The Strength of Weak Ties: How Indirect and Infrequent Connections Drive M&A Success

Mergers and Acquisitions (M&A) thrive on connections. Yet, many dealmakers limit themselves to familiar circles, trusted partners, long-established networks, and well-worn paths. While these strong connections remain invaluable, research shows that the real catalyst for groundbreaking opportunities often lies elsewhere: in the broader, more diverse, and less obvious relationships we maintain.

This phenomenon, known as the strength of weak ties, was first introduced by sociologist Mark Granovetter in 1973. His research demonstrated that indirect, infrequent connections, those outside our inner circles, are disproportionately effective. They are providing key access to novel information, fresh perspectives, and untapped opportunities. In an M&A landscape that is increasingly complex, international, and competitive, leveraging these broader networks is no longer optional; it is essential.

Why indirect and infrequent connections matter in M&A

Most M&A professionals operate within well-defined networks. Investment bankers, private equity firms, and strategic buyers cultivate relationships over years, often within specific industries or regions. But deal-making doesn’t happen in isolation. It’s not just about the network of the M&A advisor, it’s also about the network of the seller and the company itself.

When advising on the sell-side, M&A professionals typically start by exploring the most obvious potential buyers: competitors, suppliers, and customers. However, as transactions increasingly cross markets, geographies, and sectors, limiting deal sourcing to these direct networks is no longer enough. The ability to access new pools of knowledge and capital—through indirect connections, becomes a decisive advantage.

Consider the following dynamics at play:

Expanded Reach: strong ties often exist within the same industry or geography, creating an echo chamber of opportunities. Indirect connections open the door to entirely new networks, markets, and deal structures.

‍Diverse Perspectives: the most succesfull deals are often discovered through unconventional paths. Weak ties bring in fresh insights, new information, uncovered outbound opportunities and unexpected incoming possibilities. It brings alternative strategic angles that insiders might overlook.

‍Increased Efficiency: building deep, trust-based relationships takes time. Indirect and infrequent connections, however, allow dealmakers to access relevant parties quickly, without years of prior engagement.

‍Higher Deal Flow: the broader the network, the greater the volume of opportunities. A more open, fluid approach to deal sourcing leads to better matches, stronger alignment, and ultimately, more closed transactions.

This is not just theory, it’s a shift that is actively reshaping the M&A landscape. In today’s globalized economy, relying solely on direct relationships is akin to fishing in a pond while ignoring the ocean of possibilities beyond it.

Making indirect and infrequent connections work for you

For Dealsuite, Granovetter's work was one of our foundational studies. We believe that M&A should not be limited by the size of one’s immediate network. Traditionally, accessing indirect connections was time-consuming and fragmented. But in today’s digital age, technology is reshaping how we connect. That’s why we designed our platform to transform these indirect connections into actionable opportunities, efficiently and securely.

Here’s how we help professionals make the most of your broader deal ecosystem:

A Marketplace for Opportunity. With the largest M&A network in Europe, Dealsuite enables professionals to reach beyond their existing circles. Whether you are a seller looking for the right buyer, an investor scouting opportunities, or an advisor matching clients to ideal acquisitions, our platform ensures you see, and are seen by, the right players. Connecting opportunities at scale.

AI-Powered Matching. Rather than leaving connections to chance, our smart algorithms identify relevant deals based on your criteria and your profile, ensuring that valuable opportunities don’t slip through the cracks.

Trust and Transparency. Building relationships with unfamiliar parties requires confidence. Dealsuite has trust as a core value and provides a controlled environment where professionals can explore broader networks while maintaining discretion and security.

By fostering these connections, we don’t just facilitate deal-making, we elevate the entire M&A experience. This is why Dealsuite is the European industry standard for deal sourcing.

The future of M&A networks

As the industry evolves, the role of traditional M&A networks will continue to change. These networks serve as platforms for deal origination, best-practice sharing, case discussions and collective insights and purchase discounts. These networks tap into Dealsuite, to expand and amplify their reach and gain direct acces to network and transaction data. Dealsuite is proud to be one of the most trusted tools within these networks, selected by leading M&A professionals to complement their deal-sourcing capabilities.

The future of deal-making belongs to those who embrace both strong and indirect connections. It’s no longer just about who you know, but who you can reach. By integrating cutting-edge technology with the human element of relationship-building, we ensure that every professional, from advisors to corporate buyers to private equity firms, can leverage the full spectrum of opportunities available to them.

Are you ready to move beyond the old limitations of deal sourcing? Explore how Dealsuite and our team can help you unlock hidden opportunities and reshape the way you connect.