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Winning The Generational Shift
Ask any dealmaker about the succession wave and they'll nod — they've seen the headlines. Now ask them to name five businesses in their territory that will change ownership in the next three years. Silence.
That silence is the industry's default strategy: wait for a broker call, then compete on rate against five other term sheets for a transaction somebody else shaped. It works exactly as well as it sounds.
Meanwhile, the actual opportunity sits upstream — in the value-building years before any listing, where competition is thin, advisory positions are open, and the owner with no plan needs exactly one professional to show him the arithmetic.
Get in the Lab and do more deals!
Get in the Lab and do more deals!
Inside the Course:
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The Architecture
The real market size (and why the number everyone quotes is wrong), the planning deficit as your entry, and the buyer taxonomy: seven buyer types, seven capital stacks, and the ability to predict a deal's financing from the moment you know who's buying. -
The Matrix
Three phases of the succession capital sequence crossed against six seats. Your entries, everyone else's, and the worked arithmetic — including the deferred-capex math that costs owners roughly two dollars for every one they "save" — that turns product conversations into exit conversations. -
The System
Census, signal stack, watchlist, triggers. A repeatable territory practice built on public records your competitors never read, plus the audit that surfaces the succession situations already sitting in your book. -
The Engine
The six-link chain of professionals who see every transition first, the value each link actually needs, and the cadence that keeps referrals flowing after networking enthusiasm dies: roughly one meaningful act per week. -
The Content Bank
18 trigger emails, 5 multi-touch sequences, 9 phone openers and voicemails, 6 discovery frameworks, 8 objection responses, 6 LinkedIn posts, and a full deployment calendar — 55 coded assets, gated behind the final assessment.
Keith Henry
Keith Henry is the Founder and CEO of DealmakerLabs, Secured Research, and Sawbux, a Marketing, Data, Research, and Growth Consulting firm exclusively dedicated to serving the growth needs of B2B Capital Providers and Commercial Equipment Sellers. With 25+ years of experience in debt and equity origination, P&L
leadership, Marketing, and Sales Enablement, his firm brings unique experience,
one-of-a-kind research insights, and breakthrough marketing tactics to power
the growth of its 100+ clients. He has been a featured speaker at over 50 industry conferences across all segments of the capstack. Before leading Sawbux, Keith worked in sales, marketing, and leadership roles at Ryder, GE Capital, and PNC Financial Services, among others.