Acquisition Pipeline Built From Scratch in 30 Days

A paving holding company needed to find acquisition targets -- independent paving businesses open to being acquired. We built outbound that starts those conversations directly.

The challenge

The holding company acquires independent paving and asphalt businesses as part of a roll-up strategy. Finding owners open to a sale is the hardest part of the business. Most paving company owners do not advertise their willingness to sell. Brokers are expensive and often pitch the same businesses to multiple buyers. The holding company needed a confidential, direct outreach system that could reach paving company owners, test their interest in a conversation about their business's future, and do it at scale across multiple states.

Our approach

We built target lists of paving and asphalt company owners based on company age (20+ years, indicating potential retirement-age owners), revenue range ($1M-$15M), geography (target expansion markets), and fleet size. Outreach was designed to feel like a peer-to-peer conversation from a fellow operator, not a private equity pitch. We referenced industry-specific factors: seasonal revenue cycles, equipment depreciation, workforce challenges, and the difficulty of finding a successor. Each message offered a confidential, no-obligation conversation. Tone was critical -- direct, respectful, and operator-to-operator.

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