Show Summary: Derek Johnson, author of “The Strategic Sales Leader,” discusses the importance of optimizing sales and marketing as you prepare your company for sale. Many companies leave money on the table due to ineffective sales and marketing strategies. Derek discusses leveraging competitive intelligence, understanding the buying journey and the psychology of change and persuasion, and stresses the importance of hiring experienced sales and marketing leaders and understanding the marketplace ecosystem. View the complete show notes for this episode. Want To Learn More? The Strategic Sales Leader: Mastering the Art of Vision, Strategy, and Execution (The Leadership Development Series) by Derek Wellington Johnson M&A Roundtable M&A University – The Art & Science of Selling a Business Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Patrick Stroth returns to M&A Talk to discuss the ins and outs of directors and officers insurance – also known as D&O insurance – and why it is a standard component of a transaction for buyers of middle-market businesses. Patrick highlights how the D&O tail can work along with reps and warranties insurance and tips on how to make it fairly painless for a seller to get D&O insurance even if they have never had this type of insurance before. This must-know topic applies to sellers now or planning to sell in the future. View the complete show notes for this episode. Want To Learn More? M&A Roundtable M&A Reps & Warranties | A Complete Guide Indemnification in Purchase Agreements | M&A Basics Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Kevin Moyer returns to M&A Talk to discuss EBITDA multiples, emphasizing their importance in valuing companies in the middle market. EBITDA multiples measure a company’s enterprise value against its current EBITDA or run rate, either as reported or adjusted, and can vary widely by industry. The discussion covers the role of CapEx, the importance of accurate EBITDA adjustments, the need to ensure that EBITDA multiples are based on recent, relevant transactions, and the significance of net working capital in purchase price calculations. View the complete show notes for this episode. Want To Learn More? M&A Roundtable EBITDA | Definition, Formula & Example – A Complete Guide Business Valuation & Return on Investment (ROI) Net Working Capital (NWC) for M&A – A Complete Guide Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to [email protected]

Show Summary: How much do M&A advisors and investment bankers charge? Bill Snow returns to M&A Talk to explain why there is not a straightforward answer to this common question. He shares insights into the difference between finding a buyer and closing the deal, the positive aspects of monthly retainer fees and how they are a sign of shared risk, how success fees are calculated in various transactions, the importance of understanding the scope of work, and the single most important skill needed for an M&A advisor.  View the complete show notes for this episode. Want To Learn More?  M&A Roundtable The Art of the Exit Acquired Business Broker and M&A Advisor Fees: A Comprehensive Guide Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Guest Mark Tarchetti rates the importance of preparing a company for sale at 10 out of 10, saying that inadequate preparation can lead to rapid buyer loss and diminished competition, potentially reducing a business’s value by 20-30%. Mark highlights the power of a clear, compelling business story and shares his experiences from doing $40 billion in M&A deals, stressing the importance of strategic planning, team readiness, and having a robust growth plan focused on potential rather than past performance. View the complete show notes for this episode. Want More? Related Resources:  Pick a Lane: Growth strategy in a fast-changing world by Mark Tarchetti Tips on Preparing Your Business for Sale Preparing Emotionally for the Closing Strategies for Successfully Preparing Your Company for Sale with Jim Stevenson Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to [email protected].  

Show Summary: Get the inside scoop on how to maximize the sale of your business and help the process run smoothly through the help of an M&A advisor during the critical preparation stage. Simon Leroux, a serial entrepreneur and founder of Optionality.AI, discusses the importance of early collaboration with M&A advisors. He highlights the inefficiencies in the M&A process, particularly for lower mid-market businesses, and emphasizes the need for advisors to help business owners prepare mentally and financially for an exit.  View the complete show notes for this episode. Want To Learn More?  Tech & Software M&A Dynamics Tips on Preparing Your Business for Sale M&A Basics | Why Do Business Owners Sell Their Business? Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Josh Springer, head of M&A for Hawke Media, discusses the acquisition and integration strategies he has used in closing 18 deals over the past 4 years, offering sellers a perpetual revenue share instead of a lump-sum payment. He shares insights into how this approach works, the benefits for sellers, lessons learned for the acquirers, how creative deal-making can beat market multiples, and how this strategy aims to provide stability and growth opportunities for sellers. This is all about the art of M&A. View the complete show notes for this episode. Want To Learn More?  Business Valuation: A List of Factors to Consider Earnouts When Selling or Buying a Business | Complete Guide Acquired – The Art of Selling a Business With $10 Million to $100 Million in Annual Revenue Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to [email protected].

Show Summary: What is a fractional CFO? How can they help grow a business? Can they help sell a business? Get all the details on this growing position in the middle market with fractional CFO John Hannum. He offers a wide-ranging discussion with insights into how a fractional CFO can fit into a company’s growth plans, the role of different financial team members, how they play a role in preparing a company for sale, and how sellers can avoid the most common mistakes in dealing with finances during the M&A process.  View the complete show notes for this episode. Want To Learn More? The Role of Accountants When Selling Your Business Quality of Earnings in M&A – The Ultimate Guide Preparing Financial Statements When Selling a Business Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Rich Kottmeyer, investment banker and food and agriculture turnaround specialist shares his extensive knowledge of M&A activity and growth potential in the food and agriculture industry. This complex industry is experiencing fundamental changes driven by consumer preferences, technological advancements, and global conflicts. This is leading to new avenues for investments, and multiples ranging from 5-30 times EBITDA across different sub-sectors in the food and agriculture markets. View the complete show notes for this episode. Want To Learn More? Food and Beverage M&A Overview The Importance of Preparing for Due Diligence Predictably Irrational, Revised and Expanded Edition: The Hidden Forces That Shape Our Decisions by Dr. Dan Ariely (Author) Additional Resources Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to [email protected].  

Show Summary: Katrina Nacci, a cross-border accounting advisor, discusses the complexities of converting accounting standards in international M&A transactions. Katrina offers a high-level look at the differences between U.S. and international accounting standards. She highlights when it might be necessary to convert from local GAAP to U.S. GAAP or IFRS, and the importance of having detailed documentation and a strong internal team familiar with local GAAP. View the complete show notes for this episode. Want To Learn More? Adjusting Financial Statements: A Complete Guide EBITDA | Definition, Formula & Example – A Complete Guide Additional Resources Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Exit options – what are your options? Understanding your own goals and the goals of potential buyers is key to achieving a successful sale of your middle market company. Buyer Jude David offers insights into the most common exit options, the differences between financial and strategic buyers, questions to consider in a self-inventory before preparing for the sale, and considerations for deal structure and leveraging M&A expertise to ultimately close your transaction. View the complete show notes for this episode. Want To Learn More?  M&A Basics | Why Do Business Owners Sell Their Business? Business Exit Plan & Strategy Checklist | A Complete Guide The Role of Family Offices in M&A Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions, please email them to [email protected].  

Show Summary: In this episode of M&A Talk, Marc Beginin shares his rollercoaster entrepreneurial journey. In early 2020, he was poised to sell his company for $80 million, but the COVID-19 pandemic abruptly halted the deal. Undeterred, Marc navigated through a series of challenges, including a merger, an acquisition, and a costly oversight on the other party’s side. He reveals how these experiences ultimately led him to launch a brand-new business. Join Jacob and Marc as they discuss the resilience and adaptability required to thrive as an entrepreneur in the face of unexpected setbacks. View the complete show notes for this episode. Want to Learn More?  M&A Due Diligence | Checklist & Overview M&A Closing Process | A Complete Guide M&A Non-Compete Agreement | A Complete Guide Culture, Cash, and Cannabis: Lessons from a Serial Entrepreneur Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to [email protected].

Show Summary: Matt Sharrers joins us to discuss the challenges of replacing a CEO or founder of a company, with a focus on the need for a well-thought-out plan to ensure a smooth transition and maximize value. He emphasizes the importance of self-awareness and ego management for founders, as well as the need for a clear value creation plan and metrics to measure success. View the complete show notes for this episode. Want To Learn More?  Will Selling Your Business Make You Happy? The M&A Training & Transition Period Why Do Business Owners Exit? The Second CEO by  Matt Sharrers Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to [email protected].

Show summary:  Historically, reps and warranties insurance was only available to very large M&A transactions. In this episode, Patrick Stroth discusses how this product is now available to small and middle-market businesses. He explains that the objective is to provide sellers and buyers with a solution that is reliable and actionable and avoids conflict between the parties. The significant benefit for sellers is that they don’t need to deal with escrow accounts, legal disputes, or earnouts and experience a clean exit so that they can move on with the next chapter of their lives unencumbered. This episode is especially important for sellers who are tackling reps and warranties for the first time. View the complete show notes for this episode. Want More?  M&A Reps & Warranties | A Complete Guide Indemnification in Purchase Agreements | M&A Basics M&A Due Diligence | Checklist & Overview Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to [email protected].  

Show Summary: The private equity secondary market has grown significantly in recent years, with increasing acceptance and flexibility, but what is it exactly? Who is involved, and how do these funds operate? Jeff Bollerman has spent years in this evolving aftermarket for private equity interests, where investors can buy and sell stakes in private partnerships. He provides insights into the market’s maturation, the role of professional advisors, the fierce competition among large syndicated funds, and predictions for the future. View the complete show notes for this episode. Want More?  M&A Guide | The 4 Types of Buyers of Businesses 18 Differences Between Valuing Public and Private Businesses Business Exit Plan & Strategy Checklist | A Complete Guide Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. If you have any topic or guest suggestions please email them to [email protected].

If you have any topic or guest suggestions for M&A Talk, please email them to [email protected]. How can you get on the path to entrepreneurship by acquiring an established business rather than building a start-up? Harvard Business School professors Royce Yudkoff and Rick Ruback share their insights into the nuances of search fund investing, including the challenges of finding high-quality, enduringly profitable businesses. They focus on the appeal of the lower middle market, the advantages of finding a founder nearing retirement, and the appeal of the search fund approach toward entrepreneurship. View the complete show notes for this episode. Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue Download Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business.

If you have any topic or guest suggestions for M&A Talk, please email them to [email protected]. The auction process is standard for M&A transactions, but that doesn’t mean it’s the only way to facilitate an acquisition. Get the inside scoop on a new way of bringing companies together for the best fit. Allen Darby details how his wealth management firm matches M&A buyers and sellers by focusing on long-term cultural fit. He explains why soft factors are critical and provides valuable insights into the M&A process, helping entrepreneurs make informed decisions about their businesses’ future. View the complete show notes for this episode. Additional Resources: Selling your business? Schedule a free consultation today. Download The Art of The Exit: The Complete Guide to Selling Your Business Download Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue

View the complete show notes for this episode. What impact can a partnership dispute have on the value of a company? What is the difference between a legal valuation and a market-based valuation for M&A purposes? Expert appraiser Andy Frew answers these questions and more as he discusses what’s involved and what can go wrong with valuations involving companies that have a partnership dispute arise. He covers the complexities of valuing partnership interests and establishing a thorough valuation methodology to prevent disputes from escalating. What You’ll Learn Standards of Value: An explanation of the three types of standards of value – fair market value, investment value, and fair value – and when each is used.  Triggers: What can cause a partnership split or a dispute and the complexities involved in valuing minority interests in privately held businesses. Experience: The critical role of experience and credentials for appraisers, especially when their work may be challenged in court or by regulatory bodies like the IRS. Differences in Valuations: The distinction between valuations for legal purposes (e.g., partnership disputes, estate taxes) versus market-based valuations for M&A transactions. Want More? Related Resources:  Business Valuation Standards of Value & Fair Market Value Business Valuation Basics: 9 Critical Concepts to Understand Business Valuation Checklist: 4 Questions to Ask First Business Valuation Checklist: 3 Traps to Avoid Books Mentioned: Buy-Sell Agreements for Closely Held and Family Business Owners by Z. Christopher Mercer Quantifying Marketability Discounts by Z. Christopher Mercer Business Valuation: An Integrated Theory (Wiley Series in Finance) by Z. Christopher Mercer and Travis W. Harms Valuing a Business, 6th Edition: The Analysis and Appraisal of Closely Held Companies by Shannon P. Pratt and the ASA Educational Foundation Cost of Capital, + Website: Applications and Examples (Wiley Finance) by Shannon P. Pratt (Author), Roger J. Grabowski (Author), Richard A. Brealey (Foreword) 30-Second Economics by Donald Marron Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes M&A Valuations in the Real World with Abhi Mathews The Art and Science of Valuing a Middle-Market Business with Kevin Moyer and Megan Sartor What Does the Future Look Like for Middle Market Valuations? with Bill Wiersema

View the complete show notes for this episode. The successful completion of an M&A transaction often comes down to the rapport that is built between a buyer and seller and how that impacts the ultimate deal structure. Investor Matt Bodnar offers rapport-building strategies and insights into the finer points of crafting a transaction’s structure. He talks about the variables that go into an LOI, understanding and prioritizing the seller’s objectives, goals, and desires, and how this knowledge influences the various components of the final deal structure. What You’ll Learn Ways to Build Rapport: Tips on how to do this through actively listening, finding common interests, and understanding a seller’s goals and pain points. Different Perspectives: The value in understanding the seller’s needs, desires, motivations, and objectives in order to structure a deal that works for both parties. Deal Structure Components: An overview of components including cash, earnouts, seller notes, and rolled equity, that can be used flexibly to bridge valuation gaps.  Influences on Deal Structure: Examples of what can influence deal structure and the impact of different circumstances. Want More? Related Resources:  M&A Basics | The Letter of Intent M&A Seller Financing: A Complete Guide Net Working Capital (NWC) for M&A – A Complete Guide M&A Seller Financing: A Complete Guide Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes What Exactly is a Rollover and Why Should a Seller Care? with Trevor Crow The Basics of Selling a Middle Market Company with Rob Brighton 48 Deals in 2.5 Years – Here’s What I Learned with Jonathan Jay How to Avoid Mismatched Expectations with Buyers with Dan Tamkin

View the complete show notes for this episode. The acquisition process presents a rollercoaster of emotions for all involved, and how an acquisition is announced can dramatically impact integration. Loreta Tarozaite offers insights and lessons learned from an employee’s perspective during an acquisition and integration. She discusses the importance of effective communication, transparency, employee well-being during times of change, the influence of executive communication especially during integration, and the critical need to build trust within the company. What You’ll Learn Trust: The importance of transparency and open communication with employees throughout an acquisition process to build trust. Communication: How to address employee concerns about conflicting messaging and help them understand the rationale for an acquisition. Integration: Strategies for integrating different company cultures after an acquisition. Emotions: The emotional journey employees experience and how leadership can support them. Want More? Related Resources:  Informing & Retaining Employees When Selling a Business M&A Guide | Selling Your Business to Employees Alternatives to Non-Competes with Employees Additional Resources Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes Managing Personality and Cultural Differences When Selling Your Business with Danya Shakfeh How Your Employees Can Impact the Value of Your Business with Marco Robert A Buyer’s Perspective — Why the Human Side is More Important Than Money in M&A Transactions with Austin King

