Deal Sourcing

The Most Useful Voice at the AI-in-M&A Summit Had Nothing to Sell

What 16 AI deal tools and one finance VP taught me about what is actually worth paying for.

Their Best Target Was a Name They'd Already Passed On

On Tuesday I said AI is the tool and judgment is the product. This is what that looked like on one engagement: their target list against the one we built, and the call behind every change.

PE Is Hot in 2026. Most Practices Still Won't Get the Call.

Healthcare deal value jumped in Q1 while the number of deals fell. The money is paying premiums only for the practices that are ready.

You're not short on targets. You're short on intelligence.

Why 13-touch sequences underperform in healthcare - and what the firms closing consistently build before the first call.

Same Market. Different Buyer. Wrong Doctor.

The same physician can be a Tier 1 target for one buyer and a hard pass for another. Why thesis comes before universe.

Why Your Best Targets Transact With Someone Else

Your call sheet isn't stalled because the names are wrong. It's stalled because they all look the same.

Every Auction in Your Feed Creates 20 to 40 Targets You Won't See

Seven major March auctions just signaled the "Shadow Universe." If you aren't at the table in 60 days, your competitors will be.

Every Bank and Every Platform Is Competing for the Same Physician. The One With Better Intelligence Wins.

Sell-side banks and buy-side platforms both call it "sourcing." They mean completely different things. But they share the same problem - and the same advantage when they solve it.

I Mapped Every Sourcing Tool in Healthcare M&A. They All Miss the Same Thing.

Your team is spending $100K+ a year on data platforms. The analyst is still building the list by hand.

Pre-LOI Diligence Is Killing Your Pipeline

Another group submitted while we were still building the model.

Your BD Hire Is Going to Fail. You Built the Pipeline in the Wrong Order.

Most platforms pay $300K for a BD hire to spend three months building the target list. The list should be built before they start.

How PE-Backed Platforms Beat the Bankers and Stay Out of Auctions

82% of relevant deals never cross your desk. Here is how to fix that.

Your Corp Dev Team Is Running a 2026 Pipeline with 2020 Capacity

The bottleneck nobody in healthcare M&A is talking about.

How I Used AI to Build a Pipeline of Acquisition Targets in One Afternoon