses, and what they actually want from a sale.

In the US, entrepreneurship is celebrated publicly and loudly. Selling your business and moving on is normalised, even admired. The concept of buying a business with leverage, placing a professional CEO to run it, and earning investor returns is well understood. Business schools teach it. Podcasts celebrate it. The language has a shared vocabulary that sellers recognise and respond to.

In continental Europe, particularly in Germany, the Netherlands, Belgium, Austria, and Switzerland, business ownership carries a different weight. The Mittelstand ethos is stewardship, not exit. Many founders who have spent decades building a business would be deeply uncomfortable sitting across the table from a buyer who leads with their investment thesis, their return expectations, and their exit timeline.

The US playbook is built on transparency about the model. In Europe, leading with the model before the relationship is a consistent and costly mistake.

This is not a minor cultural nuance. It is structural. The KfW data shows that even as family succession has declined, sellers still overwhelmingly prefer it as their first choice. Why? Because family succession carries the implicit promise of continuity. Of the business remaining what it has always been. Of employees being taken care of. The fact that family succession is becoming less feasible does not reduce the desire for what it represents.

External buyers who want to close European deals need to offer something that addresses this desire, not something that ignores it.

Words matter in this context. “Acquisition” sounds clinical. “Target” sounds transactional. “Deal flow” sounds like something from a different world entirely. Words like “continuity,” “stewardship,” and “succession” open more doors in European seller conversations because they speak to what the seller is actually thinking about.

The timeline matters too. In the US, a buyer can move from initial contact to LOI in weeks if the fit is right. In Europe, the relationship between a buyer and a potential seller often needs months before a transaction conversation can begin at all. This is not inefficiency. It is how trust is built in cultures where trust precedes transaction rather than emerging from it.

In Europe, accountants, notaries, and regional banks are the real gatekeepers of deal flow. These are the professionals who know which business owners are thinking about succession, who maintain multi-decade relationships with the families involved, and who can make an introduction that carries genuine credibility. A cold approach to a German Mittelstand owner through LinkedIn will rarely succeed. A warm introduction from a trusted regional accountant who has known that owner for twenty years is how deals begin here.

A relevant example: Roland Berger’s long-running research on German Mittelstand succession has consistently found that business owners rank trust and cultural fit above price as their primary selection criteria when choosing an external successor. The ​most recent edition of their Mittelstand study​ is worth reading if you are targeting Germany. The same pattern, slightly less documented but equally present, holds in the Netherlands and Belgium.

Part 5. What The European Playbook Actually Looks Like

The four structural differences above are not reasons to avoid European ETA. They are the map. Once you understand the terrain, you can navigate it.

On capital:

Before you start your search, map the financing landscape of your specific country. In the Netherlands, understand how the ​BMKB guarantee​ works and which banks actively use it for acquisition financing. In Germany, speak to someone who has used ​KfW succession programmes​ before you approach your first seller. In Belgium, understand which regional scheme applies to your geography. In the UK, know the ​Enterprise Finance Guarantee​ inside out.

More importantly: structure seller financing as a primary component of your deals from day one, not as a gap-fill when bank debt falls short. In Europe, a seller who keeps 15 to 20% through a seller note or structured earn-out is often a more aligned partner post-acquisition than one who takes full cash at closing and walks away.

On legal structure:

Before you structure your first deal, find a local M&A lawyer who has closed at least five SME acquisitions in your specific jurisdiction. This is not optional. Dutch BV law, German GmbH structures, Belgian SRL requirements, and UK limited company mechanics each require their own legal architecture to achieve the same economic outcomes you might assume are standard. US deal terms like participating preferred stock do not translate directly, and the cost of discovering this mid-negotiation is significant. One good transaction lawyer with a track record in your country will save you more than their fee on your first deal.

On deal sourcing:

Build relationships with ​Transeo Association​ member advisors in your target markets. This is your access point to the closest thing Europe has to a structured intermediary network for SME transfers. In Germany, engage with ​BVMW​chapters in your target region. In the Netherlands, work with ​MKB-Nederland​ networks and regional accountancy practices.

Do not wait for businesses to come to market. The best European SME acquisition targets will never appear on a broker platform. Direct outreach to owners who are approaching retirement age, in industries and geographies where you have genuine knowledge, is where the best deals start. This takes longer. It also produces less competition.

Think regionally before you think nationally. A searcher with deep knowledge of a single market will consistently outperform a searcher with surface-level coverage across five countries.

On positioning:

Build your reputation before you need it. The searcher who has been writing about ownership, showing up at local business events, and having honest conversations about succession for twelve months will close deals that the cold outreach searcher will not. European sellers do not buy acquisition models. They buy people they trust.

Do not lead with your criteria. Lead with curiosity about the business, its history, what the owner has built, and what they are trying to protect. Understand what the seller is afraid of losing before you begin talking about what you want to gain. The transaction conversation will come. The relationship has to come first.

On valuation:

European deal multiples are lower than US equivalents, and this is an advantage for buyers, not a weakness of the market. Southern European mid-market deals averaged 5.3x EBITDA in the first half of 2025, according to ​Dealsuite’s M&A Monitor​. In Spain, search fund targets typically trade at 4 to 6x EBITDA versus 6 to 8x or higher in the US. Lower entry multiples mean more room for value creation, more manageable debt service, and more realistic seller expectations.

The lower multiple environment is not a consolation prize for the absence of SBA financing. It is part of what makes European ETA genuinely compelling if you approach it with the right tools.

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The Summary

The US ETA ecosystem is not wrong. It is extraordinary. But it was built for a specific market, at a specific moment in time, with specific infrastructure that does not exist in Europe.

Copying it wholesale here is not a strategy. It is a shortcut that will cost you time, credibility, and deals.

The European opportunity is real. The succession gap across Germany and the Netherlands alone represents hundreds of thousands of businesses that need external buyers over the next decade. The demographics are not slowing down. The family succession pipeline is not recovering. The gap between businesses seeking successors and qualified buyers who understand what these sellers actually need is widening every year.

The searchers who will win in Europe over the next decade are not the ones who read the most US primers. They are the ones who understand their local financing landscape, who source deals through relationships rather than listings, who treat European sellers with the patience and respect their life’s work deserves, and who build reputations before they need them.

Europe does not need a translated American playbook.

It needs its own.

Hit reply and tell me: what is the biggest structural difference you have personally encountered between the US model and your own market?

See you next Monday. Alexander

In December I told you I had until 28 February to make my decision.

I kept it.

Most people set deadlines and quietly let them pass. I did not want to be one of those people. I made that commitment in public, in front of you, in this newsletter. And that matters to me more than it probably should. Because building in public is not just about sharing the wins. It is about honouring the commitments too. Even when nobody would notice if you quietly moved the goalposts.

So here it is. The decision. How I got there. And why I think it is the right one.

23 December 2025. Münster, Germany.

The day before Christmas Eve.

I was sitting across from a local M&A lawyer. Two hours, one table, a lot of coffee. Most people were already mentally on holiday. Shops were closing early. The streets had that particular quiet that only comes on the last working day before Christmas. I was in Münster for a meeting I had been looking forward to for weeks, and I was not expecting anything earth shattering from it. We were talking about ETA in Germany, in the Benelux, in Europe more broadly. The difference between private equity and search funds. Whether the distinctions even matter anymore in the European context.

Then he asked me something I was not ready for.

“You have the mindset of an acquisition entrepreneur but your skills are more like an investor. Why aren’t you raising a fund?”

I sat there quietly for a moment.

Not because it surprised me. More because it felt like permission. Permission to finally see myself clearly, without the story I had been telling about what I was supposed to be doing. I had been circling this thought for two months already. This man just named it out loud, calmly, on a quiet December afternoon while the rest of the world was wrapping presents.

What was I feeling in that moment? Honestly, relief. The kind of relief you feel when someone says out loud the thing you already knew but were not quite ready to say yourself. I drove home that evening and the decision, the real one, had already started forming.

Part 1. August 2025: I Was Betting on HoldCo

Let me take you back to where this started properly.

In August 2025 I published an article called The Three ETA Models Explained. It came directly out of my MBA research at the University of Greenwich, where I had been studying governance and post-acquisition integration in small business acquisitions. Real research. Interviews with acquisition entrepreneurs, investors, HoldCo founders. Not just reading the primers but actually talking to the people living these models.

My conclusion was clear: the HoldCo model was the right fit for my temperament and my goals.

Three reasons stood out. First, governance design. My MBA research was deeply focused on how principal-agent conflicts can be managed through incentives, trust, and organisational structure. The HoldCo model gave me the opportunity to apply those lessons directly, designing equity programmes for operators, building reporting rhythms that balance autonomy with accountability. Second, compounding. Where a traditional search or self-funded path often ends in a single company exit, a HoldCo compounds value across multiple businesses over time. That appealed to me fundamentally. Third, long term fit. I am less interested in a buy, grow, sell cycle and more interested in building something enduring. The HoldCo model is patient. It is resilient. It has room for creativity.

I already had a holding company structure set up from previous ventures. I believed in this conclusion. It was not a random choice.

And I still believe in it, by the way. The HoldCo is still the right model for me, long term. But at the time I wrote that article, something was missing from the picture. I could not quite name it yet.

The honest gap? Cash flow. In the beginning, before you have deals generating returns, before you have a track record, before investors are committed, the HoldCo is a structure waiting for capital. And the independent sponsor model, which I had not yet named as my opportunity, was sitting right there in the European market, underdeveloped and overlooked. Not because it does not work here. Because nobody was building it properly for this context.

If you want to read the full thinking behind this, I published the original article on LinkedIn in August 2025. It goes deeper into the governance and compounding case for each model. You can read it here: ​The Three ETA Models Explained — Which One I Am Betting On​

Part 2. September 2025: The Independent Sponsor Article

One month after the HoldCo piece, I published something called Independent Sponsors: ETA’s Best-Kept Secret.

I called it ETA’s best-kept secret because that is genuinely what it felt like. In the traditional ETA conversation, everyone talks about the same three models. Traditional search fund, self-funded search, HoldCo. But there is a fourth model sitting between private equity and acquisition entrepreneurship that rarely gets the spotlight. The independent sponsor.

Here is how it works. You do not raise a fund upfront. You invest your own time and energy in sourcing and structuring deals. When you find an attractive target, you bring it to investors, family offices, high net worth individuals, private equity firms, who then fund the acquisition. You earn carried interest, typically ten to twenty percent, though I want to be honest and say the equity piece in practice is often one to five percent. You stay involved in governance. You place the right operator to run the business day to day.

What pulled me toward this model was not just the capital efficiency. It was something more personal. I kept observing, in my research and in my conversations with searchers, that not everyone who does a search actually wants to be CEO for life. Some people are genuinely great at finding deals, structuring them, building relationships with sellers. But they are less interested in running daily operations indefinitely. The independent sponsor model gives those people a real path.

And in Europe specifically, I believe this model fits better than a traditional search fund. European deals are smaller. Institutional capital is scarcer. The market is fragmented. The independent sponsor model is built for exactly that environment. You can build a portfolio of pieces of SME businesses, learning from each one, without needing a single large capital raise upfront.

When I wrote that article I said I was considering applying the independent sponsor approach to select deals alongside my HoldCo. I was already moving toward a hybrid. I just had not committed to it fully yet.

The full article is on LinkedIn if you want to understand the model in more detail before reading the rest of this issue. It covers the mechanics, the carried interest structure, and why I think this is the most underrated path in European ETA right now: ​Independent Sponsors: ETA’s Best-Kept Secret​

Part 3. What 2025 Actually Taught Me

Let me be honest about what the year actually looked like from the inside.

I pivoted between industries more times than I would like to admit. Digital businesses. Accounting firms. Retail. Maritime. Agri-logistics. Craftsmanship. Local services. From the outside this probably looked like indecision. From the inside it felt like wandering without a map.

But here is what I have come to understand. I was not lost. I was researching. Searching for businesses that are AI resistant and recession resistant, businesses that serve fundamental human needs regardless of economic cycles. Each pivot taught me something about European deal structures, about what sellers actually want, about where the real gaps are between what buyers expect and what sellers are willing to do.

Something else happened in 2025 that I did not plan for. In the December newsletter I wrote about finishing my MBA. What I did not say clearly enough then was what that moment actually felt like. I started my academic journey almost two decades ago, always with the idea that one day I would complete a master’s degree. When I finally held that certificate in my hands, it mattered more than I expected. Not because of the title. Because it closed a long chapter and left something behind: not ambition, but clarity.

The MBA did not redirect me. It sharpened me.

What stayed with me from those two years was not finance or valuation or strategy frameworks, though those were useful. What stayed was a much deeper understanding of governance, delegation, and stewardship. Writing my thesis forced me to think beyond the moment of acquisition, past the excitement of closing, into what happens in the years that follow when the responsibility remains. Ownership is not an event. It is a condition. And that condition requires more than intelligence. It requires systems, people, and environments that support good judgement over long periods of time.

As I shared that research publicly, something unexpected happened. Conversations multiplied. People reached out, not because they wanted answers, but because they recognised the questions. Searchers in the Netherlands, Germany, Belgium, France, Spain. All circling the same uncertainties. All learning in isolation. That experience planted a seed I had not been expecting to plant.

The thing I did not plan was this: while I was searching for a business, I was actually building an ecosystem.

​ETA Amsterdam​ was not founded as a strategic move. It started as a response to absence. I was looking for people who cared deeply about long-term ownership, and when I could not find that space, I created it. Europe needs its own voice in the acquisition entrepreneurship movement. Copying the American search fund model was never going to work here. The market is different. The culture around ownership is different. The capital structures are different. What Europe needed was its own infrastructure, built from the inside.

The community grew faster than I expected. The conversations were richer than I hoped. And somewhere along the way I realised I was spending more energy building that ecosystem than I was closing deals.

That should have told me something. It eventually did.

There is a difference between hosting meetups and building an ecosystem. Meetups are events. Ecosystems are relationships. What I was building, quietly and without fully naming it, was the connective tissue that European ETA had been missing. A place where thinking continues between conferences. Where trust builds through repetition. Where learning compounds rather than resets every time someone new enters the room.

My wife has been part of this journey from the beginning. When I started talking to her about where all of this was heading, about the decision I needed to make, her answer was simple. Do what you think is right. Do what you actually like doing. That clarity, from the person who knows me best, mattered more than any strategic framework.

The December newsletter where I first wrote about the ecosystem shift, the MBA, and where I was heading is still available in full on Substack. If you are new to Buyout Diary or want to understand the context behind this issue, that is the right place to start: ​Building Something Bigger Than My Own Search​

Part 4. The Decision: What I Am Actually Building

People sometimes ask me why I write every Monday when I could be spending that time on deals.

The honest answer is that I like it. I like thinking through ideas in writing. I like sharing what I am learning about ETA with people who are asking the same questions I am. It does not feel like a marketing exercise to me. It feels like thinking out loud, in public, with people who care about the same things.

That is also, I think, the best way to understand the decision I made.

Here is what I am building.

The core deal-making model is independent sponsor. No upfront fund. No permanent capital needed from day one. I source the deal. I do the diligence. I raise capital deal by deal from family offices and high net worth individuals who want exposure to European SME acquisitions without the operational complexity. I place the right operator to run the business. I keep skin in the game through carried interest and equity. Everything goes into my holding company and compounds over time.

The portfolio logic is important to understand. The first investment does not have to be a million euro deal. Taking minority shares in a few deals makes me smarter and more credible faster. Each deal teaches me something the next deal benefits from. I am learning with real skin in the game without carrying the full operational weight of being CEO. This is not a backup plan. It is the actual plan. Start smaller, learn faster, build the portfolio gradually.

Why am I not a CEO and not a fund manager?

I do not want to run daily operations. I tried to imagine myself in that role, genuinely, and I know now it is not where I create my best work. I also do not want to raise a blind pool fund with LP obligations. That is just another job where you are earning money for other people. I want to do this my own way. I do not want to help already rich people get richer. I want people like us to become good acquisition entrepreneurs and investors. To have fun with this. To live it, not just execute it.

I am not building an empire. I am building a portfolio of good European businesses that deserve to continue, with operators who care about them, and a community that makes the whole thing possible.

The minority investment layer comes later. Once the first deals are closed and the track record exists, I want to take small equity positions in deals brought by other searchers in my community. Learning from each deal without leading it. That is how the portfolio gets smarter over time.

Part 5. This Is Not Five Things. It Is One Thing.

I want to address something directly because I know some of you are thinking it.

Is this too many things at once?

It is not five things. It is one thing with five expressions of it.

The one thing is: portfolio builder and ecosystem connector for European ETA.

Here is how each piece fits.

Buyout Diary is how I build trust and deal flow publicly, every Monday. Every issue tells the market who I am and what I am building. Investors read it before they ever meet me. It is my public track record in real time. It is also how I stay honest with myself. Without the discipline of writing this every week, I think I would drift. The writing keeps me grounded.

ETA Europe is the infrastructure. Most independent sponsors have to build their networks from scratch. I already have mine. You, this community, are the best thing I have found in ETA. I learn from you as much as I contribute. Sourcing engine, operator pipeline, investor network, all in one place. It is not a side project. It is the foundation that makes everything else possible.

Guest lecturing at universities is where I reach the next generation of searchers and, importantly, the investors and professors who back them. Universities are where capital and talent meet. Every lecture is a relationship I did not have before. And teaching the model I am living builds the kind of credibility that makes investors trust you before you ever pitch them a deal.

Independent sponsor deals are where the real learning happens. Each deal sharpens my eye, builds my network, grows my reputation. Everything goes into the holding company.

Minority investments in ETA deals come later, once the track record is there. Other searchers in my community close deals. I take a small position. I learn. I earn. The portfolio compounds quietly in the background.

Each piece feeds the others. Buyout Diary builds the audience. ETA Europe builds the network. Lecturing builds the credibility. Independent sponsor deals build the track record. Minority investments compound the portfolio. None of this works without the others. All of it works together. And all of it is European. Built for this market, not imported from another one.

The Honest Bit

Let me say the thing most people are probably thinking but nobody has asked yet.

Is this too many things at once?

No. Because it is the same thing. Everything I do circles around ETA. The newsletter, the community, the lecturing, the deals, the investments. It is all one ecosystem I am building, from different angles, at different speeds. The newsletter reaches people who have never heard of ETA. ETA Europe connects the people already in it. Lecturing reaches the institutions that fund it. The deals are where I learn by doing. The investments compound what I learn over time.

And I want to be honest about one other thing. I overestimated my desire to be a CEO. I said that in the December newsletter and it was true then and it is still true now. But I also want to add something I have not said clearly before: I overestimated my desire to be a fund manager too. Both of those paths felt like they required me to become something I am not. The independent sponsor model lets me be what I actually am. Someone who finds good deals, structures them well, connects the right people, and builds a portfolio that grows over time.

That is not a compromise. That is clarity.

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Back to the Lawyer

Let me go back to 23 December. Münster. The question he asked. The silence that followed.

Seven months ago, when I published the HoldCo article, I would have pushed back on what he said. I would have said I am an operator, not just an allocator. I would have defended the CEO path because I thought that was the acquisition entrepreneur’s path.

Now I think he was right.

I am not a CEO. I am not a fund manager. I am something in between, and that is exactly right for what I am building and for who I am building it with.

I do not have a deal closed yet. I do not have investors committed yet. What I have is a decision, a direction, and a community that makes both more possible than they would be without it. You are, genuinely, the most important project I am working on this year. Not as an audience. As a community of people doing the same hard thing I am doing, in the same underserved market, with the same stubborn belief that this works here.

The solo search with my wife continues. That is personal. That is skin in the game on a different and more intimate level.

Buyout Diary keeps publishing every Monday. ETA Europe launches next month. The lecturing starts. The portfolio gets built one deal at a time.

This is a building year.

Not a victory lap.

A foundation year.

And if you are also still figuring out your direction, what kind of acquisition entrepreneur you are, what model fits your temperament, what you actually want versus what you think you should want, I hope something in this issue helped. The decision matters. Whatever it is. Make it, commit to it publicly if you can, and then get to work.

See you next Monday.

Alexander

At the beginning of January, I sent out a survey to all of you. I was not entirely sure what I would get back. A handful of responses, maybe a few polite answers.

What came back was different.

Not just the volume, but the honesty. People shared where they actually are in their search. What is keeping them stuck. What they wish existed. A Dutch searcher stretched between a full time job and a part time search, feeling pulled in every direction. A German explorer who does not yet know what deal structure even makes sense before he starts. Someone watching European ETA from the Middle East, wondering if it will ever properly reach them.

What I heard was not a list of content requests. It was a picture of how hard this actually is, with almost no infrastructure built specifically for European searchers.

So first: thank you. Genuinely. You are the best audience I could ask for. People who are honest, who support each other, and from whom I continue to learn. I mean that.

Here is what you told me, and what I am doing about it.

Nobody Has Cracked the European Model Yet

The thing that came up most, and nobody had to prompt it, was this: the American playbook does not work here.

You see it everywhere. Stanford primers. Harvard Business School case studies. Search fund databases. All built for a US market with US deal sizes, US investors, and US broker driven processes.

But we are in Europe.

European deals are smaller. Typical targets sit at €1 to €3 million in revenue, 200k to 500k in EBITDA. Traditional successions are in this range. Investors are more conservative, sometimes outright sceptical of the model, though that is changing. We are a small but growing group of searchers, and the interest is spreading. Not just from Europeans, but from Americans living here and people from the Middle East watching our economies closely.

And then there is the seller conversation.

Yes, brokers are part of the process. Necessary and often helpful. But ultimately, you are sitting across from someone who built their business over 30 years. Someone who may never have heard the words acquisition entrepreneurship. Someone for whom this is not a transaction. It is a life’s work.

Cultural dynamics matter enormously. The way you approach a founder owned business in the Netherlands, in Germany, or in France is nothing like what any primer describes. The relationship has to come first. The trust has to be earned before the conversation about price even begins.

Let me be honest about my own experience here. About nine months ago I was deep into Codie Sanchez’s book, Main Street Millionaires. Great content. She has done more than almost anyone to bring acquisition entrepreneurship to a mainstream audience and I have real respect for that. But I tried to copy her approach directly. I was chasing seller financing deals, zero money down, the whole framework. And the doors were almost entirely closed.

What I learned was simple but important. You cannot just take the easy process from an American ETA guru and paste it onto the European market. The fundamentals are the same. The mechanics are completely different. Seller financing exists here, but not at 100 percent. The cultural dynamic around handing over a business is different. The seller needs to trust you as a person long before they will consider creative financing arrangements.

That is what is missing in European ETA content. Not more frameworks borrowed from across the Atlantic, but honest documentation of what actually works here. That is what I am trying to build.

