Building Successful Buy-and-Build Platforms: Alpine's Blueprint for Strategic M&A with Haley Van Cleve

M&A Science

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2M ago 58:42

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Haley Van Cleve, Partner at Alpine Investors

Haley joins us to decode the art of building successful buy-and-build platforms from the ground up. In this episode, Haley walks through Alpine's proven methodology for transforming small $3M EBITDA businesses into $100M+ platforms through strategic M&A and operational excellence. Learn how Alpine's unique talent model, integration-first approach, and buyer-led M&A strategy has driven over 850 deals, including 170 in 2024 alone. Whether you're a corporate development professional or private equity investor, this conversation delivers actionable insights on platform identification, integration best practices, and scaling through acquisitions.

Things you will learn:

Alpine's team-market-business prioritization model for identifying $3M businesses with scaling potential
Building 20-30 day system rollouts upfront to enable high-velocity acquisitions without operational breakdowns
CEO-in-residence programs and profit interest pools that align management for long-term value creation

Episode Chapters

[00:02:30] Alpine's Evolution – From $400M Fund V to $4.5B today with 180+ team members across three offices

[00:04:30] Platform Definition – Why Alpine takes a liberal view of platforms, starting with $3M EBITDA businesses in fragmented markets

[00:07:30] Software vs. Services – Rule of 40 for software deals versus EBITDA-focused services acquisitions and different scaling approaches

[00:13:30] Legal Tech Case Study – Building a $4M revenue time-billing business into a $30M+ platform through four strategic add-ons

[00:16:00] Integration Excellence – People and systems integration within 20-30 days to maintain visibility during high-velocity M&A

[00:22:00] Vision Alignment – Setting clear expectations upfront about system standardization and operational changes before LOI

[00:25:00] Platform Challenges – Overhiring executive teams early and building integration capacity before closing deals

[00:36:00] In-House M&A Teams – When and how to build dedicated M&A functions at portfolio companies for double-digit acquisition strategies

[00:44:00] CEO-in-Residence Program – How Alpine hires executives before finding deals and pairs them with markets for 12+ month searches

[00:49:00] When Deals Go Sideways – COVID impact on K-12 businesses and pivoting M&A strategies when market assumptions prove wrong

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