Selling your business through a rollover is complicated. Attorney Trevor Crow breaks this technical topic down into clear language as he explains how a rollover works, discusses major terms and documents involved, offers insights into the tactics and negotiating strategies employed by PE firms, explains what to expect, and highlights the critical element of understanding the economic provisions involved in a rollover. Listen to this discussion and maintain your negotiating leverage by knowing wh...
Aug 16, 2023•1 hr 1 min
This in-depth conversation about preparing a company for sale looks at the process from the view at the end of the transaction. Pat Linden, an M&A attorney who has closed well over 100 deals, offers insights into the importance of being prepared before even starting the sales process. He shares tips on maximizing the final price, negotiating from a strong position, maintaining a poker face, recognizing sunk costs, dealing with emotional stress, and getting it right to get the best price possible...
Aug 09, 2023•1 hr 1 min
What does it take to complete a successful acquisition quickly and smoothly on an international scale? Get the insider’s view of global powerhouse Descartes’ acquisition of Australian company Localz in this discussion with both companies. Hear about the importance of clear communication, tips on being prepared for the intensity of the acquisition process, dealing with issues such as time zones, and relationship building on an international scale – all elements critical to achieving a successful ...
Aug 02, 2023•48 min
Listen in for expert advice on selling a business, geared toward sellers of middle-market companies. Investment banker and author of Mergers & Acquisitions For Dummies Bill Snow shares advice, tips, and insights from over 30 years of selling companies. He gives examples of adjustments that should be made or avoided, discusses the most common mistakes sellers make, explains why a cash flow statement is critical, covers the four methods of valuing a company, shares how an investment banker helps i...
Jul 26, 2023•56 min
The world of private equity is often maligned and misunderstood. Adam Coffey brings his years of experience from the corporate and PE worlds to dispel the myths that surround the idea of selling a business to a PE firm. He shares stories from GE during its heyday under Jack Welch, discusses how he translates those lessons to the acquisitions, roll-ups, and turnarounds he has led, and talks about learning and the magic that private equity can bring to a company in helping it grow to the next leve...
Jul 18, 2023•47 min
Returning to M&A Talk, Dan Tamkin looks at how the market has changed in recent years; how changes in interest rates affect valuations; the problem with low revenue, high EBITDA businesses; and why it’s important for buyers and sellers to get along. He discusses the impact of a mismatch between buyer and seller expectations, the surprising influence of a good dinner meeting to build trust and establish a relationship between the buyer and seller, and stories about getting deals done and some tha...
Jul 12, 2023•35 min
The world of M&A is complex, but it is possible to plan, learn, and be flexible enough to make an acquisition successfully happen. Cassio Bobsin takes a broad perspective of entrepreneurship and gives his insights into start-ups, mergers, integration, taking a company public, and the influence of AI on the M&A industry. Cassio doesn’t take the typical scientific approach to decide about an acquisition – he looks at core competencies, synergies, and best practices of a company and how to integrat...
Jul 05, 2023•52 min
What is a quality of earnings (Q of E) report? How can it help sellers and buyers in M&A transactions? Nicholas Spezio returns to M&A Talk to discuss the importance of the Q of E report. From an overview of the process to the difference between an audit and a Q of E, Nicholas covers how a Q of E can ensure that both parties are prepared for the diligence process by flushing out potential issues early enough in the transaction to be able to deal with the issues rather than losing the deal. View t...
Jun 30, 2023•27 min
Don’t rush to the closing – take the time to do financial due diligence properly. That’s the advice from Nicholas Spezio with Exbo Group, a strategic boutique advisor for growth-stage companies. He discusses the integration process, the objectives and advantages of doing financial due diligence, the problems with going too fast during the sale process, why financial due diligence is the most challenging part of integration, and how to set a company up for success with a seamless integration. Vie...
Jun 21, 2023•32 min
Serial entrepreneur Ryan Buckley returns to M&A Talk to discuss lessons learned as he moves from bootstrapping to seeking venture capital backing with his current company, Shovels. Ryan talks about his decision to pursue climate tech as his next project, how the idea of mining and analyzing building permit and inspection data can help people make better decisions about contractors they work with, what went into his decision to pursue VC money, and the importance of focusing on providing the most...
