Target corporate development teams first, then business development leaders. Use LinkedIn to search "company name + corporate development" and look for warm introductions through your network. Don't contact the CEO directly.
Who to Target at Different Company Types
Large Strategic Buyers
Primary targets: Corporate Development teams
Titles to look for: "Director of Corporate Development," "VP of Strategy," "Head of M&A," "Principal - Corp Dev"
Why them: These people are paid to take your calls and evaluate acquisitions
How to find: LinkedIn search: "[Company] corporate development" or check their careers page for corp dev roles
Mid-Size Companies
Primary targets: Business Development or Strategy leaders
Titles to look for: "VP Business Development," "Head of Partnerships," "Chief Strategy Officer"
Why them: They bridge product, partnerships, and strategic opportunities
How to find: Look for people who post about partnerships, integrations, or strategic initiatives
Smaller Companies/Startups
Primary targets: C-suite executives (CEO, COO, CPO)
Why them: Small companies rarely have dedicated corp dev teams
Approach: More direct, focus on strategic partnership angle initially
Research Tactics That Work
LinkedIn Intelligence Gathering
- Search "[Company] + corporate development" or "M&A"
- Look at who's connected to VCs, other corp dev people, or investment bankers
- Check their recent posts for acquisition announcements or strategic priorities
- See who likes/comments on M&A-related content
Warm Introduction Strategies
- Ask your investors who they know at target companies
- Leverage your advisors' networks
- Check if any of your customers have connections
- Look for mutual connections through LinkedIn
- Attend industry events where these people speak
Backup Contact Planning
Always identify 2-3 people at each target company:
- Primary: Corp dev or strategy person
- Secondary: Business development leader
- Tertiary: Product or operations executive who might champion you internally