View the complete show notes for this episode. The Federal Trade Commission (FTC) has issued a new ruling (as of May 2024) regarding the enforceability of non-compete agreements. This ruling will impact every business, regardless of industry, so attorney Darshan Kulkarni joins M&A Talk to discuss the legal and economic implications of this controversial decision. He highlights how employers and attorneys can handle this situation, discusses the potential effects on employees and the legal hurdles still to come, and offers advice for business owners and sellers.  What You’ll Learn Enforceability: Insights into the situation since the FTC ruling is facing significant legal challenges and its long-term impact remains uncertain. Usability: Discussion about how non-compete clauses are commonly overused but have valid applications, particularly in M&A transactions, and reasonable restrictions may be enforceable. Legal Counsel: Business owners should promptly address employment agreements with legal counsel to understand compliance obligations and alternative protections. Implications: Thoughts on the future ramifications of this ruling in an overview of the potential legal and economic impact on business owners and employees. Want More? Related Resources:  M&A Non-Compete Agreement | A Complete Guide Alternatives to Non-Competes with Employees “State Noncompete Law Tracker, Economic Innovation Group,” Map showing non-compete laws by state in the United States, June 25, 2024 “Federal Register – Non-Compete Clause Rule,” National Archives document with a summary of the FTC non-compete ruling, May 7, 2024 “Comparative Perspectives on Non-Compete Clauses in the United States, United Kingdom, and Singapore,” Moynihan, Nadia; American Bar Association, September 14, 2023 “FTC Announces Rule Banning Noncompetes,” Federal Trade Commission announcement, April 23, 2024 Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes How an M&A Attorney Can Help Sell Your Business with Jessica Fairchild A Lawyer, a Banker, and a Seller Walk Into a Bar … with Michael Frankel Navigating Food and Beverage Regulations for Mergers and Acquisitions with Darshan Kulkarni

View the complete show notes for this episode. “If you build it, they will come” is an expression that applies to starting a company as well as a baseball field. Thinking about what buyers want and avoiding the pressure to sell in a specific timeframe can help you increase your company’s value when the time comes to sell. With 25 years in corporate M&A, Guillaume Thomas helps sellers understand what the M&A process looks like for buyers. He also shares how he has used these same lessons to start his own company, which has grown out of his four-generation family business.  What You’ll Learn Valuation: The importance of realistic valuations, the impact they have on negotiations, and why it is critical to understand the buyer’s motivations. Multiples: What the drivers are behind multiples and how they change.  Due Diligence: The critical role of financial transparency and organization throughout the due diligence process to show professionalism and build trust with the buyer. Entrepreneurship: Insights into the emotional challenges and rewards of transitioning from corporate executive to entrepreneur. Want More? Related Resources:  Business Valuation Basics: 9 Critical Concepts to Understand Business Exit Plan & Strategy Checklist | A Complete Guide Preparing Financial Statements When Selling a Business Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes How to Build Maximum Strategic Value in Your Business with Mac Lackey The Emotional Rollercoaster of Buying or Selling a Business with Drew Bisping Financial Due Diligence – Why It’s Important to Prepare for the Sale of Your Company with Patrick O’Connell

View the complete show notes for this episode. What is it like to source M&A deals with a focus on B2B software technology companies? Mahmoud Hmouz answers this question and many more as he discusses what a PE firm looks for when sourcing companies to consider for acquisition. He offers insights into the metrics a PE firm first looks at, gives advice for entrepreneurs on preparing for a “first date” conversation with a potential investor, and the importance of being honest about what an owner wants and mapping that to what an investor has to offer. What You’ll Learn Success Stories: Discussion on how this PE firm impacts the companies they have acquired with examples of some of their platform and tuck-in acquisitions. Enticing Numbers: Details on some of the key metrics private equity looks for in businesses, including growth, retention, and profitability. Good First Impression: Tips on what common mistakes sellers make in initial conversations that can waste time or damage relationships and how to avoid them. Growth and Evolution: The importance of experimentation, open-mindedness, and addressing inertia to continuously improve growth strategies. Want More? Related Resources:  Tech & Software M&A Dynamics Top 5 M&A Value Drivers for Tech & Software Companies How to Sell an Online Business: A Case Study Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes M&A for Virtual and Augmented Reality Companies with Jeff Meisner The Good, The Bad & The Ugly of Growth by Acquisition with Elizabeth Cholawsky and Taylor Viens Case Study – Lessons Learned From Selling Multiple Tech Companies with Ryan Buckley

View the complete show notes for this episode. Learning from your mistakes is an important life lesson. Learning from the mistakes of others is smart business. Jim Stevenson shares a high-level overview of two M&A transactions that have gone wrong and points out the lessons that can be applied to any transaction. His suggestions include going after the smart money, not just the most money, performing risk assessment and research on the buyer’s track record, running a company while managing the sale, and creating an integration plan, not just a timeline.  What You’ll Learn What: Lessons from two struggling transactions involving overleveraging debt, creating an integration plan rather than a timeline, and expecting too much from a cultural merger.  Why: Common reasons why M&A deals fail and what to look for before closing the deal. How: Suggestions on how to avoid potential problems or deal killers in the transaction. When: Lessons around the implications of deals gone wrong, managing risk, and steps to take. Want More? Related Resources:  Most Common Deal Killers When Selling Your Business Earnouts When Selling or Buying a Business | Complete Guide Process for Screening Buyers When Selling a Business Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes Understanding Private Equity – A Primer for Sellers with Jeff Hooke Expert Advice on Avoiding Disputes Post-Closing with Bill Wiersema An Expert’s Views on Effective Post-Merger Integration Strategies with Ben de Haldevang

View the complete show notes for this episode. A fairly new investment model for investing in online businesses is gaining strength and interest. Justine Cooke discusses this fractional ownership program, which is accessible online and available to retail investors. In this model, investors seek passive income through fractional ownership of online businesses, with operators receiving equity and investors receiving majority returns. Justin highlights the benefits of this model for both investors and operators, including increased exposure and investment capital.  What You’ll Learn Online Businesses: Hear about the differences in investing and operating online businesses. Investment Fund: Learn what sets an investment fund apart when it focuses on matching passive investors with operators. Challenges: Focus on finding operators and investors, then putting together the right team. Business Growth: Hear about the growing pains and opportunities that came with starting Empire Flippers and WebStreet. Want More? Related Resources:  How to Sell an Online Business: A Case Study A Guide to Valuing Tech, Software & Online Businesses Top 5 M&A Value Drivers for Tech & Software Companies Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes Preparing to Sell a Digital Company with Yury Byalik The Inside Scoop on Tech M&A with Barr Blanton Case Study – How Two College Kids Monetized Social Media and Made Millions with Harry Gestetner and Simon Pompan

View the complete show notes for this episode. What You’ll Learn M&A Evolution: Learn about the M&A transactions that resulted in the formation, growth, sale, and reformation of two multi-million dollar companies. ASME Certification: Insights into the challenges involved in working with international suppliers and the importance of confirming valid certification.  Cannabis Industry: An overview of the layers of the cannabis industry and its evolution, from manufacturing through to consumer sales. Corporate Culture: How the culture of a company can be organically grown and fostered through the hiring process to bring passion to the workplace. Want More? Related Resources:  Crossroads: Deciding to Sell Your Business vs. Doubling Down Why do Companies Acquire Other Businesses? Business Valuation: A List of Factors to Consider Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes Cannabis M&A – The Highs and Lows of an Emerging Market with Charles Alovisetti A Buyer’s Perspective — Why the Human Side is More Important Than Money in M&A Transactions with Austin King How Your Employees Can Impact the Value of Your Business with Marco Robert Everything You Want To Know About the Cannabis Industry with Nick Brandis Cannabis Drinks – The Latest Craze in an Evolving Market with Paulo Sobral

View the complete show notes for this episode. What You’ll Learn Major Deal Killers: A look at the risks private equity firms consider, such as customer concentration, off-balance sheet liabilities, cyclicality, business size, and creative accounting. Address Risks: Tips on how to proactively address risks and liabilities like customer concentration through sales and marketing strategies to diversify and grow the business. Exit Planning: Hear why it’s important to begin preparing for your exit almost as soon as you start your company.  Private Equity Firms: Gain insight into private equity fund sizes, typical deal sizes, and requirements for platform vs. bolt-on acquisitions. Want More? Related Resources:  Reducing Concentrations of Risk Before Selling Your Business M&A Reps & Warranties | A Complete Guide M&A Guide | The 4 Types of Buyers of Businesses Quality of Earnings in M&A – The Ultimate Guide How to make your company attractive to Private Equity by Nick McLean Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes Do You Need Reps & Warranties Insurance When Selling a Business? with TJ Noonan Reps and Warranties Insurance is Good for Buyer and Seller with Kirk Sanderson Understanding Private Equity – A Primer for Sellers with Jeff Hooke The Basics of Selling Your Company to a PE Firm with Matt Coyne Quality of Earnings in M&A Explained in 30 Minutes with Nicholas Spezio

View the complete show notes for this episode. Accountant Kyle Smith shares expert insights into optimizing a business’s financial health before going to market. This includes understanding and tracking five key performance indicators (KPIs) and financial metrics to evaluate a business’s financial health and valuation, the need for cost control analysis, benchmarking against industry averages, and monitoring revenue, gross profit, and sales mix to identify areas for improvement and maximize profits. What You’ll Learn: Pre-Sale Financial Due Diligence: Strategies for optimizing your company’s financial performance before a potential sale. KPIs: Critical key performance indicators (KPIs) every business owner should track regularly. Revenue Metrics: Techniques for understanding trends in your gross profit percentage and revenue drivers.  Financial Documents: Importance of analyzing discrepancies between your income statement and cash flow statement. Want More? Related Resources: Quality of Earnings in M&A – The Ultimate Guide M&A Due Diligence Preparation: The Importance of Preparing for Due Diligence Adjusting Financial Statements: A Complete Guide Business Valuation & Return on Investment (ROI) Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes What You Need to Know Before Selling to a PE Firm with Brent Paris and Jim Evanger Avoiding Pitfalls in Financial Due Diligence When Selling a Business with Bill Wiersema How to Maximize Your Company’s Value with Jon Taylor

View the complete show notes for this episode. Thinking about retirement is different for a business owner. You want to ensure you continue living life with purpose and intent to make sure you are happy once you sell your business. Expert Elliot Kellen discusses how to avoid the vacuum that occurs after you sell your business. He offers strategies for clarifying your goals and vision for retirement to guide financial decisions, the components of an action plan, and putting together a team of advisors to help achieve a successful sale and retirement. What you’ll learn Exit Planning: The decision-making process for using the proceeds from selling your business. Retirement Plans: Consider what you want to do once you sell your company, from personal plans to leaving a legacy to charitable efforts. Action Plan: Learn the steps to take after you have defined your goals and are ready to put your money to work. Wealth Management: Tips for selecting the right team of advisors to assist throughout the sale process and tax planning for a business owner. Want More? Related Resources: M&A Basics | Why Do Business Owners Sell Their Business? Business Exit Plan & Strategy Checklist | A Complete Guide Should I Sell My Business? Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes: Will Selling Your Business Make You Happy? with Marco Robert Why Don’t Most Business Owners Plan Their Sale? with Wendy Dickinson What To Consider When Timing the Sale of Your Company with Dan Shea

View the complete show notes for this episode. What are the most common mistakes sellers make when it comes to selling a middle-market company? M&A expert Jim Stevenson shares tips and strategies for preparing a company for acquisition. He discusses common mistakes such as not planning for an exit or not presenting a company in the best possible light, the importance of cultural fit, the need for a clear and compelling business story to attract potential buyers, and the value of hiring experts in the M&A process to increase value and successfully sell. What you’ll learn: Preparing for Sale: Strategies to groom your business and prepare a go-to-market strategy.  Company Culture: Why it’s important to consider cultural fit between companies for operations and post-merger integration.  Customer Needs: The importance of understanding customer needs and how your product or service solves problems. Expert Advice: Why you need expert help to maximize value and sell your company. Want More? Related Resources: Business Exit Plan & Strategy Checklist | A Complete Guide Tips on Preparing Your Business for Sale M&A Basics: Building a Sellable Business Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes: An Expert’s Views on Effective Post-Merger Integration Strategies with Ben de Haldevang A Buyer’s Perspective — Why the Human Side is More Important Than Money in M&A Transactions with Austin King A Lawyer, a Banker, and a Seller Walk Into a Bar … with Michael Frankel Expert Advice from a Buyer – Why You Should Prepare Your Business for Sale with Scott Hile

A major consolidation in the Bitcoin mining industry occurred in November 2023 with the merger of Hut 8 and US Bitcoin. Learn what went on inside this deal from Asher Genoot, CEO of the newly formed Hut 8 Corp. He discusses what led to the decision to raise capital by merging a public Canadian company with a private US company, the mechanics of merging, the challenges of integration, the operational and financial objectives for each side, and how this will help with driving diversified growth going forward.  View the complete show notes for this episode. Want more?  Hut 8 and USBTC Announce Completion of Business Combination Why do Companies Acquire Other Businesses? Tech & Software M&A Dynamics Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes: An Expert’s Views on Effective Post-Merger Integration Strategies with Ben de Haldevang The Role and Impact of Human Nature in M&A Transactions with Julienne Baron The Basics of International M&A Transactions with Amit Thakur The Inside Scoop on Tech M&A with Barr Blanton

View the complete show notes for this episode. In an M&A world dominated by PE firms and family offices, there are a few private investors who march to their own beat when it comes to looking for companies to buy. Rami Cassis is one such investor, and he shares his insights into what he looks for when acquiring a company and offers tips on common mistakes that sellers make. This candid conversation covers what appeals to a private investor, the differences between working with a PE firm, and the critical nature of chemistry in M&A transactions.  What you’ll learn Types of Buyers: Learn about the differences between a family office, private equity, and private investors. Chemistry: Consider the importance of chemistry in M&A relationships from the initial meeting with a buyer through final integration. Tips on Private Equity: There are pros and cons to consider before selling to a private equity firm. Want More? Related Resources: EBITDA | Definition, Formula & Example – A Complete Guide The Role of Family Offices in M&A M&A Due Diligence Preparation The Benefits of Selling Your Company to a Family Office Family Offices and Management Buyouts – What You Need to Know The Basics of Selling Your Business to a Private Equity Firm Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal  

Get an insider’s perspective on what buyers look for in M&A transactions with multi-million and billion-dollar corporations. What do companies this size look for when making an acquisition? How do they make the decision to build, buy, or partner with a company? How do middle-market companies fit into the acquisition picture? Nadia Gil shares her passion for the M&A industry and stories from corporate development successes to give middle-market sellers insight into corporate acquisitions. View the complete show notes for this episode.   Want More? Related Resources  Why do Companies Acquire Other Businesses? Top 5 M&A Value Drivers for Tech & Software Companies Tech & Software M&A Dynamics Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Listen to Other Episodes: Corporate Development – Can Someone Explain This To Me? with Alessandro Cozzi Using Outsourced Corporate Development to Make Acquisitions with Ryan Goral Case Study – Lessons Learned From Selling Multiple Tech Companies with Ryan Buckley M&A Process: A Buy-side Perspective  