Jun 12, 2023•48 min
What can an M&A attorney bring to the table when selling a business? Jessica Fairchild, a corporate and M&A attorney for over 20 years, answers this question and many more. She discusses why it is so important to work with a lawyer who knows how the M&A process works, knows what your goals are, and understands the key issues of your business when they are negotiating for you. She highlights the need to prepare for a sale as early as possible and build a team of good advisors to help you througho...
Jun 02, 2023•1 hr 1 min
What are the two most important things to know before starting the journey to sell your business? Chris Younger, with Class VI Partners, answers this question and many more. He discusses the fundamentals of selling a middle-market company, the importance of preparation and planning ahead, looking for a buyer with the right fit, building a growth plan that can survive due diligence, and the amount of stress involved in a sale and what an owner can do to manage the stress and inevitable problems t...
May 17, 2023•1 hr 3 min
Consider the M&A world as science versus art. This fascinating discussion looks at acquisitions as transformations. Jay Goldman, author, and co-founder of Sensei Labs, defines enterprise and portfolio orchestration, discusses how automation, collaboration, and software can help build more value in an organization, looks at how a company can execute better on value creation and go beyond closing the deal to place the emphasis creating a more durable, repeatable, and scalable model for long-term v...
May 11, 2023•1 hr
A successful partnership was recently formed when Ed Gardner of Descartes led the acquisition of GroundCloud, founded by David Leland. They both discuss the acquisition process, from David’s decision to look for a partner to Descartes’ decision to make an offer. This discussion walks through the process from management presentations through the offer stage, due diligence, closing, and post-closing, with tips, advice, and insight into the thought processes that went into each stage of the acquisi...
May 03, 2023•1 hr 12 min
What is the current state of fintech, fundraising, and private capital markets? David Frank, founder and CEO of Stonehaven, a company that’s developed a fintech operating system for investment bankers and investors in private capital markets, shares insights he sees through his company. From a high-level look at fintech and the future of AI to developing a global workforce and differences between venture capital, private equity, and public markets – this is much more than a high-level fintech co...
Apr 26, 2023•1 hr 3 min
Employee stock ownership plans have long been an exit strategy for companies, but they are still misunderstood. Kelly Finnell shares his passion and expertise with ESOPs from his 40 years of specializing in them. Beyond the definition of an ESOP, Kelly offers his insights into the history of ESOPs, the tax benefits they present to owners and employees, what metrics a company should have for an ESOP, what companies would be poor candidates for an ESOP and stories of the successes and challenges i...
Apr 18, 2023•55 min
Employee stock ownership plans, known as ESOPs, are an M&A alternative that places shares of a company in the hands of employees. This complex topic is the focus of Michael Bannon and Jordan Burg, ESOP experts in the healthcare industry with boutique investment bank CSG Partners. They discuss considerations around structuring an ESOP, advantages to owners and employees, the impact ESOPs can have on increasing employee happiness and tenure, and advice that goes beyond companies in the healthcare ...
Apr 12, 2023•47 min
When it comes to buying a business, what are the top considerations and pitfalls to avoid? Jon Stoddard, an investor, serial acquirer, and host of the podcast Top M&A Entrepreneurs , joins M&A Talk to discuss buying small businesses, including the risks, lessons he has learned, and the rewards of dealing with start-ups. Jon discusses the differences in on-market vs. off-market deals, the importance of deal flow, raising capital, finding investment money, and the idea of buying a business with no...
Apr 04, 2023•1 hr 6 min
Integration is a critical component of any acquisition, and IT integration, in particular, is key to achieving a successful integration. Uma Nidmarty is a specialist in IT integration and shares her 25+ years of experience in the world of M&A acquisitions. The discussion includes an explanation of some of the terminology, the impact integration can have on the value of a deal, major deal killers, the elements and costs involved in IT integration, and some examples of integrations gone wild. View...
Mar 28, 2023•59 min
In this episode of M&A Talk, we take a deep dive into the many facets of M&A with Corey Kupfer, the author of Authentic Negotiating: Clarity, Detachment & Equilibrium – The Three Keys to True Negotiating Success & How to Achieve Them. We discuss the role of lifestyle businesses, lawyers as deal makers, happiness as a new metric in considering an M&A deal, The Five Whys, and the keys to negotiating in M&A. View the complete show notes for this episode. Learn More: The Role of M&A Lawyers When Sel...
