What happens when over 350 of the sharpest minds in Entrepreneurship Through Acquisition gather in one room? Pure entrepreneurial gold. For our Season 1 finale, we're bringing you the highlight reel from the INSEAD ETA Conference 2025 - six power-packed segments that distill hours of insights into your personal 30-minute masterclass. From Fontainebleau's historic halls, we captured the conversations that matter: where ETA is heading, how to finance your climb, and why your "why" determines everything. Whether you're drafting your first LOI or running a 50-company roll-up, these aren't just conference takeaways - they're battle-tested strategies from operators who've been in the trenches. What you'll discover:The ETA boom decoded: 20% CAGR growth, 42 countries, and why right now might be the best entry window everPurpose as your north star: How driven searchers like VetCare Canada's Andrew Black turn chaos into competitive advantageCapital that fits your velocity: From delayed-draw facilities to seller psychology—when structure beats price every timeBoards that actually help: The brutal truth about founder board seats and recruiting for chemistry, not just credentialsIntegration without soul-crushing: Templated processes for the spreadsheets, human focus for everything elseExit paths architected from day one: Why optionality starts with your first acquisition, not your lastFeaturing voices from across the ETA ecosystem - seasoned operators, sharp investors, and the academics mapping our future. Plus an exclusive update from the INSEAD ETA and Search Fund Hub on what's coming next. No fluff, no theory - just the distilled wisdom of a community that's redefining how businesses change hands and grow.00:00 Introduction to ETA and Conference Highlights02:01 Evolution of ETA and Search Funds07:52 Connecting with Sellers: The Human Element14:01 Leveraging Smart Money and Board Dynamics19:55 Exit Strategies and Value MaximizationSpecial thanks once again to everyone who made this episode and the conference a possibility. For a text-based summary, visit the INSEAD ETA & Search Fund Hub.
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Insights from an Entrepreneur: Andrew Black
Entrepreneurship Through Acquisition (ETA) can feel like a roller-coaster of strategy, capital, and heart. In this episode, we sit down with Andrew Black - Managing Director of VetCare Canada and architect of a 50-clinic veterinary roll-up - to unpack how he turned a thesis on “mission-driven pet care” into a nationwide platform. Andrew pulls back the curtain on: Finding the right industry fit: why personal passion for animal health anchored his search thesis Networking that moves the needle: the investor coffees, operator calls, and late-night Slack channels that shaped his deal flow Capital for scale: blending debt, equity, and seller rollover to keep ownership—and upside Culture as the secret sauce: integrating dozens of practice teams without losing their local soul Surviving the macro headwinds: lessons from financing in a high-rate environment and keeping growth steady From due-diligence trenches to post-close integrations, Andrew shares candid wins and gut-check moments - plus the reflective practices that keep him grounded as CEO. Tune in for a playbook on thriving after the acquisition and building a business that heals pets and people. 00:00 Introduction to Entrepreneurship Through Acquisition 01:06 Andrew's Career Journey and the Path to ETA 02:32 Emotional Challenges of Entrepreneurship 04:35 Networking and Industry Hypothesis Development 06:47 Crafting a Business Thesis for Success 09:50 Personal Connection vs. Market Opportunity 12:27 Strategic Approach to the Search Process 14:50 Capital Strategy and Financing for Growth 17:13 Identifying Ideal Acquisition Targets 18:48 Importance of Vision Alignment in Acquisitions 20:56 Evolving Due Diligence Practices 24:00 Building and Maintaining Advisor Relationships 24:19 Building Relationships with Advisors and Investors 27:12 Thriving Post-Acquisition: Key Strategies
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Insights from a Searcher: A.C. Goh
Entrepreneurship Through Acquisition (ETA) is a path that requires equal parts strategy, adaptability, and relationship-building. In this episode of the INSEAD ETA podcast, we sit down with A.C. Goh, founder of Garlic Equity Capital, Singapore’s first traditional search fund, to explore his journey and the unique challenges of navigating the search phase in Southeast Asia. A.C. shares how his career experiences at Uber and McKinsey prepared him for the complexities of fundraising and searching for the perfect acquisition target. The conversation dives into the interpersonal dynamics of deal-making, the critical role of trust in business transactions, and the unique nuances of Singapore’s business landscape. Listeners will gain valuable insights into the misconceptions surrounding the search phase, the supportive nature of the search fund community, and strategies for creating value in acquired businesses. A.C. also offers actionable advice for aspiring searchers, emphasizing the importance of purpose, adaptability, and a strong network. This episode is a must-listen for anyone curious about the evolving ETA landscape in Southeast Asia. 00:00 Introduction to Entrepreneurship Through Acquisition 05:11 A.C. Goh's Career Journey 10:37 The Search Fund Model 17:02 Fundraising for Garlic Equity Capital 20:17 Networking and Its Importance in Search Funds 20:28 Building Trust in Business Transactions 23:02 Navigating Singapore's Unique Business Landscape 25:35 Misconceptions and Surprises in the Search Fund Journey 27:49 Advice for Aspiring Search Fund Entrepreneurs 30:40 Creating Value and Driving Growth in Acquired Businesses 33:12 The Future of the ETA Model in Southeast Asia
