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Centers of Influence

Definition

Centers of Influence (COIs) are professionals — wealth advisors, M&A attorneys, accountants, insurance professionals, and consultants — who have trusted, ongoing relationships with business owners and interact with them in contexts where transaction discussions naturally arise. In deal origination, COIs serve as referral sources who can introduce business owners to investment banks or private equity firms.

Context

COIs are central to VRA Partners' origination strategy, described by Chris Reilly in Ep. 23 as the "primary" origination channel, receiving the "vast majority" of his team's time. Chris frames COIs within The Food Chain of M&A: PE firms source through bankers, bankers source through COIs, and COIs have the direct business owner relationships. Within the COI hierarchy, wealth advisors and M&A attorneys rank as Tier 1 sources (strongest economic incentives), while accountants, insurance professionals, and consultants rank as Tier 2.