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Sourcing

Source: Playbook v2 EN — Ch. 3

Score all leads against the thesis in the playbook-thesis skill before creating cards.

Channels

Three channels: broker listings, public data weak signals, direct outreach.

Broker Platforms (Finland)

  • yritysporssi.fi — primary Finnish business-for-sale marketplace
  • yrityskaupat.net — secondary Finnish listing platform
  • firmakauppa.fi — additional Finnish listings
  • Broker list (Välittäjät): Google Sheets

Broker Platforms (Sweden)

  • bolagsplatsen.se — primary marketplace (~890 listings, confirmed live 2026-04-21)
  • exitpartner.se — active broker network, NDA-gated
  • företagsförmedlingen.se — live homepage; listing URLs intermittently broken

Weak-Signal Sourcing

Finding unlisted businesses via Finder.fi + public records. Signals: - Owner age 55+ — strongest single predictor of exit-readiness - Revenue declining 2–3 years but still profitable - Stale or absent web presence - Not listed for sale but fits all thesis criteria

Thresholds: 3+ signals → investigate; 5+ signals → outreach-worthy.

Owner Age — How to Estimate

Step 1 — Public records: - PRH / YTJ sometimes includes birth year (format: DDMMYY in henkilötunnus prefix) - asiakastieto.fi päättäjät page occasionally shows birth year - proff.fi board listings sometimes include age

Step 2 — LinkedIn / social media: - Graduation years anchor an age estimate ("Class of 198X" = born early-to-mid 1960s)

Step 3 — Photo estimation: - Company website, local news, LinkedIn photo, Facebook - Note estimated range (e.g. "appears 60+") — do not overstate precision

Step 4 — Company history inference: - Founded 1985 + founder still running = likely 60s+

Record as: **Omistajan ikä-arvio:** ~6X (syntymävuosi [XXXX tai ei tiedossa], lähde: [PRH / LinkedIn / kuva / arvio])

Scoring: age 55–59 = 1 exit signal; 60–64 = 2; 65+ = 3.

finder.fi Workflow

  • Use browser-capable tooling when JS rendering is needed.
  • Do not trust first-pass secondary-source revenue estimates when finder.fi verification is available.
  • Check revenue history, margins, headcount, founding date, board/management details.
  • For non-obvious companies, search finder.fi first.

Data Source Priority

Tier 1

  • yritysporssi.fi, yrityskaupat.net, finder.fi

Tier 2

  • kauppalehti.fi / proff.fi, ytj.fi / PRH, Suomen Yritysmyynti / Finlandia Business

Tier 3

  • Hilma, industry-specific registries, industry associations, direct outreach

Referral Networks (underdeveloped — Varia, 2026-04-02)

  • Suomen Yrittäjät — 100k+ member SME association; local chapters have direct retiring-owner relationships
  • Omistajanvaihdos RY — explicitly focused on business succession; best single partner for warm deal flow
  • Accounting firms (tilitoimistot) — see the P&L before any broker does

Approach: offer co-referral, not just awareness.

Follow-on Sourcing

Read knowledge/sourcing/portfolio.yaml before every sweep. For each existing holding: - Search adjacent/overlapping regions in the same sector - Tag matching leads as follow-on / add-on candidates - Reference the parent holding explicitly

Thesis flexibility for add-ons: normal thesis filters can be relaxed for credible add-ons. Flag with "Add On Acquisition" Trello label.

Current holdings: Melers Oy — laundry/textile services, Turku area.

Trello Card Standards

Always clone the template card (📋 TEMPLATE: PROSPEKTI) on the Case Scouting board — never create from scratch.

Every prospect card must include: - Y-tunnus (verified in PRH/finder.fi) - Source link - CEO: name, LinkedIn, contact details - Chairman / owner: name, LinkedIn, contact details, age estimate - Financial analysis link: https://docs.google.com/spreadsheets/d/1llwFP6A7K8D7KaMK9hUOZrz_Bh69od0q/edit (paste in "Kopioi ja täytä talousanalyysi" checklist item)

Description template:

## MYYJÄN YHTEYSTIEDOT:
[contact info or "Ei tiedossa — ei myytävänä"]

---

**Y-tunnus:** [xxx]
**Sijainti:** [city, region]
**Toimiala:** [sector]
**Liikevaihto:** [Xk (year)]
**Liikevoitto:** [Xk (X%)]
**Henkilöstö:** [~N]
**Perustettu:** [year (~age)]

**Toimitusjohtaja (CEO):**
- Nimi: [name]
- LinkedIn: [url or "ei löydy"]
- Yhteystiedot: [email/phone or "ei tiedossa"]

**Omistaja / hallituksen puheenjohtaja:**
- Nimi: [name]
- LinkedIn: [url or "ei löydy"]
- Yhteystiedot: [email/phone or "ei tiedossa"]
- Ikä-arvio: [~XX tai "ei tiedossa"] (lähde: [PRH / LinkedIn / kuva / arvio])

**Miksi kiinnostava:**
- [reason]

**Signaalit:** [sale status / outreach note]
**Lähde:** [sweep name or source URL]

yrityspörssi.fi specifics: - Broker-gated, anonymized listings — the site blocks direct scraping - When a team member shares a listing URL, parse what's visible in the slug - Always check Case Scouting board for duplicates before adding - Never add anonymized prospects without the listing URL and a "broker contact required" note

Before adding any card: 1. Verify Y-tunnus exists (PRH API or finder.fi) 2. Confirm revenue/profit data matches thesis 3. Add source link, CEO, and owner/chairman info

Anti-patterns

  • Do not reverse-engineer anonymous listings when contacting the broker is simpler.
  • Do not rely on finder.fi location filters; filter client-side.
  • Do not treat weak sentiment signals as a substitute for financial verification.
  • Do not assume English-language search is useful for Finnish SME sourcing.
  • Do not add prospects without Y-tunnus and source link.

After Each Session

Write or update: session thesis, session notes, lead files, debrief (if new methods or failures surfaced). Archive in knowledge/sourcing/.