Private equity (PE) firms are the most active buyers in the market, so sellers need to understand how they operate. Matt Coyne offers expert advice on how to make selling your middle-market company to a PE firm the best option. He discusses what PE firms look for in a company, the benefits and concerns when considering selling to a PE firm, tips on how to work with them, how the finances are typically structured, and what an owner can expect once they sell. View the complete show notes for this episode. What You'll Learn The Basics of PE Firms: Learn about private equity, who the investors are, and the 10-year plan once they’ve bought your company.  What PE Firms Look For: PE firms are often the best buyers for hard-to-sell companies, whether they are making a platform acquisition or an add-on acquisition. Considerations for Owners: Sellers need to consider how long they are willing to stay on after the sale and how they will be compensated when selling to a PE firm. Benefits and Challenges: PE firms are very good at growing companies, but they won’t buy 100% of your business. Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes What Returns Do Private Equity Firms Really Generate? The Basics of Selling Your Business to a Private Equity Firm Understanding Private Equity – A Primer for Sellers

M&A integration expert Ben de Haldevang shares insights into what can make post-acquisition integration smooth and successful. The integration structure evolves through the diligence process and can help defy false optimism and outlooks that are not based on reality.  View the complete show notes for this episode. Want More? Related Resources:  M&A Post-Closing Technical Aspects - Morgan & Westfield M&A Due Diligence | Checklist & Overview - Morgan & Westfield M&A Post-Closing Technical Aspects - Morgan & Westfield Save the Silver Bullet: The small steps to successful transformation by Ben de Haldevang Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: Managing Personality and Cultural Differences When Selling Your Business - Morgan & Westfield How Your Employees Can Impact the Value of Your Business Helping the Buyer Integrate Your Company with Theirs - Morgan & Westfield  

M&A disputes post-closing are more common than people realize. Disputes arise from different sources for different reasons and can result in hundreds of thousands of dollars in litigation costs. Bill Wiersema returns to M&A Talk to offer expert advice on how to best prepare during the sales process to avoid potential disputes after the closing. He discusses the three most common areas of dispute and the value of having expert advisors to navigate financial due diligence to prevent issues from arising. View the complete show notes for this episode. Learn More About This Episode: M&A Basics | The Letter of Intent – Morgan & Westfield Earnouts When Selling or Buying a Business | Complete Guide – Morgan & Westfield The M&A Training & Transition Period – Morgan & Westfield Net Working Capital (NWC) for M&A – A Complete Guide – Morgan & Westfield Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: Expert Advice on Preparing for Due Diligence in Middle-Market M&A - Morgan & Westfield How to Avoid Mismatched Expectations with Buyers - Morgan & Westfield Avoiding Pitfalls in Financial Due Diligence When Selling a Business

Don’t underestimate the role and impact of human nature in M&A transactions and the power of collaboration. Julienne Baron discusses connecting the dots in M&A, including communication, the importance of advisors understanding the details in a deal, and knowing the right questions to ask to make it all a success. She shares tips on successfully navigating risk, how cultural differences impact communication, and the importance of hands-on experience in addressing the complexities of any M&A transaction. View the complete show notes for this episode. Learn More About This Episode Business Valuation: A List of Factors to Consider Business Valuation Process: What is Your Process? Can I Sell my Business to a Non-US Citizen or Foreigner? M&A Basics | Why Do Business Owners Sell Their Business? M&A Purchase Agreement | A Complete Guide Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: How an M&A Attorney Can Help Sell Your Business Managing Personality and Cultural Differences When Selling Your Business Maximizing Profits: Key Insights on Preparing a Company for Sale from an Experienced M&A Attorney The Practical Side of M&A They Don’t Teach in Law School  

M&A is part art and part science, and sellers and buyers can benefit from considering the view from the other side of the negotiating table. Andrew Morbitzer goes into detail about where the art and science lie in M&A transactions. He discusses the concept of proactive vs. reactive M&A strategies, what to learn from past failed acquisitions, the lifecycle of an acquisition – from strategy to alignment, to commitment, to integration – and how to transfer this science to successful transactions. View the complete show notes for this episode. Learn More: M&A Guide | The 4 Types of Buyers of Businesses Why Do Some Businesses Not Sell? What Affects How Easy It Will Be to Sell My Business? M&A Due Diligence | Checklist & Overview Selling Your Business? Hire an Attorney to Increase the Bottom Line Allocation of Purchase Price & Taxes When Selling a Business Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: A Buyer’s Perspective — Why the Human Side is More Important Than Money in M&A Transactions A Look Inside the Head of a Strategic Buyer How an M&A Attorney Can Help Sell Your Business.

The world of alternative investments is complex but compelling for middle-market business owners and entrepreneurs to understand. Kimberly Flynn discusses how M&A fits into the world of asset management. She defines alternative investments, explains how they fit into investment portfolios, discusses institutional money management, looks at how private equity and VC firms utilize M&A, considers options for raising capital, and speculates on the future of alternative investments and the potential impact on M&A. View the complete show notes for this episode. Learn More: Business Valuation & Return on Investment (ROI) M&A Basics: Building a Sellable Business M&A Seller Financing: A Complete Guide Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: A VC’s Advice on Increasing the Value of Your Business How to Determine When a Business is Ripe for Investment Understanding Private Equity – A Primer for Sellers  

Buyers trade money for value. Understanding this is key to a company getting better tomorrow. Pricing expert Mark Stiving talks about the easiest way to increase a company’s value and looks at how pricing adjustments impact value, sales growth, and the perception of a business. He discusses developing strategies for an effective price increase, managing the timing, how a company can confidently raise prices without the fear of losing customers, and other strategies that can increase a company’s value. View the complete show notes for this episode. Learn More: Business Valuation & Return on Investment (ROI) Business Valuation: A List of Factors to Consider Business Valuation Guide: Do I need a Valuation? What’s a ‘Main Street’ vs. a Middle-Market Company? Marketing a Small Business for Sale Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield.

Learn about the M&A growth of two start-ups in a new virtual business – mental health services online. William Masih discusses questions for sellers to ask themselves before considering an M&A transaction, raising capital, building relationships, and finding synergies with a potential partner business. He talks about making mental health therapy accessible, the mechanics of his acquisition, details on the scorecard method of valuing a business, and applying it to a company in the early stages of growth. View the complete show notes for this episode. Learn More: Business Valuation Guide: Do I need a Valuation? M&A Due Diligence | Checklist & Overview Marketing a Small Business for Sale Non-Disclosure Agreement (NDA) | A Complete Guide for M&A Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: An Insider’s Perspectives on Growing a Business Through Acquisitions Expert Advice on Preparing for Due Diligence in Middle-Market M&A How To Buy A Good Business At A Great Price  

This edition of M&A Talk offers a refreshing perspective on what really matters in a business – the people. Austin King discusses topics that impact a seller and what his investment firm considers when making acquisitions in the industrial services sector. He discusses how cultural diligence can ensure people and culture will mesh, how to balance qualitative decisions with traditional quantitative measurements, working with owners who want to remain with the business part-time, and how building relationships impacts business. View the complete show notes for this episode. Learn More: The Basics of Independent (Fundless) Sponsors in M&A The Role of Family Offices in M&A Net Working Capital (NWC) for M&A – A Complete Guide M&A Basics | Why Do Business Owners Sell Their Business? Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: Family Offices – What They Look for When Buying a Company Independent Sponsors or Search Funds – Which is Right for You? The Basics of Selling Your Business to an Independent Sponsor  

Is it possible to time the sale of a middle-market company to optimize returns? How do current market conditions impact the timing and the company’s value? Dan Shea offers expert advice on considerations sellers need to look at when planning the timing of selling their business. He discusses gauging the health of the market, the economic indicators owners need to consider, the art versus the science of valuation, and the importance of considering personal circumstances and getting advice from experts. View the complete show notes for this episode.  Learn More: M&A Basics | Why Do Business Owners Sell Their Business? M&A Reps & Warranties Quality of Earnings in M&A – The Ultimate Guide What’s a ‘Main Street’ vs. a Middle-Market Company? Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business, Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue, and Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: The Art and Science of Valuing a Middle-Market Business Expert Advice on Preparing for Due Diligence in Middle-Market M&A The Benefits of Selling Your Company to a Family Office

Everything buyers and sellers need to know about negotiating a $25 million to $500+ million purchase agreement. Drew Polekoff discusses the elements of a purchase agreement for middle-market transactions, including how to lay the groundwork with the LOI, details on each section of the agreement, common mistakes that can cause issues with negotiations, the process of preparing and signing the purchase agreement and who is involved, and advice to buyers and sellers on how to get the transaction closed. Learn More:  Negotiating the Letter of Intent M&A Basics | Asset vs. Stock Sale M&A Reps & Warranties The Role of an Escrow Agent when Selling or Buying a Business Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes:  Top 4 Issues for Sellers to Avoid with an LOI Guidance for Writing a Buy-Sell Agreement Exit Planning Strategy

Managing expectations and understanding what potential buyers look for is critical to selling a business successfully. Jason Hullender offers tips on how to get the sale of your business across the fifty-yard line and into the end zone. He discusses the top areas where buyers and sellers have unrealistic expectations, the importance of a company’s valuation, understanding EBITDA, how customer concentration and competitive advantages fit into the mix, and why you should be prepared for the due diligence process.  Learn More:  Quality of Earnings in M&A – The Ultimate Guide Business Valuation Guide: Do I need a Valuation? M&A Due Diligence | Checklist & Overview How Long Does it Take to Sell a Business? Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: Expert Advice from a Buyer – Why You Should Prepare Your Business for Sale Top 4 Issues for Sellers to Avoid with an LOI The Emotional Rollercoaster of Buying or Selling a Business Why You Need to Consider Taxes Before Selling Your Business  

The Corporate Transparency Act may require small businesses to report information about their ownership to the government. Bill Wiersema returns to M&A Talk to discuss the positive aspects of the CTA and the challenges it presents to small business owners. Designed to combat illicit activity and funding for terrorism operations, Bill discusses who is impacted, what information is gathered, the limitations of how the information is used, concerns to be aware of, and the enforcement mechanisms that are in place. Learn More:  Strategies for Maintaining Confidentiality How Does Entity Type Affect the Sale of My Business? M&A Due Diligence | Checklist & Overview Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes:  Cooking the Books Top Seven Issues Today Critical to Understanding Quality of Earnings Why You Need To Think About Taxes Early When Selling a Business      

Qualified small business stock (QSBS) is a provision in the U.S. tax code that can provide tax-free income to investors. This engaging conversation about the tax benefits of QSBS is geared toward buyers and sellers. Jessica Fairchild and Andrew Szymulanski discuss who benefits from QSBS, what the requirements are to qualify for this tax benefit, and ways to make the structure work for a small business sale or acquisition. Discover why it’s worth possibly structuring a transaction to qualify for QSBS treatment. Learn More:  The Basics of Independent (Fundless) Sponsors in M&A The Role of M&A Lawyers When Selling Your Business Selling Your Business? Hire an Attorney to Increase the Bottom Line Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes:  How an M&A Attorney Can Help Sell Your Business Importance of Having an Attorney When Selling or Buying a Business The Basics of Independent Sponsors The Basics of Selling Your Business to an Independent Sponsor  

Building a successful business is hard. Taking it to the next level is even harder. Adam Coffey returns to M&A Talk with tips for entrepreneurs on scaling up and making success inevitable for middle-market companies. He discusses the issues that come with scaling a company, finding capital and using exit plans to fund growth, how to generate wealth for owners and employees, why a company’s culture is critical to its ultimate success, and building an equity incentive plan to retain talented employees. Learn More:  Business Exit Plan & Strategy Checklist | A Complete Guide M&A Basics: Building a Sellable Business  The Private Equity Toolkit with Michael Roher Additional Resources: Planning to sell your business? Schedule a free consultation today.  Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes:  Everything An Entrepreneur Needs to Know About Selling to PE Firm Behind the Scenes – A Founder’s Lessons from Selling 4 Businesses The Basics of Selling a Middle Market Company  

Talking about selling a middle-market company to a family office vs. a PE firm, James Carey has a detailed conversation on the differences between these buyers. He discusses the time frames each has for seeing a return on their capital investments, what a family office looks for when deciding to partner with an entrepreneur, why family offices tend to be hands-on in how they operate and interact with their portfolio companies and the implications these issues have on the sales process and afterward. View the complete show notes for this episode. Learn More: The Role of Family Offices in M&A The Private Equity Toolkit with Michael Roher The Basics of Independent (Fundless) Sponsors in M&A M&A Guide | The 4 Types of Buyers of Businesses Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: Selling Your Company to a Private Equity Firm vs. a Family Office Family Offices and Management Buyouts – What You Need to Know Family Offices – What They Look for When Buying a Company

If you get an email out of the blue expressing interest in buying your company, does this mean you have a buyer before you even knew you wanted one? Not quite. Channing Hamlet discusses what information to have at your fingertips and how to avoid a potential bait-and-switch marketing ploy. He discusses handling different situations, the importance of doing market research on your own company, understanding the marketplace and potential valuations so you can respond with knowledge rather than a gut reaction. Learn More:  M&A Guide | The 4 Types of Buyers of Businesses How Long do Buyers of Businesses Stay in the Market? Business Valuation Methods in a Nutshell Letter of Intent Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes:  Financial Due Diligence – Why It’s Important to Prepare for the Sale of Your Company How to Build Maximum Strategic Value in Your Business Maximizing Profits: Key Insights on Preparing a Company for Sale from an Experienced M&A Attorney  

Hybrid capital, or revenue-based financing, might be the solution for a middle-market business owner seeking capital to grow while still maintaining control of their company’s strategic direction. Neil Johnson explains how this model of revenue-based financing works. This detailed discussion covers who can benefit from this approach, how the interest rate flows, how lending multiples are calculated, unitranche debt, and the debt-like and private equity-like features built into this hybrid model of financing. Learn More:  Small Business Acquisition Financing M&A Seller Financing: A Complete Guide Arrange Financing M&A Seller Financing: Handling a Buyer Default Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes:  Family Offices and Management Buyouts – What You Need to Know Financing an Acquisition – What Buyers and Sellers Need To Know Expanding Your Business with Growth Equity What Does the Future Look Like for Middle Market Valuations?  