People Want to Get Inside the Room

The second thing I heard clearly: people want to know what is actually being discussed at the highest levels of European ETA.

Not polished conference summaries. The real conversations. What are investors saying privately about the European market right now? What deal structures are actually working? What did the smartest people in the room at INSEAD, IESE, and RSM conclude about where this space is heading?

Most searchers cannot attend all three. Let me give you the honest numbers. The INSEAD ticket alone is €110. But by the time you add travel, hotel, and food, you are looking at around €800 to €900 per conference depending on where you are coming from. Multiply that across INSEAD, IESE, and RSM and you are somewhere between €2,500 and €2,700, plus three to six days away from your search. For a self funded searcher, that is a significant ask.

That gap is exactly what I built Conference Pass to fill.

I am attending all three conferences anyway, for my own Amsterdam search and to build ETA Europe. I take detailed notes. I sit in the breakout sessions. I have the hallway conversations that never make it into any official summary. Then I write it all up into an 20 to 35 page report and send it straight to you.

Here is what you get with Conference Pass:

The INSEAD ETA Conference Report in May covers session breakdowns, frameworks, and European deal structures. The IESE International Search Fund Conference Report in October covers investor trends, case studies, and valuation multiples. The RSM ETA Conference Report in November covers Benelux market intelligence and Netherlands opportunities specifically. And in December, a year end synthesis: a complete state of European ETA 2026 market analysis with trends and predictions for 2027.

Each report includes actual session insights, not just speaker bios. Real deal structures with numbers. What investors are looking for right now. What people are actually working on in those hallway conversations. And my own take on what matters versus what was noise.

If I attend additional conferences in 2026, LBS, SDA Bocconi, or others, Conference Pass subscribers get those reports as free bonuses as well.

Until 15 May, all four reports are available for €99. After the INSEAD report ships, the price goes to €149. The first 50 subscribers lock in €99 permanently.

I am offering you a free download of my report on the RSM ETA Conference 2025 to give you an idea of what the reports look like before you make your decision. Reply to this email, and I will send it to you. Read it and form your own opinion.

One more thing. This idea came from a conversation with one of mine newsletter readers. He planted the seed. If Conference Pass turns out to be useful to you, some of that credit belongs to him.

Get Conference Pass for €99, available until 15 May.👇🏻

Get it now!

The Personal Development Gap Nobody Talks About

This one surprised me the most.

Several of you are not just asking how to find and buy a business. You are asking how to become the kind of person who can actually run one.

How do you go from searcher mindset to operator mindset? How do you walk into a business on day one and earn the respect of people who knew the previous owner for fifteen years? How do you make decisions when suddenly twenty people depend on you getting it right, and you have never done it before?

I want to share a story from one of my Amsterdam meetups. Geza was in the room, and he had already closed his deal. He talked about what day one actually felt like. From the moment he arrived, he was the boss. There was no transition period, no grace period, no handover where someone else made the calls. The staff were looking at him. Waiting for decisions. Waiting to understand who this new person was and whether they could trust him.

The most challenging part, he said, was not the management. It was the learning. You jump into cold water. You have to understand the business you just bought, deeply and quickly, while simultaneously running it. The customers, the operations, the people, the processes. Everything at once.

But here is what stayed with me from that conversation. He liked his business. He liked his people. He was learning every day and genuinely enjoying it. The transition from searcher to operator is hard, but it is the kind of hard that feels worthwhile.

That story matters because it is honest. It does not make the post acquisition phase sound glamorous or easy. It makes it sound real.

I am not post acquisition yet. But I have thought about this deeply, and Geza’s experience is not unique. What the transition actually requires goes far beyond the deal mechanics. It requires a different relationship with uncertainty, with authority, with learning on the job in front of people who are watching closely.

Nobody in the European ETA space is writing about this seriously. I am going to start.

But first things first. Before you can think about becoming a great operator, you need to find your business. Do not let the post acquisition mindset become a distraction from the search itself.

The Structure Question Is Keeping People Stuck

Deal structure came up over and over, but not in a technical way.

Nobody was asking me to explain an LBO model. The ask was more like: I genuinely do not know how to think about this, and I cannot find a European specific answer anywhere.

And they are right. It is underdocumented. So let me give you a brief honest picture of what deal structure actually looks like for a European self funded buyer, and why it is more complex than anything you will read in an American primer.

The first thing to understand is that it will not be one clean financing structure. It will be a combination. Seller financing can be part of it, but you are unlikely to cover more than 15 to 20 percent of the deal that way in Europe. Sellers here are not accustomed to the concept the way American sellers are, and trust has to be built before anyone agrees to leave money in the deal.

Equity matters. If you want to bring in investors, you give them shares. If you want an operator to run daily operations while you focus on building the business, you give that person shares too. Aligning incentives through equity is one of the most powerful tools you have as a self funded buyer.

Earn outs are another option, particularly useful when there is a valuation gap between what the seller believes the business is worth and what the numbers actually support. They bridge that gap by tying part of the purchase price to future performance.

And then there are loans. Bank financing where available, but also worth exploring EU subsidies and local government schemes that many searchers do not even know exist. Depending on your country and sector, there may be meaningful support available.

The point is this: a real European self funded deal will likely involve equity, seller financing, an earn out component, and some form of loan or subsidy. Getting that combination right is one of the most important decisions you will make in the entire process.

That deserves a full dedicated issue. I am writing it.

If you are stuck on structure right now, stay subscribed. That issue is coming.

What I Am Building in Response

So here is what I heard, and here is what I am doing about it.

Conference Pass is the first output. Getting you inside the conference rooms that are shaping European ETA, without the travel budget or the time away from your search.

The content ahead is the second. A series called Big Deal, Small Lesson, starting soon, which looks at what the world’s greatest acquirers can teach someone buying a €2 million business in the Netherlands. A dedicated issue on thinking like the bank. The fund versus solo decision I am navigating in real time, written honestly as it unfolds.

And in late March, ETA Europe launches.

ETA Europe is an online community platform built specifically for acquisition entrepreneurs across Europe. Searchers, investors, and operators, connected through a digital platform and through local chapters in cities like Amsterdam, Rotterdam, and Brussels. Online 24 hours a day, seven days a week. Face to face monthly in your city.

Think of it as the European network that should have existed years ago. A place where you can ask a real question about a Dutch deal structure and get an answer from someone who has actually done it here. Where investors who understand the European market are accessible. Where the collective knowledge of everyone doing this across the continent is in one place rather than scattered across LinkedIn posts and private WhatsApp groups.

The infrastructure that European searchers do not have yet. That is what we are building.

This is not a features list. It is a commitment.

You answered the survey honestly. The least I can do is build honestly in return.

One Last Thing

I started Buyout Diary because I could not find what I needed as a European searcher.

I am still searching. That is not a weakness. It is what keeps the writing honest. If I had already closed my deal and moved on, I would be writing retrospectives. Instead I am writing from inside the process, with the same uncertainty, the same frustration, and the same stubborn belief that this works. That buying a good business in Europe, with your own capital and your own conviction, is one of the most worthwhile things a person can do.

The people who responded to that survey are doing something genuinely hard. Limited playbooks. Limited networks. Limited proof that it works here the way it works elsewhere.

That is exactly why this community needs to exist.

See you next Monday.

Alexander

P.S. Do you know anyone who is thinking of buying or selling a business in Europe or the UK?

Forward this email to them or direct them to alex.buyoutdiary.com/newsletter.

I’m taking four weeks off from Buyout Diary.

No newsletters until March 1st. No LinkedIn posts. Complete silence.

Not because I’m stepping back, but because I’m building something that requires my full attention. Something European searchers have needed for years. Something I desperately needed eighteen months ago when I started this journey.

But first, thank you. Thank you for reading, for replying, for sharing where you are in your search journey. The response to these newsletters has been overwhelming in the best possible way. People like Midas writing thoughtful responses about mistakes being part of the learning process. Others sharing their own challenges, asking questions, offering advice. In a world where everything feels mediated by AI, these human conversations matter more than ever.

What started as me documenting my own search has become something bigger. ETA Amsterdam has grown to 200 members. We’ve expanded to three chapters: Amsterdam, Rotterdam, and Brussels. The WhatsApp group has become genuinely active, with daily exchanges between searchers helping each other navigate challenges. I’ve realised this isn’t just content anymore. It’s infrastructure.

The Realisation

In December, I had a conversation with an M&A lawyer who asked me a simple question: “Why aren’t you raising a fund?” I’ve thought about that conversation constantly over the past month. The answer, I’ve realised, is that there’s something else I need to build first. Not a fund. Infrastructure.

When I started my search eighteen months ago, I needed specific things that simply didn’t exist in one place. I needed templates: LOIs, NDAs, valuation models, due diligence checklists. I needed investor contacts, not just names but actual information about who’s investing in European search, what they look for, how to reach them. I needed other searchers to learn from, not just quarterly meetups but ongoing conversations with people facing the same challenges at the same time. I needed service providers who actually understand acquisition entrepreneurship, not generic advisors who’ve never worked with a searcher before. I needed a real community, not scattered WhatsApp groups where knowledge disappears into message history.

The problem is simple: this infrastructure exists in the United States. Stanford, Booth, Search Fund Accelerator, Shareholders Ventures, Acquisition Lab. These institutions provide comprehensive support for American searchers. They exist because the search fund model has been refined there over decades.

This infrastructure doesn’t exist in Europe. We have excellent university programmes and many valuable local initiatives across the continent. People are organising round tables, hosting events, supporting each other in their cities. I appreciate everyone doing this work, genuinely. But we need infrastructure that connects the entire continent, not just individual countries or cities. We need something built specifically for European acquisition entrepreneurs who face regulatory complexity, language barriers, different business cultures, and longer deal timelines than their American counterparts.

So I’m building it.

What I’m Building: ETA Europe

ETA Europe is a membership platform for European acquisition entrepreneurs. Not another networking group or event series, but comprehensive infrastructure with everything a searcher actually needs.

Here’s what’s inside:

A member directory where you can find other searchers by city, stage, and sector. Not just names on a list, but actual profiles you can search and connect with. Find someone in Brussels who’s looking at manufacturing businesses. Connect with a searcher in Berlin who’s in due diligence. Learn from someone in Amsterdam who closed their deal six months ago. The directory makes the invisible visible.

Here’s what this looks like in practice: you’re evaluating a manufacturing business in Rotterdam. You open the member directory and find three other searchers who’ve already looked at manufacturing deals in the Netherlands. You message them. Within twenty-four hours, you have a call scheduled where they share their valuation models, warn you about specific legal issues with Dutch manufacturing acquisitions, and introduce you to an advisor who understands the sector. What would have taken you two weeks of cold outreach happens in one day. That’s the power of proper infrastructure.

A resource library with more than fifty templates, playbooks, and models. Everything I wish I had eighteen months ago: deal sourcing frameworks, valuation models, due diligence checklists, legal document templates, post-acquisition integration guides. These aren’t generic business templates. They’re built specifically for European acquisition entrepreneurship, accounting for our regulatory environment, our deal structures, our cultural context.

An investor database with more than one hundred European search fund investors and backers. Who they are, what they look for, what sectors they focus on, how to reach them. This took months to compile, reaching out to investors across the continent, understanding their criteria, building relationships. Information that took me weeks to find will be searchable in seconds.

A service provider directory with vetted advisors who understand acquisition entrepreneurship. Lawyers who’ve worked with searchers before. Accountants who understand search fund structures. M&A advisors who know European deal timelines. Banks that actually finance these acquisitions. No more wasting money on advisors who don’t understand what you’re trying to do.

An online community with searchable discussions, not scattered WhatsApp messages. Ask questions, share insights, learn from others who are six months ahead of you or six months behind. The community preserves knowledge rather than letting it disappear into chat history. You’ll be able to search for topics, follow threads, contribute your own learning.

Monthly virtual calls focused on specific topics with peer learning from other searchers. Not presentations, but actual discussions about deal sourcing challenges, due diligence questions, negotiation strategies, post-acquisition operations. Learning from people who are doing this work right now, in Europe, facing the same challenges you face.

And local on-site meetups across Europe. Not just Amsterdam, but Rotterdam, Brussels, and expanding to other cities throughout the year. Events stay free. This is about making sure people can connect in person, not just online.

Why does this matter? Because when I started my search eighteen months ago, I spent weeks finding basic information. I made mistakes because I didn’t know who to ask. I wasted money on advisors who didn’t understand search. I felt alone even though other searchers were going through exactly the same challenges at exactly the same time. ETA Europe solves this. Everything a European searcher needs, in one place, built specifically for our context.

Why I Need Four Weeks

I can’t build this properly whilst writing weekly newsletters and posting on LinkedIn. I need to focus entirely on getting this right. One hundred and twenty percent focus on building something that actually works.

Here’s what needs to happen over the next four weeks: building the member directory with seventy-five profiles already compiled and more being added daily. Finalising the resource library with templates being reviewed and refined. Completing the investor database with outreach and verification ongoing. Vetting service providers and confirming their willingness to work with the community. Setting up the community platform and testing everything to ensure it actually functions smoothly. This is detailed work that requires full attention.

The timeline is straightforward. I’m taking four weeks off from Buyout Diary. This is newsletter twenty-three. The next newsletter will be March 1st. No LinkedIn posts during this period. Fully focused on building ETA Europe. The platform launches early March, with the exact date to be confirmed based on when everything is genuinely ready.

What this means for you: no newsletters until March 1st, but you’ll be the first to know when ETA Europe launches if you join the waitlist. Founding member spots, limited to the first fifty people who join, will have special access and pricing reserved exclusively for waitlist members. After those fifty spots are filled, the platform opens to everyone at regular pricing. Founding members will be permanently certified as such on the platform, recognising that they believed in this vision early.

Join the Waitlist

Here’s what happens if you don’t join the waitlist:

• You’ll miss the founding member spots, which are limited to the first fifty people. You’ll pay regular pricing instead of founding member pricing when the platform launches. You’ll wait for the general launch instead of getting early access to the directory, resources, and investor database. You’ll miss the chance to shape what gets built by suggesting specific resources you need. And you won’t receive the progress updates over the next four weeks showing the platform taking shape.

Here’s what happens if you do join:

• You’ll be the first to know when doors open. Founding member spots, those first fifty positions, are reserved exclusively for waitlist members. You’ll get early access before the general launch, meaning you can start using the directory, the resources, the investor database immediately rather than waiting. And you’ll help shape what gets built by suggesting resources you specifically want to see in the library, advisors you’d like vetted for the directory, topics you want covered in the monthly calls.

When you join the waitlist, you’ll fill out a simple form asking for your email, your name, and where you are in your journey. Then you’ll receive progress updates as things are being built. Week two updates showing which templates have been added. Week three updates sharing how many investors are now in the database. You’ll see the platform taking shape. You’ll be first to access when it launches in early March. And you’ll know that the events in Amsterdam, Rotterdam, and Brussels will always stay free, because ETA Europe is for people who want more comprehensive support, not a replacement for in-person community.

👉 ​Join the waitlist here​

This Is What I Needed

This is deeply personal for me. When I started searching eighteen months ago, this is exactly what I needed. I spent weeks finding templates, searching through forums, asking people who barely knew me for introductions to investors. I wasted time with advisors who didn’t understand search fund structures, who treated my acquisition like a standard business transaction. I felt isolated even though I logically knew other searchers existed somewhere in Europe. I made mistakes that could have been avoided if I’d had access to someone who had already faced the same challenges three months earlier.

Now this infrastructure will exist. For the searcher starting their journey today. For the MBA student exploring whether acquisition entrepreneurship makes sense for them. For the operator thinking about acquiring the business they currently run. For the investor looking for European deal flow and wondering where to find serious searchers. For the seller who wants to understand what this model actually means and whether it’s right for their business.

This is infrastructure Europe genuinely needs. Not just another community or another networking group, but actual tools that solve actual problems. Actual resources that save weeks of searching. Actual connections to people who understand what you’re building.

See You March 1st

Thank you for following this journey. Thank you for the replies, the questions, the support. I’m not disappearing. I’m building. I’ll share progress updates with waitlist members as things develop over the next four weeks. Back on March 1st with Buyout Diary, but hopefully by then you’ll already be inside ETA Europe, using the directory, downloading templates, connecting with other searchers, booking your seat at the next monthly call.

👉 ​Join the waitlist​

See you March 1st. Let’s build European acquisition infrastructure together.

Alexander

Thank you for engaging with the mistakes series. Parts 1 and 2 resonated more than I expected, and your responses taught me something important: I’m not alone in making these mistakes. Many of you also started searching without a clear plan, underestimated European timelines, or treated community building as separate from deal-making. That’s comforting in a way, knowing we’re all learning the same hard lessons.

But it’s also revealing. If so many of us are making the same mistakes, we need better infrastructure in Europe. We need local knowledge, shared resources, and a community that understands our specific challenges rather than defaulting to American models that don’t quite fit our markets.

Several of you replied asking: what’s next for you? What are you actually building in 2026? Let me show you what’s already in motion.

My Search: Where I Am Now

I’m still searching, and my criteria remain focused on AI-resistant and recession-resistant businesses: craftsmanship, local services, and I’ve recently added healthcare and agribusiness to my scope. Healthcare especially interests me because regardless of economic cycles, people need medical care when they’re ill. It’s fundamental, resilient, and serves a genuine human need.

My wife and I are actively looking for opportunities in our local area, something we can build and run together. But I’ll be honest: the year just started, people are returning from holiday, and things are still ramping up. We’ll see what develops over the coming months. What I’ve learned from 2025 is that even this year I might not purchase a business, and that’s acceptable. The work I’m doing on the community side has value too.

In fact, I had a conversation today with a Dutch acquirer who closed a deal in December, a manufacturing business acquired through a traditional search fund. His search took twenty months from start to close. Twenty months. This reinforces what I wrote about in Mistake #7: European deals take time. The relationships, the trust-building, the careful due diligence, all of it requires patience. Understanding this changes how you approach the entire process.

The Bigger Vision: ETA Amsterdam Becomes ETA Benelux

ETA Amsterdam has been more successful than I anticipated. We’re approaching 200 members, and on 2nd February we’ll host our fifth event. But Amsterdam is just one city, the largest in the Benelux region but still only one city. The opportunity is much bigger.

The Benelux region includes the Netherlands, Belgium, and Luxembourg, three countries with thousands of SMEs searching for successors, strong business cultures, and geographic proximity that makes cross-border collaboration natural. Benelux makes sense as a unit because we share an EU regulatory framework, we have Brussels as the capital of Europe creating unique opportunities, and we’re dealing with similar acquisition challenges across different languages and business cultures.

What does Benelux mean in practice? Three countries, multiple languages including Dutch, French, German, and English as the common thread. Different business cultures but geographically close enough to meet, collaborate, and share deal flow. Natural cross-border cooperation opportunities that don’t exist if we stay siloed in our individual cities.

The problem I’m solving is this: European acquisition entrepreneurship is too US-centric. We need local knowledge, local networks, and local deal flow. Benelux searchers face similar challenges but lack infrastructure. Germany has the Mittelstand tradition, the Netherlands has strong SMB culture, Belgium has family businesses with deep roots. These are distinct European approaches to business ownership and succession. We can’t just import American search fund models and expect them to work seamlessly here.

My role isn’t just organizing events. I’m building infrastructure for the region. Creating connections between searchers, investors, and operators. Facilitating deal flow through trusted networks. Making acquisition entrepreneurship more accessible across Europe, not just for people in capital cities or those who can afford expensive American conferences.

What This Looks Like: Q1 2026 Plans

Several things are already in progress for the first quarter of 2026.

The 2nd February meetup will be our first official event under the ETA Benelux banner, though it’s still hosted in Amsterdam. We’re partnering with ​Newton Campos​, and ​Eric Roelofsen​ from Search Right Capital Partners is providing their facility which has an excellent bar and office space for networking. The format will include an introduction and interactive session with Newton, followed by a discussion panel between investors and first-time acquirers. We have 13 of 25 seats filled, so there’s still space if you’re in the Netherlands, Belgium, Germany, or willing to travel to Amsterdam for an evening of genuine conversation about European acquisition challenges.

I’ve also created a WhatsApp group for daily connection. At the moment it’s called ETA Amsterdam but it’s expanding to ETA Benelux. Why WhatsApp? Because it’s European-friendly, immediate, and informal. Everyone uses it, which removes friction. The group is already active with mostly Dutch and German members discussing deal flow, sharing opportunities, and helping each other navigate challenges. We exchange ideas, ask questions, and support each other’s searches. Everyone interested in acquisition entrepreneurship is welcome: MBA students, researchers, operators, investors, brokers, service providers, even sellers who want to understand how searchers think. The WhatsApp group complements the meetups by providing daily connection rather than waiting for quarterly events.

Beyond the 2nd February event, I’m planning more meetups throughout 2026, not just in Amsterdam but also in Brussels, perhaps Antwerp or Rotterdam. The goal isn’t five events per month, that would be unsustainable, but spreading meetups across the region so people can attend without always travelling to Amsterdam. I’m also building a resources page for the community, a central location where searchers can find frameworks, templates, contacts, and knowledge specific to European markets.

I’m actively seeking partnerships and collaborations. If you’re working on something complementary or you see opportunities to collaborate, let me know. This infrastructure works better when we’re building it together rather than in isolation.

I Still Need Your Help

Thirteen of you have taken the survey. Thank you for that, genuinely. But I need more responses before I can share meaningful insights. My goal is fifty-plus responses so I can identify real patterns rather than making conclusions from a small sample. I know you’re coming back from holiday, returning to jobs and business responsibilities, but please take five minutes to complete the survey if you haven’t already. And if you have completed it, share it with friends or colleagues who might benefit from better European acquisition content.

I want to offer you the best content and the most valuable resources possible, but I can only do that if I understand what you actually need. Not what I assume you need, but what you’re genuinely struggling with, what topics would help you most, what’s missing from existing resources. Once I reach fifty responses I’ll share the insights in next week’s newsletter, showing you what the community is telling me and how it’s shaping what I create in 2026.

