Best Practices for Introducing a Target Without Naming It?

intermediary profile

February 09, 2026

by an intermediary from University of Zürich in Zürich, Switzerland

When you want to introduce a target company to a potential buyer (PE firm, strategic, or another searcher), but can’t disclose the name upfront, how do you usually handle this? Especially in cases where the buyer later says “we already had this on our list” — how do you avoid misunderstandings around credit for the introduction? Curious what’s worked well for others.
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commentor profile
Reply by an intermediary
from Southern New Hampshire University in Gillette, WY, USA
Thank you ^redacted‌ for the tag This comes up a lot, and the cleanest way I’ve seen it handled is to separate qualification from disclosure. Up front, I’ll share a short, anonymized snapshot that’s specific enough to confirm fit without giving away the identity: industry, geography band, revenue/EBITDA range, ownership situation, and why it’s interesting. If there’s alignment, the next step is a light NDA that explicitly defines introduction credit and timing before the name is disclosed. On the “we already had this on our list” issue, the key is documenting the sequence. A simple written acknowledgment before disclosure that says something like “credit is tied to first disclosure of identity, not prior awareness” avoids most misunderstandings. If that can’t be agreed to, it’s usually a sign expectations aren’t aligned anyway. In short, clarity early beats debates later. Most problems I’ve seen come from skipping the paper trail, not bad faith. Happy to share examples of language that’s worked if helpful
commentor profile
Reply by an intermediary
from University of Alberta in Edmonton, AB, Canada
In your initial outreach, it works well to provide an NDA along with a no-name marketing document or company profile with high-level financials and descriptions. Having the NDA available and ready for execution at the potential buyer's convenience indicates that you've been retained by the target company as their advisor and should get credit for the introduction.
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