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Fall 2017 Conference Workshops
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Year 2017 Tax Update: What’s Happening Now and What’s on the Horizon

Tuesday, October 24
8:00 - 9:30 am

Speaker:
Monty Walker, CPA

This workshop will cover both the state of affairs with the Trump administration’s tax plan and current tax matters that business intermediaries need to know. The presentation will include highlights of key tax planning areas that impact business deals.

Waking up with Strangers - Strategies for the morning after (Closing)

Tuesday, October 24
9:45 - 10:45 am

Moderator:
 
Jim O’Sullivan

This Workshop will present “best practices” and related strategies to integrate and motivate sellers and their key employees to retain and build value for the buyer after Closing.  Presenters will actively collaborate with workshop attendees to develop technical and experiential solutions from the diverse perspectives of business sellers, M&A intermediaries, PEGs, CPAs and attorneys.  This Workshop is recommended for middle market professionals with a commitment to respectful, productive collaboration among valued peers.

Alternative to a Sale:  The Minority (or “Non-Control”) Equity Recapitalization

 Tuesday, October 24
10:45-11:45 am

Speakers:
Heather Madland
Kyle Madden

Often times, business owners like the “Pros” of a liquidity event like putting cash in their pocket and picking up a strategic partner, however, they don’t necessarily like the “Con” or idea of “giving up control” of their most cherished asset. This workshop will do a deep dive into minority recapitalizations and investing for <50% ownership.  How does it work? Why can it be an attractive alternative to a >50% sale? What shareholder situations lend themselves to a non-control recapitalization? How do you present or “pitch” the concept to the business owner? Attendees will leave this session with another tool in their arsenal to turn more “no’s” into “yes’s.”

Increase Your Odds! Become an Industry Expert

Tuesday, October 24
1:45-2:45 pm

Moderator: 
Laura Ward

Most of us have been faced with questions such as “What do you know about my industry (because it is like no other)?” and “How many deals have you done in my industry?” Moving from generalist to industry expert requires in-depth research, knowledge and experience. Each of our panelists will share best practices and methodologies that resulted in their success in becoming an industry expert. Next, we’ll take a deep dive and discuss the value drivers that buyers demand related to several specific industries. Finally, we’ll explore how we can help each other when an industry expert is needed to engage a client.  

The Importance of Diligence – How Good Process and Procedure can Actually Increase Enterprise Sale Value

Tuesday, October 24
3:15 - 4:15 pm

Moderator:
Chris Roden

How good books/records, strong financial control architecture and established operating systems/procedures can actually result in a higher exit value.

Financing Options to Close More Deals

Tuesday, October 24
4:30 - 5:30 pm

Moderator: 
Jim Afinowich

A deal can’t close without “consideration”.  Consideration comes in many forms; such as cash, debt, seller held financing, stock and contingent payments.  A good deal maker will help get a deal to the closing table should financing be needed and then has those sources lined up. This workshop will provide alternative sources of financing and creative solutions to complete and compliment the offering with a monetary solution. Let us show you the money.

Get More Deals Done with PEGs 

Wednesday, October 25
1:30 - 2:30 pm

Moderator: 
Gary Rogers

Valuable insights from a Private Equity perspective on why some Intermediaries are more successful in getting deals done.

Tools of the Trade

Wednesday, October 25
2:30 - 3:00 pm

Speakers:
Various benefit providers

Member benefit providers speak about the options available to improve your practice. 

Getting the Most from your M&A Source Membership

Wednesday, October 25
3:15 - 4:15 pm

Speaker:
Andrew Rogerson

To be a successful M&A Intermediary you not only need to show up but you also need to know what you are doing.  The M&A Source have brought together a suite of 12 different ‘tools’ to help you be successful.  During this workshop we will go over those ‘tools’ and more so when you go back to your business, you have some new skills and ways to help you be more successful.  This workshop is interactive so you can ask questions and be smarter than you were before you came to the workshop.

Critical Decisions/Actions in Managing the M&A Process

Wednesday, October 25
4:15 - 5:15 pm

Speaker: 
Greg Carpenter

From choosing a seller or buyer to the negotiating the final closing documents, making better decisions improves the probability of success.  This workshop addresses key milestones in the M&A process with advice about best practices to ensure your success and avoid assignments that never close.