The Buyer Funnel: From Thousands of Opportunities to One Deal

Table of Contents

• Welcome to the M&A Mindset!

  • Interesting Infographic

  • M&A Topic Briefing

  • Articles of Interest

  • Educational Resources

  • Spreadsheet Tips & Tricks

  • Good Reads This Week

  • From The Benchmark Blog

  • Industry Associations

  • Lighten Up!

  • M&A Merch

INTERESTING INFOGRAPHIC

Each week, I feature a visually engaging infographic that distills a key M&A subject area into an easy-to-digest format. These quick reference guides aim to deliver clarity, insight, and practical understanding at a glance.

The Buyer Funnel: From Thousands of Opportunities to One Deal

M&A TOPIC BRIEFING

In this section, I provide a clear, concise overview of a specific topic, trend, or concept within the realm of M&A. The goal is to educate, inform, and spark discussions on relevant subjects, helping you deepen your knowledge and better navigate the complexities of M&A more confidently.

Why Deals Stall (Even When Price Is Agreed)

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ARTICLES OF INTEREST

• Goldman Sachs CFO Expect M&A Momentum To Continue Into 2026 - Goldman Sachs’ CFO says the strong pace of mergers and acquisitions is expected to continue into 2026. He cited a resilient economy, lower financing costs, and rising corporate confidence as key drivers of M&A activity, noting strong performance in big-ticket transactions and financial sponsor-led deals.

• Middle-Market M&A at the Close of 2025: What To Expect in 2026 - Middle-market M&A was on firmer footing in 2025 as improving financing conditions and narrowing valuation gaps helped buyers and sellers reconnect after a cautious period. Heading into 2026, deal activity is expected to remain steady, with well-prepared businesses and those with strong fundamentals best positioned to transact.

• M&A For Small Business - 5 Issues to Consider - Small business M&A involves more than valuation — buyers closely review compliance and operating fundamentals, including whether the business is in good standing, any UCC financing claims, required licenses, and the strength of intellectual property. They also check for anti-money-laundering risks to avoid legal complications, highlighting the importance of thorough due diligence.

• Six Common Sales Challenges in M&A - Sales integration is one of the most underestimated risks in M&A, with misaligned incentives, processes, cultures, and go-to-market strategies often undermining deal value post-close. Early alignment and disciplined integration planning are critical to protecting revenue and realizing synergies.

• Why The Holidays Are The Perfect Time To Start An M&A Process - The holiday season offers a unique opportunity for M&A preparation, allowing sellers to get ahead of the competition by organizing data, refining metrics, and clarifying their strategic story while buyers are less active. By engaging thoughtfully during quieter weeks, founders can arrive in the new year ready to launch conversations and capture attention quickly when the market “wakes up.”

EDUCATIONAL RESOURCES

• Wall Street Oasis: Elite Modeling Course

• Coursera: Introduction to Finance & Accounting (Wharton - UPenn)

• Wall Street Prep: How To Build A 3-Statement Model

• Corporate Finance Institute: Introduction to Mergers & Acquisitions

• Data Camp: Financial Modeling in Excel

SPREADSHEET TIPS & TRICKS

Master Financial Modeling from Elite Practitioners

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GOOD READS THIS WEEK

FROM THE BENCHMARK BLOG

My firm, Benchmark International, a global, award-winning sell-side M&A company, has a ton of great resources that help anyone considering selling or buying a business get more educated on all aspects of the process. Below is just one helpful article. Check out Benchmark International for many more useful articles, news, and resources.

• Exit Ready: Why a Business Playbook Drives Higher Valuations

INDUSTRY ASSOCIATIONS

Trade Associations in the M&A Industry

• Association for Corporate Growth (ACG)

• Alliance of Mergers & Acquisitions Advisors (AMAA)

• The M&A Advisor

LIGHTEN UP!

In the fast-paced world of M&A, we can sometimes take things (and ourselves) a bit too seriously, so it’s good to remember to enjoy a lighter moment now and then.

French Bank Director Fined Over Use of Nicknames for Colleagues - It's all fun and games until it costs you $40k…

M&A MERCH

Here’s a find for us finance folks to grab some M&A-inspired swag. Stuff for those of us that speak fluent EBITDA. If you find others that have great deal-themed gear, send them this way so we can let everyone know. Enjoy!

• Merch & Acquisition Co. - Dress Like You Just Closed