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Insights from an Entrepreneur: Kieron Chalder
Entrepreneurship often begins with a bold leap, and for Kieron Chalder, that leap meant transitioning from a corporate career to pursuing his entrepreneurial vision through acquisition. As co-CEO of Emotion and founder of the search fund Iberica Cap, Kieron’s journey is one of resilience, adaptability, and innovation. In this episode of the INSEAD ETA podcast, we delve into Kieron’s experiences, from his time at INSEAD to the challenges of acquiring CarPro during the uncertainty of the COVID-19 pandemic. Kieron shares how he navigated the transformation of a traditional business into a modern technology provider, highlighting the importance of cultural shifts, internal process improvements, and growth strategies tailored to changing market conditions. The conversation also explores the value of supportive investors, effective people management, and the balance between operational execution and long-term planning. Reflecting on his global business operations, Kieron emphasizes the critical role of education, networking, and the lessons learned from his search fund journey. He offers actionable advice for aspiring entrepreneurs, illustrating why ETA can be a fulfilling and impactful career choice. 00:00 Introduction to Entrepreneurship Through Acquisition 06:43 The INSEAD Experience and Networking 11:58 First Days as a CEO 18:57 Cultural Transformation in a Modern Company 24:03 Key Learnings in Managing Investors 29:27 The Benefits of a Global Business 34:41 Reflecting on the Journey and Future Directions
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Insights from an Advisor and Investor: Dr Gernot Eisinger
As an evolving pathway that blends strategic vision with hands-on business leadership, Entrepreneurship Through Acquisition (ETA) is growing in popularity. For aspiring entrepreneurs, investors, and advisors alike, understanding the nuances of this field is critical to success. In this episode of the INSEAD ETA podcast, we speak with Dr. Gernot Eisinger, a leading voice in the ETA space and a founder of Afinum, an investment firm shaping succession situations for SMEs for more than 20 years. With a career that spans the chemicals industry, strategy consulting, and private equity, Dr. Eisinger offers a wealth of experience and insights into building businesses through acquisition. Dr. Eisinger delves into the qualities that differentiate successful searchers, emphasizing the importance of active listening, management skills, and a deep understanding of the seller's perspective. He sheds light on identifying ideal acquisition targets, navigating the complexities of the search phase, and attracting investor interest in an increasingly competitive market. This conversation also explores how ETA compares to traditional startup entrepreneurship, the critical role of networking, and the long-term value of strategic exit planning. For those curious about the potential of ETA, Dr. Eisinger presents it as a powerful avenue for entrepreneurial growth, rich with opportunities for those who dare to seize them. 00:00 Introduction to Entrepreneurship Through Acquisition 06:08 The Rise of Search Funds11:57 Understanding the Seller's Perspective17:56 The Evolving Landscape of Search Funds 24:03 Attracting Investors as a Searcher 30:22 Challenges in the ETA Landscape 40:10 Strategizing for Exits
INSEAD’s ETA and Search Funds Podcast explores the dynamic world of Entrepreneurship Through Acquisition (ETA), offering valuable insights for entrepreneurs and investors alike. Each episode showcases individuals from across the ETA journey—entrepreneurs in various stages, from search to operations to exit, as well as experienced investors—while showcasing success stories and lessons learned.Entrepreneurs can gain practical strategies to navigate acquisitions and lead businesses effectively, while investors discover how ETA can generate returns while fostering economic growth. With a spotlight on addressing the global succession crisis, the series highlights ETA’s potential to ensure business continuity and preserve legacies. Whether you're curious or committed, this podcast equips you with actionable knowledge around the topic of to ETA and Search Funds.
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