# Ep 534 Why a "short list" of acquirers may be a trap

Page: https://stenobird.com/podcast/built-to-sell-radio-3693/ep-534-why-a-short-list-of-acquirers-may-be-a-trap
Text version: https://stenobird.com/podcast/built-to-sell-radio-3693/ep-534-why-a-short-list-of-acquirers-may-be-a-trap.md
Podcast: [Built to Sell Radio](https://stenobird.com/podcast/built-to-sell-radio-3693)
Published: 2026-02-20T06:01:00+00:00
Episode link: https://builttosell.libsyn.com/ep-534-why-a-short-list-of-acquirers-may-be-a-trap
Audio file: https://traffic.libsyn.com/secure/builttosell/705y_John_Warrillow_-_A_McConnell_-_A_-_V1.mp3?dest-id=269159
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JSON: https://stenobird.com/v1/public/podcasts/built-to-sell-radio-3693/episodes/ep-534-why-a-short-list-of-acquirers-may-be-a-trap
Duration seconds: 3497

## Resource

Andrew McConnell built a SaaS company that helped vacation rental managers price homes like airlines using dynamic pricing based on demand . He eventually successfully exited, but not before learning the hard way that building a company and selling one require two entirely different skill sets. In this episode of Built to Sell Radio , Andrew walks through the pivot that saved his business, why his VC backers stayed on board, and the exact moment he realized that a "short buyer list" is a dangerous trap for founders. Listen in to discover how to: Spot the "hidden ceiling" in a business that looks like it's doubling—right up until it isn't . Move a cap table from a failed bet into a new one without lighting your professional relationships on fire. Understand liquidation preference in plain English (and why it can erase a founder's take-home pay at exit). See why a banker's real value isn't just managing the process— it's forcing pressure and widening the field of potential acquirers Avoid the "I can sell this myself" mindset that often results in a year of free research for buyers and zero leverage for you.

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## Transcript

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