When most people picture corporate development, they think of suits, spreadsheets, and bankers.
Christian Hassold is not that.
He’s a founder turned corporate development leader: someone who’s built and sold multiple companies and now helps other founders navigate the path from running a business to joining something bigger.
In this episode of Agency Acquisitions & Exits, Christian and I unpack what really happens behind the curtain of M&A inside private-equity-backed organizations, how founder experience gives you an edge in dealmaking, and why most agency owners are talking to the wrong kind of buyer.
From Founder to Dealmaker
Christian is rare in corporate development.
He’s not a former banker or consultant. He’s a three-time founder and CEO who learned M&A from the inside: by building, selling, and integrating his own companies.
His last company was acquired by ChannelAdvisor, a public e-commerce software company that later became part of a private equity–backed roll-up. When that deal closed, instead of taking time off, Christian stayed and transitioned into leading corporate development.
That pivot launched the second act of his career.
“I lead with what I know: how to connect with founders and CEOs and talk about the possibility of graduating from creating something to becoming part of something bigger.”
The Deal That Defined His Approach
One of Christian’s favorite transactions came through a casual dinner that turned into a career-defining acquisition.
A former colleague reached out: “We want to expand into Europe.”
Within weeks, Christian was in London meeting the founder of eFundamentals, a company already considering a sale.
He spent months running between London and Amsterdam, aligning investors, founders, and executives. The deal finally closed while he was sitting in a hotel in Portugal’s Douro Valley, a perfect metaphor for his hands-on, human-first approach.
“M&A is like backpacking through Europe. you never know where you’ll be sleeping next. You’re just trying to get everyone to the same destination.”
Founder-Led Instincts Meet Corporate Discipline
Most agency founders approach acquisitions instinctively, founder-to-founder conversations, shared vision, and gut feel. But once private equity or larger ownership enters the picture, the game changes.
Christian explains:
“You’re not just buying revenue. You’re bringing two groups of people together in an unnatural event and your job is to make it feel natural.”
That means balancing two goals:
- Economic benefit – hitting growth and profit targets.
- Human integration – ensuring people, clients, and culture fit smoothly.
For Christian, corporate development isn’t about spreadsheets, it’s about synthesis. He sees his role as a facilitator, not a dictator. He calls it “authority through influence.”
Defining the Buy Box
Every acquisitive company has what’s called a buy box: the framework that defines which targets fit and which don’t.
Christian breaks it down into four quadrants:
- Capabilities you want to add – new services or technologies.
- Capabilities you want to enhance – what you already do, but could do better.
- New customers to reach – markets you’re not yet serving.
- Customers you want more of – doubling down where you already win.
Then comes the nuance: which verticals, regions, or client types matter most? The clearer your buy box, the more efficient your outreach and inbound deal flow become.
“It takes 100 to 150 points of contact to get two to three possible acquisitions. You can’t do that without clarity.”
Inside the Deal Room: Building the Right Team
While Christian runs corporate development, he doesn’t do it alone.
He “borrows” team members across functions: finance, legal, project management; to create a temporary deal team every time a new opportunity arises.
He stresses one truth every founder should understand:
“All deals are looking for a reason not to get done. My job is to keep them alive.”
That requires diplomacy, emotional intelligence, and a calm presence when lawyers, accountants, and investors turn up the pressure.
Integration Starts on Day One
Most founders see integration as what happens after the deal closes.
Christian sees it as what starts the day you sign the term sheet.
He runs something called a Shared Expectations Workshop, bringing both companies together before close to co-create the future.
Instead of dictating, “Here’s how you’ll fit into our company,” the conversation becomes, “What does good look like when we come together?”
That approach doesn’t just align teams, it eliminates most post-deal surprises.
Staying Sharp in a Demanding Role
Despite decades in the game, Christian remains a student of the craft.
He records and reviews his own calls, “self-auditing,” as he calls it, and regularly seeks feedback from peers, mentors, and coaches.
He even started his own podcast, The Inorganic Podcast, as a way to “think out loud” about dealmaking.
“It’s talk therapy for dealmakers, a way to process what I’m learning and share it with others.”
Advice for Founders Talking to Corporate Development Leaders
If you’re an agency founder approached by someone like Christian, his advice is simple: Don’t let them get off easy.
“Have your questions ready. What problem do you think I can help you solve? What’s your buy box? Why now?”
And if you’re being approached constantly, partner with a sell-side advisor who can filter inbound requests and save you time.
WPromote’s Current Buy Box
Today, Christian leads corporate development for WPromote, one of the largest independent digital agencies in the U.S.
Their focus:
- Full-funnel capabilities (creative, influencer, media, performance)
- Businesses doing $5M–$50M in revenue
- A shared commitment to culture, client success, and long-term growth
Listen to the Full Episode
In this episode, we go deep into what makes acquisitions work from the inside out how strategy meets empathy, how deals survive friction, and why founders like Christian are redefining what corporate development looks like in the agency world.