👉 ​Take the survey here​

Three Ways to Join What We’re Building

This isn’t my project anymore. ETA Benelux only works if we build it together, if people show up and contribute and share what they’re learning. Here are three ways to be part of this:

First, join the WhatsApp group. It’s the easiest way to stay connected daily, ask questions, share opportunities, and be part of the conversation. We’re a mix of searchers at different stages, operators thinking about their next move, investors looking for deal flow, and service providers who work with acquisition entrepreneurs. The diversity makes the conversations richer. 👉 ​Join here​

Second, come to the meetup on 2nd February in Amsterdam. We have 13 of 25 seats filled, and I’d love to meet you in person. These conversations are different from online exchanges. You build trust, you understand people’s motivations, you create relationships that lead to deal flow and collaboration. If you’re in the Netherlands, Belgium, or Germany, this is worth the trip. 👉 ​Register here​

Third, take the survey and help shape what I create in 2026. Your voice matters. Your challenges inform the content I write, the events I organize, the resources I build. Five minutes of your time helps everyone in this community. 👉 ​Take the survey here​

Building European Infrastructure Together

European acquisition entrepreneurship needs local champions, people who understand our markets, our cultures, our regulatory environments, and our approach to business succession. We can’t just copy American models and hope they work. We need to build our own infrastructure, share our own knowledge, and support each other’s searches.

That’s what ETA Benelux is about. Not just events and WhatsApp groups, though those are valuable, but creating real infrastructure that makes acquisition entrepreneurship more accessible across Europe. This only works if we build it together. I’m creating the structure, but you bring the community, the knowledge, the deal flow, and the relationships that make it meaningful.

If you’re working on acquisition entrepreneurship in Europe, if you believe in building businesses rather than flipping them, if you care about succession and continuity rather than extraction, you’re part of this. Join the WhatsApp group, come to the meetup, take the survey, or just reply to this email and tell me what you’re working on. I read every response and I learn from your experiences just as you’re learning from mine.

Until next Monday,

Alexander

Last week I shared the four strategic and planning mistakes I made in 2025, the foundational errors that cost me clarity before I even started seriously looking at deals. This week I’m sharing the three execution mistakes that cost me the most time and momentum once I was actually in the market.

These execution mistakes are harder to spot because they don’t feel like mistakes when you’re making them. They feel like work, like progress, like you’re doing what you’re supposed to be doing. It’s only months later, when you look back and realise how much more effective you could have been, that you see them clearly.

Mistake #5: Not Building a Network Before Searching for Deals

This was a costly mistake, and it’s one I see constantly among European searchers. I started looking at deals before I had relationships in place. I didn’t have an accountant I trusted, I didn’t have a tax advisor who understood acquisition structures, I didn’t have brokers who knew what I was looking for, and I hadn’t connected with other searchers who could share their experiences. This was not smart.

Here’s the reality: deals come through relationships, not through brokers alone. If you’re spending your time cold calling and cold emailing, you’re building from scratch every single time. You need warm connections, trusted relationships, people who understand what you’re trying to do and can help you get there. The best deals never make it to the open market because they’re handled through relationships before they’re ever formally listed.

What happened to me? I spent time on cold outreach instead of building genuine connections. I sent emails to brokers who didn’t know me and had no reason to prioritise my inquiries over the dozens of others they received. I looked at publicly listed opportunities where I was competing against everyone else rather than getting early access to off-market deals. I wasted weeks chasing opportunities that were never going to work because I didn’t have the relationship capital to get real information before investing time in due diligence.

The transformation came when I started building ETA Amsterdam. Suddenly deal flow became easier. People knew what I was looking for, they understood my criteria, and they started bringing opportunities to me rather than me always having to chase them. Brokers who attended our events remembered me when interesting businesses came across their desk. Other searchers shared opportunities that didn’t fit them but might fit me. Sellers who heard about ETA Amsterdam wanted to talk to me because they saw I was building something larger than just my own search, something that cared about continuity and community.

What should European searchers do? Spend your first three to six months building relationships before you seriously start looking at deals. This isn’t wasted time, it’s foundational work that makes everything else more effective. Meet other searchers, connect with brokers and intermediaries, find accountants and lawyers who understand SMB acquisitions, build relationships with investors who can advise you even if they’re not funding your search.

Here’s exactly how I built my network, and this is the tactical framework you can use: I sent ten coffee invitations every week for twelve weeks. That’s one hundred and twenty invitations total. Sixty percent responded, forty percent actually met with me, and three became close advisors who I still speak with regularly. The math works if you’re consistent about it.

The people you need in your network:

• Accountants who understand business acquisitions and can help you structure deals properly

• Tax advisors who know the structures and can optimise for your situation

• Brokers and intermediaries who have deal flow in your target industries and regions

• Other searchers who can share experiences, lessons, and opportunities that don’t fit them

• Operators who might become CEOs in your portfolio if you go the fund route

• Investors who understand the European market and can provide strategic advice

This network becomes your competitive advantage. Build it early, build it deliberately, and maintain it consistently. Every coffee meeting, every event you attend, every email you send to someone in your target ecosystem is an investment that compounds over time.

Mistake #6: Treating Community Building as Separate from Deal-Making

I felt guilty about the time I spent on ETA Amsterdam. It felt like a distraction from the “real work” of finding and closing deals. I thought I should be spending every hour sourcing businesses, calling brokers, running financial models, doing the hard analytical work that would lead to an acquisition. The community work felt like something I was doing on the side, almost as a hobby, something that was nice but not essential to my core mission.

This was completely wrong thinking, and it cost me months of momentum. Community is deal-making infrastructure. The ecosystem you build is not separate from acquisition work, it is acquisition work. What happened when I finally understood this? The more I built the community, the more opportunities appeared. People started bringing deals to me instead of me always having to hunt for them. Sellers wanted to talk to me because they knew I was building something larger than just my own search, something that cared about continuity and preservation rather than extraction and flipping.

Other searchers shared opportunities that didn’t fit them but might fit me, creating a collaborative deal flow that wouldn’t have existed otherwise. Investors reached out because they saw I was building real infrastructure and wanted to be part of it. Service providers like lawyers and accountants offered to help because they saw the ecosystem as valuable to their own practices. The community created gravitational pull that made everything else easier.

The transformation was realising that ecosystem building and acquisition aren’t separate activities. They’re the same work viewed from different angles. When you build community, you’re building trust, visibility, relationships, and deal flow. You’re creating the infrastructure that makes acquisitions possible, especially in Europe where relationships matter more than in transaction-driven markets like the United States.

Here’s what most people miss: building community isn’t about hosting events or creating formal structures, though those can help. It’s about genuinely caring about the success of others in your ecosystem, sharing what you learn, connecting people who should know each other, and being consistently present and helpful. It’s about giving value before you extract value, building trust through reliability and authenticity, and creating a reputation that precedes you.

What should European searchers do? Build your own ecosystem from day one. You don’t have to organise events or create something as formal as ETA Amsterdam, but you need your own circle of experts, your own network of people you can trust, your own community that gives you support and brings you opportunities. This isn’t separate from searching for businesses, it’s how you search for businesses effectively in Europe where trust and relationships are the foundation of everything.

Start small. Host a monthly dinner for other searchers in your city. Create a WhatsApp group for people in your target industry. Share what you’re learning publicly through a newsletter or LinkedIn posts. Connect two people who should know each other. Give feedback on someone’s investment thesis. Share an opportunity that doesn’t fit you but might fit someone else. These small acts compound into an ecosystem that serves everyone, including you.

Mistake #7: Underestimating How Long European Deals Actually Take

I came into this with American timelines in my head: six to twelve months from search to close. This is what the search fund model teaches, and it’s what many American acquisition entrepreneurs experience. But European deals don’t work like this, and expecting American timelines led to frustration, disappointment, and poor decisions when I tried to force speed that wasn’t appropriate for the market.

Why are European deals different? They’re relationship-based, which means you need to build trust with sellers over time. You can’t rush trust. The due diligence process is slower, more thorough, more careful, with multiple advisors often involved and every detail examined. There are different cultural approaches in every country, different languages creating barriers even when everyone speaks English, different ways of doing business that you need to understand and respect. The process simply takes longer, and if you’re not fluent in the language of the country where you’re acquiring, it takes even longer because everything needs to be translated, explained, and verified.

What happened to me? Frustration when deals took longer than expected. I thought something was wrong with me or my approach when actually this was just the reality of European deal-making. I pushed for speed when I should have been building trust. I tried to compress timelines when I should have been deepening relationships. I interpreted slow progress as lack of interest when actually it was normal, healthy caution from sellers who wanted to make sure they were choosing the right buyer.

The transformation came when I accepted that slower is normal in Europe, and that this slowness is actually a feature rather than a bug. Why is slower better? Because European sellers care about continuity more than speed. Yes, in the end everything involves money and price, but the business is often like a family member to them. They’ve built it over decades, they care about their employees, they worry about their customers, they want to know the buyer will take care of what they’ve created. This takes time, and rushing it destroys trust rather than building it.

Sellers who take time to build relationships with you are more likely to close because they’ve convinced themselves you’re the right buyer, not just a buyer. They’re more likely to structure deals favourably because they trust you to do right by the business. They’re more likely to support you after the transaction because the relationship matters to them. Slow deal-making often leads to better outcomes, more seller financing, better terms, and smoother transitions.

What should European searchers do? Plan for eighteen to twenty-four months from serious search to close, not six to twelve months. Adjust your expectations, your runway, your timeline, and your mental model of what success looks like. Build this into your planning from the start so you don’t run out of money or patience halfway through. The European advantage is that sellers who take time to build relationships with you are dramatically more likely to close with you and support you afterwards.

Here’s the tactical reality: your first meeting with a seller is almost never about the deal. It’s about building trust and understanding each other. Your second meeting is about demonstrating you understand their business and care about what they care about. Your third meeting is when you start actually discussing terms, and even then it’s exploratory. By the fourth or fifth meeting you’re into serious negotiations, and by the sixth or seventh you’re hopefully moving towards closing. This takes months, not weeks, and you need to have the patience and runway to let it unfold naturally.

The Resource You Asked For

Several of you have replied to previous newsletters asking for help with writing your investment thesis. After making Mistake #1 myself and realising how much time I wasted without clear criteria, I created a workbook that walks you through the process of defining what you’re actually looking for.

The workbook helps you articulate your selection criteria, think through AI resistance and recession resistance, define your geographic focus, identify your target industries, and create a framework for filtering opportunities quickly. It’s the resource I wish I’d had at the start of my search.

👉 ​Download the Investment Thesis Workbook​

Use it, adapt it, make it your own. The goal isn’t to create a perfect thesis that never changes, it’s to create enough clarity to start and the discipline to refine as you learn.

Closing

Thank you for reading Buyout Diary. We’ve now covered all seven mistakes I made in 2025: the four strategic and planning mistakes from last week, and the three execution mistakes from this week. If there’s an eighth mistake, it’s probably not learning from others and trying to figure everything out yourself. Don’t make that mistake.

Keep building, not flipping. Keep focusing on succession, not extraction. And most importantly, keep learning from those who’ve gone before you.

Reply to this email and tell me which of these three execution mistakes resonated most with you.

• Are you making any of them right now?

• What have you learned from your own mistakes that others should know about?

I read every reply and I learn from your experiences just as you’re learning from mine.

See you next Monday.

Until next Monday,

Alexander

I wasted six months in 2025 doing things wrong. These mistakes cost me time, money, and momentum. Some were subtle, the kind you don’t notice until months later when you realise you’ve been building on the wrong foundation. Others were obvious in hindsight, the kind that make you wonder how you missed something so fundamental.

I made seven major mistakes in my first year as a European searcher, and I’m sharing them because I want you to learn from mine rather than making the same ones yourself. We cannot just copy the American approach here in Europe because we have a different market, different culture, different timelines. These aren’t just my mistakes either. They’re common patterns I see across European searchers, and I’m sharing them openly so you can recognise them faster than I did.

This is Part 1, covering the four strategic and planning mistakes I made before I even started seriously looking at deals. Next week, I’ll share Part 2 with the three execution mistakes that cost me the most time.

Mistake #1: Searching Without a Plan

This was my first and perhaps biggest mistake. I was excited about ETA, about acquisition entrepreneurship, about the whole concept of buying and building businesses. When you see something new and exciting, you want to dive straight in and start immediately. I wanted to go deep, find a business, and buy it. But I wasn’t clear about what I was actually searching for. I thought any business that looked nice and could make money would be fine, but that’s not the right way to approach this.

I started searching without a clear private placement memorandum or investment thesis, and this turned out to be a critical error. Why was this a mistake? Because I evaluated everything, but nothing had a filter. I wasted time on deals that never fit my criteria, on deep sourcing exercises for businesses that didn’t match my skills or my vision. I was essentially wandering through opportunities without any framework to guide my decisions.

The transformation came when I finally sat down and wrote my investment thesis. Everything became clear. I suddenly knew what I was looking for, what to say yes to, what to say no to, and why. The clarity was immediate and powerful. Instead of evaluating every opportunity that came my way, I could quickly filter based on my criteria. Instead of spending days analysing businesses that would never work for me, I could focus my energy on opportunities that genuinely fitted my vision.

What should European searchers do? Write your private placement memorandum or investment thesis before you start looking at deals. This isn’t optional, it’s foundational. Your investment thesis should define what you’re looking for, why you’re looking for it, what your selection criteria are, and what success looks like for you. It should be specific enough to guide decisions, but flexible enough to evolve as you learn more about the market and yourself.

Mistake #2: Not Being Clear About AI-Resistant and Recession-Resistant Criteria

This mistake is particularly relevant in 2025 and 2026 because we really need to think about these two things: AI resistance and recession resistance. I looked at businesses without thinking about long-term resilience, which was frankly stupid. I was excited about different sectors like accounting, software businesses, graphic design, and I didn’t stop to think about what would happen when AI inevitably disrupted these industries.

Why does this matter in 2026? Because AI is changing everything, and economic cycles happen whether we like it or not. What happened to me? I spent time evaluating businesses that could be easily disrupted or automated. Accounting, for example, where bookkeeping and basic financial services can increasingly be done by AI. Graphic design, where AI tools are becoming remarkably capable. These businesses might work today, but what about in five or ten years? What happens to the valuation when AI can do sixty percent of the work? What happens to your customer base when they discover they can get similar results for a fraction of the price?

The transformation came when I added AI resistance and recession resistance as core criteria in my search. My focus on businesses became much sharper. I could quickly filter out opportunities that didn’t meet these standards. But more importantly, I developed a framework for thinking about resilience that I could apply to any industry.

Here’s how I think about AI resistance now:

• Can this business be easily replicated by software or AI?

• Does it require human judgment, physical presence, or relationship-building that machines can’t replicate?

• Is the core value proposition based on trust and personal connection rather than just technical skill?

• Does it serve fundamental human needs that won’t disappear regardless of technological advancement?

And for recession resistance:

• Do people need this service even when times are hard?

• Is this a discretionary purchase or a necessity?

• Does demand stay relatively stable across economic cycles?

• Are customers locked in through habit, necessity, or high switching costs?

When I applied this framework, certain industries became obviously attractive: craftsmanship like plumbing, electrical work, carpentry, because you can’t automate a broken pipe in someone’s home. Local services that require physical presence and trust-based relationships. Machine shops that do custom manufacturing work requiring human expertise and problem-solving. Even things like luggage storage in big-city centres, which serve a fundamental need for travellers and can’t be automated away.

What should European searchers do? Define what AI-resistant and recession-resistant means for your specific search. Add this to your investment thesis and selection criteria. Think carefully about which businesses are genuinely protected from these forces. Don’t just assume a business is safe because it’s always been done a certain way. Technology changes industries faster than we expect, and economic cycles are inevitable. Build these filters into your thinking from day one.

Mistake #3: Not Choosing Your Region (Culture Fit)

I didn’t think hard enough about geography and culture fit early on. I took a scatter-gun approach, thinking, “how about all of Europe? Why not?” I’m German and I speak German. I live in the Netherlands and I speak Dutch. I speak English and studied in England. I thought I could do Belgium, Denmark, Austria, wherever opportunities appeared. But honestly, I don’t know all these countries one hundred percent.

The countries I genuinely know are Germany and the Netherlands. I grew up in one, and I’m living in the other. I speak both languages fluently, I understand the cultures, I know how business is done, I know what sellers care about. This is where I have fit. Everything else is surface-level understanding, the kind of knowledge you get from visiting or working briefly, but not from living and breathing a place.

You need to understand the local market, culture, and language of wherever you’re searching. This isn’t just about speaking the language well enough to negotiate a deal. It’s about understanding unspoken rules, cultural expectations, how decisions are made, what matters to people, what sellers worry about when they’re thinking about succession. It’s about knowing whether a handshake still means something in this market, or whether everything needs to be in writing. It’s about understanding regional pride, local business practices, and the thousand small things that make-or-break relationships.

What happened when I ignored this? I looked at opportunities that were too far away or culturally difficult. I considered businesses in Belgium, the UK, Austria, places where I didn’t have deep cultural understanding. This was a waste of time and energy. The conversations were harder, the trust-building took longer, and I could never quite get past the sense that I was an outsider trying to understand an insider’s world.

The transformation came when I focused on Amsterdam and my local area. Everything changed. The deals became more real, the conversations more substantive, the relationships more authentic. Sellers could see I understood their world. I could pick up on subtle signals that I would have missed in another culture. The due diligence was easier because I knew what questions to ask and what answers meant. Even simple things like understanding local regulations, tax structures, and business norms became advantages rather than barriers.

What should European searchers do? Pick your region based on where you want to live and where you understand the culture deeply. This needs to be written into your thesis. I see many searchers picking the wrong area, like Germany because it’s the biggest economy in Europe, even though they don’t speak German and have never lived there. The hidden champions, the Mittelstand companies, they’re not all in Berlin or Munich. They’re spread across the country in different regions with different cultures and different business practices.

You cannot manage a German business from Amsterdam if it’s somewhere like Flensburg near the Danish border. The sellers will want you there as the owner, living in their community, understanding their world, becoming part of the local business ecosystem. If you can’t or won’t do that, you’re not the right buyer for that business, regardless of how good the deal looks at paper.

Think about this carefully and write it into your investment thesis. Geography and culture fit matter more than you think. They affect everything from deal sourcing to due diligence to post-acquisition success. Get this right at the start, and you’ll save yourself months of wasted effort.

Mistake #4: Thinking You Had to Choose One Industry Immediately

I felt enormous pressure to pick one industry from day one. I thought this was what serious searchers did. They picked their industry, built expertise, and focused relentlessly. So I started wandering between industries: digital businesses, then accounting, then retail, then maritime, then agriculture, then logistics, then craftsmanship. At the time, this felt like failure. I thought I was being indecisive, that I couldn’t commit, that I was wasting time whilst other searchers were already deep into due diligence on their perfect target.

The transformation came when I realised this wasn’t wandering at all. It was research. Each pivot taught me something important about what I was looking for, what I was good at, what excited me, and what didn’t. I needed to check which industries actually fitted my experience, my knowledge, and my interests. More importantly, I needed to understand which industries met my AI-resistance and recession-resistance criteria, which ones had the kind of businesses I could actually afford, and which ones had sellers who valued what I could bring beyond just capital.

Looking at digital businesses taught me I would rather not compete with venture capital and wasn’t excited about the constant technology refresh cycle. Exploring accounting firms showed me that AI disruption risk was real and immediate. Retail revealed that most businesses in this space were either too small to be viable or too dependent on founder relationships that couldn’t be replicated. Maritime was interesting but too capital-intensive and too far outside my expertise. Agriculture and logistics taught me about supply chain complexity and the importance of physical assets. Each of these pivots added to my understanding, even though I didn’t buy any of these businesses.

By the time I focused on craftsmanship and local services, I knew why I was choosing them. Not because someone told me they were good industries, but because I’d systematically explored alternatives and understood what made these businesses attractive. They were AI-resistant, recession-resistant, affordable, locally rooted, relationship-based, and aligned with my skills and interests. That conviction came from exploration, not from picking something on day one and forcing myself to stick with it.

What should European searchers do? Give yourself permission to explore, but do it with intention. Each pivot should teach you something, not just be random movement. You’re not failing if you look at multiple industries early in your search. You’re gathering data, building pattern recognition, and developing conviction about what you actually want to buy. The key is intentional exploration. Look at different industries with a learning mindset, extract the lessons from each one, and gradually narrow your focus based on what you discover about yourself and the market. Document what you learn from each industry you explore, so the time isn’t wasted even if you don’t buy in that sector.

But here’s the important caveat: this exploration phase should be time-boxed. Allow yourself three to six months to explore industries, not eighteen months. At some point, you need to commit to a focus area even if you’re not one hundred percent certain because conviction often comes from commitment rather than from endless analysis. The goal isn’t perfect clarity before you start, it’s enough clarity to begin and the discipline to keep learning as you go.

I Need Your Help to Shape 2026

Here’s the thing: I write this newsletter for you, but I can only make it truly valuable if I know what you actually need.

That’s why I’m asking you to take five minutes to complete a short survey. Seven simple questions. No fluff. Just straight answers about what you want to read, what challenges you’re facing, and how I can help you most in 2026.

Your answers will directly determine what I write about for the rest of this year. I’m not going to guess what you need. I want to hear it from you.

The survey takes less than five minutes. It’s anonymous if you want it to be. And it will make this newsletter significantly more useful for everyone.

👉 ​Take the survey now​

Seriously, stop reading and take the survey. I’ll wait. Your input shapes everything I create this year.

Coming Next Week

In Part 2 of this series, I’ll share the three execution mistakes that cost me the most time in 2025. These are the mistakes I made after I started searching, the relationship and timing mistakes that I only recognised months into the process. If the strategic mistakes in this newsletter cost me clarity, the execution mistakes cost me momentum.

I’ll also share a deeper reflection on where I am now with the fund question I mentioned in my last newsletter. The deadline I set for myself is the end of February, and I want to walk you through the thinking process as I work towards that decision.

Closing

Thank you for reading my newsletter. Part 2 comes next week with Mistakes 5, 6, and 7. Until then, keep building, not flipping. Keep focusing on succession, not extraction.

Reply to this email and tell me which of these four mistakes resonated most with you.

• Which one did you recognise in your own journey?

• Which one are you working on right now?

I read every reply and I learn from your experiences just as you’re learning from mine.

Until next Monday,

Alexander

I’m writing this between Christmas and New Year, in that strange pocket of time when the world slows down and you can actually think. This year didn’t go as planned. I thought 2025 would be the year I bought a business, but instead it became the year I discovered what I’m actually meant to be doing. That might sound like failure, but it’s not. It’s clarity.

Part 1: What Actually Happened

Let me be honest about 2025. I started the year with a clear plan to complete my MBA, join ETA, find a business, and buy it. Simple, linear, the acquisition entrepreneur’s playbook. What actually happened was messier, more circuitous, and ultimately more valuable than anything I’d planned.

