The Secrets to Sourcing Proprietary Deals in Private Equity with Ryan Gable
M&A Science
Managing Partner, Ryan discusses how his team uses a hybrid private equity model backed by Barry-Wehmiller to execute people-first, long-term acquisitions. With over 55 deals and zero exits, Forsyth has developed a sourcing and integration playbook that challenges traditional PE norms, focusing instead on trust, cultural alignment, and multi-decade value creation. Ryan breaks down how to build relationships that convert to proprietary deal flow, structure rollover equity with flexibility, and align seller incentives for lasting outcomes. Things you will learn: How to source proprietary...
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Why Pendo Buys Startups (And It’s Not for Revenue) with Todd Olson
M&A Science
, CEO and Co-founder, From buying startups to speed up roadmap execution to preserving founder autonomy post-close, Todd breaks down the real levers behind successful acquisitions. This episode dives into how Pendo thinks about M&A without a corporate development team, why it rarely buys for revenue, and how Todd’s team avoids common post-close integration mistakes by keeping culture, product, and people at the center. Things you will learn: Why speed and product alignment—not revenue—drive most of Pendo’s acquisitions The cost of delaying integration and how Todd...
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Why Beacon Created an AI Committee for M&A—and What They’re Testing Next (Part 2) with Harrison Thomas
M&A Science
, Chief Growth Officer at In Part 2 of our conversation, we go deep into how Beacon is operationalizing M&A. Harrison reveals how they reduced their request list by over 65%, why they require third parties to use their DealRoom, and how integration now begins before the deal is even signed. He also dives into the organization's AI roadmap, their internal CRM transformation, and the surprising challenges of acquiring non-profit organizations. If you want a behind-the-scenes look at building a scalable, tech-forward M&A machine in healthcare, don’t miss this episode. Things you will...
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Why Beacon Created an AI Committee for M&A with Harrison Thomas
M&A Science
, Chief Growth Officer at In Part 1 of our conversation with Harrison Thomas, Chief Growth Officer at Beacon Specialized Living Services, we dive into how one of the largest providers of specialized behavioral health services is rethinking M&A using AI. Harrison shares why Beacon created a dedicated AI committee focused on improving every stage of the deal lifecycle—from sourcing to integration—and what tools and pilots they’re exploring right now. If you want a first-hand look at how AI is already changing M&A in healthcare services, this episode is for you. Things you will...
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How to Break Into M&A: Lessons from Todd Manley Part 2
M&A Science
, VP of Corporate Development Integration at In Part 2 of our conversation with Todd Manley, VP of Corporate Development Integration at Intel, we unpack how professionals from diverse backgrounds can successfully break into M&A and what it takes to build and maintain high-performing deal teams. Todd shares tactical advice on networking, career transitions, team dynamics, and leadership traits he looks for when hiring M&A talent. Whether you’re early in your M&A career or looking to level up, this episode is packed with practical insights to help you navigate the world of...
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Build a Career in M&A: Lessons from Intel’s Todd Manley
M&A Science
, VP of Corporate Development Integration at In this episode, Todd Manley joins Kison Patel to share his non-traditional path into the world of M&A. Starting his career in IT and organizational behavior, Todd brings a unique lens to integration and leadership in corporate development. From his early consulting days to overseeing integrations at Cisco, Symantec, and now Intel, Todd has seen it all. He opens up about what it really takes to thrive in M&A—from career pivots and networking to managing divestitures and leading with empathy. This episode is packed with career insight,...
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Buyer-Led vs. Seller-Led M&A with Matthew Person
M&A Science
, Senior Vice President of Corporate Development at In this episode of the M&A Science Podcast, Kison Patel interviews Mathew Person, Senior Vice President of Corporate Development at Quickbase. Mathew brings a unique blend of operator, banker, and corp dev experience, making him a strategic leader in buyer-led M&A. Together, they dive deep into how to proactively structure acquisitions, align internal stakeholders, avoid over-rationalization, and ensure integration success. Things You Will Learn: How to design and align around a box of preference (quant + qual criteria) ...
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From Loom to Trello: How Atlassian Scales Through Smart M&A with Sarah Hughes
M&A Science
, Head of Corporate Development and Product Partnerships, Uncover the inside workings of Atlassian’s M&A strategy—from how Sarah’s team sources deals and aligns with product to the importance of relationship-building and a structured, founder-first integration approach. With over seven years of experience leading corporate development at Atlassian, Sarah shares practical lessons on building strategic pipelines, cultivating founder trust, and operationalizing successful integrations across Atlassian's global portfolio Things you will learn: Building long-term relationships with...
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Building Trust in Acquisitions with Dan Pollock
M&A Science
, Vice President of Corporate Development/M&A at Dan shares how he built SAM Companies’ M&A function from the ground up—executing over 30 deals and transforming M&A into a strategic growth engine. Backed by Peak Rock Capital, SAM Companies focuses on acquiring founder-led geospatial and infrastructure services businesses. Dan dives deep into how he balances disciplined diligence with relationship-first sourcing, how his team integrates small companies into a larger framework, and why culture and seller alignment matter as much as price. Whether you're building out corp dev...
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How Blackstone is Unlocking Lasting Value Across Private Equity with Viral Patel
M&A Science
l, CEO of Viral Patel unpacks how the firm is reshaping private equity for the next era. From launching new fund structures to leading thematic investments in sectors like electrification and AI infrastructure, Viral shares how Blackstone builds enduring value—and why alignment, data, and management fit are key to every deal. He also breaks down the cultural values that drive Blackstone’s success and why individual investors are the future of private capital. Things you will learn: How Blackstone’s investment philosophy is built on long-term secular trends What makes a management...
info_outlineDan Pollock, Vice President of Corporate Development/M&A at SAM Companies
Dan shares how he built SAM Companies’ M&A function from the ground up—executing over 30 deals and transforming M&A into a strategic growth engine. Backed by Peak Rock Capital, SAM Companies focuses on acquiring founder-led geospatial and infrastructure services businesses. Dan dives deep into how he balances disciplined diligence with relationship-first sourcing, how his team integrates small companies into a larger framework, and why culture and seller alignment matter as much as price.
Whether you're building out corp dev from scratch or refining your playbook, this conversation offers tactical insight into how to scale M&A the right way.
Things you will learn:
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How to build an in-house M&A engine with a lean corp dev team
How to source proprietary deals through trust and local relationships -
How to structure earnouts and retention payments to align incentives
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Episode Chapters
00:03:00 – Dan’s background: from audit to M&A leadership at SAM
00:05:00 – Building SAM’s M&A muscle from the ground up
00:08:30 – Creating buy-in and accountability for integration success
00:10:00 – Getting the company ready to integrate acquisitions
00:11:00 – Sourcing: proprietary relationships vs. cold outreach
00:13:30 – Case study: renewable energy firm acquisition
00:15:00 – Thinking through revenue vs. cost synergies
00:16:30 – The psychology of earnouts and why they changed their approach
00:18:30 – How to open conversations with founder-led businesses
00:21:00 – Why founder retention is tied to valuation
00:24:00 – Turning relationships into actionable deals over time
00:29:00 – Competing with PE: how SAM positions better long-term fit
00:33:00 – Retention bonuses vs. earnouts: what's working better
00:39:00 – Why diligence and integration must run in parallel
00:41:30 – Managing team fatigue and repeatability with DealRoom
00:45:00 – Letting sellers speak with past acquired founders
00:47:00 – Private equity partnership governance at SAM
00:51:00 – Diligence red flags and small business surprises
Questions, comments, concerns?
Follow Kison Patel for behind-the-scenes insights on modern M&A.