Chris Hansen came to AIA with a clear goal: run a company as CEO and co-owner. He had the operational expertise. What he didn't know was what the phase before the acquisition would feel like.
"The biggest uncertainty for me was origination – finding the right company to acquire. I know how to run and grow a business, but I didn't know how supported I would be."
What he discovered surprised him. The process is structured, human-centred, and – crucially – genuinely energising.
"It has felt very natural. It is people-driven. And it is genuinely motivating when you feel the momentum building."
Sourcing acquisition targets is one of the least-discussed parts of the MBI journey. Chris has distilled his approach into three concrete tactics:
Chris's personal rule: Leave every conversation with at least one new introduction or lead.
Without structure, the weeks blur. Chris organises his time around three distinct modes:
He also champions celebrating small milestones – an intro call, a signed NDA, a first meeting. In a process that can take months, these moments matter.
"Not every opportunity works out – and that is part of the job. The key is to stay optimistic, keep several conversations active, and be willing to move on."
The Hardest Part? Consistency. The search process demands independence, discipline, and resilience. Rejection is routine. Pipeline management is relentless. But Chris is clear: as an AIA operating partner, you don't face it alone.
"You're in the driver's seat – but you're not alone."
This is perhaps the most important thing to understand about the AIA model. Operating partners are backed by a team that supports deal evaluation, valuation, offer structuring, due diligence, and final closing. AIA colleagues join key meetings, challenge assumptions, and keep the process sharp.
Beyond the AIA team, there's a peer network of fellow operating partners – people going through exactly the same journey.
"We exchange what works and what doesn't. I'm very confident this will remain a valuable peer network long after we've completed our acquisitions."
If you're a senior executive or entrepreneur considering business acquisition as your next chapter, the AIA management buy-in model is worth understanding. You bring the leadership. AIA brings the framework, the capital support, and the community.
The car is yours to drive. But the road ahead is well-mapped – and there's a strong team riding alongside you.
Are you a business owner thinking about succession or a broker working with SMEs? Chris is always happy to connect. Reach out directly or learn more about how AIA helps business owners to make a timely, successful exit here.
