Acquire the tools needed to do business better, more efficiently and with an extra edge over the competition. What better way to acquire those tools than by attending M&A Source educational courses. With three new courses being offered in Phoenix and other courses that were first offered in the recent past, you have access to the most up to date education available at the M&A Source Fall Conference. Click on the Title to read the course description.
Monday, November 14th
Thursday, November 17th
The M&A Source is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.learningmarket.org.
Course #421
Balance Sheet - A Uniquely Powerful Closing Tool (Updated to include Free Cash Flow)
Monday, November 14, 1:30pm - 5:30pm
If the income statement sets the expectations of price, the balance sheet sets the terms of the deal. Understand the impact that the balance sheet has on the probability of a deal closing, the financing options, or lack thereof, transaction structure, the closing balance sheet and ultimately the after-tax proceeds to the seller. Take away an understanding of the balance sheet and how to navigate the deal points that will lead to more successful closings. No prerequisites.
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*NEW Course #415
"Will They Really Sell?" Conducting Emotional Due Diligence on Family-Owned Businesses
Monday, November 14, 1:30pm - 5:30pm
Have you ever worked on a deal for months or even years, to have it all fall apart at the end because someone in the family or partnership decides they really can’t sell? Did you see problems up-front but didn’t know what to do about them so you kept working on the deal? As intermediaries, we spend a lot of time assessing financials, creating a competitive market of buyers, and solving problems along the way. How much time do we spend up-front on emotional due diligence -- analyzing the family dynamics and assessing whether everyone is truly on board with selling?
The goals of this course are to help you develop tools for determining: “is the family emotionally capable of selling their business?” and to give you techniques for managing the family dynamics of a family business sale. You will learn to recognize the warning signs of family issues and be given some tools to deal with them. This course is based on a series of case studies on family-owned businesses. Your time is your treasure and this course will help you decide where to spend it.
To obtain maximum value from this course, you should be familiar with selling family-owned businesses and the M&A process. It is recommended that you have taken Courses 301: Introduction to M&A; 380: Navigating the M&A Process.
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Course #370
Fundamentals of Service Business M&A
Thursday, November 17, 8:00am - 12:00pm
The service sector in the U.S. accounts for more than 70% of GDP. Each year service businesses represent more than half of all M&A transactions. This relevant course is designed to acquaint attendees with basic principles and tools necessary to understand important value drivers, risk factors and other attributes of service businesses - regardless of the complexity of the business. M&A Professionals should develop a greater level of confidence in representing service companies through the M&A process. It is recommended that participants have several years of intermediary experience; CBI or equivalent professional background; and completed Course #301, #307 or #380.
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*NEW Course #365
Navigating Transaction Roadblocks
Thursday, November 17, 8:00am - 12:00pm
The objective of this course is to provide attendees practical solutions to frequent roadblocks that occur in the M&A process. These types of situations can slow down the momentum of the negotiations and can also reduce the probability of closing the transaction. The course will provide a comprehensive overview of common obstacles that intermediaries experience in their dealings with clients. The presentation is designed to be fast moving and allows for considerable interaction between attendees and the course presenter.
The course content is intended not only to anticipate transaction roadblocks, but also to suggest reasonable option(s) to solve differences between the parties. The presentation will focus on the following issues that often arise in the M&A process: resistance to the retainer, dealing with exclusions, managing client valuation expectations, closing the buyer/seller pricing gap, structuring earn out and seller financing components, dealing with difficult attorneys/accountants, due diligence problems, LOI issues, and other areas of interest that will be most informative to the attendee.
In today’s M&A market place it is necessary for the intermediary to be resourceful and creative in order to be successful. It is the course’s intent to provide practical solutions to transaction problems that will encourage consensus between the parties which will place the process back on track to the closing table.
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*NEW Course #480
Essentials for Managing an M&A Auction
Thursday, November 17, 1:30pm - 5:30pm
This course is intended for the M&A professional who may or may not utilize the auction process for their sell-side engagements. After taking this course the attendee should be able to discuss the auction process with prospective clients to help secure more engagements, identify projects where the auction process is most appropriate, which type of auction process will produce better results and provide a blueprint for running a successful auction process to the benefit of your client. For those who currently utilize the auction process, this course will enhance your existing M&A Auction “Tool Box” with practical advice.
Suggested prerequisites:
- Several years of intermediary or equivalent experience
- CBI or equivalent professional background
- Course 301: Introduction to Mergers and Acquisitions or
- Course 380: Navigating the M&A Process or
- Course 307: Financing the M&A Acquisition
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*NEW Course #369
The Subtle Art of Educating the Client
Thursday, November 17, 1:30pm - 5:30pm
Selling a potential client on paying a retainer and using the services of your firm over someone else’s is an art form. This course will allow its participants to learn about multiple tools for use in getting retained engagements. You will be introduced to structured approaches and learn to use more creativity in getting retained engagements. At the end of this four hour session, you should be able to demonstrate to your clients the added value you bring to the table and get them excited about having selected you to represent them in the sale of their company. This class is interactive.
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