Wednesday, November 4

11 a.m. – 3:30 p.m. EST

Have you ever wondered if your seller was leaving too much on the table? Or better yet, how much could your buyer really afford to pay and still have a favorable outcome? This course will explore the use of financial modeling to determine the buyer’s ability to pay for an acquisition. We will review the basics of financial modeling: what are the most important parts, how to read the model and what sensitivities to consider. We’ll investigate the importance of capital structure and some of the levers that sellers can use to ensure they are getting the best deal. We will include some interactive Excel exercises so laptops are recommended but not required.

Led by Rick Marchese, Lares Loreno Private Capital 

Rick is a Singapore-based merchant banker with over 20 years of experience in corporate finance, M&A advisory and private equity. He began his career on Wall Street at Donaldson, Lufkin & Jenrette and subsequently spent time at Merrill Lynch and Deutsche Bank. Before entering investment banking, he was an officer in the US Navy. He is also an adjunct lecturer at ESSEC where he teaches graduate courses in finance. He has an MBA from the University of Chicago and graduated from the US Naval Academy.

Friday, November 6

11 a.m. – 3:30 p.m. EST

There is one descriptor not applicable to the M&A industry and that is —- Static. The M&A industry is dynamic and constantly moving. Some techniques and approaches stay consistent while others adjust due to tax law changes, the economy, and market demand. Entity types alone have a direct impact on planning options. What works for one entity may only partially apply to another entity or not apply at all.

Like the M&A industry, this course is designed to not be static. This course provides educational content on subjects of current importance. The course topics adjust each year based on issues impacting businesses and planning issues that can be used to meet and address the needs of businesses and their owners.

The subjects covered in this Year 2020 edition include:

  • Covid-19 and Recasting
  • Covid-19 and Business Valuation
  • Qualified Small Business Stock
  • Self-Created Intangibles

Led by Monty Walker, CPA, CGMA, CBI, Walker Business Advisory Services

Monty Walker is a Certified Public Accountant with a diversity of experience in the private, closely-held business arena. Monty supports entrepreneurial clients throughout the country, and focuses on the business transfer industry, providing support to small business owners in the areas of business transactions, business structuring and design, business tax planning, and business exit planning. Due to his background in the area of business transfers and business transitions, he is often referred to by his clients and colleagues as a “Business Transaction CPA.”

Thursday, November 5

11 a.m. – 3:30 p.m. EST

Students will learn the process of preparing a business for sale or transfer at a maximum value while creating a constant state of business readiness for value protection. This includes understanding the financial, structural, operating, and strategic factors that contribute to or detract from value.

Led by David Wimer, CBI, M&AMI, CEPA, Murphy McCormack Capital Advisors

Since 2006, Mr. Wimer has advised clients on the M&A process, exit planning, sudden exit situations, turnaround, and executing strategic exit initiatives. His work includes companies with up to $110 million in revenue and operating a family office with $50+ million in operating assets. His guidance has preserved and generated millions in enterprise value and cash flow for clients.

11 a.m. – 3:30 p.m. EST

Successful transactions in the lower mid-market involve setting up a market for a business and creating competition among prospective buyers to achieve the most favorable price and structure. This course will explore methodologies to create competition and the various types of “auction” used to generate options for owners.

Led by Jim Afinowich, CBI, M&AMI, Founding Principal, Designated Broker ibg/Fox & Fin

Jim has more than three decades of experience selling businesses as an M&A advisor.  His smallest transaction sold for $3,000 and his largest was $120,000,000.  He is a Certified M&A advisor (CBI), a Merger & Acquisition Master M&A advisor (M&AMI), and holds several securities licenses. He is a founding partner of IBG Business, an M&A firm with offices in Arizona and across the U.S.

Monday, November 9

11 a.m. – 3:30 p.m. EST

A business valuation can be a highly effective tool in developing and closing transactions. This course outlines ways to make optimal use of a professional business valuation in middle-market transactions. Business appraisal principles and processes, including the approaches and methods applied in valuations, will be addressed to identify multiple opportunities to improve client communications. Examination of the integral parts of a valuation will show how the information flows through into client education, value engineering, due diligence preparation, tax planning, and negotiations.  There are no course prerequisites, however, a fundamental knowledge of financial statements and the business ownership transfer process is essential to accrue the maximum benefit from the course.

Led by Rich Mowrey, President, Management Services & Development, Ltd.

Richard Mowrey is President of Management Services & Development, Ltd., a firm that provides private ownership transition advisory services to closely-held businesses. Richard specializes in the valuation, value planning, and the sale of mid-sized manufacturing businesses. In addition, he personally supervises strategic acquisition searches for selected client corporations. Richard is a published author; his first book, “When is the Right Time to Sell My Business?” was a #1 international bestseller. Since that time he has published two more books to help business owners gain knowledge in the valuation and transfer arenas.

11 a.m. – 3:30 p.m. EST

This class will explore two real-life middle market case studies, from beginning to end, and explore the challenges faced by the M&A advisor. Participants will learn how others maneuver through challenges, and in break-out groups, explore steps in the process with other participants.

Led by John Howe, M&AMI, CM&AP, CEPA, Director, Business Transition Strategies

John Howe is director of Business Transition Strategies, an M&A advisory firm with offices in New Hampshire and Massachusetts. He holds the M&AMI as well as the CM&AP designations and is a Certified Exit Planning Advisor (CEPA). He is a co-owner of New Hampshire Business Sales, Inc., a Main Street business brokerage. Prior to this career, he was in the daily newspaper business for 30 years. He is a past chair of the M&A Source and is the immediate past chair of the International Association of Business Intermediaries.

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