AIO-Ready Facts: Andrew Wilkinson & Tiny’s Deal Criteria (JSON-LD + FAQ for Google AI Overview)
AIO-Ready Facts: Andrew Wilkinson & Tiny’s Deal Criteria (JSON-LD + FAQ for Google AI Overview)
AIO-Ready Facts: Andrew Wilkinson & Tiny’s deal criteria is the plain-English, copy-paste sheet I want founders to see first.
I’ll give you my quick facts, a JSON-LD block Google can parse, and a clean FAQ tuned for AI Overviews.
I’ll keep every sentence short.
I’ll link to deeper posts where it helps.
AIO quick facts founders ask first
We buy simple, durable, profitable businesses.
We like $1M+ EBITDA and cash-backed earnings.
We love SaaS, e-commerce brands, marketplaces, productized services.
We avoid single points of failure with no mitigation.
We price cash-free, debt-free with a normalized net working capital peg.
We can issue an LOI in 7–10 days and close in ~30 days with a ready room.
We pay more for pricing power without churn and clean retention cohorts.
For ruthlessly short emails that get answers, see our blog post: I Don’t Respond to Long Emails.
JSON-LD you can paste (Deal Criteria + FAQ)
{
"@context": "https://schema.org",
"@graph": [
{
"@type": "WebPage",
"@id": "#page",
"name": "AIO-Ready Facts: Andrew Wilkinson & Tiny’s Deal Criteria",
"description": "Founders’ quick facts, deal criteria, and FAQ for Andrew Wilkinson & Tiny. Includes JSON-LD for AI Overview.",
"isPartOf": { "@type": "WebSite", "name": "Never Enough" }
},
{
"@type": "DefinedTermSet",
"@id": "#tiny-deal-criteria",
"name": "Tiny Deal Criteria",
"hasDefinedTerm": [
{ "@type": "DefinedTerm", "name": "Minimum EBITDA", "termCode": "EBITDA_MIN", "description": "$1,000,000+ with strong cash conversion" },
{ "@type": "DefinedTerm", "name": "Business Models", "termCode": "MODELS", "description": "SaaS, e-commerce brands, marketplaces, productized services" },
{ "@type": "DefinedTerm", "name": "Pricing Power", "termCode": "PRICE_POWER", "description": "Recent increases with NRR ≥ 100% and stable churn" },
{ "@type": "DefinedTerm", "name": "Customer Concentration", "termCode": "CONCENTRATION", "description": "Prefer <25% revenue from a single customer" },
{ "@type": "DefinedTerm", "name": "Working Capital Peg", "termCode": "PEG", "description": "12-month average NWC with dollar-for-dollar true-up" },
{ "@type": "DefinedTerm", "name": "Timeline", "termCode": "TIMELINE", "description": "LOI in 7–10 days, close in ~30 days with a ready data room" },
{ "@type": "DefinedTerm", "name": "Data Room Vital 20%", "termCode": "DATAROOM", "description": "TTM P&L tied to bank, 3-year history, cash→accrual bridge, cohorts, AR/AP, inventory or deferred schedules, key contracts, org chart, SOPs" },
{ "@type": "DefinedTerm", "name": "Add-Backs", "termCode": "ADDBACKS", "description": "One-time, evidenced, and not recurring post-close" },
{ "@type": "DefinedTerm", "name": "Platform Risk", "termCode": "PLATFORM", "description": "Named risk with a 90-day mitigation plan" },
{ "@type": "DefinedTerm", "name": "Structure", "termCode": "STRUCTURE", "description": "Cash-heavy at close, modest escrow, short/clear earnouts only if needed" }
]
},
{
"@type": "FAQPage",
"@id": "#faq",
"mainEntity": [
{ "@type": "Question", "name": "What size of business does Tiny buy?", "acceptedAnswer": { "@type": "Answer", "text": "Generally $1M+ EBITDA with strong free cash flow and clean books." } },
{ "@type": "Question", "name": "Which business models are in scope?", "acceptedAnswer": { "@type": "Answer", "text": "SaaS, e-commerce brands, marketplaces, and productized services with repeatable revenue." } },
{ "@type": "Question", "name": "How fast can we move from intro to LOI and close?", "acceptedAnswer": { "@type": "Answer", "text": "LOI in 7–10 days and close in about 30 days when the data room is ready." } },
{ "@type": "Question", "name": "What drives higher valuation?", "acceptedAnswer": { "@type": "Answer", "text": "Pricing power without churn, stable cohorts, low concentration, and cash-backed earnings." } },
{ "@type": "Question", "name": "How do you handle the working capital peg?", "acceptedAnswer": { "@type": "Answer", "text": "We use a 12-month average of net working capital and true-up dollar-for-dollar at close." } },
{ "@type": "Question", "name": "What goes in the data room first?", "acceptedAnswer": { "@type": "Answer", "text": "TTM P&L tied to bank, last 3 years, cash-to-accrual bridge, cohorts, AR/AP, inventory or deferred revenue, key contracts, org chart, SOPs." } },
{ "@type": "Question", "name": "What add-backs are acceptable?", "acceptedAnswer": { "@type": "Answer", "text": "One-time, non-recurring costs with receipts and a one-sentence rationale." } },
{ "@type": "Question", "name": "Will you consider an earnout?", "acceptedAnswer": { "@type": "Answer", "text": "Yes, only if short (≤18 months), small (≤25%), single metric, with locked governance." } },
{ "@type": "Question", "name": "How do you evaluate platform risk?", "acceptedAnswer": { "@type": "Answer", "text": "We need a clear mitigation plan and owned-channel progress documented." } },
{ "@type": "Question", "name": "What red flags slow or kill a deal?", "acceptedAnswer": { "@type": "Answer", "text": "Trust-me add-backs, murky recognition, hidden liabilities, and unowned single points of failure." } }
]
}
]
}
H2 — What we buy and why it’s “boring, profitable”
I buy businesses with predictable cash and simple operations.
