Focus Investment Banking relied heavily on referrals and long-standing relationships to generate new sell-side mandates in the manufacturing sector. While effective historically, this approach lacked scalability and made deal flow less predictable. The team needed a more systematic way to identify qualified business owners open to selling without adding sourcing burden to internal bandwidth.
We implemented a targeted outbound origination system built specifically around Focus Investment Banking's manufacturing mandate. The campaign combined precise company targeting, multi-channel outreach, strict qualification criteria, and structured CRM visibility to surface owner-led businesses aligned with their sell-side profile.
Outreach focused on manufacturing, precision machining, welding, and related industrial service companies across the US with $10M to $100M in revenue and 30 to 100+ employees. Public companies, subsidiaries, and PE-owned firms were excluded to keep the pipeline focused on true owner-led opportunities.
Messaging was reviewed, refined, and optimized based on live performance data, and every lead was screened before handoff so the team only engaged with qualified sellers.