I pivoted between industries more times than I’d like to admit. Digital businesses, then accounting firms, then retail, maritime businesses, agri-logistics, craftsmanship businesses, local services companies. From the outside, this probably looked like indecision, and from the inside it felt like wandering without a map. But here’s what I’ve come to realise: I wasn’t lost, I was researching. I was searching for businesses that are AI-resistant and recession-resistant, businesses that can’t be easily automated or disrupted, businesses that serve fundamental human needs regardless of economic cycles. Each pivot taught me something about deal structures in Europe, and each conversation with a broker or a business owner added to my understanding of what sellers actually want, what buyers actually need, and where the gaps are. I still believe in the craftsmanship and local services space, and that focus hasn’t shifted, but the way I think about how to approach it has fundamentally changed. In fact, my wife and I have found something in our local area that fits this profile, and we’re working through the details now.

Here’s the thing I didn’t plan: whilst I was searching for a business, I was actually building an ecosystem. I founded ETA Amsterdam not as a strategic move but because it felt necessary. Europe needs its own voice in the acquisition entrepreneurship movement, and we’re not just copying the American search fund model. We’re building something different, something that fits our market, our values, our regulatory landscape. The community grew faster than I expected, the conversations were richer than I’d hoped, and somewhere along the way I realised I was spending more energy building the ecosystem than I was closing deals. That should have told me something.

Buyout Diary started as a way to document my journey, to write down my thoughts and force myself to clarify what I was learning in real-time. But it became something else entirely: a space to think in public, to test ideas, to connect with people who are asking the same questions I am. Every week I publish, some weeks tactical, some weeks personal, some weeks both, and through that consistency I’ve learned what it actually means to build in public. Not just the wins, but the wandering too. If you’re reading this, thank you for giving me the time and space to figure things out in front of you. That trust isn’t something I take lightly.

Part 2: The Conversation That Changed Everything

On 23 December, the day before Christmas Eve, I had a meeting with a local M&A lawyer. We sat for two hours and talked about ETA in Germany, in the Benelux countries, in Europe more broadly. We discussed the difference between private equity and venture capital and search funds, and debated whether the distinctions even matter anymore. Then he asked a question that landed like a punch:

“You have the mindset of an acquisition entrepreneur, but your skills are more like an investor. Why aren’t you raising a fund?”

I sat there for a moment because here’s the thing: I’d been thinking about this for two months already. I’d had conversations with other search fund investors, people who never operated businesses themselves but built successful portfolios by allocating capital well. I’d been watching how they structured their funds, how they sourced deals, how they supported operators without being the operators themselves. The lawyer didn’t give me the idea, he gave me permission to see myself clearly.

Let me be direct about what I realised in that conversation. I’m not a solo searcher, not really. I mean yes, I’ll still do the search. My wife and I will find a business we can handle together, something in craftsmanship or local services, something we can build and run. That path hasn’t disappeared. But it’s not enough, and it doesn’t match the scale of what I’m actually trying to build.

Here’s what I actually am: I’m an ecosystem builder and a capital allocator. This isn’t new, by the way, it’s just taken me this long to see it clearly. I’ve been investing since I was a student. I paid for my entire degree, every module, every exam fee, with stock market investments. Not inheritance money, not loans, but investments I made myself. When I worked at a Big Four firm, what excited me wasn’t client delivery but financial analysis. Reading balance sheets, understanding cash flows, seeing the patterns in how capital moves. I’m good at this, I’ve always been good at this, but I kept thinking I was supposed to be something else. An operator, a CEO, someone who runs the day-to-day.

The truth is I don’t want to be CEO. I want to build infrastructure, allocate capital, find the right people (which my ecosystem conveniently gives me access to) and support them in acquiring and growing businesses. That’s not a searcher’s profile, that’s a fund manager’s profile.

The lawyer laid it out clearly. Give yourself until the end of February to make a decision, use these two months to think properly, to test the idea, to see if this is what you actually want. If yes, then spend 2026 building the infrastructure. Formalise the ETA Amsterdam ecosystem, which is already a goldmine for finding operators and deal flow. Prepare to raise capital, and the money won’t be the problem because there are plenty of investors looking for exactly this kind of vehicle. Structure the fund properly, not a search fund model but a small PE or VC fund focused on European SMB acquisitions. By the beginning of 2027 you could be deploying capital, perhaps ten to twenty-five million euros to acquire three or four businesses. Roll them up if it makes sense, place strong operators as CEOs, build a portfolio that preserves European businesses and gives them the succession they need. Not extraction, but continuation.

“You don’t have to choose between ecosystem and acquisition,” he said. “You can do both. In fact, the ecosystem makes the fund possible.”

So here’s where I sit as 2025 ends. I’m about seventy to eighty percent decided. This feels right, it matches my skills, my background, my actual strengths, and it scales the impact I want to have on European acquisition entrepreneurship. But I’m not naive about this. It’s a fundamentally different path, not just “searcher plus more capital” but a different identity, different responsibilities, different challenges. The solo search with my wife still happens, that’s personal, that’s us building something together. But the fund? That’s about building infrastructure for a movement.

Let me be specific about what this year taught me:

About myself:

• I’m better at building systems than running operations

• I get energy from allocating capital and enabling others rather than being the person in the arena every day

• My ecosystem work isn’t a distraction but the foundation

About European deals:

• Sellers want continuity more than they want maximum price

• The best deals come through relationships rather than brokers

• Every market has its own logic which means you can’t just copy American models

About search itself:

• Industry pivots aren’t failures if you’re learning

• The perfect business doesn’t exist because it’s about fit and timing

• Community matters more than I gave it credit for

What I got wrong:

• I thought I needed to choose between ecosystem or acquisition

• I underestimated how long real deal-making takes in Europe

• I overestimated my desire to be CEO

What I need to do better:

• Trust my instincts about capital allocation instead of forcing myself into an operator mould

• Build infrastructure before deploying capital rather than the other way around

• Stop treating ecosystem-building as separate from deal-making because they’re the same work

Part 3: What I’m Building Towards in 2026

So here’s what 2026 looks like from where I’m sitting today. End of February is my personal deadline, and by then I need to be clear about whether I’m raising a fund or staying solo. I’m using these two months to stress-test the idea with people whose judgement I trust, model out what the fund structure would actually look like, and be honest with myself about what I want versus what I think I should want. This isn’t about rushing, it’s about being deliberate.

If I move forward with the fund, and I’m leaning towards this, here’s what changes. The solo search continues, my wife and I will still find a business in craftsmanship or local services, something we can build and run together. This is about us, our own journey, our own skin in the game. But alongside that, the fund becomes about infrastructure. Formalising ETA Amsterdam into a proper European ETA ecosystem, building the infrastructure to raise capital properly, structuring a small PE or VC vehicle focused on European SMB acquisitions, deploying capital to acquire three or four businesses, supporting strong operators, building a portfolio. The timeline would be infrastructure in 2026, deployment starting 2027. These aren’t in competition, they’re complementary. The solo search keeps me close to the work, the fund lets me scale impact.

Some things don’t change regardless of which path I take:

• Buyout Diary continues with a new newsletter every week. This is my laboratory, my thinking space, my way of staying honest.

• The ecosystem grows. ETA Amsterdam is transforming from a community into a proper European ecosystem with more events and more specific programming, not just for searchers but for acquirers, operators, investors.

• The focus holds on craftsmanship and local services, businesses that need succession rather than extraction, European businesses that deserve to continue rather than get corporatised.

Beyond the fund question, I’m also beginning to invest in smaller search processes, so if you’re searching and need support I’m open to conversations. I’m attending more conferences, and if you’re hosting or attending we should connect. I’m building relationships with investors who understand the European market.

Here’s how I’ll measure 2026, not by deals closed because that’s an outcome and outcomes take time, and not by capital raised because that’s a vanity metric if the infrastructure isn’t right. Instead I’ll measure by clarity, infrastructure, and momentum:

• Do I know by March what I’m actually building?

• Have I formalised the ecosystem in a way that creates real value?

• Am I building relationships with the right people: operators, investors, sellers?

• Am I continuing to learn in public, to share what’s working and what isn’t?

2026 is a building year, not a victory lap, a foundation year.

My Top 3 Newsletters from 2025

If you’re new here or if you want to revisit the year, these three pieces capture what 2025 was really about.

The first is “​Three Ideas That Are Shaping My Acquisition Journey​”, which is about the frameworks I use to make sense of the search process. Three specific ideas that changed how I evaluate opportunities, think about risk, and understand what I’m actually trying to build. If you’re in the middle of your own search and feeling overwhelmed by options, this one might help you clarify your thinking.

The second is “​Clarity Before the Chase: Writing Your Investment Thesis​”. Before you can find the right business, you need to know what you’re looking for. This piece walks through how to write an actual investment thesis, not a vague wish list but a clear framework that helps you say no to the wrong opportunities and yes to the right ones. I wrote this after months of pivoting between industries, and it forced me to get specific about what I actually wanted.

The third is “​Scaling Through Acquisition: My Thoughts on Roll-Ups​”. Roll-ups get a bad reputation, but done right, done with respect for the businesses and the people, they can be a powerful way to preserve and grow European SMBs. This piece explores when roll-ups make sense, when they don’t, and what it takes to execute them without destroying value. If the fund path is what I choose, this thinking will be foundational.

For Everyone Building, Not Flipping

As 2025 ends, I want to say something clearly. This newsletter exists because I believe Europe is at the beginning of a generational shift in ownership. Thousands of small businesses, good businesses, profitable businesses, businesses with loyal customers and skilled employees, will soon need a successor. They need an entrepreneur willing to continue the story, not a corporate buyer, not someone who sees them as an arbitrage opportunity. They need someone who cares about craftsmanship, longevity, and responsible ownership.

That’s what Buyout Diary is for. To give this movement a voice, to connect people who think long-term, to make acquisition entrepreneurship more accessible, more European, more humane. If that resonates with you, you’re in the right place.

As we step into the new year, here’s what I hope for you:

• Clarity, not certainty because that’s impossible, but clarity about what you’re actually trying to build and why.

• Momentum, even if it’s slow, even if it’s unglamorous, because progress matters more than speed.

• Community, because you’re not alone in this, and whether you’re searching, operating, or investing, there are others asking the same questions you are.

• Health, because this work is long and hard and requires endurance. Take care of yourself, spend time with the people who matter most, because business is important but it’s not everything.

If you’ve read this far, you’re part of this journey, and thank you for that. In 2026 I’ll keep writing, keep building, keep learning in public. If you’re searching for a business, if you’re building an ecosystem, if you’re trying to figure out what acquisition entrepreneurship looks like in Europe, let’s stay connected. Reply to this email, share what you’re working on, tell me where you’re stuck. I can’t promise I’ll have answers, but I can promise I’ll engage honestly, because that’s what this community is. People who care enough to do the work, to ask the hard questions, to build something that matters.

Until next Monday,

Alexander

This is not a newsletter about a deal, a tactic, or a clever framework. It is not an update in the sense of “here is what happened last week”. It is a reflection, written at a moment where a few different threads of my life have quietly come together.

The past weeks have not been chaotic, but they have been heavy in a calm way. There has been a lot happening at the same time: work, writing, finishing my MBA, thinking more seriously about ownership, and continuing to build something that started almost accidentally and has now become central to how I see my future. This letter is about that shift.

I want to share why I am choosing to put real energy into building an ETA ecosystem, why I believe this matters beyond my own acquisition journey, and why I am now opening the door to a different kind of conversation than I have before.

Where My Attention Is Right Now

There is a difference between being busy and being pulled in many directions. What I have felt recently is not distraction, but convergence. Several paths that I have been walking in parallel are starting to point in the same direction.

Alongside my main work, I have been writing this newsletter every week, documenting my thinking as I move towards buying a business. At the same time, I have been building a local ETA community in Amsterdam, hosting monthly meetups simply because I could not find the kind of conversations I was looking for. In parallel, I have been finishing my MBA, which formally ended only recently when I held the certificate in my hands.

That moment mattered more than I expected, not because of the title, but because it closed a long chapter. I started my academic journey almost two decades ago, always with the idea that one day I would complete a master’s degree. Now that chapter is done. What remains is not ambition, but clarity.

What has become very clear to me is that ownership is not primarily about transactions. It is about responsibility, governance, and the ability to live with decisions over time. That realisation has changed not only how I think about my own future business, but also how I think about the environment in which people learn to become owners.

What The MBA Actually Gave Me

The MBA did not redirect me. It sharpened me.

Finance, valuation, and strategy are useful, but they were not the lasting takeaway. What stayed with me far more deeply were questions of governance, delegation, and stewardship. Writing my thesis forced me to think beyond the moment of acquisition into what happens after closing, when the excitement fades and responsibility remains.

It made me acutely aware of the gap between understanding how deals work and being ready to own something for years. Ownership is not an event. It is a condition. And that condition requires more than intelligence. It requires systems, people, and environments that support good judgement over long periods of time.

As I shared my research publicly and spoke to practitioners across Europe and beyond, something unexpected happened. Conversations multiplied. People reached out. Not because they wanted answers, but because they recognised the questions. That experience planted the seed for something that would grow far beyond a thesis or a newsletter.

From Individual Ambition To Collective Responsibility

Most ETA journeys begin alone. Searching is solitary work. Learning happens quietly. Decisions are made without much external feedback, especially in Europe where the ecosystem is still young and fragmented.

Over the past year, I have spoken with searchers, investors, HoldCo founders, operators, and advisors across borders. The same themes come up again and again. The same uncertainties. The same moments of doubt before and after major decisions. Yet knowledge remains scattered. Experience is local. Lessons are often locked inside private conversations.

In the US, ETA has infrastructure. There are institutions, playbooks, and established communities that create continuity. In Europe, we have pockets of activity, but little connective tissue. Conferences help, but they are moments in time. What is missing is a place where thinking continues between events, where trust builds through repetition, and where learning compounds rather than resets.

This is where my focus began to shift from my own ambition towards something more collective.

Why ETA Amsterdam Exists

ETA Amsterdam did not start as a brand or a strategy. It started as a response to absence. I was looking for people who cared deeply about long-term ownership, and when I could not find that space, I created it.

Amsterdam is symbolic, not exclusive. Historically, this city was one of the birthplaces of modern entrepreneurship. The first stock exchange, the first large multinational company, and a deep culture of trade and openness all emerged here. Today, Amsterdam remains international, connected, and unusually open to new ideas.

But ETA Amsterdam was never meant to be a local club. The name refers to a place, but the ambition goes beyond geography. What I am building is intended to become a European meeting point for serious ownership thinking. Not loud. Not performative. But thoughtful, rigorous, and long-term oriented.

This is not about putting myself at the centre. It is about creating continuity. A place where searchers, owners, investors, and operators can speak honestly, learn from one another, and develop judgement over time.

What Kind Of Ecosystem I Want To Build

There is a fundamental difference between hosting meetups and building an ecosystem. Meetups are events. Ecosystems are relationships.

The ecosystem I am trying to build is based on trust, repetition, and depth. It is not designed for maximum scale. It is designed for meaningful interaction. Not every conversation needs to include everyone, and not every space serves the same purpose.

I imagine different spaces for different stages of the journey. Places where searchers can speak openly before acquisition. Places where owners can reflect after closing. Places where investors engage beyond capital. Places where operators and advisors are treated as partners, not service providers.

This only works if it is collective. Communities do not grow because one person hosts forever. They grow because multiple people invest time, ideas, and resources. ETA Amsterdam should not be “run by” someone. It should be held by the people who care enough to contribute.

The Practical Reality Of Building Something Properly

Building a serious ecosystem requires time. Time requires focus. Focus requires sustainability.

This cannot remain an evenings-and-weekends project forever. Quality events, good speakers, and continuity cost real resources. If ETA Amsterdam is to grow into something durable, it needs structure. And structure requires partners.

I want to commit more deeply to this work. To do that responsibly, it needs to become sustainable. That means working with organisations and individuals who want to invest in the long-term health of the European ETA ecosystem.

This is not about transactional sponsorship or logo placement. It is about partnership. About supporting an institution that can outlast any single person’s involvement.

Who I Am Hoping To Speak With

I am looking to speak with firms, investors, advisors, and institutions who care about entrepreneurship through acquisition in Europe and want to contribute meaningfully. Geography does not matter. Alignment does.

You might be based in Amsterdam, Milan, Madrid, London, Stockholm, Munich, or the US. What matters is that you believe Europe needs stronger ETA infrastructure and that you are willing to engage beyond observation.

This is about long-term collaboration, not one-off support. About building something that others can rely on.

Why I Am Sharing This Now

I am sharing this because transparency matters. Because ecosystems are built through conversation, not announcements. And because I would rather invite thoughtful dialogue than push a pitch.

If this resonates with you, or if you know someone who might care about this work, I would genuinely like to hear from you. You can reply to this email or reach out to me directly.

👉 Let’s talk!​

Closing Reflection

I am still on my own ownership journey. I am still searching, learning, and refining my thinking. But I no longer see that journey as separate from the ecosystem around it. The more I move forward, the clearer it becomes that good ownership is rarely built in isolation.

Building alone is possible. Building together is stronger.

As this is the last Buyout Diary before Christmas, I want to end on a quieter note. I hope you are able to step back over the coming days, spend time with your family, and enjoy a few moments away from plans, decisions, and screens. These pauses matter more than we often admit, especially when we are building something for the long term.

Thank you for reading, for thinking deeply, and for staying engaged over the past year. I am grateful for every thoughtful reply and conversation that has come out of this newsletter.

I wish you peaceful holidays, meaningful time with the people close to you, and a good start into the new year.

Hit reply. Share your thoughts. I am happy to read every single one.

Until next Monday,

Alexander

In the previous newsletter I wrote about three ideas that have been quietly reshaping the way I think about my acquisition journey. I did not expect the depth of the responses that came in. Many of you wrote to say that you are navigating similar questions, the same moments of uncertainty, the same mix of ambition and responsibility. It reminded me again that ETA looks very individual from the outside, but from the inside the emotional landscape is shared by far more people than you would think.

Since then, if someone looked only at my public activity, they might assume nothing significant has happened. There were no announcements, no screenshots of LOIs, no big moves. But internally, this week felt heavy, meaningful and strangely clarifying. It was one of those stretches where life does not pause for your ambition, yet your ambition refuses to disappear. The result is a kind of tension that forces you to understand yourself at a deeper level. These are the weeks nobody writes about on LinkedIn, but they are the weeks that quietly shape who you become as a future owner.

I want to write about that today. Not as advice, not as strategy, but as a field note from someone in the middle of the journey.

The Invisible Weight of Running Several Lives at Once

One of the hard truths I confronted this week is how difficult it is to run multiple arcs of life at the same time. I have my main job, which demands a level of focus and output that cannot be delegated or minimised. I have Buyout Diary, which has grown into something meaningful and deserves the best of my thinking. I have ETA Amsterdam, which is no longer just an idea but a real community that needs structure, attention and leadership. And I have my own acquisition search, which requires mental bandwidth even when I am not actively screening deals.

None of this happens in isolation. Real life does not politely step back to let you work on your dreams.

At the moment I am also navigating something that many people underestimate: the challenge of living in Germany while my wife remains in Amsterdam. The relocation process in the Netherlands has been far more difficult than expected, and the search for housing has been long, slow and exhausting. It affects energy, sleep, creativity and emotional resilience. You cannot perform at your best in your search when the foundation of daily life still feels unstable.

This is not something people talk about openly in ETA circles, but it shapes the journey more than any sourcing strategy or financial model. There is a silent emotional layer under every professional decision, and ignoring it would be dishonest.

Two Conversations That Shifted My Thinking

Even in a heavy week, meaningful conversations can change the way you see your path. I had two such conversations in the last days. I cannot share who they were with or the contents of the recordings, but I can share the impact they had on me.

The first reminded me that the search process is not simply about identifying deals. It is about becoming the kind of person who can make high-quality decisions under pressure. That does not happen through speed. It happens through repeated exposure to complexity, through thoughtful dialogue, through the discipline of looking at businesses even when you are tired or distracted. That conversation grounded me again. It reminded me that maturity is built quietly.

The second conversation shifted something else. It clarified the importance of context. Searchers often believe that their challenges are unique, but patterns repeat across markets, stages and personality types. Hearing someone with global exposure reflect on those patterns made me see my own journey with new eyes. What I thought were signs of slowness were actually signs of alignment. What I thought were limitations were simply the natural timing of someone building an acquisition path while holding a life together.

Both conversations left me with a strange mix of calmness and responsibility. Calmness because I am on the right path. Responsibility because the path requires depth, not speed.

The Tension Between Work, Ambition and Identity

This week forced me to sit with a question I have avoided: what does ambition look like when it exists alongside real-life constraints. Many people assume ambition means quitting your job immediately, jumping into risk with both feet and pushing for extreme outcomes. But for others, ambition looks different. It looks like building steadily and quietly, without compromising the parts of life that matter most. It looks like designing a path that allows for long-term success rather than short-term adrenaline.

I realised that my identity as a future owner is being shaped not only by what I pursue, but by what I protect. I want my marriage to stay strong. I want my professional credibility to remain intact. I want my search to reflect my values, not my impatience. And I want to build a HoldCo that I can be proud of for decades, not just during the deal-closing moment.

This week made it clear that the ETA journey is deeply personal. Behind the frameworks and the strategy slides is a human being trying to integrate ambition with responsibility. The integration matters as much as the acquisition.

What Patience Really Means in ETA

Patience is a word that is used constantly in this world, but rarely understood. People say patience is important, but they often mean waiting for the right deal to show up in their inbox. True patience is different. It is the willingness to grow at the speed required for genuine competence. It is the willingness to say no when a deal does not fit your values. It is the willingness to let your identity evolve before taking responsibility for a team of real people.

This week reminded me that patience is not passive. It is active discipline. It is saying to yourself that becoming a thoughtful owner takes time, and that rushing will only produce regret later. It is building a mindset that does not collapse when everything happens at once.

Looking Toward 2026 With Intention

As I think about the next twelve to eighteen months, I see 2026 as a year of realignment. A year in which personal life, professional life and my search stop pulling in different directions. A year where relocation becomes possible, where stability returns, and where I can dedicate deeper energy to the acquisition path without fragmentation.

This year, 2025, already feels like a bridge year. A year of refining filters, strengthening community, clarifying strategy and building the foundation on which the next chapter will stand. I want to enter 2026 with a clearer identity as a buyer, a clearer direction for Wakonda Ventures and a deeper sense of what I am actually willing to own. Not theoretically, but in reality.

My conversations this week made me see that long-term alignment matters far more than short-term velocity. Real ownership requires both internal and external stability, and that is what I am building toward.

One Collaboration I Am Still Open To

I mentioned previously that I am open to one long-term remote collaboration alongside my own search. A few people reached out and asked for details. This is not a job posting or a formal role. It is a partnership with someone who wants a thinking companion during the early stages of their search or ownership journey. Someone who values depth over noise, reflection over speed and long-term judgement over short-term excitement.