Mar 21, 2023•1 hr 8 min
An ESOP, or employee stock ownership plan, is one of several options you may consider when selling your business. What is an ESOP, and should you consider one? In this episode of M&A Talk, we explore the ins and outs of ESOPS and help you determine whether an ESOP is the right exit path for you. You will learn how ESOPS work, whether your company is a right fit for an ESOP, how your business will be valued under an ESOP, and common multiples used to finance the transaction. View the complete sho...
Mar 16, 2023•50 min
Looking at M&A transactions from the sell-side, building value is the foremost goal for a business owner. Jonathan Wilson, the founder of Dubb Value Creation (Consulting Firm), returns to M&A Talk to discuss the importance of incorporating sell-side readiness into a strategic plan and outlines his eight key concepts for building value. He covers the importance of financial forecasts, reducing concentrations of risk, recurring and repeat revenue, synergies and dis-synergies, and the need to alway...
Mar 07, 2023•46 min
In the M&A world, the veterinary field is changing as practices become more consolidated. Eric Lewandowski, a managing director in the KPMG Strategy consulting group, shares his insights into the appeal and growth potential of veterinary platforms. He discusses how changes in the relationship between pets and their families are being reflected in the M&A industry, the influence of technology in vet practices, the differences between corporate and clinical ownership, and private equity’s role in ...
Feb 28, 2023•48 min
In this engaging discussion about the human side of M&A, attorney Matt Saur, co-founder and partner of Woolery & Co., discusses how the human element of M&A law affects business outcomes. Matt shares stories illustrating the importance of relationships and covers the steep learning curve and plateaus that occur when learning the basics of M&A. He discusses the importance of developing intangible skills around the deal-making process, how a good story on the front end can help get a good outcome ...
Feb 22, 2023•53 min
Full of complexity and challenging to implement, the corporate carve-out form of divestiture is gaining interest in the M&A world. Eric Jones is an expert in carve-out deals, and he shares insights on what hurdles to watch for and how to prepare for a carve-out transaction. Eric discusses what a carve-out is, what makes them tricky, how they unlock shareholder value, the legal and operational issues, the importance of the transaction services agreement, and the role of diligence in making this t...
Feb 15, 2023•45 min
Employee stock ownership plans (ESOPs) offer middle-market business owners an exit option that can protect their legacy and incentivize their employees. David Blauzvern and Jordan Burg, of CSG Partners, explain the basic mechanics of ESOPs. Their easy conversation makes the complexities of this topic clear as they discuss an overview of an ESOP plan, how they are structured, how shares work, the tax benefits for owners and employees, the prerequisites needed, and why ESOPs should be considered a...
Feb 07, 2023•55 min
Part art and part science – the different sides of managing an M&A transaction come together in this discussion about maximizing the value of a middle market company. Kevin Moyer and Megan Sartor combine their experiences to discuss the importance of valuation adjustments and expectation setting on the sell side. They offer explanations of EBITDA, free cash flow, and working capital, along with how these areas can be utilized to maximize value and the relationship between A/R, inventory, and acc...
Jan 31, 2023•1 hr
Learn firsthand how a business grows through acquisitions and advice for entrepreneurs considering an exit. Orrin Klopper, CEO of Netsurit, an IT and security management services firm, discusses spending over half his time on corporate development and acquisitions. He shares insights on the acquisition process as a buy-side advisor, what PE firms see in the managed service provider (MSP) space, the benefits and challenges of using acquisitions as a growth strategy, and what went into Netsurit’s ...
Jan 24, 2023•1 hr 5 min
This episode delves into the world of IPOs and the three main ways private middle-market companies raise money. Scott Lanciloti has over 20 years of specializing in the IPO process and explains how the SPAC and IPO markets are intertwined with the M&A market. Topics include the similarities between preparing a company for sale and doing an IPO, the evolution and growth of a company, the prime time for a company to do an IPO, what happens after a SPAC makes an acquisition, and other avenues for r...
Jan 20, 2023•58 min
What exactly is corporate development, and what is the secret to its long-term success? Answers to these and many more questions come from corporate development expert Alessandro Cozzi of Salo, a talent and consulting firm, as he discusses the necessity of having a long-term strategy for start-ups and big companies, the differences between doing business in the U.S. and Europe, the two things that are critical to making an acquisition viable, the role of emotions and the importance of timing in ...
Jan 17, 2023•1 hr 8 min
