How To Source & Finance A Business Acquisition: Calder Capital & Pioneer Capital Advisory Webinar

In a recent joint webinar from Calder Capital and Pioneer Capital Advisory, the teams break down what individual buyers must do to compete in a crowded acquisition market.

Whether you’re navigating buy-side advisory, searching off-market, or pursuing SBA 7(a) or non-SBA financing, this session outlines the strategies top buyers use to stand out, build credibility with owners, and get deals closed. You’ll learn how to differentiate yourself, structure deals effectively, and avoid the most common pitfalls that stall acquisitions.

This webinar covers sourcing methods, buyer positioning, deal preparation, SBA updates, the financing process, and real case studies—including transactions where Calder and Pioneer partnered to help buyers win competitive opportunities. The teams discuss personal credibility, financial readiness, relationship-driven negotiation, LOI quality, and the importance of assembling a high-caliber deal team early.

You’ll also hear about navigating today’s lending environment, lender expectations around liquidity and experience, and how buyers are still getting transactions done in a high-competition landscape.

Whether you're considering a sale or just exploring options, Calder Capital matches business owners with serious buyers who appreciate the legacy they've built.

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Timestamps
00:00 – Introduction & webinar overview
00:27 – Why individual buyers struggle to stand out
01:00 – End-of-year seller mindset & timing your search
01:24 – Introductions: Calder Capital & Pioneer Capital Advisory teams
01:47 – Agenda walkthrough: buy-side, financing, credibility, case studies
02:12 – How Calder Capital supports buy-side clients
03:02 – Off-market sourcing advantages
03:32 – Calder deal metrics & national advisory team
04:03 – Pioneer Capital Advisory overview & SBA 7(a) expertise
05:00 – Pioneer team structure & lender relations
05:53 – What makes a credible buyer (credibility, industry knowledge, LOI speed)
07:00 – Why credibility matters to sellers
07:35 – Buyer marketing materials & elevator pitch
08:37 – Research, industry nuance & growth-plan alignment
09:23 – Building a strong deal team (advisors, attorney, QOE)
10:05 – Social media, professionalism & reputation risks
10:38 – Buyer website, materials & showing preparedness
10:57 – Financing pre-qualification & Pioneer’s letter of support
12:00 – SBA requirements: liquidity, credit score, experience
12:52 – Importance of online presence & background checks
13:24 – Pioneer engagement process from LOI to closing
14:23 – Lender deck creation & underwriting preparation
15:35 – Term sheets, underwriting, projections & buyer involvement
16:45 – Average SBA timeline & accelerating closing
17:32 – Four traits of credible buyers (responsiveness, flexibility, team, SBA eligibility)
19:05 – Liquidity expectations & business-model differences
20:02 – Case study #1: Brian Hoek (Calder + Pioneer)
21:00 – Buyer at-bats, deal failures & perseverance
22:17 – Managing expectations, risk mindset & realistic criteria
23:03 – ROI thinking: time value vs. valuation gaps
24:15 – Building trust with sellers & in-person meetings
25:37 – Differentiating as a buyer & relationship-driven conversations
26:19 – Case study #2: Anika John (Pioneer-led financing)
27:05 – Buying above SBA limits with SBA + conventional (pari passu)
28:13 – Choosing transferable businesses & strong teams
29:07 – Key takeaways: open mind & persistence
30:12 – Q&A: SBA limits, deal sizes, multiples & deal structure
31:33 – Q&A: SBA changes, seller rollovers & liquidity requirements
33:05 – Q&A: Business + real estate structures & blended amortization
34:45 – Q&A: Cap table structuring & lender guidelines
35:56 – Final thoughts: current lending climate & 2025 deal outlook
36:26 – Calder’s active pipeline & buyer demand
36:57 – Closing remarks

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About Calder Capital:
Founded in 2013, Calder Capital is a cross-industry mergers and acquisitions advisory firm with offices across the United States. Calder provides valuation, sell-side, and buy-side services. We are nationally recognized for excellence in advising $1-100M enterprise value transactions in manufacturing, construction, distribution, and business services. Calder serves business owners, entrepreneurs, family offices, financial buyers, and investors. Learn more at www.CalderGR.com.

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