How BAMA Uses Market Research to Build Better Deal Lists
At Business Acquisition & Merger Associates (BAMA), building the right buyer list is a critical driver of value for our sell-side clients. In the lower middle market success depends on reaching buyers who are both strategically aligned and capable of closing. Our approach emphasizes focus, qualification, and certainty rather than volume.
We begin by researching recent, comparable acquisitions to identify buyers who have already demonstrated interest in businesses like our client’s. This market research is supported by tools such as ZoomInfo, GraspAI, and Private Equity Info, which help us validate buyer activity, investment criteria, and acquisition history. An important part of this analysis is understanding how a buyer plans to fund a transaction. Whenever possible, we assess whether a buyer is investing from committed capital or would need to raise funds, as unfunded buyers can introduce delays and execution risk.
Each potential buyer is then ranked into one of three tiers. Tier 1 buyers have direct experience in the sector and have committed capital in place, making them the most likely to close. Tier 2 buyers meet one of those criteria but not both. Tier 3 buyers lack both sector experience and committed funding and are excluded from outreach to protect our clients’ time and confidentiality. While we market broadly, we distribute information narrowly to only the most qualified buyers that we view as a strong strategic and cultural fit that gives us a high probability to close.
By combining rigorous market research with over 20 years of building long-standing relationships with private equity firms, financial buyers, and non-PE strategic acquirers, we already have a clear understanding of who is actively investing in specific industries and at what scale. By blending market research, capital certainty, and institutional knowledge, BAMA builds buyer lists designed to maximize efficiency, protect confidentiality, and ultimately deliver stronger outcomes for our clients.
Business Acquisition & Merger Associates (www.buysellyourbusiness.com), a Charlotte, NC advisory firm, assists business owners in growth recapitalizations, business transfers to financial or strategic buyers, and management buyouts. BAMA also helps companies grow by providing buy-side sourcing services that identify potential add-on acquisitions to expand geographic footprint or add strategic products and capabilities.