Partnering Before Purchasing: How Booz Allen Wins Proprietary Deals Early

Chrissy Cox, VP & Head of Corporate Development, Booz Allen Hamilton

​​Booz Allen Hamilton didn't build one of the most active acquisition programs in federal tech by waiting for banker inbounds. They built it by showing up years before anyone else.

Chrissy Cox has built Booz Allen's corporate development function from scratch and done it twice. Her team was named Deal Team of the Year by the Association for Corporate Growth, and under her leadership, roughly 80% of their acquisitions come from companies they already have a relationship with. That's not luck, it's a system.

In this episode, she breaks down exactly how that system works — from pipeline development to cultural diligence to integration ownership — and what most corp dev teams get wrong before they ever get to LOI.

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What You'll Learn

• How to build a proprietary pipeline that makes you the preferred buyer before a process starts
• The specific cultural fit questions Chrissy asks — and the one answer that ended a deal on the spot
• Why she tells founder-led sellers to hire their own banker, even on proprietary deals
• How to navigate a carve-out when scope is impossible to fully define upfront
• When spinning out a business beats building it internally
• The three mistakes that derail most corp dev functions before they find their footing