The subject of taxes may be dry, but when it comes to selling a business, taxes can’t be avoided forever. Tax attorney Alex Denault discusses the differences between a CPA and a tax attorney, how an asset sale versus a stock sale impacts tax implications, successor liabilities and how they influence a transaction, the IRS ramifications of asset allocation, double taxation risks for C-Corps, when sales taxes apply, and some general rules on what sellers can expect in terms of paying taxes when they sell a business. Learn More:  M&A Basics | Asset vs. Stock Sale Allocation of Purchase Price & Taxes When Selling a Business Adjusting Financial Statements: A Complete Guide Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: (based on podcast notes) Do You Need Tax Insurance When Selling Your Business? How an M&A Attorney Can Help Sell Your Business Expert Advice from a Buyer – Why You Should Prepare Your Business for Sale

Buying a business starts with finding the right business. Best-selling author and experienced acquirer Richard Parker covers the basics a buyer should know before looking at buying a business. He discusses how to arm yourself with the right knowledge and guidance to make educated decisions, the importance of identifying the right business for yourself – one that matches your strengths, how the lack of knowledge can paralyze potential buyers, and the top mistakes people make when looking at buying a business. Learn More: Why is the Range of Possible Values so Wide for a Business? Business Valuation Basics: 9 Critical Concepts to Understand M&A Due Diligence Preparation The Basics of Independent (Fundless) Sponsors in M&A Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: Financing an Acquisition – What Buyers and Sellers Need To Know What a Buyer Looks for When Acquiring a Middle-Market Business Financial Due Diligence – Why It’s Important to Prepare for the Sale of Your Company

The role of independent sponsors as investors is growing in the M&A world. Bakari Akil is an acquisition entrepreneur, and he shares his inspiring story of learning the ins and outs of buying companies and provides tips on getting started. He defines independent sponsors and search funds, clarifies the differences between these acquisition models, and discusses the role of the investor. Bakari also talks about his experience as a digital nomad and the lessons he’s learned while working around the world. Learn More: The Basics of Independent (Fundless) Sponsors in M&A Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: What Sellers Should Know About Selling Their Business to a Search Fund The Basics of Selling Your Business to an Independent Sponsor

The due diligence process is stressful and has high stakes for both sides of any acquisition. Jonathan Wilson returns to M&A Talk to highlight the importance of preparing for the due diligence stage and what to expect during this period of a business sale. He discusses the differences between how various types of buyers handle due diligence, gives an overview of what documents are needed, what to look out for, the need for speed, and how to prepare for due diligence from the very beginning of the sale process. View the complete show notes for this episode Learn More: M&A Due Diligence | Checklist & Overview M&A Due Diligence Preparation The Role of Family Offices in M&A Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: After the Sale – Planning a Smooth Integration with the Buyer 8 Simple Ways to Increase the Value of Your Business Do You Need to Prepare for Due Diligence When Selling Your Business? Why Seller Due Diligence is Vital to a Successful Sale    

A management buyout, or MBO, offers an attractive option for selling a middle-market company to the people who know it best – the management team. B.G. and Geordie Lemmon discuss how their family office views these businesses as partners and share insights on what can make an MBO successful. They discuss what the family office looks for in a company, how the finances work, how the management team is involved, how the company can grow over time, and what this means for the next generation of management owners. View the complete show notes for this episode. Learn More Business Broker and M&A Advisor Fees: A Comprehensive Guide SBA Financing When Buying or Selling a Business M&A Basics | Why Do Business Owners Sell Their Business? Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes:  Behind the Scenes of a Family Office Why You Should Consider Selling Your Business to a Family Office Selling Your Company to a Private Equity Firm vs. a Family Office

Taxes – taxes – taxes. The best way to deal with them is to be prepared, and Bill Wiersema returns to M&A Talk to do a short show with a big punch. He covers some of the little-known issues that come up around taxes when selling a middle-market business. He talks about the tax implications of stock deals vs. asset deals, double taxation, and tax differences between an S-Corp and a C-Corp. He explains what an F reorganization is, how it may be a solution, and the advantages and limitations of an LLC vs. an S-Corp.  View the complete show notes for this episode. Learn More The Role of Accountants When Selling Your Business How Does Entity Type Affect the Sale of My Business? 18 Differences Between Valuing Public and Private Businesses Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: Tax Insurance: The Business Solution You Didn’t Know Was Possible How an M&A Attorney Can Help Sell Your Business Do You Need Tax Insurance When Selling Your Business?

Whether you realize it or not, buying or selling a business is an emotional rollercoaster. Drew Bisping talks about this emotional journey from both sides of the table as a buyer and seller. He discusses the role that emotions play in the sales process and what you can do about it, the importance of using the right advisors, the very real impact that comes from deal fatigue, and why it is critical to be prepared and understand the impact a sale will have emotionally on yourself, your employees, and partners.  View the complete show notes for this episode. Learn More: Net Working Capital (NWC) for M&A – A Complete Guide M&A Negotiating Tactic #1 – Honesty M&A Due Diligence | Checklist & Overview Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: Will Selling Your Business Make You Happy? Maximizing Profits: Key Insights on Preparing a Company for Sale from an Experienced M&A Attorney Managing Personality and Cultural Differences When Selling Your Business

Negotiating a clear letter of intent keeps a seller’s position strong throughout the sale process. Bill Snow returns to discuss the top four mistakes sellers make with the LOI and his tips on avoiding these issues. He highlights the importance of planning for taxes and understanding the tax implications of a sale from the outset, how valuations vary and what can impact them, setting up a data room for due diligence before the LOI stage, the dangers of having unrealistic expectations, and the costs of not being prepared. View the complete show notes for this episode. Learn More: Negotiating the Letter of Intent Letter of Intent A Guide to M&A Negotiating Tactics Earnouts When Selling or Buying a Business | Complete Guide Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider’s Guide to Selling a Food or Beverage Manufacturing, Distribution, or Grocery Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: Do You Need Reps & Warranties Insurance When Selling a Business? Expert Advice on How To Sell Your Middle-Market Company How to Plan the Sale of Your Business from Start to Finish  

In a return discussion of family offices, Alejandro Levy takes a deeper dive into the nuances of the family office and how they structure their investment strategies. Since family offices are major buyers of middle market companies, it’s important sellers understand what they look for in an investment and who the decision makers are within a family office. The discussion includes direct investments, investment trends in the secondary market, and the differences between family offices and independent sponsors. View the complete show notes for this episode. Learn More: Should I Sell My Business? Dealing with Investors Who Want to Buy Your Business M&A Guide | The 4 Types of Buyers of Businesses Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: Why You Should Consider Selling Your Business to a Family Office Behind the Scenes of a Family Office The Basics of Independent Sponsors  

Returning to M&A Talk, financial expert Bill Wiersema shares his thoughts on the current economic situation and the impact of the pandemic on middle market valuations. Will the pandemic continue to impact valuations? Bill’s answer is, “It depends.” He shares his insights into the impact of higher interest rates, inflated unit margins, the consequences of supply chain difficulties, gauging a company’s performance in unusual times, and trends and issues that will continue to influence valuations in the middle market. View the complete show notes for this episode. Learn More: Earnouts When Selling or Buying a Business | Complete Guide M&A Guide | The 4 Types of Buyers of Businesses Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: 7 Critical Issues Related to Quality of Earnings Avoiding Pitfalls in Financial Due Diligence When Selling a Business How to Build Maximum Strategic Value in Your Business

This comprehensive show on acquisition financing looks at what buyers and sellers need to know from the beginning. Stephen Speer shares his experience as a finance intermediary to discuss the questions lenders ask, what they look for before making an investment in a company, working with PE firms, family offices, SBA loans, and other capital providers; valuations; EBITDA multiples; how equity is used in an acquisition, and why a seller needs to understand how a buyer will finance the purchase of their business. View the complete show notes for this episode. Learn More: SBA Financing When Buying or Selling a Business Small Business Acquisition Financing Earnouts When Selling or Buying a Business | Complete Guide Adjusting Financial Statements: A Complete Guide Additional Resources: Planning to sell your business? Schedule a free consultation today. Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business and Acquired: The Art of Selling a Business With $10 Million to $100 Million in Revenue. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: Why You Should Consider Selling Your Business to a Family Office The Basics of Selling Your Business to a Family Office Why SBA Loans are a Great Way to Finance Your Business

This international edition of M&A Talk focuses on search funds and highlights multiple ways to fund an acquisition. Carl Lundberg offers an in-depth discussion of search funds, how money is raised for entrepreneurs, and differences in the M&A world between the UK and the US. He discusses investment funding in the UK, what buyers typically look for in a company, differences between a search fund, PE firm, angel investors, and other financial buyers, and the dynamics involved when working with a search fund. View the complete show notes for this episode. Learn More: SBA Financing When Buying or Selling a Business Dealing with Investors who Want to Buy Your Business Additional Resources: Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: Everything You Need To Know Before Growing Internationally A Deep Dive Into Real Returns on Investment in the Private Equity World Managing Personality and Cultural Differences When Selling Your Business  

When selling your company, knowing what a buyer looks for is invaluable. Malcolm Peace owns an investment firm focused on buying and growing middle-market businesses. He talks about why he focuses on blue-collar businesses in Texas and taking them to the next level of growth. Malcolm discusses what a buyer looks for when evaluating a company, how technology can be used to help some owners step away from their company, how a typical deal may be structured, and the importance of being emotionally prepared. View the complete show notes for this episode. Learn More: Negotiating the Letter of Intent M&A Due Diligence Preparation M&A Reps & Warranties Reducing Concentrations of Risk Before Selling Your Business Earnouts When Selling or Buying a Business | Complete Guide M&A Seller Financing: A Complete Guide Non-Disclosure Agreement (NDA) | A Complete Guide for M&A Allocation of Purchase Price & Taxes When Selling a Business Preparing Emotionally for the Closing Additional Resources: Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: The Private Equity Toolkit Selling Your Company to a Private Equity Firm vs. a Family Office What Exactly is a Rollover and Why Should a Seller Care?

Don’t be scared to put your business on the market – just be prepared. This is the top piece of advice from strategic buyer Scott Hile. He shares his advice learned from doing almost 100 transactions on the buy-side. Scott has seen what can go wrong with a deal and the common mistakes sellers make. He discusses the importance of being prepared, how this can help with running a business even before going to market, the impact on the value and time it takes to sell, and how being prepared builds trust with a buyer. View the complete show notes for this episode.  Learn More: Increasing the Value of Your Business | The RVD Model Business Exit Plan & Strategy Checklist | A Complete Guide M&A Basics: Building a Sellable Business Reducing Concentrations of Risk Before Selling Your Business Additional Resources: Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: Maximizing Profits: Key Insights on Preparing a Company for Sale from an Experienced M&A Attorney First Time Selling a Business? Here’s What To Expect. Lessons Learned on Selling a Business After Dozens of Exits  

The personal touch can be hard to find when it comes to selling a business, but family offices can bring the personal touch back into the mix. Father and son Geordie and B.G. Lemmon talk about their family office, Brynavon, and how family offices work in the M&A world. They discuss the differences between a family office, a PE firm, and a strategic buyer, how they make investment decisions, how they work alongside the existing management team and the long-term perspective they take with their investments. View the complete show notes for this episode. Learn More: The Fungibility of Businesses as an Investment 7 Steps to Sell a Business Fast Quality of Earnings in M&A – The Ultimate Guide Additional Resources: Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: Behind the Scenes of a Family Office Selling Your Company to a Private Equity Firm vs. a Family Office Everything An Entrepreneur Needs to Know About Selling to PE Firm  

The digital marketplace is rapidly evolving and has unique challenges in M&A. Yury Byalik, an expert in buying digital companies, shares what he looks for when acquiring a digital business and offers advice on preparing a digital company for sale. Yury describes the most common mistakes sellers make the criteria buyers consider as they evaluate a company, and gives clear definitions of some of the hottest topics in M&A today. This is a show full of advice for sellers from a buyer’s perspective. View the complete show notes for this episode. Learn More: Top 5 M&A Value Drivers for Tech & Software Companies A Guide to Valuing Tech, Software & Online Businesses How Do I Sell My Amazon FBA Business? The Fungibility of Businesses as an Investment Additional Resources: Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: Selling Your Company to a Private Equity Firm vs. a Family Office Everything An Entrepreneur Needs to Know About Selling to PE Firm What Exactly is a Rollover and Why Should a Seller Care?  

The digital marketplace is rapidly evolving and has unique challenges in M&A. Yury Byalik, an expert in buying digital companies, shares what he looks for when acquiring a digital business and offers advice on preparing a digital company for sale. Yury describes the most common mistakes sellers make, the criteria buyers consider as they evaluate a company, and gives clear definitions of some of the hottest topics in M&A today. This is a show full of advice for sellers from a buyer’s perspective. View the complete show notes for this episode. Learn More Top 5 M&A Value Drivers for Tech & Software Companies A Guide to Valuing Tech, Software & Online Businesses How Do I Sell my Amazon FBA Business? The Fungibility of Businesses as an Investment Resources Mentioned Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Listen to Other Episodes Selling Your Company to a Private Equity Firm vs. a Family Office Everything An Entrepreneur Needs to Know About Selling to PE Firm What Exactly is a Rollover and Why Should a Seller Care?

