Case Study:
Closing in 5 Months Inside a 24-Month Clock
When this searcher launched a funded search, they had what most searchers want:
A clear goal: buy and run a good business
Committed investors
A defined 24-month window to find and close the right deal
Five months later, they had acquired a SaaS business in the property management space and stepped into the CEO seat.
This is the story of how we used the first 30 days to jumpstart their search with enough structure and momentum to turn a 24-month clock into a five-month search-to-close.
Important note: My work with this searcher was focused on the pre-acquisition phase only. I did not advise them post-close.
Overview
Where We Started
This searcher’s starting point was different from many first-time searchers.
Before stepping into their funded search, they’d spent time as an intern at a firm I worked with earlier in my career. That exposure gave them a front-row seat to:
What it takes to create real deal flow
How prospecting and follow-up actually work in practice
The uncomfortable parts of the sales side of search—picking up the phone, handling “no,” and keeping a pipeline moving
So when they launched the search:
They understood that search is a sales job
They were more comfortable with owner outreach than most first-time searchers / ETAs
They wanted to move quickly inside their 24-month window
That context matters. The result is impressive—and it’s also a reflection of where they began.
Phase 1: The First 30 Days – Building the Foundation Together
We worked closely during the first month.
The goal was simple and ambitious:
By around Day 31, this searcher would be in the market, talking to owners with a real search engine under them—not just a list of to-dos.
We focused on four main areas.
1. Structure
We made sure the basic scaffolding of the search was in place:
A clean, appropriate entity structure
A simple, professional web presence for credibility
A dedicated business email—not a personal address—so outreach felt serious and consistent
This gave the searcher and their investors confidence that the search was “real,” not experimental.
2. Tools
Next, we put their tools in service of the search (not the other way around):
A CRM configured specifically for an ETA search
Clear pipeline stages that reflected how real deals move
QuickBooks Online set up with a simple chart of accounts, search budget, and investor-ready reporting
Basic reporting so we could see activity and momentum at a glance
The goal was not complexity. It was clarity:
Who is in the funnel? What happened last? What happens next?
3. Focus
We sharpened who belonged in the pipeline and who didn’t:
Clarified the search thesis and Ideal Target Profile
Built an initial target list that matched both the searcher’s interests and investor expectations
Talked through “false positives”—businesses that look appealing on paper but don’t really fit the criteria
This focus meant they didn’t waste early energy chasing every possible opportunity.
4. Rhythm
Finally, we translated the plan into a weekly operating rhythm:
Dedicated outreach blocks on the calendar
A simple follow-up cadence for owners and intermediaries
A short list of activity metrics to watch (not a dashboard full of noise)
By the end of the first 30 days, this searcher had:
A functioning entity and presence
A CRM and pipeline they could actually use
A clear thesis and starting list
A realistic weekly rhythm
Most importantly, they were ready to start contacting owners, not still “getting set up.”
Phase 2: The Next 120 Days – The Searcher Leads, I Stay in the Background
From Day 31 forward, the search was theirs to run.
Because of their background and experience, our work in this phase was light-touch by design:
We did not have a standing weekly coaching cadence
We did stay in contact and connected as needed
We used those touchpoints to:
Review the pipeline and live opportunities
Tighten targeting and messaging as they learned
Reinforce core principles: stay focused, keep prospecting, don’t let one deal consume the entire search
This searcher carried the day-to-day responsibility of behaving like a professional salesperson:
Making calls and sending emails
Following up consistently
Having candid conversations with owners and intermediaries
Managing their own energy and time inside a demanding search
My role was to:
Help them protect the structure we built in the first 30 days
Be a sounding board when decisions and trade-offs came up
Keep their attention on both the current deals and the overall funnel
With this searcher, that lighter involvement in Phase 2 made sense.
With many searchers today—especially those without prior sales exposure—Phase 2 is where I now lean in more deeply with regular cadence, pipeline reviews, and sales discipline.
Outcome: From Day 0 to Closed in About 5 Months
Within roughly five months of starting the funded search, this searcher:
Signed and closed the acquisition of a vertical SaaS company in the property management space
Stayed inside the 24-month search window with significant time to spare
Entered the CEO role having:
A tested outreach rhythm
Better clarity on their criteria
Experience having real, sometimes uncomfortable conversations with owners
They did the work.
My contribution was to:
Use the first 30 days wisely
Provide structure, tools, and rhythm suited to their experience
Offer targeted guidance as they moved through the search
What This Means for Other Searchers and ETAs
This path is not a template. This searcher’s background was unique:
They had already seen deals from the inside as an intern
They had early exposure to the sales side of search
They came in understanding that activity, follow-up, and discipline matter as much as analysis
Most searchers don’t start there.
Many have never carried a sales quota
Many have never lived inside a CRM
Many underestimate how much of the job is outreach, follow-up, and handling “no”
That’s why, with other searchers and ETAs, I:
Still take the first 30 days seriously—getting to “in market” quickly but thoughtfully
Often lean in more during the next 120 days with:
Regular working sessions
Pipeline and activity reviews
Practical sales discipline and accountability
The through-line is the same as my work with CEOs:
I don’t drop a one-size system on you.
I meet you where you are and build the level of structure and support you actually need.
If You’re Considering a Search (or Already in One)
Whether you’re:
Preparing to launch a search
A few months in and feeling the weight of the 24-month clock
An investor who wants more structure and visibility around a searcher’s efforts
A focused conversation can help you see where you are, what’s missing, and whether it makes sense to work together.
Schedule a Search Fund / ETA Readiness Review
Together we’ll look at your plan, tools, and cadence—and map out what it would take to turn your first 150 days into meaningful conversations, real deal flow, and a credible path to closing.