The work would revolve around thoughtful deal review, identifying red flags and decision points, reading CIMs with an ownership mindset, conducting grounded market understanding and preparing for the governance realities of life after acquisition. The goal is not to be an analyst or an operator, but a partner in clarity.

If you feel this is relevant to you, reply to this email or send me a message via LinkedIn. There is no pressure and no urgency. I will only take on one such collaboration, and it will become clear organically whether the fit is right.

👉 Let’s talk!​

Closing Reflection

When I look back on this week, what stands out is not exhaustion but a quiet sense of growth. It was a week that demanded resilience. It reminded me that the ETA journey is not a performance but a transformation. That the challenges are not evidence of misalignment but signs of evolution. That the emotional weight does not disqualify you from ownership but prepares you for it.

If your week looked anything like mine, with too many responsibilities and too little clarity, I hope this letter reminds you that it is normal. Every person who eventually buys a business lived through weeks like this. They just did not write about them.

Hit reply. Share your thoughts. I am happy to read every single one.

Until next Monday,

Alexander

In the last newsletter, I pulled the curtain back a little on what the past weeks have looked like from the inside. I wrote about the early days of ETA Amsterdam, about the RSM ETA Conference in Rotterdam, and about what it feels like to move through this space not just as a student of entrepreneurship through acquisition, but as someone actively building a path into ownership. It was a more personal broadcast than usual, and the replies I received showed me that many of you are quietly standing in a similar place: still in motion in your own careers, still preparing, still learning, but already committed to this idea of buying and stewarding a small business.

Since then, nothing explosive has happened on the outside. There was no big announcement, no signed deal, no dramatic career pivot. But internally, some things have become clearer. December is a good month for that. The world is still noisy, but there is slightly more space to think. And in that space, three ideas have started to crystallise in a way that I can no longer ignore. They are not brand-new ideas, but they have moved from the background into the foreground. They are shaping how I look at potential acquisitions, which conversations I prioritise, and where I want to position myself in this ecosystem.

Today’s newsletter is about those three ideas. One comes from the conversations and events of the last weeks, especially Rotterdam. One comes from a book I have on my nightstand. And one comes from a question that keeps returning whenever I think seriously about AI and the future of work. Together, they are quietly defining what kind of owner I want to be and what kind of business I am actually willing to live with for a long time.

Where I Really Am Right Now

After Rotterdam, a few people asked me how I see my own path now. Am I going to launch a traditional search fund, raise a committed pool of capital, and go all in on that model. Am I looking for a job in private equity or at a HoldCo. Am I going to stay in my current role and just “think about” acquisitions on the side for another few years. There is a natural curiosity about which box someone fits into, because it makes it easier to categorise them.

The honest answer is that I do not fit neatly into any of the standard boxes, and I do not want to. I have explored the search fund model enough to know that it is not my path. Not because there is something wrong with it in general, but because it imposes a rhythm and a set of expectations that do not align with my temperament. A pre-funded search fund brings structure, mentorship, and a salary, which is attractive for many. But it also brings an obligation to exit, a layer of investor oversight, and a governance framework where your role as CEO is, at least in theory, replaceable if things do not go as planned. For someone who wants to be the long-term steward of a business, not just the operator for a defined investment period, that can feel like wearing the wrong suit.

What became clearer to me in the last weeks is that I want to build my path around ownership first and structure second. I want to own a small number of essential, real-world businesses under Wakonda Ventures, and I want to hold them for a very long time. I want capital partners who are aligned with that kind of horizon, rather than with a fixed exit date. I want governance that helps us think better, not governance that exists primarily to enforce a fund’s constraints. This does not mean ignoring discipline or ignoring investors. It means being honest about the kind of tension I can live with for the next decade.

So when I say I am in a “quiet” phase, it does not mean nothing is happening. It means I am making decisions that will be hard to undo later. I am narrowing my focus to certain types of businesses and letting other ideas die, including some that sounded clever but do not fit who I am. I am learning to be comfortable with the fact that this stage does not always produce screenshots and updates. It produces something more subtle: a clearer filter.

This filter has been influenced not only by what I see around me in the ETA community, but also by what I read when the day is done.

What I Am Reading: Jakob Fugger And The Old Roots Of ETA

In the evenings, I have been reading The Richest Man Who Ever Lived by Greg Steinmetz, the biography of Jakob Fugger. Most people today have never heard of him, but for a time he was arguably the most powerful businessman in Europe. He financed emperors, shaped politics, and controlled some of the most important mining and trading operations in his era. What makes him interesting to me is not the absolute level of his wealth, but the way he thought about business and power.

Fugger was not a startup founder in the way we use the word now. He did not spend his life dreaming up new products and building teams from zero. His genius lay in acquiring and controlling assets that already produced cash flow, and then using capital, information, and relationships to expand and defend those positions. He would finance a mine, secure the rights to the output, and ensure that his family was at the centre of the value chain. He understood that the person who owns the cash-flowing asset has more influence than the person who simply works in or around it.

What really stands out in Fugger’s story is his relationship with Maximilian I, the future Holy Roman Emperor. Maximilian was ambitious, charismatic and endlessly short on cash. He wanted influence. He wanted expansion. He wanted the Habsburgs not just to survive history, but to shape it. But wanting power without liquidity is like wanting a business to scale without working capital: the engine doesn’t turn. So Maximilian turned to Fugger. And Fugger didn’t just lend him money, he negotiated something far more enduring. In exchange for financing military campaigns and political manoeuvres, Fugger secured monopoly access to the richest silver mines of Tyrol, placing himself at the centre of Europe’s most vital economic artery. Silver was not just a commodity. It was coinage. It was government. It was leverage.

To me, that is the ETA mindset in its original form. Fugger didn’t chase growth stories or gamble on unproven markets. He tied himself to essential economic infrastructure; the kind of value that does not disappear when trends shift. And he understood the human side of deal-making: who needs whom, who makes decisions under pressure, who can be aligned through incentives, and where long-term control really sits. Every acquirer today faces a similar crossroads. Do you buy something that looks exciting in a pitch and in five years may not exist? Or do you secure the kind of business people will still rely on decades from now, and then invest yourself into its future? Fugger chose the latter. And reading his story reminds me that the difference between noise and power is often just the patience to own what matters longer than others are willing to.

What strikes me when I read about him is how similar some of his decisions feel to the way a modern HoldCo or ETA entrepreneur might think, even though he lived centuries ago. He paid attention to industries other people underestimated. He cared about who owed him money, and what that meant politically. He understood that if you extend capital to the right counterparties at the right moments, you can quietly shape outcomes far beyond the numbers on a ledger.

There is a passage in the book that describes how he approached risk. It does not romanticise him; he made bets that were uncomfortable and sometimes deeply controversial. But there is a thread that runs through his story: he was willing to tie his fate to assets and relationships he understood, and he was patient enough to let those choices compound. He did not need to be visible to be powerful. He needed to control the things that mattered.

Reading about Fugger reminds me that the logic behind ETA is not new. The idea of buying what already works, rather than always starting from nothing, is as old as trade itself. The difference today is that we have given it a name, we have wrapped it into a community and a playbook, and we are trying to adapt it to a world where technology can both amplify and destroy value very quickly.

When I put the book down, I do not think “I want to be Jakob Fugger”. That is not the point. I think about what it means to choose ownership over activity. I think about what it means to bind yourself to a small number of businesses and to see them as something more than “assets”. And I think about the responsibility that comes with that, especially when the world is changing as quickly as it is now.

That brings me to the third idea that has been on my mind: the question of which business models actually deserve to be acquired in a world where AI is not going away.

Thinking Ahead: Which Business Models Are Still Worth Buying

It is very easy, especially in ETA circles, to talk about valuations, multiples, and deal structures as if we are all operating in a steady environment. We look at trailing EBITDA, at recurring revenue, at customer concentration, and all of that is important. But there is a deeper question underneath the spreadsheet that we rarely ask out loud: is this business model going to matter in ten or fifteen years, or is it already being slowly eroded by technology, even if this year’s numbers still look healthy.

AI forces that question into the open. Not in a dramatic “robots will take over everything” way, but in a quieter, more uncomfortable way. If a business exists primarily to perform repeatable tasks that can be automated, then owning that business long term is like buying a building on a piece of land you know the sea is quietly eating away. The erosion is slow, but it is constant. Yes, you can still make money in the short run. Yes, someone will still buy those services for a few more years. But is that really what you want to tie your identity and your capital to.

When I look at potential acquisition targets now, I find myself asking a simple but unforgiving question: where does the human still make the real difference here. If the answer is “nowhere, really, the value is speed and low cost”, then I know that AI or some other form of software will eventually do it better. Not tomorrow. But soon enough that owning the business will become a game of defending shrinking margins and cutting costs instead of building something that gets stronger over time.

There are a few categories that feel particularly fragile to me. Businesses that are essentially packaging and reselling generic digital work, for example, without a clear niche or a deep relationship with the client. Agencies that exist mostly to produce content at volume. Back-office operations where the only promise is “we do the repetitive thing for you so you do not have to think about it”. Pure compliance functions that do not move into advice or insight. These are all vulnerable, because their core promise can be replicated and scaled by software that never gets tired.

On the other hand, there are business models where technology actually strengthens the underlying value proposition if it is used intelligently. These are usually the ones where the human is not there to push buttons, but to provide judgement, context and trust. An accountant who simply enters data into a system is at risk. An accountant who acts as a strategic financial partner, who understands the client’s business, who can interpret what the numbers mean and help navigate decisions, becomes more valuable when technology takes some of the manual work away. The same is true in many service businesses: if your real asset is the relationship, the local presence, the trust you have built, then AI becomes a tool, not a threat.

So when I think about what I want to acquire and own under Wakonda Ventures, I am increasingly drawn to businesses that sit in this second and third category. Essential services in the real world, where people will still need someone to show up, to decide, to coordinate, to fix, to advise, to translate complexity into something they can act on. Businesses that may not look glamorous on the outside, but are deeply embedded in how other people live and work. Business models where technology can help streamline operations, improve decision-making, and make life easier for staff and customers, but where it cannot replace the core human contribution.

This is not a neat formula. It is more of a feeling that guides the filter. When I look at a business now, I ask: is this somewhere I would be comfortable living as an owner for ten or twenty years, knowing that the world will change. Would I be proud to be associated with this sector. Does it feel exposed to the wrong kind of disruption. Or could I imagine using technology to make it stronger, calmer, and more robust.

These questions do not produce a perfect answer, but they remove a lot of noise. And that, in itself, is valuable.

One Collaboration I Am Opening Myself Up To

There is one more piece that has emerged from these reflections, and it is a bit more personal.

Over the last months, through the newsletter, ETA Amsterdam, Rotterdam, and many one-to-one conversations, I have noticed that there is a specific kind of support that many people in this space are looking for. They do not just want more tools or more templates. They are not looking for someone to do their operations for them. What they seem to need most, especially in the early stages of a search and in the first year of ownership, is a thinking partner.

Someone who is close enough to understand their specific situation, but not so entangled that they lose perspective. Someone who can read a CIM and notice the things that are not being said. Someone who has spent the last years immersed in questions of governance, delegation, founder transitions and knowledge transfer, and can bring that lens into real deals. Someone who is calm, honest and not trying to impress anyone.

Alongside my own search, I have decided to open myself up to exactly one long-term remote collaboration of that kind. I imagine it as a steady, thoughtful partnership alongside a searcher, a small HoldCo, an independent sponsor, or an ETA investor who values depth more than noise. It would be around ten to fifteen hours per week, fully remote, and focused on the early decision-making side of the journey rather than on operational firefighting.

The scope could include things like early deal screening and first-pass analysis, identifying red flags and decision points, reading CIMs with a critical, owner-oriented lens, doing market and sector research to make sure the target sits in a defensible space, and bringing in governance insights from my dissertation work to think about what happens after the deal closes. In other words, the slow, reflective part of ETA that often gets rushed because everyone is eager to “do” something.

This is not meant to replace a junior analyst or an intern. It is not a way to get cheap labour. It is a collaboration with someone who wants a consistent thought partner as they move from interest to ownership, and who understands that reflection is not a luxury, but a protective layer. Compensation will depend on the scope we define together. It is not a volunteer role, and I want it to feel fair for both sides, especially if it runs over a longer period.
​
If you are reading this and something about this idea speaks to you, or if you know someone who might appreciate working in this way, feel free to reply to this email or send me a short message on LinkedIn. There is no urgency and no pressure. I am opening only one such collaboration, and if the fit is there on both sides, we will know it when we talk.

👉 Let’s talk!​

Closing Reflection

When I look at these three ideas together, they feel connected. Clarifying how I want to own changes how I see history, and that in turn changes how I look at technology and the future. Reading about Jakob Fugger does not give me a playbook, but it reminds me that ownership has always been a serious role, not a side project. Thinking about AI does not make me anxious, it makes me more selective. And being more selective, in turn, makes me more comfortable with moving slowly, because I know I am not just chasing any deal; I am preparing for the right kind of responsibility.

If you are somewhere on a similar path, thinking about buying a small business, or already searching, or still sitting with the idea and wondering if you are “ready”, I hope this gave you a few things to reflect on. Not as advice from someone who has everything figured out, but as a field note from someone who is in the middle of the same transition.

Thank you, as always, for reading.

If something in this letter resonated with you, I would be happy to hear from you.

Warm regards,
​Alexander

This edition is a little different. It is not part of the six-part pre-acquisition series, and it is not a tightly focused deep dive into one concept. It is more personal and more open, a longer recap of where I’ve been over the last weeks as an aspiring acquisition entrepreneur, what I’ve been working on in the background, what I’ve learned about myself, and how that shapes the next steps for my HoldCo, Wakonda Ventures, for ETA Amsterdam, and for this newsletter itself.

From now on, I’ll be sending these broadcasts primarily through Kit, because it gives me a bit more space to experiment with structure and depth. I will still repost the essays on Substack, but I won’t be sending separate email blasts from there. Think of Substack more as an archive of my writing going forward, and Kit as the place where I send the letters in real time.

Today’s newsletter is a field report. It covers the last few weeks, the ETA conference in Rotterdam, my first public pitch, why the traditional search fund model is not for me, the emerging picture of the kind of business I want to buy, a new ETA project with Saxion University, the evolution of Buyout Diary and ETA Amsterdam, and some practical notes about meetups, sponsors and next steps.

It is long on purpose. This is where I connect the dots for myself as much as for you.

What The Last Weeks Actually Looked Like

If you could have followed me over the last month, you would not just have seen someone sitting behind a laptop writing conceptual pieces.

You would have seen long Google Meet calls with searchers and investors from the Netherlands, Germany, Greece, Spain and the UK. You would have seen me in conversations with people at very different stages of the ETA journey: some still in corporate roles, some already deep into ownership, some raising capital, some quietly admitting that they are unsure if they even want to run a company day to day. You would also have seen something less glamorous: a period of being ill, having to slow down, cancelling things, and then carefully rebuilding energy and focus.

Alongside that, there was a steady rhythm of reading, note-taking and thinking about my own path: what kind of business I actually want to acquire, what kind of owner I want to become, and how all of this interacts with the projects I am building around acquisition entrepreneurship like Buyout Diary, ETA Amsterdam, and my work as a mentor and advisor. It has been a mix of external motion and internal consolidation, of being “out there” and then processing what all of that really means.

These weeks did not look impressive from the outside in the way social media likes to present progress. There were no constant announcements, no endless stream of visible achievements. But they felt important. Because the work was less about doing more, and more about deciding which path I am actually willing to walk.

What I’ve Been Doing As An Aspiring Acquisition Entrepreneur

When you tell people you are working on acquiring a business, it can sound abstract. It sounds like something that happens on spreadsheets and in quiet negotiations. In reality, a lot of the early work looks like conversations, pattern recognition and personal calibration.

Over the last weeks, I have deliberately spent more time talking to people who are already ahead of me on this path: searchers who are midway through their journey, HoldCo founders who own multiple businesses, investors who have seen dozens of deals succeed and fail, and operators who run the companies acquirers buy. I asked them not only about structures and numbers, but about what their lives actually feel like. How they make decisions. Where they feel trapped. Where they feel alive.

These conversations were not always neat. They were full of contradictions and uncertainty. But that is exactly where the learning sits. What struck me is that most people are not stuck because of lack of information; they are stuck because of conflicting priorities, unclear identity, or fear of choosing one path and closing off others. In listening to them, I also heard myself more clearly.

At the same time, I continued to work on my own positioning. I refined my ideas about sector focus, about the size and type of business that fits my temperament, and about how I want to structure Wakonda Ventures as a HoldCo that can eventually own and govern several companies. And in between, I also had to accept that physical energy is not infinite. Being ill for a period forced me to reassess what is truly essential and what is just performative motion.

What I Learned About Myself In The Process

All of this has taught me more about myself than any framework could.

I realised that I have a strong need for autonomy and stewardship. I do not want to be a hired CEO in someone else’s structure, fully replaceable and reporting into investors who effectively control the business. I respect that model, but it does not fit who I am. I want to be the owner who sets direction, defines governance, and then brings in strong operators and general managers to run the day-to-day.

I also realised that my time preference is long. I am not in this for a quick exit or a narrowly defined IRR target. I want to build something I can hold and compound over time through Wakonda Ventures, and I want the freedom to make decisions that are aligned with my philosophy of ownership, not just with short-term optimisation. That means I am willing to move slower at the beginning if it increases the quality and autonomy of what I eventually own.

And I learned that I get energy from building systems and communities around a topic, not only from doing the thing itself. That is why Buyout Diary, ETA Amsterdam and my upcoming work with Saxion University do not feel like distractions. They feel like the ecosystem around the core: acquiring, owning and stewarding a company.

Rotterdam: A Conference That Functioned As A Mirror

One of the key events in this period was the ETA conference in Rotterdam.

It was the sort of gathering where you immediately feel that most people in the room are carrying similar questions, just at different stages and with different intensity. There were searchers, investors, operators, advisors and academics. Although there were panels and structured sessions, I found the conversations that took place between them in the corridor, over coffee and in small groups to be the most valuable.

What struck me there was the gap between how clean and structured the idea of ETA looks on slides and how messy it feels in people’s lives. On stage, models are presented, playbooks are explained, case studies are shared. Off stage, people talk about anxiety, about their families, about doubts around leverage and risk, about their own capacity to lead teams in unfamiliar industries. It made me even more convinced that we need to talk about the human side of acquisition entrepreneurship as much as the mechanical side.

Rotterdam also gave me something else: a clearer mirror of my own preferences. Being surrounded by so many people leaning into the classical search fund model made me realise, almost by contrast, where I stand.

👉 Click to read my LinkedIn post​

Why The Traditional Search Fund Model Is Not For Me

The conference helped me articulate something that had been in the background for a while: the traditional search fund model is not my path.

It is not that there is anything inherently wrong with it. It has created real successes and given many people a structured way into ownership. But when I look at my own temperament and philosophy of ownership, there are a few points of friction that I cannot ignore.

In the classical search fund model, you raise capital from investors before you even have a business. You search on their mandate. They pay you a salary during the search, and in return they receive control rights, preferred economics, and the ability, at least in principle, to replace you as CEO if things do not go the way they hope. Your ownership vests over time, and your position in your own company is, structurally, conditional.

For some people, that is exactly what they want: structure, mentorship, de-risked income, and a clear expectation framework. For me, it is the opposite of what I want. I don’t want my role as CEO to be something that can be quietly re-evaluated by a board according to a template. I want to be the principal and then invite partners and advisors into my structure, not the other way around.

I also know that I am more drawn to building a small, patient HoldCo where capital supports a long-term vision rather than dictates it. That means I prefer raising equity or forming partnerships deal-by-deal, with clear agreements, instead of entering a predefined governance structure designed for a generic searcher. Rotterdam made that clear enough that I could finally say it to myself without hesitation.

My First Public Pitch And The Business I Want To Buy

Rotterdam was also the place where I gave my first real public pitch.

Part of it was about ETA Amsterdam, which I’ll come to later. But part of it was about something more specific: the type of business I want Wakonda Ventures to acquire first.

That moment, standing there and putting my direction into words in front of people who understand the space, made everything feel more concrete. It is one thing to have ideas in your notebook; it is another to expose them to the room and see how they resonate.

My focus has now crystallised on acquiring a small accounting firm in the Netherlands, ideally with around ten to twenty employees. Not a giant corporate practice, and not a purely one-person bookkeeping office, but something in between: a firm that is big enough to have a team and client base, and small enough to be personal, human and transformable.

My long-term vision is not to run it as a traditional accounting shop, but to slowly build it into a CFO-as-a-Service platform for small and medium businesses. A place where clients don’t just get compliance and bookkeeping, but also financial insight, guidance, and eventually, broader support around cash flow, planning and decision-making.

This is still a direction, not a signed LOI. But saying it out loud, in public, helped move it from “idea” into “path”.

A New ETA Project With Saxion University

Parallel to all of this, another project has been taking shape.

From January to April, I will be working with the Saxion University of Applied Sciences in Deventer, contributing to their Master programme with a project on Entrepreneurship Through Acquisition. The idea is to bring ETA into an applied academic context: to introduce Master’s students to the concept of buying a business as an entrepreneurial path, to discuss models and governance, and to connect theory with what is happening in the SME market.

This is important to me for two reasons. First, it forces me to articulate my understanding of ETA clearly enough that it can be taught, challenged and refined. Second, it lets me give something back into the educational context where I came from myself, but with the benefit of practical research and current conversations.

It is another example of how my journey is not only about buying a business, but also about building an ecosystem of knowledge and practice around the idea of acquisition entrepreneurship.

What The Six-Part Series Did For Me

The six-part pre-acquisition series I wrote recently is only one part of this broader picture, but it still played a role in shaping my thinking.

Writing about investment theses, deal sourcing, capital and financing, negotiation, due diligence and closing forced me to sit still and think in a structured way at a time when a lot was happening externally. It made me articulate things that I believed intuitively but had never written down. In that sense, the series was as much for me as it was for anyone reading.

What I realised through writing is that ETA is less about “learning a playbook” and more about deciding what kind of owner you are willing to become. The mechanics are important, but they are downstream of identity, temperament and values. That realisation has informed how I think about my own HoldCo and the way I want to raise capital and choose partners.

If you want to revisit the last two parts of the series:

👉 Part 5 – Due Diligence Beyond the Spreadsheet​

👉 Part 6 – Closing the Deal and Entering Ownership​

They reflect many of the themes I’ve been living through recently.

Where Buyout Diary Is Heading

Buyout Diary started as a simple idea: to document my journey into acquisition entrepreneurship in a more thoughtful way than a Twitter thread or a LinkedIn post ever could. Over time, it has become more than that. It has turned into my thinking space, a place where I process interviews, research and experiences, and occasionally package them into something that might be useful to others on a similar path.

