Introducing The Funnel for Founders
Most founders don’t speak the same language as investment bankers—and that’s where confusion starts. The M&A process can seem complex, but it doesn’t have to be.
In this video, Kirk Michie introduces The Funnel, a framework built from years of transaction experience. It breaks the deal process into clear stages—from curiosity and planning to execution—so founders can see exactly where they are and what comes next on the path to a successful sale.
Introducing The Funnel: How Founders Get Deal-Ready
Selling a business is one of the most important—and complex—processes a founder will ever navigate. To make it easier, M&A advisor Kirk Michie has developed a practical model called The Funnel, designed to help founders understand every stage of getting deal-ready.
From Curiosity to Action
At the top of The Funnel is the Discovery Phase. This is where curiosity begins: founders start asking questions like “What’s my business worth?” and “What would it take to sell?” It’s a learning period focused on gathering information, not making decisions.
The Planning Phase
As founders move down the funnel, they shift from curiosity to preparation. This is where strategic thinking begins—planning financial readiness, identifying potential buyers, improving operations, and organizing key documents. It’s about turning general interest into a concrete plan.
The Execution Phase
At the bottom of The Funnel is the moment of action: hiring advisors, budgeting for transaction costs, and officially going to market. This phase transforms preparation into execution and ultimately leads to the sale of the business.
The beauty of The Funnel is its clarity. Each phase helps founders focus on the right priorities at the right time. By breaking the process into smaller, manageable steps, it reduces confusion, minimizes risk, and helps founders make smarter, better-timed decisions.
Whether you’re just starting to think about selling or preparing to meet with buyers, The Funnel provides a simple roadmap to help you get deal-ready—on your terms and at your pace.