The human element of a business sale is often overlooked. Attorney Danya Shakfeh discusses the impact of cultural differences where personal backgrounds, values, and cultural influences can impact how a sale proceeds or falls apart. She discusses what to expect when working with an attorney, the importance of managing personality and cultural differences, how cultural differences can impact negotiations, some real-world cultural issues she has encountered, and what she has learned that is not taught in law school. View the complete show notes for this episode. Learn More: M&A Non-Compete Agreement | A Complete Guide M&A Purchase Agreement | A Complete Guide M&A Basics | Handling Buyer Meetings Can You Give me a Quick Opinion of the Value of my Business? Preparing Emotionally for the Closing How Long Does it Take to Sell a Business? Additional Resources: Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: The Practical Side of M&A Deals That Law Schools Overlook How an M&A Attorney Can Help Sell Your Business M&A from Multiple Perspectives  

Preparing your business for sale is critical for success. Patrick O’Connell works with buyers during a transaction to perform financial due diligence (FDD). He joins M&A Talk to explain the FDD process and give advice to sellers on how best to prepare their company for sale from a financial perspective. He discusses the issues that come up during diligence, who is involved in the process, and the biggest mistakes sellers make, and gives perspective on what a buyer looks at during financial due diligence. View the complete show notes for this episode. Learn More: Tips on Preparing Your Business for Sale 3 Simple Things to Look for When Hiring a CPA M&A Due Diligence | Checklist & Overview Preparing Financial Statements When Selling a Business Additional Resources: Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes:  Financial Due Diligence  How a Q of E Report Can Save Time and Money in an M&A Transaction  Unveiling the Challenges of Financial Due Diligence: Strategies for a Smooth Integration 

The earlier an entrepreneur starts planning for the sale of their business, the longer they have to compound value as it grows. Mac Lackey gives advice for maximizing the strategic value of a business. Mac shares lessons he has learned from starting and selling six companies all for strategic value, including designing a business with prospective buyers in mind, telling a compelling story about competitive advantages, and why planning ahead is critical to selling a business for strategic value. View the complete show notes for this episode. Learn More: Top 5 M&A Value Drivers for Tech & Software Companies Business Valuation Basics: 9 Critical Concepts to Understand Tips on Preparing Your Business for Sale 7 Steps to Sell a Business Fast Additional Resources: Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: Entrepreneurship and M&A: Perspectives on Start-ups, Mergers, and Integration What Are You Getting Into When You Want To Sell Your Business? Eight Key Elements to Creating Business Value  

It is critical to have the right partner in place to successfully grow into an international market. Michele Museyri, with HSP Group, specializes in helping companies expand internationally, and she shares expert tips for managing the process. This jam-packed show discusses what goes into making the decision to expand, issues to consider, legal and cultural differences, and the intricacies of compliance. Also, a brief quiz with facts on cultural and legal differences in regions and countries around the globe. View the complete show notes for this episode. Learn More: M&A Carve-outs The Biggest Showstopper in Cross-Border Carve-outs: The Employees When Does Using an Employer of Record (EOR) Make Sense? Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: Inside Details on Descartes’ International Acquisition of Localz Cross-Border M&A Transactions M&A Integration

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 what to expect. View the complete show notes for this episode. Learn More: Earnouts When Selling or Buying a Business | Complete Guide Retirement Funds Financing When Buying or Selling a Business Small Business Acquisition Financing M&A Guide | The 4 Types of Buyers of Businesses Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: Upper Middle-Market M&A How to Use Your Retirement Account to Fund Your C Corp and Other Funding Options Selling Your Company to a Private Equity Firm vs. a Family Office

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. View the complete show notes for this episode. Learn More: Letter of Intent Business Valuation Standards of Value & Fair Market Value The Role of M&A Lawyers When Selling Your Business 10 Key Components of Successfully Selling Your Business  Selling Your Company: Bridging the Gaps Between Financial and Legal Advisors The Last 5% in M&A: Why It Matters The Most “We Always Do It This Way” in M&A – Sellers Beware Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: The Human Side of M&A Law The Practical Side of M&A Deals That Law Schools Overlook How an M&A Attorney Can Help Sell Your Business

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 acquisition. View the complete show notes for this episode. Learn More: Why do Companies Acquire other Businesses? Crossroads: Deciding to Sell Your Business vs. Doubling Down Should I Sell My Business? Process for Screening Buyers When Selling a Business M&A Closing Process | A Complete Guide Preparing Emotionally for the Closing Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: Find Out How the Acquisition of GroundCloud by Descartes Unfolded Advice From a $5 Billion Company on Selling Your Business The Secret to Success in the World of Corporate Development

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 in negotiations, and his top piece of advice for all sellers. View the complete show notes for this episode. Learn More: EBITDA | Definition, Formula & Example – A Complete Guide M&A Guide | The 4 Types of Buyers of Businesses Confidential Information Memorandum (CIM) | A Detailed Guide M&A Due Diligence Preparation Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: Unveiling the Challenges of Financial Due Diligence: Strategies for a Smooth Integration Advice From a $5 Billion Company on Selling Your Business The Art and Science of Middle Market Valuation  

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 level. View the complete show notes for this episode. Learn More: The Importance of Persistence When Selling a Business Increasing the Value of Your Business | The RVD Model M&A Basics: Building a Sellable Business Preparing Financial Statements When Selling a Business The Role of M&A Lawyers When Selling Your Business Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: Partnering with Private Equity Firms  Behind the Scenes of Private Equity  The Private Equity Toolkit

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 that fell through. View the complete show notes for this episode.  Learn More: Why Do Buyers Disappear When Selling My Business? Most Common Deal Killers When Selling Your Business SBA Financing When Buying or Selling a Business M&A Brokers & Adverse Incentives Do I Need to Hire a Local Business Broker? M&A Purchase Agreement | A Complete Guide Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: Value Recovery Through Restructuring How to Determine When a Business is Ripe for Investment What Are You Getting Into When You Want To Sell Your Business?  

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 integrate them. View the complete show notes for this episode. Learn More: 18 Differences Between Valuing Public and Private Businesses M&A Guide | Selling Your Business to a Competitor Why do Companies Acquire Other Businesses? Earnouts When Selling or Buying a Business | Complete Guide Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: Creating M&A Value Through Technology Find Out How the Acquisition of GroundCloud by Descartes Unfolded IT Integration and Its Role in the M&A World

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 the complete show notes for this episode. Learn More:  M&A Due Diligence | Checklist & Overview M&A Due Diligence Preparation EBITDA | Definition, Formula & Example – A Complete Guide Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: Financial Due Diligence Top Seven Issues Today Critical to Understanding Quality of Earnings Cooking the Books

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. View the complete show notes for this episode. Learn More: M&A Due Diligence | Checklist & Overview M&A Due Diligence Preparation EBITDA | Definition, Formula & Example – A Complete Guide Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: Financial Due Diligence Top Seven Issues Today Critical to Understanding Quality of Earnings Cooking the Books

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 value. View the complete show notes for this episode. Learn More: Business Valuation & Return on Investment (ROI) Tech & Software M&A Dynamics Top 5 M&A Value Drivers for Tech & Software Companies A Guide to Valuing Tech, Software & Online Businesses Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: Scaling and Exiting Multiple Tech Companies Creating M&A Value Through Technology From Economics to Learning to Code to Building a Multi-Million Tech Co.  

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 throughout the sales process. View the complete show notes for this episode. Learn More: M&A Basics | The Letter of Intent Business Exit Plan & Strategy Checklist | A Complete Guide The Role of M&A Lawyers When Selling Your Business Non-Disclosure Agreement (NDA) | A Complete Guide for M&A Jessica Fairchild Discusses Key Considerations for Founders Looking to Sell Their Business Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: What Are You Getting Into When You Want To Sell Your Business? The Human Side of M&A Law Exit Planning Strategy  

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 that crop up. View the complete show notes for this episode. Learn More: M&A Due Diligence | Checklist & Overview M&A Due Diligence Preparation M&A Basics | Why Do Business Owners Sell Their Business? Business Exit Plan & Strategy Checklist | A Complete Guide Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: What It Takes To Sell Your Company for a Premium Preparing Your Company for Due Diligence  Exit Planning Strategy

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 value creation. View the complete show notes for this episode.  Learn More: Tech & Software M&A Dynamics Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: Virtual and Augmented Reality M&A Digging Into the World of Fintech and Private Capital Markets Eight Key Elements to Creating Business Value

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 acquisition. View the complete show notes for this episode. Learn More: Tips on Preparing Your Business for Sale 7 Steps to Sell a Business Fast Strategies for Maintaining Confidentiality M&A Due Diligence | Checklist & Overview M&A Basics: The Letter of Intent Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: The Highs and Lows of Growing A Business Through Acquisitions What It Takes To Sell Your Company for a Premium Exit Planning Strategy

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 conversation. View the complete show notes for this episode. Learn More: The Fungibility of Businesses as an Investment Tech & Software M&A Dynamics A Guide to Valuing Tech, Software & Online Businesses Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes:  How IPOs, SPACs, and De-SPACs Intersect with the M&A World How High-Growth Private M&A Works From the Inside The Basics of Private Equity 

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 involved with an ESOP. View the complete show notes for this episode. Learn More: Should I use SDE or EBITDA to Value a Business? Additional Ways to Market Your Company for Sale Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: Should You Consider an ESOP When Selling Your Business?  The Basic Mechanics of Employee Stock Ownership Plans (ESOPs)  Top Tips on ESOPs and the Healthcare Industry  

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 space. View the complete show notes for this episode.  Learn More: Business Exit Plan & Strategy Checklist | A Complete Guide Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: Should You Consider an ESOP When Selling Your Business? The Basic Mechanics of Employee Stock Ownership Plans (ESOPs) Recent Changes and Predictions in Healthcare M&A Healthcare M&A  

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 money down. View the complete show notes for this episode. Learn More: M&A Seller Financing: A Complete Guide SBA Financing When Buying or Selling a Business Small Business Acquisition Financing Can I Sell My Business for All Cash? Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: The Highs and Lows of Growing A Business Through Acquisitions Lessons Learned From Doing 48 Business Deals in 2.5 Years From Economics to Learning to Code to Building a Multi-Million Tech Co.

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 the complete show notes for this episode. Learn More: Most Common Deal Killers When Selling Your Business Tech & Software M&A Dynamics Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Listen to Other Episodes: The Highs and Lows of Growing A Business Through Acquisitions The Good, The Bad & The Ugly of Growth by Acquisition An Introduction to Corporate Carve-Outs Mid-Market Integration

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 Selling Your Business A Guide to M&A Negotiating Tactics M&A Negotiating Tactic #1 – Honesty Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: Should You Consider an ESOP When Selling Your Business? Eight Key Elements to Creating Business Value M&A Market Growth Potential in Veterinary Practices

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 show notes for this episode. Learn More: Should I use SDE or EBITDA to Value a Business? Additional Ways to Market Your Company for Sale Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: The Basic Mechanics of Employee Stock Ownership Plans (ESOPs) Human Capital and the Value of Your Business Jeff Wald, Founder of WorkMarket, on a $100 Million+ Exit  

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 always have a growth strategy that can be described to a buyer. View the complete show notes for this episode. Learn More: Adjusting Financial Statements: A Complete Guide EBITDA | Definition, Formula & Example – A Complete Guide Reducing Concentrations of Risk Before Selling Your Business Preparing Financial Statements When Selling a Business Business Valuation Methods in a Nutshell Business Valuation: A List of Factors to Consider What is the difference between repeat and recurring customers? Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: The M&A Integration Playbook The Art and Science of Middle Market Valuation Appraisals and Valuations in the Real World of M&A Deals  

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 the evolving veterinary market. View the complete show notes for this episode.  Learn More: EBITDA | Definition, Formula & Example – A Complete Guide Is there a Difference Between an Appraisal and a Valuation? Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: The Highs and Lows of Growing A Business Through Acquisitions Recent Changes and Predictions in Healthcare M&A Selling Your Company to a Private Equity Firm vs. a Family Office

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 for the seller, and why the very best lawyers are business people. View the complete show notes for this episode. Learn More: The Role of M&A Lawyers When Selling Your Business Tips on Preparing Your Business for Sale A Guide to M&A Negotiating Tactics Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: The Practical Side of M&A Deals That Law Schools Overlook The Basics of Independent Sponsors M&A Law

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 type of M&A deal successful. View the complete show notes for this episode. Learn More: Why do Companies Acquire Other Businesses? M&A Reps & Warranties | A Complete Guide M&A Due Diligence Preparation Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: The Practical Side of M&A Deals That Law Schools Overlook The Good, The Bad & The Ugly of Growth by Acquisition How IPOs, SPACs, and De-SPACs Intersect with the M&A World    

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 powerful M&A alternative. View the complete show notes for this episode. Learn More: Additional Ways to Market Your Company for Sale M&A Guide | The 4 Types of Buyers of Businesses Business Valuation Standards of Value & Fair Market Value Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: The Highs and Lows of Growing A Business Through Acquisitions A Deep Dive Into Real Returns on Investment in the Private Equity World Exit Planning Strategy  

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 accounts payable. View the complete show notes for this episode. Learn More: Is there a Difference Between an Appraisal and a Valuation? Business Valuation Process: What is Your Process? Business Valuation Methods in a Nutshell EBITDA | Definition, Formula & Example – A Complete Guide M&A Due Diligence Preparation Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: Appraisals and Valuations in the Real World of M&A Deals Mid-Market Integration Human Capital and the Value of Your Business  

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 decision to put a corporate head of development into place.  View the complete show notes for this episode. Learn More: M&A Basics | The Letter of Intent Selling Your Business? Hire an Attorney to Increase the Bottom Line Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: The Private Equity Toolkit with Michael Roher Business Exit Strategy Basics Lessons Learned from a $200 Million+ Exit  

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 raising money. View the complete show notes for this episode. Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: Making Acquisitions with Public Equity How High-Growth Private M&A Works From the Inside Lessons Learned From Doing 48 Business Deals in 2.5 Years  

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 M&A, and his predictions for the market over the next few years. View the complete show notes for this episode. Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: Advice From a $5 Billion Company on Selling Your Business The Not-for-Sale Marketplace How a $2 Billion Strategic Buyer Thinks  

Commercial real estate attorney Brett Budlong opens up about the thrills, the stakes, and the hot-button issues in the commercial real estate M&A market. Legal nuts and bolts provide the underpinnings for entire transactions. This frank discussion is full of straight talk and horror stories from across the spectrum of real estate deals. Brett discusses issues with landlords, the impact of the growth mindset, how personality plays into negotiations, and how going too fast can lead to missing problems. View the complete show notes for this episode. Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: An Insider’s View of the Niche Real Estate M&A Market Preparing Your Company for Due Diligence Lessons from an M&A Acquirer & Seller  

Healthcare is a top global issue that impacts personal lives and corporate deals. Michael Roub returns to M&A Talk to discuss recent changes in the healthcare M&A industry. In this wide-ranging discussion, he covers how changes in interest rates impact deals, which sectors attract the most interest from private equity groups, and the attraction of dental services. Topics also include where growth opportunities lie within the industry and the biggest challenge to doing transactions in the healthcare space. View the complete show notes for this episode. Learn More: EBITDA | Definition, Formula & Example – A Complete Guide Seller’s Discretionary Earnings (SDE) | Definition & Examples Should I use SDE or EBITDA to Value a Business? Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: Healthcare M&A with Michael Roub Cannabis M&A Appraisals and Valuations in the Real World of M&A Deals

M&A attorney Hans Sperling goes beyond dry legal talk discussing the impact the human element has in M&A. Focusing on more than the legal issues, Hans talks about anticipating what can go wrong and avoiding problems throughout an M&A deal rather than just solving them. He discusses risk aversion and how this impacts a deal, the biggest and most common mistakes in an LOI, how leverage shifts during a transaction, the importance of risk allocation, and what makes a business an attractive acquisition target. View the complete show notes for this episode. Learn More: M&A Reps & Warranties | A Complete Guide Earnouts When Selling or Buying a Business | Complete Guide M&A Basics | The Letter of Intent Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: M&A Law How a $2 Billion Strategic Buyer Thinks Advice From a $5 Billion Company on Selling Your Business  

The importance of a Quality of Earnings (QoE) report is often underestimated, and there is more art than just science to it. Bill Wiersema returns to M&A Talk to discuss the top seven issues today in financial due diligence. How COVID has impacted earnings, the biggest change in GAAP rules in the past 70 years, the value that can be added by having a QoE report, key issues related to diligence, new lease accounting rules, and real-life examples – all wrapped up in an engaging episode that will have you enjoying this discussion of financials. View the complete show notes for this episode. Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner’s Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: Cooking the Books with Bill Wiersema  Financial Due Diligence The Path to Extraordinary Returns in M&A

The world of appraisals and valuations is full of jargon and terms not often heard in the M&A world, such as strategic, investment, and fair value. Abhi Mathews, a chartered financial analyst, clarifies these terms, laying the theoretical groundwork on how appraisals work, and placing it all in the real world. He explains the different asset classes appraisals cover, how appraisals differ from business valuations, what period a valuation is based on, the role of an appraiser in an M&A transaction, and much more. View the complete show notes for this episode. Learn More: Is a Third-Party Business Appraisal Needed to Sell My Business? Is there a Difference Between an Appraisal and a Valuation? Business Valuation Standards of Value & Fair Market Value Additional Resources: Get your copy now of A Beginner’s Guide to Business Valuation, The Art of the Exit: The Complete Guide to Selling Your Business, The Exit Strategy Handbook: A Complete Guide to Preparing Your Business for Sale, and Closing the Deal: The Definitive Guide to Negotiating the Sale of Your Business Are you selling a business? Schedule a free consultation now. Listen to Other Episodes: Working Capital for M&A Valuations The Acquisition Process From Economics to Learning to Code to Building a Multi-Million Tech Co.  

