16: Inside 47 Acquisitions: What Experienced Buyers Look for in a Successful Acquisition

David Turner, CEO of Velocity Now and former CRO at IHS, joins the show to unpack what truly drives successful business exits. With firsthand experience leading 47 acquisitions and scaling IHS from $320M to $1.8B, David offers rare insight into the buyer’s mindset. Founders will gain actionable strategies to prepare for sale, avoid common missteps, and understand how to position their company for maximum value.

Key Takeaways

• Acquirers often buy because they’re struggling with organic growth.
• Private equity buyers face increasing pressure from extended fund cycles.
• Founders must dilute their own delusion about earn-outs and post-sale roles.
• Most successful acquisitions start with strong personal rapport at the leadership level.
• Presenting all risks upfront builds credibility and avoids downstream surprises.
• Tell your company story consistently—long before you plan to sell.
• Time kills deals; speed and decisiveness are critical on both sides.
• Due diligence always finds skeletons; buyers care more about how you handle them.

Links & Resources

• David Turner

  • Website: http://velocitynowllc.com/
  • Email: [e-mail]

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