Going forward, I still see Buyout Diary primarily as a long-form reflection hub, not a content machine. That is partly why I am shifting the sending mechanism to Kit, while keeping Substack as an archive. I want the freedom to write pieces that are perhaps too long for the current content culture but honest to where I am intellectually and emotionally.

I’d rather publish fewer, denser, more considered pieces than chase frequency for its own sake.

Why I’m Building ETA Amsterdam

Alongside writing and research, there is another pillar: ETA Amsterdam.

ETA Amsterdam exists because I could not find the kind of room I wanted to be in. There are conferences, formal events and networking spaces, but I wanted something more intimate and consistent: a community where acquisition entrepreneurs, investors, advisors and operators in this region can meet regularly, exchange openly, and slowly build relationships that matter.

The group has grown faster than I expected. We are now over 130 people in the wider circle, with around thirty who regularly attend in-person sessions. The conversations have started to shift from “What is ETA?” to “How are you structuring your deals?” and “What are you seeing in your sector?”, which is exactly the kind of evolution I hoped for.

My aim is not to make ETA Amsterdam huge. It is to keep it serious, warm and useful. A place where people feel they can say, “I don’t know,” just as easily as “Here is what I’ve learned.”

Founding Partners, Sponsors And Spaces

As the community grows, the practical side becomes more real.

I am now actively looking for a small group of founding partners and sponsors who want to help shape ETA Amsterdam in its early phase. Not just by contributing money, but also by helping with infrastructure: offering meeting spaces or offices in Amsterdam where we can host sessions, providing support for organisation, or opening networks that are aligned with the idea of building a serious acquisition entrepreneurship ecosystem in this part of Europe.

I am not looking for logo collections. I am looking for partners who understand that what we are building here is long-term and relationship-driven.

If you are reading this and feel that you or your organisation might be a good fit as a founding partner or sponsor, the easiest way is simply to reach out directly. Reply to this email or send me a message on LinkedIn, and we can have a conversation about what this could look like on both sides.

👉 Let’s talk!​

A Practical Note On Meetup Contributions

With growth comes cost.

From January onwards, I will most likely introduce a €20 contribution per person for the ETA Amsterdam meetups. This is not about turning the community into a business. It is about covering very real costs: venue rental, equipment where necessary, organisational time, and making sure that the quality of the experience stays high as we move into more professional spaces.

Depending on the venue, it might sometimes be possible to include a first drink or some form of extra, but I do not want to promise something I cannot consistently control. What I can promise is that I will keep focusing on making these sessions worth your time, in terms of atmosphere, conversations and connections.

A contribution also has another effect: it creates a small but meaningful level of commitment. People who pay something, even a modest amount, tend to show up more intentionally. And I would prefer a room of twenty engaged people to fifty who are half-present.

👉 Updates and upcoming meetups → Join here​

Where I Am Now And What Comes Next

Standing here now, I feel in a transitional space.

Some elements are much clearer than they were a few months ago: the type of business I want to acquire, the structure I want for my HoldCo, the models that fit me and the ones that do not, and the role I want Buyout Diary and ETA Amsterdam to play in this ecosystem. Other elements are still forming: the exact path to my first acquisition, the pace of capital raising, the timing of major decisions.

My focus for the coming months is relatively simple to state, even if it is complex to execute:

• Continue building Buyout Diary as a place for deep reflection on ETA and ownership.

• Grow ETA Amsterdam as a serious, sustainable community for acquisition entrepreneurs and partners in this region.

• Sharpen and advance my own acquisition path in the accounting sector, including relationships with potential sellers, advisors and investors.

• And from January to April, contribute to the Saxion University ETA project, which will further refine and test my thinking.

I am deliberately not rushing beyond that. The temptation in this space is always to announce more than you have actually grounded. I would rather move slower and in alignment than fast in ten directions.

Closing Reflection

These last weeks reminded me that there is a quiet but important difference between talking about change and actually living inside it.

Talking about change is clean. You can structure it, present it, package it in frameworks. Living inside it is messier. It involves doubt, recalibration, unexpected turns, and the humility to admit when a model or path does not fit you, even if it looks appealing on paper.

I am sharing all of this here not because it is perfectly polished, but because I believe that transparency about the in-between phases is as valuable as polished case studies about the end result. If you are somewhere on this journey yourself, and thinking about buying a business, already searching, or moving into ownership. I hope some of these reflections give you a sense of companionship, or at least a few useful questions to ask yourself.

Thank you for reading, and for walking alongside this process in whatever way you do.

Warm regards,
​Alexander

For months, everything has moved at a certain rhythm. Calls, deadlines, documents, negotiations, revisions, pressure. Your days have been shaped by urgency and momentum. And then, suddenly, it is done. The signatures are signed. The transfer is completed. The emails become shorter. The intensity drops.

What remains is not celebration.
What remains is responsibility.

Most people imagine closing as a climax, a victorious endpoint where effort resolves into pride and relief. But for many acquisition entrepreneurs, the emotional reality is far more nuanced. There may be relief, but it often sits alongside stillness, even emptiness. A sense that something has ended, yet something far heavier has also begun.

Closing does not feel like arrival.
It feels like exposure.

Not because something went wrong, but because the momentum that once protected you from the full weight of ownership is gone, and what remains is now entirely yours.

The Emotional State Of The Final Stretch

The final weeks before closing are often the most psychologically dangerous, not because the stakes increase, but because your energy quietly decreases.

By the time you reach this stage, you have lived inside uncertainty for months. You have carried conversations with lawyers, investors, and sellers. You have made hundreds of decisions. And as that cognitive pressure accumulates, it does not disappear. It shifts form.

Judgement does not fail spectacularly.
It becomes more tolerant. More permissive.

You start tolerating things you would have challenged. You ask fewer difficult questions. You crave closure more than clarity.

This stage is often a blend of decision fatigue, fear of walking away, anticipatory relief, and identity uncertainty. And this combination is where many acquirers make subtle but costly mistakes. Not because they lack intelligence, but because they are tired of carrying unresolved tension.

And yet, this is exactly the moment where discipline matters most.

Fatigue is not a signal to accelerate.
It is a signal to become more deliberate.

The Moment Of Closing

The moment itself is rarely dramatic.

There is no cinematic shift, no emotional explosion, no grand victory feeling. There is only a signature, a confirmation, a transfer.

But the transformation is not legal.
It is psychological.

Until this point, risk was shared. With sellers. With advisors. With capital partners. After closing, risk becomes personal. Not because others disappear, but because responsibility now has a single centre: you.

This is why many people experience a strange anticlimax. Their mind does not celebrate. It prepares. It understands, on a deeper level, that what just happened is not a reward, but a transfer of exposure.

Closing is not the end of the deal.
It is the beginning of your exposure.

From Negotiator To Owner

The day after closing brings a silent shift in your role.

The conversations change. You are no longer persuading or aligning. You are now present inside the reality you negotiated for. The seller gradually becomes a figure of the past. Advisors, who once surrounded every decision, slowly step back.

And for the first time, you realise that many of the voices that guided you through the deal are now gone.

What remains is the organisation and you.

This is where many first-time owners experience a form of quiet loneliness. Not isolation from people, but isolation in final responsibility. There is no one left above you in the decision chain. Only inward judgement and outward consequence.

How The Organisation Interprets Your Arrival

When you enter the business as the new owner, you are not seen simply as a person. You are seen as a symbol.

A symbol of change.
A symbol of risk.
A symbol of potential.

Long before you act, people interpret. They project meaning. They fill silence with assumptions.

In the early weeks, you will often encounter:

• Relief, because uncertainty has ended

• Anxiety, because the future is unclear

• Loyalty testing, from those assessing how you lead

• Silent observation, from those waiting before they position themselves

In this phase, your presence matters more than your plans.

You are not there to transform yet.
You are there to stabilise meaning.

The Danger Of Moving Too Fast

After months of preparation and tension, many acquirers feel an urge to finally act.

• To implement.

• To change.

• To rationalise.

• To prove competence.

This is understandable. But it is often reactive rather than strategic.

Speed creates the feeling of control.
Action gives emotional relief.
But change, when it precedes understanding, can quietly destroy what you haven’t yet mapped.

• You may disrupt relationships you didn’t know sustained the company.

• You may collapse informal systems you didn’t know existed.

• You may damage a trust balance you haven’t yet earned.

This is why one of the most counter-intuitive truths of early ownership is:

Sometimes the most strategic move after closing is controlled inaction.

Not passivity.
But intentional restraint.

Because speed without understanding does not create progress.
It creates fragility.

The Danger Of Moving Too Slow

On the other side lies another risk: paralysis.

Some acquirers, fearful of damaging something delicate, withdraw into endless observation. They delay decisions. They hide behind analysis.

But organisations need orientation. People don’t need change immediately, but they do need to feel that leadership has arrived.

There is a difference between patience and avoidance.

Patience creates grounding.
Avoidance creates drift.

In the early phase of ownership, you may not change much yet, but you must still communicate clarity, presence, and intent. Silence does not feel like stability. It feels like absence.

The First 30 To 90 Days

The early months of ownership are not about control. They are about positioning.

Not redesigning the business, but understanding its emotional and operational geography.

Your real priorities during this phase are to:

• Understand informal power structures

• Build relationships with key people

• Establish clear communication rhythms

• Gain visibility over cashflow and decision processes

• Create trust through consistency rather than authority

These are not technical actions.
They are relational and psychological ones.

Presence before process.
Understanding before restructuring.

Entering The Post-Acquisition Phase

For many, the acquisition story ends at closing.

In reality, that is where the most complex part begins.

Post-acquisition governance, delegation, principal–agent challenges, leadership transitions and cultural integration are where long-term outcomes are decided.

Over the past years, I have spent a significant amount of time researching this phase, not only through practice but also academically and through in-depth conversations with acquisition entrepreneurs, HoldCo founders and operators. What strikes me is how consistent the patterns are.

Most acquirers prepare deeply for the deal.
Very few prepare for what follows.

If you are entering your post-acquisition phase and feel that it would help to have someone think alongside you, you are welcome to reach out. Simply reply to this email or message me on LinkedIn. We can speak openly about your situation and how I might support you in an advisory capacity. No hard sell. Just a conversation.

Because this phase, more than any other, defines what ownership will actually feel like.

The Identity Shift From Searcher To Steward

One of the least discussed aspects of closing is the identity vacuum it creates.

For months or even years, your identity was tied to searching, analysing, evaluating, pursuing. That energy disappears almost overnight.

No more hunt.
No more pipeline.
Just reality.

What remains is stewardship.

Searching is powered by adrenaline.
Stewardship is powered by endurance.

One defines you through pursuit.
The other defines you through responsibility.

This shift can feel disorienting at first. But it is also where depth begins. You are no longer defined by what you are chasing, but by what you are willing to carry.

The Quiet Loneliness Of Ownership

Real ownership carries a subtle solitude.

Not because you are alone, but because responsibility becomes quiet. No one else carries it fully. No one else absorbs the final weight.

You may have investors, partners, and advisors. But ultimately, decisions rest with you.

Ownership is not control.
It is consequence.

And learning to live with that quietly is part of the role, not a flaw within it.

Ownership Is Not An Event, It Is A Condition

Closing is often treated like a milestone.

In reality, it is a doorway.

Not into celebration.
But into continuity.

Ownership is not a moment.
It is a condition you choose to live within.

A daily relationship with decisions, consequences, people, and time.

The world sees a transaction.
What actually begins is stewardship.

Final Reflections

Closing a deal changes how you look at business. But if you go through it consciously, it also changes how you look at yourself.

It teaches you the difference between momentum and meaning, between winning and carrying, between acquisition and stewardship.

If this broadcast helped you reflect differently on that transition, then it has done what it was meant to do.

Thank you for reading.

If these reflections resonated, feel free to share them with someone who is currently approaching their own closing or stepping into ownership.

Warm regards,
Alexander

You are still speaking with the seller. The deal still looks exciting. The vision is still alive. But something changes in how you look at the business. The curiosity becomes heavier. The optimism becomes quieter. The language in your head starts moving from possibility to consequence.

That moment is due diligence.

Most people think of it as a technical stage. A box to tick. A phase where accountants arrive, lawyers take over, spreadsheets grow complex and reports get thicker. But that is a surface interpretation. In reality, due diligence is where the psychological transition begins. It is the point where you slowly move from buyer to future owner, whether you realise it or not.

• Before due diligence, you are mostly imagining.

• During due diligence, you are confronting.

• After due diligence, you are either walking away or stepping into responsibility.

The quality of your due diligence does not determine how good your deal looks. It determines how clearly you see the life you are about to enter.

What Most First-Time Acquirers Get Wrong

Most first time acquirers misunderstand what due diligence really is.

They reduce it to financial diligence. To EBITDA. To cash flow. To normalised profit. They believe that if the numbers look clean and the model works, the deal is safe enough. But small business acquisitions are not won or lost in spreadsheets. They are won and lost in the invisible layers that exist between people, habits, structures and decisions that were never formally written down.

When you acquire a founder led business, you are not buying a financial model. You are inheriting a living system shaped by years or decades of human behaviour. The numbers only show the results of that behaviour. They never show the behaviour itself.

That is why real due diligence is broader. It is financial, but also:

• Legal

• Commercial

• Operational

• Cultural

• Psychological

It is about understanding not only how the business makes money, but how it survives. Not only what it has achieved, but how fragile or resilient that achievement really is.

For many beginners, this is a shock. Particularly for those with corporate or financial backgrounds. They assume that because they have seen diligence processes before, they know how this works. But diligence in large corporations and diligence in small owner managed businesses are entirely different realities.

In large companies, information is structured. In small businesses, information is often fragmented, personal and sometimes intentionally vague. Many critical things live in conversations, habits and relationships rather than data rooms. If you are not prepared to step into that ambiguity, you will either miss important risks or be falsely reassured by polished documents.

This is why due diligence is not about becoming an expert in everything. It is about understanding the process well enough to ask the right questions, interpret what you hear and recognise your own blind spots as a future owner.

Financial Diligence: Behaviour Hiding in Numbers

Financial due diligence is not about proving the business is profitable. It is about interpreting what the numbers say about how the business behaves.

• Margins are not just ratios. They reflect discipline.

• Cash flow patterns reveal how the company handles stress.

• Add backs show you what the owner considered normal.

In small businesses, financial statements often contain noise, personal expenses and inconsistencies. But that noise is information. It tells you how the founder thinks about boundaries, structure and sustainability.

Clean numbers do not automatically mean a healthy business.
Messy numbers do not automatically mean a broken business.

The real question is why.

• Why do the numbers look like this.

• What behaviour created this pattern.

• What happens when the founder is no longer there to hold it together.

Financial diligence is not just an audit of the past. It is a preview of the habits you are about to inherit.

Legal Diligence: Protecting Future You

Legal due diligence is about protecting your future self.

Not the excited self imagining ownership.
But the tired, responsible self who will live with the consequences two or three years from now.

That version of you will not remember how positive the conversations felt. He will only live with the contracts you chose to accept.

This is where hidden realities often live, such as:

• Supplier agreements that lock you into unfavourable terms

• Side arrangements with long standing partners

• Family members on payroll with indefinite contracts

• Guarantees, leases or obligations that no one mentioned in the first meetings

Not necessarily out of malice, but because small business owners build complex realities over time without always formalising them properly. Sometimes they are not even fully aware of what they have created.

Legal diligence is your chance to expose what time and habit have buried.

This is where I personally rely heavily on specialists. Not because I want to outsource responsibility, but because legal blind spots are quiet and slow and can be fatal later. But even when experts are involved, I do not want to disappear from the process. I want to understand what they see and why. Not just their conclusions, but their reasoning.

Because one day, the documents they review today will become your everyday reality.

Commercial and Operational Diligence: How the Machine Really Works

Commercial and operational due diligence is where the business reveals its true nature.

Not the story it tells, but the mechanics that make it function.

You are trying to answer questions such as:

• What really drives demand.

• How revenue is actually generated.

• Which relationships carry most of the weight.

• How dependent the company is on individuals rather than systems.

In many founder led companies, operations do not run on processes. They run on rituals and informal routines. The founder might believe they have stepped back, while in reality the business still depends on their presence in subtle ways.

This is why observation is more valuable than analysis. You have to spend time. You have to listen. You have to see how decisions are made, not just how they are presented.

What breaks after acquisition is rarely what was visible upfront.
It is what was silently holding everything together.

People and Culture: The Invisible Power Map

Then there is the layer most people avoid because it feels intangible: people and culture.

Businesses do not function on organisational charts. They function on relationships and trust. On informal hierarchies that are never written down.

During diligence, you are not just counting employees. You are mapping power.

Ask yourself:

• Who really holds influence here.

• Who do people go to when the owner is not there.

• Who is loyal to the founder rather than the company.

• Who quietly resists change.

• Who might leave the moment the deal closes.

These dynamics shape your first year as an owner far more than any financial model.

Culture is not a soft topic. It is an economic force dressed as psychology.

Informal Diligence: Listening to the Ecosystem

Another dimension that often carries more truth than internal data is what I would call informal diligence.

In small business ecosystems, half the reality lives outside the company. With:

• Suppliers

• Customers

• Accountants

• Lawyers

• Bankers

• Competitors

• Former employees

Speaking to them is not about seeking gossip. It is about understanding perception and pattern.

• How do outsiders describe this business.

• How do they describe the founder.

• What do they hesitate to say.

• Are there consistent themes across different conversations.

These conversations often reveal more than reports, especially in companies where little has ever been properly documented.

In small firms, much of the truth simply lives in people, not in files.

The Emotional Discipline of Due Diligence

Due diligence is also an emotional test.

By the time you reach this stage, you have already invested imagination, energy and time. You may have built a relationship with the seller. You may already see yourself in the building.

Now you must step back emotionally without becoming detached.

This is where many first time acquirers fail. Not because they lack skill, but because they lack separation. They start rationalising red flags. They start minimising discomfort. They start protecting the deal rather than questioning it.

But due diligence requires emotional discipline.

You are not trying to kill intuition. You are trying to prevent attachment from quietly distorting your judgement.

A useful question at this stage is:

Am I looking for the truth, or am I looking for confirmation?

The difference between those two determines whether diligence protects you or simply justifies a decision you have already made in your head.

The Cost of Clarity

There is also the question of cost.

Yes, due diligence costs real money. And for first time acquirers, those costs feel heavy. It is tempting to cut corners, delay certain reviews or skip external advisors.

But compare that to the cost of living with problems you could have uncovered:

• Hidden liabilities that drain cash flow

• Cultural breakdowns that push out key staff

• Employee conflicts you inherit without context

• Structural weaknesses you cannot easily reverse

Diligence is not expensive compared to years of ownership inside a flawed reality.

It is a cost of clarity.

And clarity is never cheap, but it is always cheaper than ignorance.

Staying Involved: Diligence as Ownership Training

Another mistake many beginners make is stepping back entirely once diligence begins.

They delegate everything. They wait for the final report. They lose proximity.

For me, diligence is where learning accelerates.
I want regular updates. I want conversations. I want to understand the reasoning behind concerns, not only the bullet points of a conclusion.

Because due diligence is not just risk management.
It is ownership training.

It teaches you how the business actually works. It shows you where the fragility is. It forces you to think like a steward rather than a speculator.

If you are not learning during diligence, you are missing the most valuable phase of transition.

Never Stop Sourcing

At the same time, it is critical that your deal sourcing does not stop.

Many people mentally commit too early. They stop looking. They stop talking to other owners. They close their pipeline and, without noticing it, make this one deal their only door into the future.

This weakens their judgement.

Because once this deal becomes their only option, their mind starts defending it instead of evaluating it.

Running your sourcing in parallel is not disloyalty. It is discipline. It keeps you psychologically balanced. It gives you distance.

And distance is clarity.

When Diligence Breaks the Deal

Most deals do not collapse in negotiation.
They collapse in diligence.

Not because of price, but because reality surfaces.

Because dependencies appear.
Because values misalign.
Because complexity reveals itself.
Because the truth no longer matches the story.

Walking away at this stage is not failure.
It is diligence working as intended.

A collapsed deal after serious diligence is not wasted time. It is a successful decision not to inherit a reality you cannot live with.

The Real Question of Due Diligence

Due diligence is not just about assessing a business.

It is also about letting the business reveal whether it fits the kind of owner you want to become.

It is a dialogue, not an audit.

And the final question is not whether the deal makes sense on paper, but whether you can live with the reality it represents.

Not the improved version you hope to build.
The current one you are about to buy.

Because ownership does not begin at closing.
It begins when you decide to see clearly.

Final reflections

Due diligence changes how you look at deals, but if you do it honestly, it also changes how you look at yourself.

It forces you to slow down when ambition wants speed.
It forces you to ask harder questions when excitement wants certainty.
And it reminds you that ownership is not a transaction, but a responsibility you choose to carry every day.

If this piece helped you reflect differently on your own process, I’m glad. That is all it was meant to do.

Thank you for reading.

If something resonated, feel free to share it with someone who is going through their own acquisition journey. These paths are quieter when walked alone, and clearer when reflected together.

Warm regards,
Alexander

If you have been following along, we have already completed three pivotal steps in your acquisition journey.

You wrote your investment thesis so that you know exactly what you are looking for.

You built a human, repeatable sourcing system so that deals start coming towards you.

You learned how to structure capital without losing control of the business you will one day own.

Today we step into one of the most emotionally complex moments in the entire ETA journey.

Negotiation.

Most people think negotiation is about price.

Founders think negotiation is about legacy, identity, and being remembered.

You think negotiation is about getting to a close.

But neither of those is fully true.

Negotiation is about safety.

You are asking someone who has spent twenty or thirty years building a company to place that world into your hands.

Their team.

Their customers.

Their identity.

You are not buying a business.

You are being evaluated as the next steward.

This is the part that no textbook on negotiation teaches.

This is not a corporate M and A transaction.

This is succession.

And succession is emotional.

The office with no chairs

Here is a scene that repeats itself in different cities and different industries, but it always feels the same.

You walk into the founder’s office for the first time.

The space is a time capsule.

Awards from 2004 hang on the wall.

A shelf holds three dusty mugs painted by grandchildren.

The desk is filled with stacks of paper, not spreadsheets.

The founder does not sit down.

Neither do you.

He stands with his arms crossed, because this does not feel like a negotiation to him.

This feels like judgement day.

If he gets this wrong, the faces in the framed photographs on his wall will suffer for it.

His team.

His customers.

His name in the community.

When most buyers open their laptop and immediately start talking about EBITDA adjustments and deferred payments, the founder’s body language shifts.

Something inside him says

“I need to defend myself.”

