The Newcomer's Guide to M&A, Part 2
Off-Market, On-Mission: How to Source Purpose-Aligned Opportunities
What Even Is an Off-Market Deal?
If you’ve started poking around the world of small business acquisitions, you’ve probably heard the phrase: “The best deals are off-market.”
It’s true. Off-market deals often mean less competition, more alignment, and room to get creative with structure. But what does “off-market” really mean?
Simply put, these are businesses that aren’t listed on marketplaces or represented by a broker. In many cases, the founder hasn’t made a formal decision to sell. But with the right approach and the right buyer, they might be open to the conversation.
Why Buyers Love Off-Market
Here’s why off-market deals are so appealing:
Less Competition: You’re not bidding against a dozen other buyers.
Deeper Alignment: You’re more likely to find a seller who cares about legacy, employees, and impact, not just price.
More Flexible Deal Terms: Off-market sellers are often more open to creative deal structures that serve both sides.
But these deals aren’t just sitting around waiting for you. You have to go out and find them, strategically and thoughtfully.
Why It’s Hard to Go Solo
But…let’s be real: sourcing off-market is hard work.
First-time buyers often start by setting up marketplace alerts, emailing business owners, or scrolling through broker listings. That’s a great start, but it only scratches the surface and the sourcing process can become overwhelming fast.
Here’s where many buyers hit a wall:
Hours spent researching, still targeting misaligned companies
Struggling to get responses or build trust with sellers
Not knowing how to articulate what makes them a good buyer
Losing momentum while juggling their day job or current business
Even seasoned acquirers know sourcing is a full-time job. That’s why many hire in-house deal teams or bring in outside help.
What a Good sourcing Partner Can Actually Do
Working with a buy-side sourcing partner (like Up & Over Advisors) doesn’t mean giving up control. It means getting strategic support, so you can spend more time evaluating great fits, and less time chasing cold leads.
A good sourcing partner will:
Get clear on your goals, values, and ideal acquisition profile
Identify and reach out to aligned companies on your behalf
Vet seller interest and facilitate early conversations
Keep momentum going while you stay focused on your day-to-day
Most importantly, if you're a mission-driven buyer, your outreach has to reflect that. Many off-market sellers care deeply about who takes over. That’s why every message we send is values-first and relationship-driven.
It’s Still Your Deal, We Just Help You Find It
Partnering with a buy-side sourcing firm doesn’t mean giving up control. You still lead the diligence, negotiations, and final decision-making. Our role is to get you in the room with the right people and the right companies. The ones that truly align with your goals and values.
Want Help Finding the Right Company?
[Click here] to get a detailed overview of how Up & Over Advisors supports purpose-driven buyers in sourcing aligned, off-market opportunities.
You stay focused on the big decisions. We’ll handle the heavy lift.