What is the effect of combining the real estate industry with M&A? Deb Smith has over 25 years of M&A experience and shares insights into the niche world of real estate M&A, explaining the industry in a nutshell. Deb discusses the returns in real estate compared to the stock market, the appeal of the US market for international real estate M&A, the importance of the exit strategy at the start of a transaction, and predicts future changes in the real estate M&A industry. This is a chat you won’t want to miss.  View the complete show notes for this episode. Additional Resources: Get your copy now of A Beginner’s Guide to Business Valuation, The Art of the Exit: The Complete Guide to Selling Your Business, The Exit Strategy Handbook: A Complete Guide to Preparing Your Business for Sale, and Closing the Deal: The Definitive Guide to Negotiating the Sale of Your Business Are you selling a business? Schedule a free consultation now. Listen to Other Episodes: A Deep Dive Into Real Returns on Investment in the Private Equity World Jonathan Brabrand, Author of the $100 Million Exit The Future of M&A Strategy  

Jeff Hooke returns to M&A Talk to discuss the world of private equity and the truth about returns from private equity fund investments. He digs into the private equity markets, highlighting the fact that the PE industry does not beat the public market, despite what investors want you to think. Jeff discusses pension funds, private equity funds vs. the public market, the gold standard for institutional investment funds, tips, advice, and book recommendations from Wall Street history to the Old West. View the complete show notes for this episode. Learn More: The Myth of Private Equity, An Inside Look at Wall Street’s Transformative Investments (Columbia University Press, 2021) M&A, A Practical Guide to Doing the Deal (John Wiley & Sons, 2nd edition, 2015) Security Analysis and Business Valuation on Wall Street: A Comprehensive Guide to Today’s Valuation Methods (Wiley, 2nd edition, 2010) The Emerging Markets: A Practical Guide for Corporations, Lenders, and Investors (John Wiley & Sons, 2001) The Dinosaur Among Us: The World Bank and its Path to Extinction (BookSurge, 2007) Additional Resources: Get your copy now of A Beginner’s Guide to Business Valuation, The Art of the Exit: The Complete Guide to Selling Your Business, The Exit Strategy Handbook: A Complete Guide to Preparing Your Business for Sale, and Closing the Deal: The Definitive Guide to Negotiating the Sale of Your Business Are you selling a business? Schedule a free consultation now. Listen to Other Episodes: IPOs, Private Equity, and Preparing for the Sale The Private Equity Toolkit The Basics of Private Equity

You can learn a lot about M&A from books, but the best lessons come from real-life experiences that you won’t read about in the books. Entrepreneur Jonathan Jay shares his learnings from buying 48 companies in London in just 2.5 years. From the crucial role that confidence plays in buying, running, and selling a business to how passion, talent, and profit can work together to make you more successful, to tips for making strong hires for your team – this episode is full of priceless advice for any entrepreneur. View the complete show notes for this episode. Learn More: Informing & Retaining Employees When Selling a Business Alternatives to Non-Competes with Employees Why Do Buyers Disappear When Selling My Business? Additional Resources: Get your copy now of A Beginner’s Guide to Business Valuation, The Art of the Exit: The Complete Guide to Selling Your Business, The Exit Strategy Handbook: A Complete Guide to Preparing Your Business for Sale, and Closing the Deal: The Definitive Guide to Negotiating the Sale of Your Business Are you selling a business? Schedule a free consultation now. Listen to Other Episodes: Tips for Hiring an Interim CEO Happiness: How It Relates to M&A and Entrepreneurs  

Changing career tracks can be challenging, but it can also be exciting and lucrative. Going from economics grad to lawyer to tech entrepreneur, Nick Fogle, founder of SaaS start-up Wavve, a tool for podcasters to turn audio into video, has gotten the start-up itch and learned how to bootstrap his way through several career iterations. Nick shares the lessons he learned from teaching himself to code through the multi-million dollar acquisition of Wavve in 2021 and into his second start-up, Churnkey. View the complete show notes for this episode. Learn More: Jeff Wald, Founder of WorkMarket, on a $100 Million+ Exit Scaling and Exiting Multiple Tech Companies Additional Resources: Get your copy now of A Beginner’s Guide to Business Valuation, The Art of the Exit: The Complete Guide to Selling Your Business, The Exit Strategy Handbook: A Complete Guide to Preparing Your Business for Sale, and Closing the Deal: The Definitive Guide to Negotiating the Sale of Your Business Are you selling a business? Schedule a free consultation now. Listen to Other Episodes: Business Exit Strategy Basics Jon Taylor, Author of Maximize Your Multiple Lessons Learned from a $200 Million+ Exit

What exactly is a family office? How are they structured, and what goes into their investment decisions? Family offices are common buyers in the middle market, so it pays to understand them. This conversation with Alejandro Levy, a Senior Investment Manager with InvestX Capital, gives you a behind-the-scenes look at what sets family offices apart, the types and sizes of family offices, what role the family office plays in the M&A space, and what a family office focuses on when considering a company to buy. View the complete show notes for this episode. Learn More: Business Valuation & Return on Investment (ROI) Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now. Listen to Other Episodes: Selling Your Company to a Private Equity Firm vs. a Family Office IPOs, Private Equity, and Preparing for the Sale The Private Equity Toolkit

What is the creator economy? How can creators make money from their social media platforms? This is the story of how college friends Harry Gestetner and Simon Pompan created Fanfix – a platform for creators to monetize and engage their fanbase and create a recurring revenue stream. In over 18 months, they went from concept to being bought for 8-figures by SuperOrdinary. They discuss how to monetize a fanbase, engage Gen Z consumers, the vertical markets Fanfix works in, what’s next in platforms and tools, and how two non-technical college students disrupted the creator economy. View the complete show notes for this episode. Learn More: A Guide to Valuing Tech, Software & Online Businesses Top 5 M&A Value Drivers for Tech & Software Companies Tech & Software M&A Dynamics Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now. Listen to Other Episodes: HR Tech M&A Scaling and Exiting Multiple Tech Companies Tech M&A

When selling your company, you can get a better price if you consider more than simply growing revenue and profits. The question is – what do you need to do? How long will it take? What’s the payoff? Channing Hamlet, an Investment Banking Visionary, shares his 25+ years of experience helping sellers prepare for a sale. He discusses what it takes to sell your company for a premium, the four most important issues to consider, and how to put a framework in place to make the sale process smooth and profitable. View the complete show notes for this episode. Learn More: 18 Differences Between Valuing Private and Public Companies The Private Equity Toolkit M&A Due Diligence Preparation The Complete Guide to Selling a Business: A Roadmap to the Successful Sale of Your Business Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now. Listen to Other Episodes: M&A Operational Due Diligence Financial Due Diligence Preparing Your Company for Due Diligence  

How does high-growth private M&A work? What are some of the industries involved, and what is the process? Will Hawthorne, Founder of Avid Capital Advisors, an investment bank, and General Partner at Sugar Capital, a venture capital firm, shares his experience in the high-growth private M&A market. He discusses the major differences in deal structure between private and public deals, recent changes in the market that impact how cash-rich companies grow, how valuation is handled in high-growth M&A, and the influence that trust and honesty can have on a deal. View the complete show notes for this episode. Learn More: Business Valuation Guide: Do I Need a Valuation? M&A Negotiating Tactic #1 – Honesty Earnouts When Selling or Buying a Business | Complete Guide Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now. Listen to Other Episodes: What is Growth Equity? How a $2 Billion Strategic Buyer Thinks Making Acquisitions with Public Equity  

There’s an open secret in the M&A world – tax insurance. It lets you take risk off the table and turn it into a negotiating point. Yoav Shans and James Swan, tax experts from McGill and Partners — an insurance broker firm, lay it out clearly. What is tax insurance, how can it impact M&A decisions, who pays for it, and how can it help close your deal? Get answers to these questions, and many more, for buyers and sellers of any size transaction since, as we all know, you can’t escape taxes. View the complete show notes for this episode. Learn More: Allocation of Purchase Price & Taxes When Selling a Business M&A Reps & Warranties M&A Reps & Warranties | A Complete Guide Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now. Listen to Other Episodes: The Legal Aspects of Selling a Closely Held Company Reps & Warranties Insurance

Whether you want to sell your company or are looking to buy another company to help your growth, there is a lot to consider. Tips, advice, and tales of the good, the bad, and the ugly sides to this process come from Elizabeth Cholawsky and Taylor Viens. They are with HG Insights - a leading company in the gathering and application of data to make informed acquisition decisions. In this episode, they discuss the importance of paying attention to other companies, the role that data can play in an acquisition, the importance of having a solid growth strategy, and more firsthand experience from a target and an orchestrator of acquisitions. View the complete show notes for this episode. Learn More: Why do Companies Acquire other Businesses? How successful are most business acquisitions? Why Half of Acquisitions Fail with Mark Sirower Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now. Listen to Other Episodes: Scaling and Exiting Multiple Tech Companies Tech M&A Making Acquisitions with Public Equity

When selling a mid-market business, you may run into a family office interested in acquiring your company. But, what are family offices, how do they work, and what do they look for in a target? In this episode with James Carey, a partner at a private family office, we discuss the differences between a family office, private equity firms, and strategic acquirers, look at how family offices create value, and define growth equity. We also talk about the elements of the family office capital growth toolkit, mistakes an owner may make in consultations with growth equity investors, and tips to avoid these mistakes. View the complete show notes for this episode. Learn More: The Private Equity Toolkit with Michael Roher Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now. Listen to Other Episodes: IPOs, Private Equity, and Preparing for the Sale The Basics of Private Equity Behind the Scenes of Private Equity 

When a company is sold, the relationship between the parties has a significant impact on the success of the transaction. We discuss the sale of XPS Technologies, a private shipping software company, by Descartes, a publicly traded firm with a $5.9 billion market cap, and share perspectives on the acquisition process from both sides of the table. We discuss Descartes’ acquisition strategy and how XPS fit into it, the synergies each business looked for, key lessons learned from the acquisition, and advice to entrepreneurs who want to exit their companies. View the complete show notes for this episode. Learn More: Earnouts When Selling or Buying a Business | Complete Guide M&A Guide | The 4 Types of Buyers of Businesses Process for Screening Buyers When Selling a Business Business Exit Plan & Strategy Checklist | A Complete Guide M&A Reps & Warranties | A Complete Guide The Role of M&A Lawyers When Selling Your Business Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Roger Royse, M&A attorney and tax specialist, discusses the sensitive issue of taxes and the implications of selling a closely held company with few shareholders. He presents a definition of a closely held company and discusses differences this sort of company presents in an M&A transaction, some issues around employees, and the “phantom plan.” He also addresses the importance of considering taxes when forming a company and looking ahead to the tax implications when it comes time to exit the company. View the complete show notes for this episode. Learn More: Selling Your Business? Hire an Attorney to Increase the Bottom Line Allocation of Purchase Price & Taxes When Selling a Business M&A Basics | Asset vs. Stock Sale How Does Entity Type Affect the Sale of My Business? Informing & Retaining Employees When Selling a Business Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

This is a different sort of episode on M&A Talk. This personal chat about happiness features Marco Robert, an entrepreneur, business consultant, and truly happy person. What does happiness have to do with M&A? Why is happiness a taboo topic? How does happiness relate to the business world? What is the correlation between happiness and success? How do you find balance in your own environment? Full of wisdom, personal anecdotes, book recommendations, and much more, this episode will give you much to think about and might even change your life. View the complete show notes for this episode. Learn More: Should I Sell My Business? Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Due diligence is a critical step in the M&A process, but it doesn’t always get the attention it deserves. Anthony Nitsos specializes in helping companies optimize internal systems and shares his insights and tips on preparing for due diligence. He discusses what is involved, the areas covered, how to prepare, common patterns, and the buyer’s goal. He also covers the cost of due diligence versus the cost of being unprepared and the impact on the final price. Don’t shortchange yourself in this vital activity. View the complete show notes for this episode. Learn More: Top 5 M&A Value Drivers for Tech & Software Companies M&A Due Diligence Preparation M&A Due Diligence | Checklist & Overview Why Don’t Some Businesses Sell? Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Listen in to this discussion about human capital and how it can impact the value of your business with Marco Robert, an international consultant, author, and entrepreneur with years of experience helping companies turn their fortunes around. During this wide-ranging chat with advice and real-life examples, he discusses the impact employees have on the value of a business, what may block an owner from creating more value, the biggest challenge owners face, and advice on how to create value in your business. View the complete show notes for this episode. Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Leon Brujis talks about 2nd-level thinking and the art of investing in middle-market companies. A partner with Palladium, Leon discusses how 2nd-level thinking applies to every investing discipline, from hedge funds to private equity, venture capital, and more. He highlights the origins and impact of this concept, what makes a great investor, how to develop these skills and ensure you are engaging in 2nd-level thinking, how education impacts creativity, and how this all comes together to generate extraordinary investment returns. View the complete show notes for this episode. Learn More: Dealing with Investors Who Want to Buy Your Business Business Valuation & Return on Investment (ROI) Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

If the ins and outs of the manufacturing M&A world interest you, listen in on this discussion with Jorge Maceyras, investment banker and M&A manufacturing expert. Topics include top issues for manufacturing companies that don’t exist in other industries, details about negative working capital, how capital expenditures impact an M&A transaction, common supply chain issues, what the main external economic factors are, and what buyers usually look for when making an acquisition in the manufacturing industry. View the complete show notes for this episode. Learn More: Adjustment to the Purchase Price / Purchase Price Adjustment Working Capital EBITDA | Definition, Formula & Example – A Complete Guide Tips on Preparing Your Business for Sale Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Join us for this continuing conversation with experts in the M&A field, Jim Evanger and Brent Paris, as they share their diverse experiences in partnering with private equity firms. They give insights into what the private equity buyer is thinking, share successful partnership stories, and the prerequisites for a business owner partnering with a PE firm. Listen now to discover how to get more upside from your business and consider how a PE partner might be able to help you achieve your ultimate goals. View the complete show notes for this episode. Learn More: EBITDA | Definition, Formula & Example – A Complete Guide Business Valuation & Return on Investment (ROI) Business Valuation: A List of Factors to Consider Reducing Concentrations of Risk Before Selling Your Business Can You Give me a Quick Opinion of the Value of my Business? Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Experienced dealmaker and entrepreneur Touraj Parang shares his philosophy that an exit strategy, if implemented early, is the surprising secret to ultimate startup success. This wide-ranging discussion covers the differences and parallels between venture capital and corporate development, common mistakes to avoid when selling, planning a successful exit strategy, insights into how to make leverage work in exit planning, and tips on negotiating the LOI and purchase agreement for a successful exit. View the complete show notes for this episode. Learn More: A Guide to M&A Negotiating Tactics M&A Purchase Agreement | A Complete Guide Negotiating the Letter of Intent M&A Basics | The Term Sheet Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

