Here is a truth most acquisition teams do not want to hear. Brokers do not send the deal to the smartest buyer. They send it to the buyer who answers the phone, gets back to them fast, and makes an offer without a two-week delay.
Brokers remember who moves fast
A broker sends the same deal to ten buyers. The first three who come back with a real number get the real conversation. The other seven get a polite "we'll keep you posted," and that usually means nothing.
If your process takes a week to turn an OM into an offer, you are one of the seven. It does not matter how good your model is if it arrives after the deal is already gone.
Why most teams are slow
It is almost never a judgment problem. It is a process problem. The OM sits in an inbox. Someone has to open it, print it, hand it to an analyst. The analyst builds the model over two or three days between other deals. By the time it reaches a partner for a decision, the broker has moved on.
Every extra day in that chain is a day a faster competitor can use to close the gap and get there first.
Compress the chain, win more deals
The fix is not "work harder." It is removing the slow steps. If an OM turns into a full underwrite the moment it lands, your team spends its time deciding, not typing. A decision that used to take three days can take three hours.
This is the single highest-leverage change most acquisition teams can make this year. Not a new market. Not a new strategy. Just being first to the offer, every time.
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