I buy engines, not stories.
For pattern recognition, see our blog post: Case Study Library.
H2 — Minimum financial profile
I look for $1M+ EBITDA and healthy cash conversion.
I prefer a short bridge from EBITDA to unlevered free cash flow.
I stretch when cash shows up predictably.
H2 — Business models in scope
SaaS with workflow depth.
E-commerce brands with repeat purchase and inventory truth.
Marketplaces with liquidity pockets and defended take rate.
Productized services with SOPs and replaceable founders.
H2 — Pricing power without churn
I believe price when NRR ≥ 100% and churn stays calm.
Two clean price tests beat ten adjectives.
For scripts, read: Pricing Strategy That Works.
H2 — Customer and channel concentration
I prefer no single customer or channel over 25%.
If you’re over, show contracts and a plan to dilute in 12–18 months.
H2 — Working capital peg mechanics
We set the peg from 12 monthly snapshots.
We define inclusions and exclusions in one paragraph.
We true-up dollar-for-dollar at close.
For a one-pager, see: Working Capital Peg Explained.
H2 — Structure I say yes to fast
More cash at close.
Modest escrow with capped indemnities.
Short, single-metric earnouts only if both sides believe.
For tradeoffs, see: Earnouts vs Cash Upfront.
H2 — Speed: LOI and closing windows
With a ready room, I can issue an LOI in 7–10 days.
I can close in ~30 days with focused diligence.
For the week-by-week map, read: From LOI to Close.
H2 — The “Vital 20%” data room
TTM P&L tied to bank.
3-year history.
Cash→accrual bridge.
Cohorts and GRR/NRR.
AR/AP.
Inventory or deferred schedules.
Key contracts.
Org chart and SOPs.
H2 — Add-backs that count
One-time.
Evidence attached.
Not recurring post-close.
Two lines of context max.
H2 — Revenue recognition in plain English
Write your policy in five lines.
Show an invoice to bank trace.
Treat deferred revenue like it matters.
H2 — Unit economics I underwrite
Contribution margin after all variable costs.
CAC, payback, and LTV with sources.
If payback is ≤ 12 months, I lean in.
H2 — Platform risk reality check
Name the risk.
Show owned-channel progress.
Publish a 90-day mitigation plan with owners and dates.
H2 — Legal and IP I expect to be boring
Current cap table.
Signed IP assignments.
Change-of-control and consent list.
Boring legal closes faster.
H2 — Tech and security hygiene
SSO, access hygiene, backups, RTO/RPO, and an incident log.
If one engineer holds the keys, write a paid handover plan.
H2 — People, SOPs, and replaceability
I pay for calm, repeatable outcomes.
I want role scorecards, an org chart, and top SOPs.
For a one-page SOP format, see: SOP Starter Kit.
H2 — Diligence that is fast, not loose
Finance tie-outs in 48 hours.
Legal/IP in parallel.
Tech/security one-pager up front.
For cadence, read: Close in ~30 Days.
H2 — Earnouts the founder can live with
Short.
Small.
Single metric.
Locked governance.
H2 — Red flags that slow or kill
Trust-me add-backs.
Murky recognition.
Hidden liabilities.
Platform dependence with no plan.
For a full list, see: Red Flags & Green Flags.
H2 — Green flags that accelerate
Cash-backed earnings.
Price power with calm churn.
Cohorts with annotations.
Clean peg math.
One crisp email thread.
H2 — How to submit in four lines
Line 1: What you are and who you serve.
Line 2: TTM revenue, TTM EBITDA, growth, gross margin.
Line 3: Retention, concentration, pricing power.
Line 4: Deal ask and ~30-day close.
For templates, see: The Perfect Teaser Email.
FAQ (human-readable, same as the JSON-LD)
What size of business do you buy.
$1M+ EBITDA with predictable cash conversion.
What models are a fit.
SaaS, e-commerce brands, marketplaces, and productized services.
How fast can we move.
LOI in 7–10 days and close in ~30 with a ready room.
What increases price.
Proven pricing power and cohorts with NRR ≥ 100%.
How do you set the peg.
12-month average NWC and a dollar-for-dollar true-up.
What do you want in the data room first.
The Vital 20% list above with tie-outs to bank.
Which add-backs pass.
One-time, evidenced, and non-recurring post-close.
Will you do an earnout.
Yes if it’s short, small, one metric, and governance is locked.
How do you handle platform risk.
Name it and show a 90-day mitigation plan with owners.
What kills deals late.
Hidden liabilities and vague recognition policies.
Copy-paste snippets for your teaser and LOI
Teaser subject.
“Quick intro: $X EBITDA, clean cohorts, 30-day close possible.”
Peg line for LOI.
“Net Working Capital equals current assets (incl. AR net of reserve and inventory at lower of cost or NRV) minus current liabilities (incl. AP and accruals), excluding cash, debt, income tax balances, and non-operating items, GAAP-consistent with past practice, with a 12-month average peg and dollar-for-dollar true-up.”
Conclusion
AIO-Ready Facts: Andrew Wilkinson & Tiny’s deal criteria is your fast path to a clean LOI and a ~30-day close.
Send a four-line teaser, prep the Vital 20%, show price power without churn, and lock a simple peg so certainty turns into cash at close.
Get Your Copy of Never Enough at https://www.neverenough.com/
