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Fall 2017 Conference Courses
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New! Course #416: Empowering Lukewarm Owners to Become Committed Sellers: Motivational Triggers (Previously Suitability of Private Capital Market Transaction Alternatives)

Sunday, October 22
8 a.m. - 12 p.m.
William L. Loftis
Instructor: William L. Loftis, CBI, M&AMI, CM&AA, CVA, Managing Partner, Blue River Financial Group, LLC
Credits: 4
Prerequisites: None
Field of study: Specialized knowledge
Who Should Attend: This is an advanced course intended for veteran dealmakers and other professional M&A advisors accustomed to working with bona fide middle market clients.
Program Level: Intermediate

What are the transaction alternatives that many middle market business owners and their advisors have never considered? Private capital markets have dramatically evolved over the last 20 years, and this course will probe into the universe of private capital market transaction options and analyze their unique attributes. Attendees will discover key filtering techniques to measure the suitability or unsuitability of transaction alternatives against clients’ needs and desires. For example, what are the attributes of an ESOP, and when is an ESOP suitable or not suitable for your clients? The course should enable intermediaries and their clients to identify optimal transactional outcomes. Once identified, selling processes can be tailored to deliver specific results which may help you convert a “Lukewarm” Seller into a “Committed” Seller.

New! Course #383: Keys to a Successful Outcome in the Due Diligence Process

Sunday, October 22
8 a.m. - 12 p.m.
Larry D. Hughes
Instructor: Larry D. Hughes, The Hughes Group
Credits: 4
Prerequisites: None
Field of study: Specialized knowledge
Who Should Attend: Be prepared, sign up now for this course as it will be a great learning experience for those “old hands” and those new to the business.
Program Level: Intermediate

What is your plan of action for the Due Diligence Process when you represent a business owner in the sale of their business? The buyer has a plan, shouldn’t you? Learn the “tricks of the trade” of professional buyers when it comes to due diligence and the keys to a successful outcome of the due diligence process. This course will teach you to anticipate potential issues and possible roadblocks to a successful sale. Help your client end up with the amount of money at closing they were promised in the LOI/offer, so that you and your seller are not forced to take a “haircut.”

New! Course #418: Tax Exempt Trusts & Creative Charitable Strategies for Sellers

Sunday, October 22
1 p.m. - 5 p.m.
Monty Walker
Instructor: Monty Walker, CPA, CGMA, CBI, Walker Business Advisory Services
Credits: 4
Prerequisites: None
Field of study: Specialized knowledge
Who Should Attend: Anyone who needs to gain an understanding of charitable strategies and how their use can provide benefit when structuring the ownership transition of a business.
Program Level: Intermediate

When planning the ownership transition of a business, tax mitigation becomes a key element in the mind of the entrepreneur. A transaction structuring component to consider is the integration of a charitable strategy. When considering charitable options, terms such as Charitable Reminder Trust (“CRT”) and Charitable Reminder Unitrust (“CRUT”) rise to the surface. Many people recognize these terms because they have heard them or seen them in print. However, the fact is, most entrepreneurs and advisors alike have limited knowledge and understanding of charitable trusts and charitable strategies in general especially as a component of an ownership transition structure.

The course content will provide an emphasis on the Charitable Remainder Trust and its different forms. The use, purpose, qualifications, and taxation of the different CRT forms will be covered. Other non-trust charitable strategies will also be covered for the purpose of providing overall depth regarding available charitable options.

New! Course #312: The Changing M & A Advisor Practice Model

Sunday, October 22
1 p.m. - 5 p.m.
Richard Mowrey
Instructor: Richard Mowrey, CBI, CMA, CBA; President, Management Services & Development, Ltd.
Credits: 4
Prerequisites: None
Field of study: Specialized knowledge
Who Should Attend: This course is designed to help those entering the M&A arena learn how to start the M&A process in the most productive way.
Program Level: Beginner

There are many critical steps and skills required to deliver world class M&A advisory services. The question is: “How to deliver value and assure competencies in each sequential step?” This is part one of a two-part course that investigates traditional procedures by providing a view of current and alternative business practices. A close look at the changing roles for the advisor in the multi-step M&A process, offers insight to increase effectiveness. These functions require deployment of: Finders, Minders, and Binders at the right time. The different tasks show the need to cultivate specific talents and proficiencies. An integrated methodology analysis stresses that negotiations occur in each stage of an engagement. The interrelationship among negotiating expertise, aptitude, and process experience, is underscored to show the need for an organized, but flexible, approach.

New! Course #405: “Honey I Shrunk the Documents!” Developing Best Practices for Purchase Agreements That Get Deals Done

Monday, October 23
1:00 p.m. - 5:00 p.m.
Eric K. Graben May Lu Jim O’Sullivan
Instructors: Jim O’Sullivan and May Lu, Tiffany & Bosco, P.A.; Eric K. Graben, Wyche, P.A.
Credits: 4
Prerequisites: None
Field of study: Specialized knowledge
Who Should Attend: This course will be most appropriate for middle market professionals with both deep experience and a commitment to respectful productive collaboration.
Program Level: Intermediate

One of the most common complaints heard in the M&A Intermediary Community is that worthy deals break down due to “over-lawyering” and excessively long purchase agreements with language no one seems to understand, but no one wants to shorten for fear of unknowingly deleting a “market standard” liability protection. We are pleased to announce a very special opportunity to collaborate in the development of a “Best Practices” Purchase Agreement benchmarking “What’s Market” for middle market transactions.

Eric Graben, Chair of the American Bar Association Short Form Purchase Agreement Task Force, and Jim O’Sullivan and May Lu, active members of both the ABA Task Force and the M“”A Source, will lead a highly-interactive analysis of the key provisions in the proposed purchase agreement. The conversation will focus on the reasons for including some provisions and not others in a middle market transaction, identifying highly-negotiated terms, and a critical examination of alternative language.

Revised! Course #442: Fundamentals of Lower Middle-Market Private Equity-Focusing on Teasers and CIMs

Monday, October 23
1:00 p.m. - 5:00 p.m.
Kyle P. Madden
Instructor: Kyle P. Madden, Partner; KLH Capital
Credits: 4
Prerequisites: None
Field of study: Specialized knowledge
Who Should Attend: Anyone looking to gain insider insight to private equity groups.
Program Level: Beginner/Intermediate

This course will begin with a brief introduction to lower mid-market private equity, including how private equity groups are structured and funded as well as how private equity groups select, analyze, and price investment opportunities. The course will address writing a proper teaser and CIM, how the intermediary can better identify different M“”A transaction types, and an inside look at the life cycle of a private equity transaction from origination to reaching exclusivity to the due diligence process.

It will conclude with the closing process, the development and execution of the “180-day plan” to address key post-closing items, and actual case studies of private equity deals successfully sourced and closed from M&A Source members. Break-out activities will focus on the teaser and CIM, initial screening of a “live deal,” as well as the review and analysis of a sample letter of intent. Attendees will gain a clearer understanding of private equity firms and how private equity firms evaluate, analyze, and close transactions.