Monthly Targets for CIM, Broker Calls, Seller Calls, LOIs, etc.?

January 25, 2026

by a searcher from Northwestern University - Kellogg School of Management in Brooklyn, NY, USA

I am trying to figure out what is a good set of funnel targets to review per month, to make sure I am not under doing it, but at the same time make sure I am not getting frustrated with progress and expanding my criteria to just review more deals.

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Reply by a searcher
from The University of Chicago in Los Angeles, CA, USA

Thanks for tag ^redacted‌. My approach is quality > quantity. I don't have a target for any of those metrics. If a deal looks interesting I will dedicate more time to learn about it and dig in. I think it's really hard to find quality businesses in your area of focus so I try to spend more time scouting for a good opportunity rather than focus on 'funnel' metrics.

Reply by a searcher
from Universidade Nova de Lisboa in Lisbon, Portugal

Thanks for the tag. We are quite early on this but I’ve decided for now to focus on companies scanned > companies analysed > deals evaluated > LOIs done. The idea is that deals evaluated will be either proprietary or brokered and that companies analysed include a lot of proprietary that passed our filter on the companies scanner but somehow after a light DCF didn’t make the cut. Example: company with >10% ebitda Margin, revenues between X and Y, active, sectors xyz will fit the first criteria, then we notice that some have not presented accounts for the last year (red flag) or the net debt is too high. For the first months of ops we have: Companies scanned - 240 Companies analysed - 100 Deals reviewed - 34 Broker meetings - 19 Seller meetings - 4 Lois - 0 Active deals - 0 Our goals is to understand how this trickles down. My TAM is 3k companies in Portugal so the better trimming I do the smaller it is. Open to any feedback as well .

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