But when you open with

“I would like to understand what matters most to you in this transition”

everything changes.

He sits down.

He starts talking not about numbers, but about people.

And in that moment, without saying anything, you are negotiating.

Not for the business.

For his trust.

The emotional timeline of a founder

You cannot negotiate well until you understand what the founder is experiencing.

Most ETA acquirers underestimate this moment.

The founder is not thinking about valuation multiples or purchase agreements.

He is thinking about what he is losing.

When I interviewed acquisition entrepreneurs and investors for my thesis, there was a recurring emotional arc sellers go through. The words were different, but the pattern was always the same.

Stage 1: Hope

Finally someone is interested. Maybe this is the person who can take the business forward.

Stage 2: Fear

What if they ruin everything? What if I regret this?

Stage 3: Control

The seller starts to push back, not because of price, but because loss of control feels like death.

Stage 4: Letting go

When the founder feels seen, heard, and respected, letting go becomes possible.

If you rush the founder through these emotional stages, the deal collapses.

Even with a perfect LOI.

Even with excellent financing lined up.

Even when the business is a perfect fit.

Because people do not move forward when they understand.

They move forward when they feel safe.

Negotiation is emotional work disguised as financial discussion.

You are not negotiating price

You are negotiating three deeper questions.

1. Do you see what I have built

2. Will you protect my people

3. Can I trust you to finish what I started

When a founder pushes back on price, he is often pushing back on loss of identity.

He wants to know that the years he spent sacrificing weekends and holidays will be honoured.

He wants to know his retirement will not be defined by regret.

So before you talk about price, talk about continuity.

Talk about what stays.

Talk about what you admire.

Example sentence that changes the room:

I do not want to come in and make changes just to prove that I am in charge. I want to understand what makes this company special and protect it.

The moment a founder feels that their identity will not disappear the day you take ownership, the negotiation stops being a fight.

It becomes a partnership.

The calm advantage

One of the best acquisition entrepreneurs I spoke to described negotiation with a founder like this:

Negotiation is not closing them.

Negotiation is helping them arrive at their own decision.

When you stay calm and patient, you build a psychological dynamic called credibility by behaviour.

Most buyers move fast.

Most buyers talk too much.

Most buyers treat the seller as someone who needs to be convinced.

You will not.

You will ask questions.

You will take notes.

You will reflect back what you heard.

This is how you demonstrate what day one as the owner will look like.

You are showing how you handle tension.

You are showing how you handle uncertainty.

You are showing whether their team will respect you.

Calm is strategy.

The founder does not want a buyer

The founder wants a successor.

There is a big difference.

A buyer wants to extract value.

A successor wants to continue the mission.

A buyer asks

“What is the minimum seller note you will accept”

A successor asks

“What is most important to you in the transition of your people”

A buyer wants certainty.

A successor can hold uncertainty without letting it leak into the relationship.

And founders can smell the difference in seconds.

They want to feel that their life’s work is not a stepping stone to your next deal.

They want to feel chosen.

The moment that builds trust

Here is what I have seen again and again in the interviews, and in my own conversations with sellers.

There is always one moment that changes the relationship.

It is when you stop trying to prove yourself and start trying to understand them.

Example:

Buyer:

Help me understand what would make this transition successful for you in a perfect world.

Seller:

I want my team taken care of. That is all I care about.

Buyer:

What does taking care of them look like in your mind

Seller:

Do not cut benefits. Do not fire anyone in the first ninety days.

I have given my life to this company. They are like my family.

Buyer:

I can commit to that. In writing.

Seller silence

Seller exhales

Seller begins to trust

In that moment, you are no longer a threat.

You are a possibility.

Do not pitch. Mirror.

One of the fastest ways to build trust is what psychologists call reflective listening.

Instead of convincing, you mirror back what you hear.

Example:

Seller:

I want someone who respects the culture.

You:

Culture matters to you. You want someone who preserves what makes the team strong.

Seller:

Exactly

When someone feels seen, they stop defending.

And when the seller stops defending, negotiation begins.

How to talk about price without breaking trust

Talking about valuation is where most deals die.

The founder gives a number that reflects emotion, not finance.

You counter with logic, multiples, comparables.

You think you are educating.

They feel you are reducing.

Here is a much better approach.

Step 1

Acknowledge the emotional meaning of the number.

I understand this number represents many years of work and sacrifice.

Step 2

Frame valuation as something that protects the business, not you.

The structure we choose must allow the company to breathe after the transition.

Step 3

Offer options.

People protect what they feel forced into.

Example:

We can explore this price through a mix of upfront payment and staged payments. That allows us to maintain stability while still honouring your value.

Never say

“That price is too high.”

Say

“There are several ways we can make this price workable.”

Even if there are not.

Because you are buying possibility, not price.

Scripts you can use

(to guide the conversation without manipulation)

When the seller pushes for more cash upfront

I respect that. Let us explore how we can structure this in a way that keeps the company strong in the first year so that payments to you are secure.

When the seller keeps control too tight

I understand letting go is difficult. I would like us to define together what decisions you want to stay involved in during the transition and what you are comfortable delegating.

When the seller avoids answering questions

I am not in a rush. I want to fully understand the business so that we can build a fair agreement that honours what you have built.

When you need to slow things down

I want us both to make a decision we will be proud of in five years. Let us take a moment and make sure we are moving at a pace that respects the history of this business.

Never push.

Invite.

The truth about leverage

The founder believes you have the power because you have the money.

But in reality, in small business acquisitions the seller holds more leverage.

They can withdraw.

They can stall.

They can refuse to transition properly.

You cannot force trust.

You can only earn it.

The strongest leverage you have is not cash.

It is clarity.

When your thesis is clear, your sourcing system is running, and capital is aligned, you become someone with options.

Options create confidence.

Confidence creates calm.

Calm is leverage.

The only goal of negotiation

It is not winning.

It is not price.

It is not speed.

The goal is alignment.

Alignment between the founder’s emotional timeline

and your strategic transition plan.

If those align, everything else becomes a detail.

The final conversation

Near the end of a negotiation, there is always a final conversation.

You speak more softly.

The founder looks tired.

You both feel like you have already made the decision.

There is one sentence that unlocks the closing phase.

I will carry this forward with the same care that you carried it here.

And you mean it.

Because you are not buying a business.

You are becoming a steward.

Action section

Thirty minute negotiation prep

Open your notebook.

Answer these six prompts in writing.

1. What part of the founder’s story do you respect

2. What is the identity they will lose when they sell

3. How can you structure the first ninety days to make them feel safe

4. What three things must stay the same on day one

5. What three things can change later

6. What sentence conveys that you are a steward, not a buyer

Your ability to articulate continuity is your negotiation advantage.

Closing reflection

Negotiate like the person you want to become:

You are not here to close deals.

You are here to take responsibility for people, culture, and legacy.

Approach negotiation with patience.

Approach the founder with respect.

Approach the transition with care.

When you negotiate like a steward,you become the kind of owner employees follow.

When you negotiate like a partner, founders open doors that numbers never will.

If you found value in this edition, forward it to one person on the same path.

Thank you for reading, and thanks for doing the hard work.

Warm regards

Alexander

1. how to write your investment thesis so you know exactly what you are looking for, and

2. how to build a human, repeatable sourcing system that fits your style.

Today we move to a topic that most acquirers find intimidating at first and liberating once they learn how to do it well: raising capital.

There is a simple truth in ETA that is easy to overlook. Capital is not only money. Capital is permission. The type of capital you bring in will shape your freedom, your pace, your stress level, and your governance for years to come. So in this edition, we will get specific about how to choose the right money for the right deal, how to approach investors with clarity, and how to structure finance so that your future self will thank you.

Settle in. This is a deep dive you can work through in one sitting or in a few focused sessions. Keep a notebook handy. There are exercises you will want to complete while the ideas are fresh.

Mindset reset: capital follows clarity

Most first-time acquirers think the sequence is: find investors, then find a deal. The result is months of unfocused outreach that does not convert because the conversation lacks a spine. The correct order is the one you are building in this series:

Clarity of thesis → Sourcing discipline → Capital fit → Negotiation → Diligence → Close.

Investors do not need perfection. They need conviction. Conviction comes from clarity. If your thesis is narrow, your sourcing is consistent, and your pipeline shows signs of life, good capital is more likely to come to you than the other way round.

Reflection prompt
Write one sentence that captures your capital need.
Example: I am looking to finance a profitable, founder-led B2B services firm with 20 to 40 staff in the Randstad, with recurring revenue, stable margins, and a seller who is open to a staged transition.

Choosing your capital model: what game are you playing?

There is no perfect model. There is only the model that fits who you are, where you live, and how you want to work. Here is a clean comparison you can use to make a decision that suits your next five years, not someone else’s.

Self-funded acquisition

What it is: You run a lean search while working or consulting. You fund the close using a combination of your own cash, seller financing, bank debt, and minority investors if needed.

Strengths: Maximum autonomy. Ability to hold long term. Freedom to experiment.

Trade-offs: More personal risk. No salary during the search. Relationship dependent.

Best for: Operators who value control, can live lean, and have a clear niche with real deal flow.

Useful context: Self-funded stacks frequently combine senior debt, a seller note, and a smaller equity cheque. Earn-outs can bridge valuation gaps in capital-constrained cases.

Traditional search fund

What it is: A defined group of investors funds your search and later backs the acquisition. You draw a search salary and post-close salary.

Strengths: Downside protection during search. Strong governance. Access to experienced mentors.

Trade-offs: Board control shifts to investors. Often an expectation of a medium-term exit, though some investors support longer holds.

Best for: Full-time searchers who want structured mentorship and prefer not to carry search risk alone.

Useful context: See Stanford and Yale SOM materials on search fund structures and investor preferences. These outline vesting, board composition, and reporting norms in detail.

Independent sponsor

What it is: You search independently. For each deal you assemble equity from a small set of investors. You may receive promote economics and fees post-close.

Strengths: Flexibility deal by deal. Can scale into a HoldCo.

Trade-offs: Fundraising work repeats. Requires trust-based investor relationships.

Best for: Networked acquirers who want creative structures and long holding periods.

Quick test
Write three words that matter most to you across money, time, and control. For example: autonomy, patience, stewardship. Keep those words on the corner of your desk. They are your filter whenever a capital offer arrives.

Building the capital stack: what the money should look like

A sensible capital stack protects cash flow, aligns incentives, and leaves room for reinvestment. Here are the common building blocks, with practical comments to shape your deal. Where helpful, I include ranges reported by industry resources you surfaced.

Seller financing

The seller carries a portion of the price, paid over time. In small deals, seller notes often sit in the 10 to 30 percent range, with 3 to 5 year terms and rates a little above senior debt. Some markets report higher ranges, even up to 40 to 60 percent in smaller US deals when bank appetite is limited.

Why sellers like it: Better overall price, smoother handover, ongoing connection to legacy.

Why buyers need it: Lower upfront equity, less bank pressure, signal of confidence in the business.

Watch-outs: Default terms, security interests, intercreditor agreements, and whether payments are contingent on performance. Keep definitions simple and auditable.

Bank or term debt

Senior loan from a bank or private credit provider. Europe typically sees shorter maturities and lower LTV than US SBA operators enjoy. Loan terms of 5 to 7 years with 50 to 70 percent LTV are common in the Netherlands and Germany. Relationships with the Hausbank in Germany and early in-person dialogue matter.

Strengths: Reduces dilution. Enforces financial discipline.

Watch-outs: Covenants and amortisation pressure. Sensitivity to rate changes.

Tip: Speak with more than one lender early. Present yourself as an owner-operator with a plan, not as a pure financial buyer.

Equity capital

Cash from you and external investors.
Strengths: Cushion for surprises. Strategic value from involved investors.

Watch-outs: Dilution and corresponding governance rights.

Tip: Keep the number of investors small. Fewer voices, faster decisions. Investor psychology research in ETA shows preference for clear dilution models, performance-based vesting, and tight board mechanics.

Earn-outs and contingent payments

Portion of the price tied to hitting milestones. Up to 30 percent is common in some markets. This helps bridge valuation gaps and align incentives where there is uncertainty about future performance.

Watch-outs: Define metrics tightly. Avoid bespoke formulas. Choose revenue or EBITDA, set measurement periods and dispute processes in writing.

Working example: a two million euro purchase

Price: €2,000,000
Equity: €500,000 from you and two aligned investors
Seller note: €800,000 payable over four years
Bank loan: €700,000 over five to seven years
Debt service ratio target: keep combined annual debt service below 50 percent of normalised net profit

This is not a template to copy. It is a shape to learn from. Your goal is to protect cash, preserve control, and set a pace that allows operational improvement after the handover.

Exercise
Sketch three variants of your capital stack for the same price: capital lean, balanced, and capital rich. How does each variant affect cash flow, control, and your first year of breathing room?

Where investors actually come from

You do not find aligned investors by sending cold mass emails with a deck attached. You build a small circle of people who trust you because your process is visible and your thinking is consistent. Here are the highest yield sources.

Warm introductions
Ask three people you already know to introduce you to one investor who likes small companies in your geography. Do this only after you have your thesis and sourcing system running.

Practitioners with capital
Successful operators, boutique investors, and angels who prefer steady cash flows. They care more about your integrity and process than your polished pitch.

Deal-adjacent professionals
Transaction lawyers, accountants, and sell-side brokers often know investors who like your specific niche. Bring them real opportunities and they will reciprocate.

Communities that vet by behaviour
Not large groups where everything is performative. Smaller circles where people hold each other accountable. Show up every week with a pipeline update, not once with a big ask.

One-page asset
Maintain a single live page with your thesis filters, search geography, recent activity, and a two minute audio note explaining what you are looking for. It is easier for people to share than a heavy deck.

How to speak with investors so they lean in

Investors are humans with limited time. The fastest way to build trust is to show that you respect their attention. Keep it simple, clean, and consistent.

First email template

Subject: Brief intro and focus area

Hello [Name],

I am searching for a profitable small company in [region] with recurring revenue, 15 to 25 percent margins, and a founder who wants a thoughtful transition. I am focused on [sector or two sectors] and currently have [number] conversations in progress.

If this is the kind of deal you like, I would welcome a short call to compare notes. Happy to share filters, pipeline summary, and how I think about structure and governance.

Warm regards,
[Your name]

Keep it short. No attachments. Offer clarity and proof of process. You are signalling respect and calm.

First call structure
2 minutes: who you are and why this niche
5 minutes: your filters and sourcing rhythm
5 minutes: what a good deal looks like to you
5 minutes: how you think about alignment, governance, and post-acquisition plans
3 minutes: ask about their preferences and constraints
Close with a single next step. For example, you will share a one-page summary, and if a suitable deal arises, you will return with a light teaser and proposed structure.

What investors actually listen for
Is your scope narrow enough to be credible. Are you disciplined about process. Do you protect cash first. Do you have the temperament to lead an operator and speak with a seller respectfully.

Structure that protects you later

The heat of the deal is where most first-time buyers sign documents they later regret. Protect future you with a few non-negotiables.

Simple earn-out definitions
If metrics are complicated, disputes are guaranteed. Use revenue or EBITDA, set timing windows and verification rights.

Clarity about board rights
Agree in writing how decisions will be made, how many board seats exist, and what counts as a reserved matter. Investor psychology work in ETA consistently shows that trust grows with regular reporting, board clarity, and predictable cadence.

Fair but firm default terms on seller notes
You want the seller aligned, not paralysed. Balance security with an ability to operate.

Covenants you can live with
Model your first year with realistic assumptions. If your lender’s covenants require perfection, renegotiate before signing.

Incentives for your operator
Put in writing how your GM or CEO will share in value creation. This improves retention and lowers your day-to-day load.

Scripts for seller and investor alignment

Use these as starting points and edit to your voice.

The credibility bridge with a seller
I respect what you have built and I want to preserve the parts that matter most to you. I am not here to flip your company. My intention is to hold, improve the systems, and look after the team. I would like you to stay close for the first year as adviser. We can structure part of the price as a seller note so that you benefit from the stability we build together.

The alignment test with an investor
My priority is a stable, cash-flowing company that we can hold and improve. I prefer low to moderate debt, clean covenants, and a simple board. If you prefer high leverage and a forced exit, I am probably not your best fit. If you value patient compounding, I think we will work well together.

The short follow-up after a first call
Thank you for the conversation. Here is my one-page summary with filters, a snapshot of current activity, and how I usually think about structure. If a deal fits your preferences I will send a short teaser within the month, otherwise I will keep you posted quarterly so we do not waste your time.

Two real-world stack shapes you can adapt

Numbers are illustrative. The point is to see how shape changes behaviour.

Cash-protective shape for a services firm
Price: €1.5 million
Equity: €375k
Seller note: €675k over five years
Bank loan: €450k over six years
Target net profit post handover: €350k
Combined annual debt service target: under €175k
Why it helps: you buy breathing room to invest in people and systems in year one.

Growth-leaning shape for a stable niche manufacturer
Price: €4 million
Equity: €1.4 million
Seller note: €1 million over four years
Bank loan: €1.6 million over seven years
Expansion facility: €300k available for capex once KPIs are met
Why it helps: capacity to fund growth without returning to the equity well.

What is different in Europe

If you are operating in Europe, especially the Netherlands or Germany, the financing stack behaves differently to US SBA-backed deals.

Bank lending
Term loans of 5 to 7 years with 50 to 70 percent LTV are common. Relationships with the local bank and early in-person meetings matter. Dutch bank mark-ups are often tougher for very small loans, while larger, better prepared cases price more favourably.

Public support
In Germany, KfW programmes and regional development banks such as LfA or NRW.BANK provide guarantees, subordinated instruments and longer tenor options that can blend with senior debt. In the Netherlands, BMKB guarantees and other schemes can bridge security gaps for bank lenders.

Mezzanine and seller involvement
Subordinated debt and silent partnership forms are widely used. Seller notes in the 10 to 30 percent range are common and often priced a few points above senior debt. Earn-outs are frequently used to align interests in family businesses.

Takeaway
European buyers assemble from more varied sources, navigate stricter bank structures, and lean more on seller participation and public programmes than a typical US SBA buyer. Your power comes from preparation and relationships, not one magic product.

Action section: your 30-day capital plan

Open a fresh page. Work through this in one sitting. Do not overthink. Edit later.

A. Your capital model choice
My preferred model is: self-funded, search-backed, or independent sponsor.
Why this fits my next five years:

1. …

2. …

3. …

B. My capital stack template
Target price range: …
Equity range and likely partners: …
Seller note target as percent of price: …
Lender type and rough terms: …
Earn-out yes or no, and on what metric: …

C. My first five investors
List five names who already trust you. Next to each name, write one sentence that explains why your approach fits their values.

D. My first lender conversations
List two lenders you will speak to in the next two weeks. Prepare a one-page summary with filters, geography, and how you protect cash.

E. My update rhythm
Decide a cadence for investor updates. Example: first Friday of every month at 08:30, three bullets, under 150 words.

F. My covenant sanity check
List three covenants that would be hard for you to live with in year one. Make a note to discuss these before term sheet stage, not after.

Common traps and how to avoid them

Over-raising equity to feel safe
Dilution feels fine at the start. Later it constrains you. Match equity to real risk, not fear.

Underestimating the cost of speed
Fast money is rarely patient. If you value control, prioritise alignment over closing quickly.

Unclear post-close plan
Debt and equity are both easier to raise when your first hundred days are specific. Investors are underwriting your discipline more than your spreadsheet.

Too many investors
Four aligned investors who like you are far better than ten names who barely remember the call.

👉 If you want to start right now, download your free Capital Readiness Workbook here.

Get Your Free Capital Readiness Workbook

Closing reflection: raise money like an owner, not a fundraiser

You are not chasing approval. You are building a circle of partners who will help you steward an existing company and its people. When you speak from that place, capital conversations change. You become calmer. You ask better questions. You push back when terms do not make sense. You protect your time and your team.

Capital is a mirror. It reflects who you are and how you intend to build. Choose money that lets you be the owner you want to become.

If you found this useful, you may want to revisit Part 1 on writing your investment thesis and Part 2 on designing a sourcing system. The three together form a solid base for the next steps in this series, where we will cover negotiation with founders, diligence beyond the spreadsheet, and how to close with confidence.

Thank you for reading and for doing the hard work. If you have a question you want me to explore in this series, reply to this email. I read every message.

Warm regards,
Alexander

Writing an investment thesis feels clean. You set your filters, define your model, decide what you will buy and why.

But the morning after finishing it, a new reality begins.

You open your inbox and see brokers, teaser decks and introductions. Suddenly there is too much information and very little direction.

The shift from clarity to action is the hardest step for most acquirers. The thesis is theory; sourcing is navigation. It is like starting a new round in Age of Empires: the map is hidden by fog. You know the landscape exists, but you can only see a few steps ahead.

The question becomes: how do you explore the map without losing your compass?

From Thesis to Terrain

Your thesis gives you orientation. It defines what “fit” means.

But the market will test that definition again and again. You will open twenty teasers and reject nineteen. You will wonder whether you are too selective or too slow. That is completely normal.

Sourcing is where conviction meets friction.

Every “no” confirms your filters. Every irrelevant lead strengthens your discipline.

The deals you walk away from are just as important as the ones you pursue.

Keep your thesis visible on your desk or phone. Read it each week. It will remind you why you started and what you promised not to compromise.

👉 Back to the prevouis week broadcast: Clarity Before the Chase: Writing Your Investment Thesis

The Myth of Deal Flow

There is a persistent myth that great acquirers have great deal flow.

People boast about how many opportunities they review each month. But deal flow is not about quantity; it is about quality.

Reviewing hundreds of poor-fit businesses wastes energy and erodes judgement.

The best acquirers usually close one deal for every hundred they see, not because they chase volume, but because they filter with intent.

Think of it as mining, not fishing. You do not need to cast a wider net; you need to dig where the geology fits your thesis.

If your thesis says you want profitable, recurring-revenue B2B services between one and three million in turnover, then every construction company, café or startup deck that crosses your desk is noise.

Filtering faster helps protect your attention. Attention is your scarcest resource.

The Four Sourcing Channels

Every buyer, no matter how experienced, relies on four basic paths to find deals. The difference lies in how deliberately they use them.

a. Brokered Opportunities

Brokers and online platforms are the easiest place to start. They teach you valuation ranges and industry language.

Yet they attract competition and inflated expectations. Sellers often believe their company is worth more than it is because someone told them so.

Use brokered listings as education, not destination. Build relationships with honest intermediaries who understand your criteria. A few good brokers can become reliable allies.

b. Proprietary Outreach

This is where real sourcing begins.

It means contacting owners directly through letters, emails, introductions or simply walking into workshops and offices.

