Ep 534 Why a "short list" of acquirers may be a trap

Andrew McConnell built a SaaS company that helped vacation rental managers price homes like airlines using dynamic pricing based on demand . He eventually successfully exited, but not before learning the hard way that building a company and selling one require two entirely different skill sets. In this episode of Built to Sell Radio , Andrew walks through the pivot that saved his business, why his VC backers stayed on board, and the exact moment he realized that a "short buyer list" is a dangerous trap for founders. Listen in to discover how to: Spot the "hidden ceiling" in a business that looks like it's doubling—right up until it isn't . Move a cap table from a failed bet into a new one without lighting your professional relationships on fire. Understand liquidation preference in plain English (and why it can erase a founder's take-home pay at exit). See why a banker's real value isn't just managing the process— it's forcing pressure and widening the field of potential acquirers Avoid the "I can sell this myself" mindset that often results in a year of free research for buyers and zero leverage for you.

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Ep 534 Why a "short list" of acquirers may be a trap is an episode from Built to Sell Radio by Hosted by John Warrillow, the creator of The Value Builder System™..

This episode is 58:17 long.

This episode was published on Feb 20, 2026.

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