The relationship between acquirer and seller is a complex one in the field of M&A. Join us for a chat between friends and colleagues Michael Frankel and Jeff Wald as they discuss M&A from the point of view of an acquirer vs. a seller, the importance of the seller’s message to employees informing them of the acquisition and through the transition, firsthand stories of the importance of managing integration, and the differentiation between managing a large-scale organization vs. an early-stage company. View the complete show notes for this episode. Learn More: EBITDA | Definition, Formula & Example – A Complete Guide Do Buyers of Businesses Pay for Potential? Dealing with Investors who Want to Buy Your Business The M&A Training & Transition Period Informing & Retaining Employees When Selling a Business Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

What is outsourced corporate development? What companies are suited for this type of growth, and what is the process? Ryan Goral, founder of G-Spire Group, a company focused on helping entrepreneurs grow through acquisitions, answers these questions and more. Topics include prerequisites an owner should have in place before pursuing growth, what’s involved in different phases, discussion of the most challenging part of making an acquisition, what comes after an offer is accepted, and the integration phase. View the complete show notes for this episode. Learn More: 7 Steps to Selling a Business Fast A Simple Recipe for an Efficient Business Sale How Long Does it Take to Sell a Business? Study of 10k Deals Why do Companies Acquire other Businesses? Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Can you build and sell a tech company without having a tech background? What’s the difference between virtual and augmented reality? What does the future look like for immersive technology and the metaverse? Jeff Meisner talks about this and more, including his experience co-founding a tech company and being acquired by a leading immersive technology platform company. He has advice for first-time tech entrepreneurs and insights into the emerging AR/VR tech industry and the future of immersive technology. View the complete show notes for this episode. Learn More: A Guide to Valuing Tech, Software & Online Businesses Top 5 M&A Value Drivers for Tech & Software Companies How to Sell an Online Business: A Case Study Tech & Software M&A Dynamics Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

What exactly is an interim CEO? What makes their role different from a permanent CEO? How are they incentivized, and what comes next? Join us as we talk with Jim Evanger, an experienced CEO, interim CEO, and operating partner for private equity firms. He discusses how the position of interim CEO was created, the experience necessary to be successful in the role, why a company would consider this position, and tips for hiring an interim CEO. Find out why interim CEOs have become so popular in recent years. View the complete show notes for this episode. Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

What’s the not-for-sale marketplace? If you’re in corporate development, why should you consider businesses that aren’t actively for sale? Listen as we fully explore the world of corporate development, specifically how to pursue businesses that aren’t on the market. We’ll also learn the most common mistakes sellers make when they’re approached by a buyer and how sellers of businesses can position themselves in the best light when a potential buyer is courting them. View the complete show notes for this episode.  Learn More:  Why do companies acquire other businesses? M&A Negotiating Tactic #1 – Honesty M&A Due Diligence | Checklist & Overview M&A Due Diligence Preparation Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

When selling your company, you are likely to be approached by an independent sponsor who may be interested in acquiring your company. What is an independent sponsor, and how are they different from private equity firms? Is their criteria different from other investors? What should you know about independent investors before you consider selling your business to one? Join us as we fully explore the world of independent sponsors with John Koeppel, an M&A attorney specializing in private equity. View the complete show notes for this episode.  Learn More:  M&A Reps & Warranties | A Complete Guide Escrow Holdbacks in M&A Transactions Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

How do private equity firms operate, and how do they create value for their investors? What is the role of the general partner and an operating partner? How does a PE fund operate? What do PE firms look for in an investment? What are the multiples for middle-market companies? These are the subjects of this recent Roundtable episode of M&A Talk with Brent Paris, Managing Partner of Dubin Clark, a middle-market PE firm, and Jim Evanger, an operating partner and interim CEO for private equity firms. View the complete show notes for this episode.  Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Hiring velocity has doubled in the previous ten years, and the gig economy is expected to double to over half of the workforce by 2029. How are these and other trends affecting HR technology companies and M&A activity in these markets? Join us as we discuss the current state of HR Tech M&A and what the future holds for this industry. View the complete show notes for this episode.  Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Listen as we take you on a ride from start to finish on a $441 million exit. Gustavo Ruiz Moya was the CEO of SafetyPay and successfully exited on January 31, 2022. We’ll discuss how Gustavo raised the capital to scale the company, important lessons he learned along the way, how he built the team, how the company was valued, how the deal was structured, who advised him along the way, and how he managed the sale and negotiating process. View the complete show notes for this episode. Learn More:  M&A Due Diligence | Checklist & Overview M&A Due Diligence Preparation Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

If you are buying or selling a business that involves an SBA loan, this show is for you. We spend over 90 minutes discussing the many facets of SBA loans, dispelling many of the most common myths along the way. Learn the differences between SBA and conventional loans, how the value of a business affects the loan, how SBA guarantees work, the requirements for obtaining a loan, how transactions are structured with an SBA loan, and much, much more. Whether you are a buyer or seller, this show will be invaluable to understanding the mechanics of SBA 7(a) loans. View the complete show notes for this episode.  Learn More:  Why should I get my business pre-qualified for financing? Small Business Acquisition Financing Can I sell my business for all cash? SBA Financing When Buying or Selling a Business EBITDA | Definition, Formula & Example – A Complete Guide Should I use SDE or EBITDA to value a business? E2 Visa — Can I sell my business to a non-US citizen or foreigner? Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

In an M&A transaction, there are deficiencies in the financials 98% of the time. As the seller, the key to preventing problems that can kill your deal is performing sell-side financial due diligence. What is sell-side due diligence, and what is a quality of earnings report? That’s the subject of my recent conversation with Bill Wiersema, an Audit Principal with Miller Cooper specializing in M&A financial due diligence. Bill is the author of four books and a frequent speaker on M&A topics. View the complete show notes for this episode.  Learn More: M&A Due Diligence | Checklist & Overview M&A Due Diligence Preparation Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Listen in as we discuss advanced topics related to valuing businesses in the middle market, including how working capital affects value, why EBITDA isn’t the best metric, why operational experience is important to valuing a company, and more. We take a deep dive into the world of working capital in M&A transactions with the ‘King of Working Capital.’ Learn the components of working capital and how to properly assess each component to value a business accurately. We also discuss important factors to consider when valuing a company, maximizing the value of your business, typical EBITDA multiples, and the relationship between risk and return. View the complete show notes for this episode.  Learn More:  Is there a difference between an appraisal and a valuation? Business Valuation Guide: Do I need a valuation? EBITDA | Definition, Formula & Example – A Complete Guide The difference between valuing public and private businesses Adjusting Financial Statements: A Complete Guide Business Valuation Methods in a Nutshell M&A Guide | The 4 Types of Buyers of Businesses Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

In this episode of M&A Talk, we’ll learn how Greg Knight took control of GT Advanced Technologies, moving from bankruptcy to a $441 million exit in five years. Walk along with us during Greg’s entire journey from taking over the company after it emerged from bankruptcy proceedings, to how he created a vision to turn the company around, managed cash flow, scaled the company, and managed all the stakeholders – from the board to the employees to the hedge fund investors. Join us for this turnaround story. View the complete show notes for this episode.  Learn More:  Reducing Concentrations of Risk Before Selling Your Business Strategies for Maintaining Confidentiality Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

In this episode of M&A Talk, we discuss how a serial entrepreneur started and exited multiple tech companies. Ryan Buckley is the former CEO of MightySignal, a mobile app data company based in Lafayette, CA which he sold to AirNow in 2021. Ryan was also the co-founder and CEO of Scripted, a marketplace for content marketers, and is the author of The Parallel Entrepreneur. He is an associate professor at Diablo Valley College where he also sits on the board of the DVC Foundation. View the complete show notes for this episode.  Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

In this episode of M&A Talk, we’ll take a deep dive into the art and science of cross-border transactions with Amit Thakur, the Managing Partner of Amax Capital, a boutique M&A and capital raising advisory firm in New York. Amit has advised clients on 6 continents. He specializes in situations requiring a deep understanding of the characteristics of complex structures and cross-border transactions. Amit has M&A experience across the globe, including North America, Asia, Africa, and Europe. View the complete show notes for this episode. Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Listen as we go on a journey with Ben Antier, co-founder of Publica, from initially founding Publica to his successful exit several years later. We’ll cover how Ben came up with the idea, how he found his partners, raised money, created his first product, and how he scaled the company. You will learn what he attributes his success to, what challenges he ran into, and how he managed the sale and negotiations. Join us as Ben shares the lessons he learned that you can take to successfully scale your company. View the complete show notes for this episode.  Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Michael Roub joins us in a discussion focused on the healthcare market. He shares his insights as an executive and strategic consultant with significant corporate development, M&A, operations, and capital raising experience. Michael is Managing Partner and Founder of Inflection 360. He has spent two decades providing strategic direction and leadership to healthcare practices, business owners, and management teams. In this episode, we take a deep dive into the healthcare market, including considerations around acquisitions, looking at synergies, financing sources, and the future of the healthcare M&A market. View the complete show notes for this episode. Learn More:  EBITDA | Definition, Formula & Example – A Complete Guide Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Listen as we discuss the relationship between change management and integration, the role of the M&A Playbook, what you can do to prepare your business for sale, and how to assess a company’s culture before an acquisition. We discuss change management, ensuring a smooth transition and integration after acquisition, and how the process differs depending on the size and type of business. Learn what an M&A Playbook is and the importance of aligning M&A strategy with corporate strategy. We wrap up discussing how to assess a company’s culture and ensure the transition goes as smoothly as possible. View the complete show notes for this episode. Learn More:  The difference between valuing public and private businesses What’s a ‘Main Street’ vs. a middle-market company? Why is the range of possible values so wide for a business? Increasing the Value of Your Business | The RVD Model M&A Basics: Building a Sellable Business EBITDA | Definition, Formula & Example – A Complete Guide Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Attorney and franchise specialist John Berg joins us to talk about multi-unit businesses and franchises. John guides franchisees and independent business owners through their strategic planning and daily operational issues and he shares his insights with us around financing sources, complex transaction demands, succession and transition planning for owners of multi-unit businesses, and the unique legal aspects of managing a franchise or multi-unit business. We also look at the challenge posed by managing rising labor costs in the multi-unit restaurant industry. If you are involved with a franchise or want to be, then this discussion is for you. View the complete show notes for this episode. Learn More: EBITDA | Definition, Formula & Example – A Complete Guide Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Rob Brighton joins us to talk about key considerations for selling your small to medium-sized business. Rob is a corporate transactional attorney, with experience in both building a company and selling it. He discusses key legal considerations when selling a business, corporate and financial structures including recaps, rollovers, and equity, the use of earnouts in M&A transactions, and due diligence. We also discuss the importance of preparing for a sale and understanding the true costs involved in closing the transaction. View the complete show notes for this episode. Learn More: The Role of Attorneys When Selling Your Business Earnouts When Selling or Buying a Business | Complete Guide EBITDA | Definition, Formula & Example – A Complete Guide M&A Reps & Warranties | A Complete Guide Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Join us for a talk with Jay Wright, investment banker and author, as we discuss IPOs, growth equity in the public and private markets, and an overview of how to prepare your company for sale. This wide-ranging conversation with Jay taps into his decades of experience as an investment banker, CFO, CEO, and Chairman of multiple firms. Jay shares his passion and expertise in structuring private placements and creating exits via mergers and acquisitions and open market sales. This is the episode to listen to if you are interested in preparing your business for sale. View the complete show notes for this episode. Learn More: The difference between valuing public and private businesses EBITDA | Definition, Formula & Example – A Complete Guide M&A Guide | The 4 Types of Buyers of Businesses M&A Basics: Building a Sellable Business Business Valuation Guide: Do I need a valuation? Is there a difference between an appraisal and a valuation Reducing Concentrations of Risk Before Selling Your Business Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

How do private equity firms quickly scale up the companies they acquire? Listen as we talk with private equity specialist Mike Roher about the primary methods private equity groups employ and how you can use these methods to grow your own company and dramatically increase its value. Private equity firms are full-time acquirers of companies and are experts at acquiring, growing, and exiting companies – it’s all they do. In this show, you will learn the primary tricks PE firms use to increase the value of the companies they acquire. View the complete show notes for this episode. Learn More:  18 Differences Between Valuing Public and Private Businesses Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

What’s it like to be on both sides of the table, as the hunter (the acquirer) and the hunted (the acquired), in an M&A transaction? In this show, we talk with private equity specialist Jim Evanger in a deep dive into the process of selling your company, viewing it from two sides. We cover preparing your company for sale, handling the initial negotiations and the letter of intent, conducting due diligence, the closing process, determining the transaction structure, and managing the integration process – all from the perspective of both the buyer and the seller. View the complete show notes for this episode. Learn More: EBITDA | Definition, Formula & Example – A Complete Guide Why do companies acquire other businesses? Do buyers of businesses pay for potential? M&A Negotiating Tactic #1 – Honesty M&A Process: Informing and Retaining Employees Alternatives to Non-Competes with Employees Confidential Information Memorandum (CIM) | A Detailed Guide Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

What is operational due diligence? If you’re selling a company and would like to know how the buyer will conduct due diligence and how to sail through the process with minimal problems, you will find this show helpful. We discuss the purpose of due diligence, how you should prepare, and what happens when issues are uncovered. Vadim Tsysin is a Managing Director with Alvarez & Marsal in Chicago, specializing in pre-investment due diligence, post-deal merger integration services, and M&A advising. View the complete show notes for this episode. Learn More:  EBITDA | Definition, Formula & Example – A Complete Guide M&A Reps & Warranties | A Complete Guide 18 Differences Between Valuing Public and Private Businesses Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Why does a $5 billion company sell some of its business units? What can you learn from them? Russell Iorio was the former Senior VP of Corporate Development at Leggett & Platt, a $5 billion diversified manufacturer with 15 business units in 18 countries. Russell was in charge of deciding whether to divest the companies’ business units. He is an expert at selling businesses since they did this regularly. Join us as we take a deep look at the process of selling a business from a professional’s point of view. View the complete show notes for this episode. Learn More: How successful are most business acquisitions? Strategies for Maintaining Confidentiality EBITDA | Definition, Formula & Example – A Complete Guide Why do companies acquire other businesses? M&A Guide | The 4 Types of Buyers of Businesses M&A Basics | Allocation of Purchase Price Selling Your Business | Asset vs. Stock Sale Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Approximately half of acquisitions are unsuccessful. Why? A lot has to do with a lack of successful integration. How can acquirers improve their chances of success? Why is there a disconnect between the pre-closing team and the post-closing integration team? Listen as we take a deep dive into M&A integration strategy with Tony Benedict on the perils of post-acquisition integration. View the complete show notes for this episode. Learn More: Why Half of Acquisitions Fail with Mark Sirower Why do companies acquire other businesses? Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Mark analyzed 1,200 acquisitions over a 24-year period of time and realized that less than half were successful. Why were only half successful, and what did they have in common? Mark is the co-author of The Synergy Solution and has spent more than two decades helping companies ensure their acquisitions are successful. In this show, we discuss how to measure the success of an acquisition, how accurately the market can predict the success of an acquisition, and what successful acquisitions have in common. View the complete show notes for this episode. Learn More: Why do companies acquire other businesses? The Future of M&A Strategy with Raghav Ranjan Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

