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Spring 2018 Conference Workshops
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All workshops occur on Tuesday, May 8 and run throughout the day, starting at 8:00 am. 

8:00 am - 9:30 am

Capital Market Readiness - It's Never Just About the Money

Moderator: Doug Tatum

A panel of board-level advisors will discuss the notion of capital market readiness in the context of an entrepreneurial founder-owner’s mindset and willingness to sell -- what drives entrepreneurs or family business owners to actually decide to sell – when, why, and under what circumstances does that decision get made.

9:45 am - 10:45 am

Selling to a Public Company: Preparing Your Clients to Maximize Value

Moderator: Larry Stevens

The combination of a booming economy, cash-rich balance sheets, cheap financing, and diminishing opportunities for organic growth have caused corporate buyers to refocus attention on middle-market acquisition targets. This workshop is designed to help participants understand the vagaries and differences in selling to a public company, versus a private buyer, and what sellers should expect in valuation, diligence, and process. 

The workshop will also prepare advisors to better manage their clients’ expectations with respect to people or talent issues, communications, timing, earn outs, escrows, purchase price adjustments and other closing issues.

10:45 am - 11:45 am

Tax Update with Monty Walker

More info coming soon.

1:30 pm - 2:30 pm

Critical Decisions in the M&A Process: Positioning Your Firm to Attract and Close Sell-Side Assignments

Moderator: Greg Carpenter

In this workshop, we outline a program to create the actions you can take to attract middle market sellers and convert them to clients. Topics include key decision points most often used by sellers to choose an M&A intermediary, elements of a successful marketing program, website design, lead generation, presentation materials, managing the seller interview and closing the sale.

2:30 pm - 3:30 pm

Getting Search Fund Deals Done

Moderator: Heather Endresen

There has been significant growth in the number of active “Search Funds” actively seeking businesses to acquire in the lower middle market. This panel will explore the origins of this growth (entrepreneurship through acquisition courses being taught at major business schools) and the differences in the various Search Fund models. The panel will discuss best practices for an effective and efficient dialogue in working with this type of buyer.

3:45 pm - 4:45 pm

Workshop on Working Capital

Moderator: Lauren Glazebrook

More info coming soon.