Case study: Aged Care
Client
PE-backed care acquirer
Sector
Aged Care
Geography
Northern England & Scotland
Mandate
Buy-side origination
The client had an established acquisition strategy in aged care but had become increasingly reliant on competitive auction processes and intermediary-led opportunities.
It had reviewed opportunities through established sector brokers, but the businesses coming to market were frequently smaller than required or failed to meet the quality and strategic criteria of the acquisition thesis.
The client wanted direct access to larger family-owned operators that might be considering succession or strategic options but were not actively running a sale process.
The acquisition thesis
The programme
Guidesource conducted a detailed provider-level mapping exercise across the target geography, then analysed ownership, regulatory position, scale, geography and strategic fit to define the priority tier.
Shareholder engagement ran across telephone, email and LinkedIn, with telephone outreach forming a particularly important part of the programme. Our origination team held substantive discussions on ownership, succession, strategic plans, transaction appetite, timing, shareholder objectives and potential transaction complexity.
Seven opportunities were screened out during deeper qualification, primarily because of ownership-structure complications or other issues that reduced transaction suitability.
137
Relevant operators mapped
98
Tier 1 acquisition targets
19
Substantive owner conversations
12
Qualified opportunities introduced
6
In exclusivity / commercial negotiation
Guidesource met selected business owners in person. Selling a family-owned care business can be the largest financial and personal event of an owner's professional life.
Rather than operating only as a remote outreach provider, we invested time in building direct relationships with shareholders and understanding their motivations, which helped position the client as a credible long-term acquirer rather than simply another bidder.
Initial engagement
6 months
→
Renewed
Multi-year origination partnership
Mandate outcomes
137
Operators mapped
98
Tier 1 targets
19
Substantive owner conversations
12
Qualified opportunities introduced
6
In exclusivity / commercial negotiation
6 weeks
To first qualified opportunity
Multi-year
Client renewal
Tell us what you want to acquire. We'll build an illustrative sample of your target universe and show you how we would approach the market.