Most founders are not “for sale”. They are quietly considering what comes next. A respectful letter that explains who you are, what you look for and how you preserve continuity speaks louder than a generic enquiry.

Authenticity opens doors.

You might send fifty letters and receive three replies. Two will say no. One will start a conversation that matures over months. That is success.

c. Referrals and Introductions

Accountants, notaries and lawyers often know succession stories years before the public does.

Cultivate those relationships. Meet them for coffee, share what you search for and follow up with a short monthly update.

The secret is reciprocity: give first. Send insights, invite them to events or share helpful resources. When you prove reliability, they will remember you when a client mentions retirement.

d. Inbound and Visibility

Publishing your perspective turns reputation into leverage.

Articles, podcasts or local talks signal clarity and seriousness.

When you speak about succession, patient capital or long-term stewardship, the right owners recognise themselves in your message.

Being visible is not self-promotion; it is signalling alignment.

If a seller already trusts your values, negotiation becomes a continuation of that trust.

Thinking Like a Seller

Many buyers stop at these four channels. The better ones step into the seller’s shoes.

a. Go Where Owners Gather

Attend local trade fairs, business breakfasts or chamber events.

Older founders still read regional papers and attend community functions.

A quiet conversation at a Rotary lunch can open more doors than months of email.

b. Talk to the Ecosystem

City marketing offices, municipal development agencies and even journalists often know which family firms are succession-ready.

They welcome successors who care about keeping jobs local. A five-minute chat can reveal more than a week of research.

c. Use Print and Physical Presence

For owners aged 55 to 70, letters and local ads work better than digital campaigns.

A short printed note, professionally designed and personally signed, can be powerful in a world flooded with email.

d. Walk the Streets

One acquirer spent Fridays visiting industrial parks, noting which companies looked quiet or newly renovated.

Three months later, one of those visits became his first deal.

Feet on the ground still beat algorithms.

These human touches do not replace structured outreach; they make it real. When both run in parallel, sourcing turns from mechanical to meaningful.

Building Your Sourcing System

Discipline turns opportunity into progress.

You do not need a fancy CRM, a spreadsheet or Notion table will do, but you need structure.

1. Mapping

List your sectors, geography and size range. Write clear criteria: revenue, profit, business type, customer base, owner profile.

2. Outreach

Set weekly goals that feel achievable but consistent:

25 letters, 5 calls, 2 new relationships.

Track every contact and status.

3. Follow-up

Most relationships form in the second or third conversation.

Set reminders. Check in after three weeks, then three months. Respect rhythm; persistence beats pressure.

4. Reflection

End each week with fifteen minutes of reflection.

Which sectors responded best? Which conversations felt promising?

Refine your filters through real experience.

Sourcing is logistics, not luck.

The European Reality

Europe’s private-company market is personal and fragmented.

Information is often hidden behind relationships.

In the Netherlands, notaries and accountants are gatekeepers.

In Germany, chambers of commerce track ownership changes.

In Spain or Italy, local banks still play a role in succession.

Trust matters more than speed.

A reputation for professionalism spreads quietly but effectively.

Start locally. Attend regional events, collaborate with advisors and publish short guides for founders on preparing for succession.

When you give first, advisors begin to see you as a safe pair of hands.

The Psychology of Sourcing

Sourcing tests patience more than skill.

Rejection and silence become routine. Other acquirers announce success while you wait for replies that never come.

Remind yourself: this is a season, not a sprint.

Every “no” is information. Each unanswered letter protects you from the wrong deal.

Momentum matters more than mood.

Once you accept that progress is emotional as much as operational, rhythm becomes your anchor.

When motivation dips, revisit your thesis. Read it aloud. It reconnects you to purpose.

Sourcing is emotional endurance dressed as admin work.

Designing Your Weekly Rhythm

Momentum is built on habit.

Here is a pattern used by many disciplined acquirers:

• Monday: review pipeline, plan outreach

• Tuesday to Thursday: execute letters, calls, meetings

• Friday: reflect, update notes, adjust filters

This rhythm creates predictability. One quiet hour per day compounds faster than random bursts of activity.

The goal is to make sourcing part of life, not an occasional campaign.

Turning Conversations into Trust

Not every conversation should end in a pitch.

Some owners need months to process the idea of selling. Others are simply curious. Treat each interaction as the beginning of a relationship.

Ask about their story, their staff, their values.

People decide emotionally, then justify logically.

If you stay curious and respectful, they remember you.

A “no” today can turn into a “maybe” next year. An advisor who declines your offer might later recommend you to someone else.

Your reputation compounds faster than capital.

Practitioner Examples

Across interviews and field stories, certain patterns repeat:

• A northern-European acquirer walks ten factories each Friday; six months later one visit became a signed LOI.

• Another keeps quarterly coffee meetings with local accountants; two introductions led to real deals within a year.

• A small-town buyer published a simple “How to Prepare for Succession” guide; it generated steady inbound calls.

Each approach favours consistency over speed, humanity over automation.

That is the quiet craft of sourcing.

Action Section: Build Your Sourcing Blueprint

Use these prompts to shape your own sourcing plan.

1. Choose your three main channels

Which mix suits your temperament and resources: brokered, proprietary, referrals or inbound visibility?

2. Define your seller profile

What age, motivation or situation best matches your model?

What emotional needs might this person have?

3. Set your rhythm

How many letters, calls or meetings per week feel sustainable?

When will you review progress?

4. Create your tracker

Columns: name, company, contact date, stage, notes, next step.

Keep it simple enough that you will actually maintain it.

5. Reflect monthly

Which outreach types yielded replies?

Did you adjust any filters based on real feedback?

You can record these answers directly in the Deal Sourcing Workbook, a fillable document you can download and customise for your own search.

👉 If you want to start right now, download your free Deal Sourcing Workbook here.

Get Your Free Deal Sourcing Workbook

Closing Reflection: The Patience Game

Finding the right deal is quiet work.

No algorithms, no shortcuts, only clarity, consistency and curiosity.

The best acquirers do not chase everything; they attract the right few.

Because when your thesis, your tone and your outreach align, the market eventually recognises you.

Stay patient. Keep refining.

The right deal will not feel like luck; it will feel like recognition.

Next week’s edition explores Funding the Dream – how to finance an acquisition without losing control.

Until then, keep your compass steady.

Warm regards,

Alexander

But beneath all that activity, there’s a quiet uncertainty. You’re not sure what you’re chasing or why.

Most of us begin there. We fall in love with the idea of buying a business long before we know which one, or what kind of life we actually want to live once we own it. It feels productive to look for deals, to send emails, to network. But it’s also a distraction from the hard, quiet work that really matters: thinking.

Writing your investment thesis is not an administrative step. It’s the first act of ownership.

Because what you write now will shape every deal you see, every investor conversation you have, and every decision you make later when things get complicated.

If you skip this stage, your search will feel like walking in fog. You’ll confuse motion for progress. And worse, you’ll risk buying the wrong company, one that might fit your spreadsheet but not your soul.

This is the first installment of a six-part Buyout Diary series about the journey of acquiring a business, from developing an investment thesis to sourcing, financing, negotiating, conducting due diligence, and finally, taking ownership. But before any of that begins, there’s something deeper to explore: the power of clarity.

The Thinking Season

Every acquirer goes through a period that I call the thinking season. It’s the stretch between knowing you want to buy a business and knowing which business you should buy.

It’s an uncomfortable stage. The world tells you to move fast, but your future depends on slowing down.

In this season, there’s nothing visible to show. No LOIs signed, no capital raised, no impressive LinkedIn updates. It’s just reflection, the kind that feels unproductive but creates the deepest leverage later.

It’s during this silence that conviction forms.

Conviction doesn’t come from activity alone. Rather, it comes from alignment, when your ambitions, values, and model finally point in the same direction.

If you’re in this stage now, don’t rush out of it.

Use it.

Spend mornings reading, afternoons walking, evenings writing. Talk to owners. Visit factories. Observe how people work. You are, in effect, rehearsing ownership.

That’s where the investment thesis begins. It begins not on Excel, but in awareness.

Why Clarity Comes Before Capital

When I first began shaping my own HoldCo, I thought I needed capital.

What I actually needed was clarity.

Every investor conversation began with the same question:

“So what do you buy, and why?”

It sounds simple, but it’s astonishing how many people in ETA can’t answer it clearly. They know what others are buying, but not what fits them.

If you can’t explain your strategy in one sentence, then you don’t have a thesis yet; you only have an intention.

And that’s fine. That’s how it starts. But the difference between people who close deals and those who drift isn’t funding. It’s focus.

A thesis is the antidote to distraction.

It stops you from chasing every opportunity that lands in your inbox. It filters noise, it attracts the right people, and it disciplines your search before the real pressure begins.

But more importantly, it reveals your temperament.

The type of business you purchase and how you purchase it reflects the type of owner you are.

What You’re Really Writing

When you sit down to write your investment thesis, you’re not producing a document for investors. You’re writing a personal operating system for ownership.

It’s a declaration of what you believe about business, value, and time.

Every professional thesis, whether for a HoldCo, search fund, or private equity firm, addresses a set of timeless questions:

• What kinds of businesses will you buy?

• Why do they create enduring value?

• How will you operate or govern them?

• What risks are you accepting, and which will you never tolerate?

• What does success mean to you, not just financially but personally?

The beauty is that your first draft doesn’t need to be right. It only needs to be honest.

Your thesis will evolve as your understanding deepens. But it will also serve as a mirror. Every paragraph will quietly show you what you value, what you fear, and how you think.

When I wrote mine, I realised that what I wanted wasn’t just freedom.It was stewardship. It was the privilege of continuing someone else’s legacy with care and integrity. That realisation changed everything: my filters, my financing philosophy, even the industries I looked at.

That’s what writing does. It shows you who you are becoming.

Know Your Model, Know Yourself

Before defining what you’ll buy, you must decide how you’ll buy it.

Each acquisition model carries not just a financial structure, but an emotional architecture.

The HoldCo model suits the patient. It’s for builders who think in decades, not exits. The goal isn’t speed but compounding, and the aim is to create a small ecosystem of businesses that can grow quietly, guided by governance rather than pressure. But the trade-off is solitude. You’re building without a set finish line, often without external validation. You must find meaning in the work itself.

The Search Fund model offers structure and mentorship. You receive a salary, investor support, and guidance from those who’ve done it before. But the trade-off is oversight. Investors expect accountability and an eventual exit. If you value autonomy above all else, that can feel like constraint.

The Self-Funded model sits between the two. You have total independence, but also total exposure. Every decision, whether good or bad, is yours. The risk is not financial alone, but emotional. Many burn out trying to do everything alone.

So before choosing your model, ask yourself:

What kind of tension can I live with?

There is no perfect path. Only the path that fits your temperament, your family, and your philosophy of ownership.

Your thesis will crystallise once you’re honest about that.

Define Your Investment Filters

Once your model is clear, you can start defining your filters, which are the parameters that keep your judgment sharp when excitement rises.

Most experienced acquirers eventually develop a mix of quantitative filters and qualitative filters that shape how they see the world.

Quantitative filters might include:

• Annual revenue range (e.g. €1–3 million)

• EBITDA margin (e.g. 15–25%)

• Recurring revenue share (e.g. 70%+)

• Geographic focus (e.g. within two hours’ drive)

Geography might sound like a boring subject, but it’s not. Your operational radius defines how you’ll live. If visiting the business twice a week becomes exhausting, you’ll quietly start resenting ownership.

Clarity on geography is clarity on lifestyle.

Qualitative filters might include:

• Founder-owned and succession-ready

• Essential B2B or service-based industries

• Low customer concentration

• Culturally aligned with your values

These filters aren’t barriers; they’re anchors. They prevent emotional drift when deal fever sets in.

But filters alone aren’t enough. You also need an investment rationale, which is a clear explanation of how this type of business creates durable value.

Maybe the sector is fragmented, ripe for consolidation.

Maybe you bring operational expertise that others lack.

Maybe you simply love the business model and could see yourself owning it for decades.

Whatever the reason, your rationale must be simple enough to explain to a friend over lunch. If you can’t, it’s not yet clear.

Micro-Proof Your Thesis

Here’s something rarely discussed: you don’t have to get your thesis “perfect” before moving. You can test it in small, low-risk ways and quietly.

Talk to five business owners in your chosen sector.

Ask them what keeps them awake at night, what’s changing in their market, and who’s buying businesses like theirs.

Visit trade fairs, read industry magazines, shadow a local firm for a day.

Each conversation will either confirm or reshape your direction.

I call this micro-proofing your thesis: small acts of research that make the abstract concrete.

You don’t need AI tools or massive databases at this stage. You need proximity. You need to feel what real ownership would be like in that world.

If your energy rises after these interactions, you’re in the right space. If it drains you, pivot early.

Micro-proofing is how clarity becomes conviction.

Understand Risk Before It Finds You

A credible thesis doesn’t hide risk; it integrates it.

Professional investors respect honesty far more than optimism.

When you name risks clearly, you show maturity, and self-awareness.

In small business acquisitions, the usual dangers are familiar:

• Dependence on the selling founder

• Hidden employee turnover

• Customer concentration

• Excessive leverage

• Cultural mismatch after takeover

The goal isn’t to eliminate risk, but to know which ones you are equipped to manage.

If you come from a finance background, operational chaos might stress you out less than cash-flow volatility.

If you come from operations, you might tolerate messiness but hate debt.

Your thesis should reflect that alignment.

Remember: risk management starts with self-knowledge, not spreadsheets.

Define How You’ll Create Value

Every strong thesis answers three questions:

Why this industry? Why now? Why you?

This is where you explain how your ownership actually adds value.

Will you grow margins through better systems?

Will you build a roll-up strategy across fragmented markets?

Will you focus on people and process improvements that unlock hidden profit?

The levers don’t need to sound revolutionary. In fact, the best ones are simple: structure, clarity, communication.

The real insight is this: your edge often comes from who you are, not what you do.

If your background is in finance, governance might be your advantage.

If you’ve led teams, cultural alignment could be your strongest asset.

Articulate how your personality and experience intersect with the business model. That’s where investors and eventually sellers will sense authenticity.

The One-Page Thesis

Ultimately, all of this information should be condensed into a single page: your investment summary.

It should state:

• What you buy: sector, size, and location.

• Why it works: your investment rationale.

• How you grow it: value-creation plan.

• How you protect it: risk and governance approach.

• What success looks like: your 5–10-year horizon.

That page is more than a summary. It’s your compass.

You’ll use it to filter deals, guide investor talks, and keep yourself centred when the noise of the market pulls you in all directions.

When you revisit it a year later, you’ll see how your thinking has evolved. This is proof that ownership begins long before acquisition.

The Quiet Discipline of Writing

Writing your thesis is emotional work.

It’s easy to read, talk, and plan. It’s much harder to sit in a quiet room with your own ideas and no distractions. But that discipline is the same one you’ll need later as an owner. This discipline is the ability to think alone.

So take two hours this week.

Find a silent space.

Start with one sentence:

“I acquire companies that…”

Finish it honestly.

Don’t polish it, don’t perform. Just write until it feels like you.

Then refine it using this structure: rationale, filters, risks, and value creation.

When you’re ready, use the Investment Thesis Workbook I’ve prepared to transform your notes into a living document. This isn’t homework; it’s self-definition.

👉 If you want to start right now, download your free Investment Thesis Workbook here.

Get Your Free Investment Thesis Workbook

Closing Reflection

Before you source, raise, or call a single broker, write it down.

Because if you don’t know what you’re looking for, you won’t recognise it when you find it.

An investment thesis is not just a business plan.

It’s a statement of identity. It shows the world and yourself who you are, what you stand for, and what kind of owner you are becoming.

When I finally wrote mine, everything aligned.

The industries made sense. The model fit. The financing conversations felt natural.

Writing down my goals clarified not only the kind of company I wanted to buy, but also the kind of person I wanted to be while owning it.

That’s the real beginning of every acquisition journey.

Next week:

We move from clarity to action by discussing how to build your sourcing engine without losing focus.

Until then, remember:

Clarity is capital.

And the first deal you ever make is with yourself.

Because no matter how sharp your spreadsheet is, how clever your structure looks, or how much capital you’ve raised once the deal closes, your success depends on one question: ​Who runs the business, and how do you lead them?

That’s what today’s broadcast is about. Not just hiring. Not just delegation. But the mindset shift from being the “acquirer” to being the owner-leader, the one who sets the tone for everything that follows.

The Mirror of Ownership

When you acquire a company, especially a small one, there’s a moment right after the closing papers are signed when reality hits: you now control something living, breathing, and full of people.

And here’s what many first-time acquirers discover the hard way, which is that the operator you hire (or the one you choose to keep) will reflect the kind of owner you are.

→ If you’re insecure, you’ll hire someone you can control.
→ If you’re thoughtful, you’ll hire someone who complements your weaknesses.
→ If you’re long-term oriented, you’ll find someone patient enough to grow with you.

It’s not about finding “the perfect CEO”. It’s about understanding yourself well enough to know what kind of leadership you’ll empower once you’re no longer in the building every day.

The Founder’s Dilemma Reversed

In traditional entrepreneurship, founders build from scratch. They’re hands-on, immersed in every detail. But acquisition entrepreneurs buy something that already exists. They buy a machine that runs. It may run imperfectly. But it still has deep founder DNA imprinted across every corner.

The challenge isn’t to build it from zero, but to step into stewardship.

That’s a different skill entirely.
You’re not the “hero” any more. You’re the architect of governance.

This is where the Founder’s Dilemma flips. Founders struggle to let go of control; acquirers struggle to define the right level of control.

→ Should you stay involved in operations, or step back?
→ Should you let the new CEO make mistakes, or intervene early?
→ Should you replicate your old playbook, or let the business teach you how it works?

Most acquirers underestimate just how psychological this transition is. In interviews, I conducted, almost every HoldCo founder said the same thing in different words:

“At first, I thought delegation was about tasks. Then I realised it’s about trust.”

That’s the moment where ownership becomes leadership.

The Operator Fit Framework

Finding an operator isn’t like hiring a manager.
It’s closer to finding a business partner, someone who will turn your investment into reality.

And yet, too many acquirers make the same mistake: they rush the process. They see competence, confidence, and a clean CV and assume it’s a match. But operator fit is not about credentials, it’s about chemistry, culture, and cadence.

Here’s a simple way to think about it:

The strongest owner–operator relationships have all four aligned.
The weakest break down because one was never discussed.

This is why, before hiring anyone, it’s worth taking time to write your Operator Blueprint, a one-page reflection on what kind of person can truly carry your vision forward.

What Arnault, Buffett, and the HoldCos Know

If you look at masters of delegation such as Bernard Arnault and Warren Buffett, as well as many of today’s HoldCo founders, you will see that they all share one core trait: they hire exceptional managers and then give them the freedom to lead.

Arnault runs LVMH with over seventy-five CEOs, each managing their own maison. He doesn’t meddle in every campaign or product. But he governs through rhythm, which involves consistent reporting, cultural alignment and strategic reviews.

Buffett does the same. He once said:

“I don’t tell the CEOs of Berkshire companies what to do. I just tell them what not to do.”

Both embody what I call trust with structure, a leadership approach where autonomy thrives inside clear boundaries.

In the small business world, the same logic applies. Whether you’re acquiring a €3 million manufacturing firm or a €5 million service company, your job as owner is to design the conditions for leadership success, not to play the operator yourself.

As one HoldCo founder told me in an interview:

“You can’t scale if everything flows through you.”

Governance is the scaffolding that lets delegation work. Without it, everything collapses back into chaos.

The Leadership Shift

In your first year as a business owner, it’s easy to fall into the habit of being involved in every aspect of the business, from attending every meeting to approving every invoice and replying to every customer. This can feel responsible, even heroic.

But the truth is: If your operator cannot act without you, it means you haven’t delegated; you’ve just duplicated yourself.

The leadership shift happens when you realise your real value is not inside the day-to-day. It’s above it.
It’s in capital allocation, talent selection, and strategic discipline.

To operate like a HoldCo, you must think like one.

And that means transitioning from “doing” to “deciding.”
From “managing” to “mentoring.”
From “control” to “confidence.”

The Action Section → Write Your Operator Blueprint

Let’s make this practical.

Grab a notebook or open a blank page. This is your short leadership exercise.
It’s designed to help you define what kind of operator your business and your personality really need.

Step 1: Define Your Role

👉 Ask yourself:
​What kind of owner do I want to be?​
Do you see yourself as the strategist, the builder, or the mentor?
Your operator should complement that, not replicate it.

Step 2: Describe the Ideal Operator

👉 List three qualities beyond experience:
e.g. “Calm under uncertainty”, “Empathetic but decisive”, “Resilient communicator.”
Then, describe in one sentence what success would look like after two years of working together.

Step 3: Set the Governance Rhythm

👉 Decide your ideal interaction pattern:
Weekly calls? Monthly board reviews? Quarterly deep dives?
Governance works when expectations are explicit.

Step 4: Draft Your Alignment Framework

👉 Write down:

• What decisions will always stay with you?

• Which ones are delegated fully?

• What are the red lines?

The clearer this is before hiring, the fewer conflicts later.

Step 5: Reflect on Emotional Fit

👉 Finally, ask the hardest question:
​Would I trust this person to run the business while I disappear for three months?​
If the answer isn’t yes, keep looking.

That’s not about perfection, it’s about peace of mind.

7. Why This Matters More Than Ever

The ETA movement is growing fast. Across Europe and the U.S., thousands of acquirers are buying small businesses every year. But many underestimate the second phase. This is the human phase.

Money closes the deal. People make it work.

When you delegate to the right operator, you don’t just gain time, you multiply outcomes. You unlock scale. You preserve culture. You build something sustainable enough to outlive your own attention.

Every HoldCo that compounds for decades, from Berkshire to Chenmark, have one thing in common:
​they treat leadership as a system, not an accident.

📍 Community Highlight

We’re co-hosting the next ETA Amsterdam meetup with Flippa. It’s an evening where business owners, investors, and acquisition entrepreneurs can discuss growth, exits and digital acquisitions. Hear insights from Flippa on global acquisition trends and from me on how digital deals complement traditional buyouts. Then stay for networking, drinks, and real conversations with like-minded operators.

👉 Register here

Closing Reflection

The operator you hire will always reflect the owner you are.

If you’re thoughtful, humble, and strategic, you’ll attract people who think that way too.
If you lead by control, you’ll find yourself surrounded by dependency.

And so the real question becomes:
👉 Who do you need to become to lead the kind of operator your business deserves?

That’s the quiet work.
That’s the leadership gap between acquisition and ownership.
And that’s where transformation begins.

When you change how you lead, everything under your ownership changes too.

Hit reply. Share your thoughts. I am happy to read every single one.

Until next Monday,

Alexander