The evolution of the cannabis business is a complex and evolving industry that we discuss with Charles Alovisetti, one of the top cannabis lawyers in the country. Author of The Cannabis Business: Understanding Law, Finance, and Governance in America’s Newest Industry, Charles offers an overview of the industry and shares his insights on the legal challenges involved with M&A transactions in this growing industry. View the complete show notes for this episode. Learn More: M&A Reps & Warranties | A Complete Guide M&A Due Diligence | Checklist & Overview Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

How do strategic buyers think? Listen as we talk with Charlie Burckmyer, head of M&A at Culligan International, the water company and a $2 billion strategic buyer. We cover the acquisition process, what motivates Culligan to acquire smaller competitors, common mistakes sellers make, and what types of businesses and value drivers strategic buyers find most attractive. If you’re considering selling your company to a strategic acquirer, you’ll find this show packed with helpful tips on the psychology of strategic buyers and what motivates them to pay top dollar for your company. View the complete show notes for this episode. Learn More: M&A as an Attorney, I-Banker, Buyer, and Target with Michael Frankel Why do companies acquire other businesses? M&A Guide | Selling Your Business to a Competitor M&A Guide | The 4 Types of Buyers of Businesses M&A Basics: Building a Sellable Business Business Exit Plan & Strategy Checklist | A Complete Guide M&A Basics | The Letter of Intent Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

The majority of business owners don’t plan their exit. Not planning your exit can leave money on the table and decrease the chances of a successful sale. Why don’t most owners plan their exit? What should you take into consideration when planning an exit from your business? What are the common pitfalls of business owners looking to sell? How long does it take to adequately prepare your business for sale? We answer all these questions, and more, during this in-depth interview with Wendy Dickinson, a business coach specializing in helping mid-market business owners with exit planning. Wendy has a background as a therapist, so we also discuss the intersection between life and business, and how entrepreneurs can bridge this gap to ensure their exit meets both goals. We also discuss the psychology of transitions, how you can leave money on the table, and the basics of corporate governance for family businesses. View the complete show notes for this episode. Learn More: How Long Does it Take to Sell a Business? Business Exit Plan & Strategy Checklist | A Complete Guide Increasing the Value of Your Business | The RVD Model M&A Basics: Building a Sellable Business Crossroads: Deciding to Sell Your Business vs. Doubling Down Should I sell my business? Why Don’t Some Business Sell Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

In this episode, we talk with Irving Kau about how public equity is used to acquire companies in the private sector. We discuss why public equity is used to acquire companies, the advantages and disadvantages of doing so, and whether you, as a business owner, should consider accepting public equity as a form of consideration when selling your company. We also discuss the intersection between the private markets, venture capital, private equity, and the public market. We delve into the mechanics of using public equity, both as a buyer and a seller, whether you should consider this strategy, and how this strategy is used by different participants and in different economic environments. View the complete show notes for this episode. Learn More: Why do companies acquire other businesses? What’s a ‘Main Street’ vs. a middle-market company? EBITDA | Definition, Formula & Example – A Complete Guide A Guide to Valuing Tech, Software & Online Businesses Top 5 M&A Value Drivers for Tech & Software Companies Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Listen as we take a deep dive into the world of private equity with Jeff Hooke, author of five books on M&A, including his most recent book – The Myth of Private Equity: An Inside Look at Wall Street’s Transformative Investments. Jeff has been the director of a $5 billion private equity firm and an investment banker at Lehman Brothers. In this show, we cover everything you need to know about private equity if you are an entrepreneur and are considering a sale to a private equity firm, including how private equity firms operate and are structured, what investments they prefer to make, and how they acquire companies. View the complete show notes for this episode. Learn More: Business Valuation & Return on Investment (ROI) M&A Guide | The 4 Types of Buyers of Businesses Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Join us for a discussion with Richard Luftig about growth equity and its position in the private equity and investment world. We discuss raising equity capital, how growth equity is used and varies from other financing options, and how recent regulatory changes are impacting financing. Listen in as Richard brings over 25 years of experience in private equity and investment banking to our conversation. Richard worked with Credit Suisse First Boston, Ivy Asset Management Corp, and Bear, Stearns & Co. before co-founding Castle Placement, providing investment banking and private equity services for a wide range of companies. View the complete show notes for this episode. Learn More: What’s a ‘Main Street’ vs. a middle-market company? M&A Basics | Why Do Business Owners Sell Their Business Crossroads: Deciding to Sell Your Business vs. Doubling Down Should I sell my business? EBITDA | Definition, Formula & Example – A Complete Guide Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Amira elAdawi joins us to talk about the integration process. She is the founder of Amira & Co., a global management consulting firm that specializes in M&A integrations and organization optimization. Her track record of success spans multiple industries and corporate environments, including hospitality, retail, and consumer products. We talk about what the essence of integration is, how culture impacts integration, the frameworks that can be used to facilitate the process, and what the most difficult areas are with integration. Join us to learn more about the intricacies of the integration process. View the complete show notes for this episode. Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Listen as we talk to Arturo Henriquez, who has acquired 50 companies in his career as a serial entrepreneur. In this show, we discuss Arturo’s role as both a buyer and a seller and the lessons he has learned from buying over 50 companies across 18 industries. You will also learn how Arturo builds companies so they run themselves. Arturo is a 2-time bestselling author and public speaker. His previous investment banking experience includes roles at Goldman Sachs, Bank of America, Lehman Brothers, and KPMG as managing director of their mergers and acquisitions division where he was involved in over 60 deals. As a professor, he has taught courses in Investment Analysis, Corporate Finance, and Capital Administration at graduate and undergraduate levels. View the complete show notes for this episode. Learn More: A Guide to M&A Negotiating Tactics Small Business Acquisition Financing M&A Seller Financing: A Complete Guide Why Do Business Owners Sell Their Business? Building a Sellable Business Business Broker and M&A Advisor Fees: A Comprehensive Guide Should I use SDE or EBITDA to value a business? Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

In this episode, we discuss tech M&A with Barr Blanton, CEO of Crosslake Technologies, who specializes in technology mergers and acquisitions and advises private equity firms on buying, building, and transforming technology companies. If you own a tech company or invest in technology companies, this show will be of interest to you. View the complete show notes for this episode.  Learn More:  A Guide to Valuing Tech, Software & Online Businesses Top 5 M&A Value Drivers for Tech & Software Companies How to Sell an Online Business: A Case Study Tech & Software M&A Dynamics M&A Due Diligence | Checklist & Overview M&A Due Diligence Preparation Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

In this episode of M&A Talk, we discuss the intricacies of financial due diligence with award-winning CPA Helana Robbins Huddleston, a partner with CohnReznick Advisory with over 20 years of experience. We talk about ways sellers can prepare for a sale, the key areas investors look into when considering a business for investment or acquisition, how you can hasten the sales process, and much more. If you are thinking of selling or buying a business, join us to learn more about this critical area of preparation. View the complete show notes for this episode.  Learn More: M&A Due Diligence | Checklist & Overview M&A Due Diligence Preparation EBITDA | Definition, Formula & Example – A Complete Guide M&A Reps & Warranties M&A Purchase Agreement | A Complete Guide T.J. Noonan on Insuring M&A Risks Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

We are joined in this episode by insurance expert TJ Noonan, Managing Director of the M&A Transaction Solutions Practice with Hylant. We talk about what reps & warranties insurance is, the role it plays in a transaction from due diligence through closing, what the seller should know about R&W insurance, how involved an insurance company gets in a transaction, benchmarks in the industry, the future of R&W insurance, and much more. No two transactions are the same, but this discussion will give you insights into some of the common areas around insurance for your business. View the complete show notes for this episode. Learn More: Asset vs. Stock Sale M&A Reps & Warranties Escrow Holdbacks in M&A Transactions M&A Due Diligence | Checklist & Overview Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Jeff Muench joins us to talk about the intricacies of the M&A integration process. Jeff’s expertise is focused on helping companies overcome challenges with inventive, entrepreneurial, and customer-centric efforts that capture significant market share and lead organizations to places unimagined. In this episode, we discuss what the integration process looks like, how long it takes, what the biggest challenges are, and advice for how the seller can best prepare. Jeff also talks about the integration process that he led as head of M&A Integration at Walmart – a company that is quite familiar with the acquisition process. View the complete show notes for this episode. Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Jeff Wald joins us to talk extensively about his experience buying and selling companies. Jeff shares his insights into buying versus building a business, learning from your mistakes, how long the process can take, and building a company to sell later for a massive profit. His experience starting and selling his technology companies will give you invaluable insights as he discusses this process and offers advice. Jeff is also the author of two books and is a frequent speaker on the topics of startups and labor issues. View the complete show notes for this episode. Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Listen in as we gain insights into private and public M&A law from one of the countries top M&A attorneys, JR Lanis. JR is a hands-on attorney and he shares his wealth of experience as we discuss raising capital, IPOs, fintech, what to look for in an M&A attorney, and much more. JR has extensive experience in a variety of industries that include technology—with a specific depth of experience in fintech—as well as hospitality, consumer products, and life sciences. Join us to take a deep dive into the world of M&A law. View the complete show notes for this episode. Learn More: The difference between valuing public and private businesses Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

In this episode, Michael Frankel joins us to talk about the world of M&A from almost every angle. Michael has experience in M&A as acquirer, lawyer, investment banker, target, and advisor. Join us for two hours of in-depth conversation with Michael ranging across his many roles in the M&A world, including his insights into corporate development as an acquirer, views as an M&A attorney and investment banker, his experiences as a target and CFO, then finally his comments as an informal advisor, speaker, and author of three books and numerous articles on innovation, M&A, and strategic transactions. View the complete show notes for this episode. Learn More: How successful are most business acquisitions? 18 Differences Between Valuing Public and Private Businesses The Role of M&A Lawyers When Selling Your Business Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Raghav has 15 years of experience in M&A and corporate strategy for Private Equity, Industrial, and Consumer Business clients. He leads Deloitte’s M&A Strategy and Diligence offering for Energy, Resources, and Industrials. He has worked extensively on acquisition strategy, target screening, commercial & operational due diligence, integration & divestiture planning, and competitive strategy assignments. His deal making experience spans across 25+ countries across North America, Latin America, Europe, Oceania, and South-East Asia. Raghav was recently announced as a winner of the 2021 Emerging Leaders Awards. View the complete show notes for this episode. Learn More: M&A Due Diligence | Checklist & Overview How successful are most business acquisitions? Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Jon has over 20 years of merger and acquisition, strategic advisory, and business valuation experience. He has successfully advised clients across a broad range of industries, including government services, aerospace & defense, business services, technology, consumer and industrial products, and metals and mining. Jon has closed over $2 billion in aggregate transaction value in his career. Before founding Stanton Park Capital, Jon served as a Vice President at Moss Adams Capital (MAC), a West Coast-based investment banking firm, and he was a Vice President with Capstone Partners. View the complete show notes for this episode. Learn More: Why Don’t Some Businesses Sell? M&A Guide | The 4 Types of Buyers of Businesses Business Valuation Methods in a Nutshell M&A Closing Process | A Complete Guide Confidential Information Memorandum (CIM) | A Detailed Guide A Guide to M&A Negotiating Tactics M&A Due Diligence | Checklist & Overview Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now  

Brian is a member of Allied Universal’s global M&A department, focused on identifying global deal strategies and opportunities within the company’s manned guarding, security technology integration, facilities management, and related segments. Brian has provided buy-side and sell-side financial advisory services to strategic and private equity buyers for deals ranging from $50 million to $6 billion in industries including A&D, industrial manufacturing and business services, consumer products, and select technology platforms. Prior to Allied Universal, Brian spent 12.5 years with PwC, the last five as a financial diligence director and leader in the firm’s Private Equity M&A practice based in NYC. View the complete show notes for this episode. Learn More: M&A Guide | The 4 Types of Buyers of Businesses M&A Guide | Selling Your Business to a Competitor Adjusting Financial Statements: A Complete Guide M&A Confidentiality & Non-Disclosure Agreements M&A Due Diligence | Checklist & Overview Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

Jonathan Brabrand is author of The $100 Million Exit: Your Roadmap to the Ultimate Payday. He is also a Managing Director of Transact Capital Partners, a boutique M&A advisory firm headquartered in Richmond, Virginia. He has spent over 20 years helping business owners within a wide variety of industries sell their companies to their ideal buyer and achieve the exit outcome they dreamed of. His book, The $100 Million Exit: Your Roadmap to the Ultimate Payday, analyzes large mergers and acquisitions successes and failures to draw practical, actionable advice that company owners can implement to increase the value of their business and be better prepared for an exit. View the complete show notes for this episode. Learn More: Business Exit Plan & Strategy Checklist | A Complete Guide M&A Basics: Building a Sellable Business Increasing the Value of Your Business | The RVD Model Why Don’t Some Businesses Sell? M&A Crossroads: Deciding to Sell vs. Doubling Down M&A Reps & Warranties Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.   

Joan De la Paz Hellmer is an experienced finance professional with over a decade of capital markets, M&A, and investment experience. Joan is skilled in all aspects of transactions including thesis-building, sourcing, negotiation, execution, and post-acquisition strategy. He has a strong business development and strategy background with an MBA from the University of Chicago. He was born and raised in Mexico City and currently resides in Philadelphia, Pennsylvania. View the complete show notes for this episode. Learn More: How successful are most business acquisitions? Why do companies acquire other businesses? M&A Guide | Selling Your Business to a Competitor M&A Basics | The Letter of Intent The Role of Attorneys When Selling Your Business M&A Due Diligence Preparation M&A Due Diligence | Checklist & Overview Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.  

What is equity research and how do equity researchers value public companies? What should owners of privately held companies know about equity research? Listen as we take a deep dive into the world of equity research and the process equity analysts use to prepare an equity research report. You will learn everything there is to know about the process of equity research and valuing a public company, and how this knowledge will help middle market business owners. We also cover the difference between investment bankers and equity research analysts and the role each plays in M&A transactions. View the complete show notes for this episode. Learn More: The difference between valuing public and private businesses Why is the range of possible values so wide for a business? EBITDA | Definition, Formula & Example – A Complete Guide Additional Resources: Download a free copy of The Complete Guide to Selling a Business Are you selling a business? Schedule a free consultation now.