Author: Gerald O'Dwyer

In the lower middle market (LMM), the stakes are high for private equity (PE) investors looking to buy, build, and grow companies. As we navigate an ever-evolving market landscape, crafting a disciplined and robust acquisition-based thesis is paramount. This framework doesn’t just rely on intuition or market trends—it must be backed by sound risk management principles, actionable strategies, and a commitment to long-term growth.

Here, I’ll align 15 key risk management rules with the process of crafting an acquisition thesis, ensuring that PE firms entering the LMM are equipped to mitigate risk, maximize returns, and create real enterprise value.

1. Cut Losers Short and Let the Winners Run

    In acquisition-driven strategies, portfolio construction is everything. Whether you’re acquiring multiple companies in a roll-up strategy or targeting a single entity, it’s essential to cut underperforming assets early and double down on winners. Be a scale-up buyer—acquire companies that have a clear path to growth and build around their strengths. In the LMM, identifying strong operators early and allowing them to compound value through strategic add-ons is a winning approach.

2. Set Goals and Be Actionable

  Without clear, specific goals, acquisitions become haphazard and risky. Before embarking on any acquisition spree, set actionable objectives. Are you aiming for geographic expansion? Vertical integration? Revenue growth? EBITDA growth? The goals you set will dictate the types of targets you pursue and ensure that every deal aligns with your overall investment thesis. A detailed acquisition thesis with quantifiable metrics helps keep your team aligned and reduces overall portfolio risk.

3. Avoid Emotionally Driven Decisions

The LMM is full of opportunities, but not all of them will align with your strategy. Acquisitions driven by emotion or “FOMO” (fear of missing out) can lead to disastrous outcomes, such as buying high or selling low. Stick to your investment criteria. Every acquisition decision must be based on rigorous due diligence, sound financials, and alignment with your overall thesis, not short-term excitement or market pressure.

4. Follow the Trend

While trends shouldn’t dictate every decision, it’s important to recognize that 80% of your portfolio’s success may come from riding macroeconomic or industry-specific trends. Identify trends that will shape the future of your target sector—whether that’s technological advancement, regulatory changes, or consumer behavior—and ensure that your acquisitions are well-positioned to capitalize on these long-term movements.

5. Never Let a “Trading Opportunity” Turn into a Long-Term Investment

In the acquisition space, some deals may seem like short-term plays to drive growth quickly. However, without careful analysis, these short-term “opportunities” can turn into long-term challenges. Stick to your investment thesis and ensure that each acquisition fits within the broader strategy. Don’t let short-term targets derail the discipline of your buy-and-build approach.

6. An Investment Discipline Does Not Work If It Is Not Followed

Your acquisition-based thesis is only as good as the discipline behind it. Ensure that all members of your team are aligned and disciplined in their approach to sourcing, evaluating, and executing deals. Every acquisition should adhere to the strict guidelines set forth in your thesis, whether that’s targeting companies with specific EBITDA margins, growth potential, or market share.

7. “Losing Money” is Part of the Investment Process

Acquisitions, especially in the LMM, come with inherent risks. Some deals will inevitably underperform, and losses will happen. However, understanding that losses are part of the investment process enables you to structure deals to minimize risk and protect the downside. By diversifying across multiple acquisitions and utilizing earn-outs or contingent payments, you can mitigate losses when certain acquisitions don’t perform as expected.

8. The Odds of Success Improve When the Fundamentals Align

Before executing any acquisition, ensure that the fundamentals—strong financials, experienced management, and a scalable business model—align with the technical elements of the market. Don’t rely solely on macro trends. Combine fundamental analysis with industry-specific due diligence to increase the odds of success in both bullish and bearish environments.

9. Never Add to a Losing Position

One of the most dangerous traps in private equity is pouring more capital into an underperforming company in hopes of turning it around. Instead of doubling down on a losing acquisition, reassess your position. Sometimes, it’s best to cut your losses and focus on other opportunities that offer better growth potential. In LMM acquisitions, discipline is key—remember, only losers add to losers.

10. Be Bullish in Bull Markets and Cautious in Bear Markets

Understanding market cycles is critical in the acquisition process. During bull markets, lean into your growth thesis—expand aggressively, add strategic bolt-ons, and maximize scale. However, during bear markets, adopt a more cautious approach, focusing on operational efficiencies, margin improvements, and turnaround opportunities. Adapting your acquisition thesis to market cycles will protect your portfolio in volatile times.

11. Do the Opposite of the Herd at Market Extremes

When market sentiment is extreme—either overly bullish or overly bearish—doing the opposite often yields outsized returns. In periods of high valuations and market exuberance, avoid overpaying for acquisitions. Conversely, in downturns, take advantage of distressed opportunities to acquire companies at a discount and build value over time.

12. Do More of What Works and Less of What Doesn’t

Reassess and refine your acquisition thesis based on what works. If a particular strategy—such as consolidating a fragmented market—yields success, do more of it. However, don’t hesitate to abandon strategies that aren’t yielding the desired results. The lower middle market evolves quickly, and flexibility in adjusting your thesis will allow you to consistently generate returns.

13. Buy and Sell Signals are Only Useful if Implemented

The discipline of buying and selling is crucial in any acquisition thesis. Be deliberate and act on buy signals when they align with your criteria. Likewise, exit when you’ve maximized value. PE firms often delay sales in the hope of extracting more value, only to miss the optimal window. In LMM acquisitions, timing is everything. Execute exits when the market and internal signals tell you to.

14. Strive to Be a .700 “At Bat” Player

No acquisition strategy works 100% of the time. The goal is not perfection but consistency. Build a thesis that allows you to hit singles and doubles consistently, with the occasional home run. Focus on building an acquisition pipeline with several solid performers rather than relying on one or two blockbuster deals to drive returns. Consistency in execution will create sustained value in your LMM portfolio.

15. Manage Risk and Volatility

Risk management is the foundation of any successful acquisition-based thesis. Mitigate risks by diversifying across sectors, geographies, and company sizes. Use earn-outs, contingent payments, and seller financing to protect downside risk. Volatility in the LMM is inevitable, but controlling for variables—such as market timing, deal structure, and management incentives—will allow you to generate consistent returns over time.

Conclusion

Creating an acquisition-based thesis in the LMM requires discipline, strategy, and a commitment to managing risk at every stage. By applying these 15 rules, you’ll be better equipped to navigate the complexities of the LMM while driving growth and maximizing enterprise value. Each rule emphasizes the importance of not just acquiring companies but doing so in a way that aligns with long-term goals, market trends, and sound financial discipline.

These principles are the cornerstone of successful acquisitions in the LMM, and at Blackmore Partners, we’ve spent years honing this approach. Our experience as executive-first investors and our focus on disciplined acquisition strategies have enabled us to deliver outsized returns for our portfolio companies. Let these rules guide your next acquisition journey and ensure that you’re building not just a portfolio, but a path to lasting success.