Course #368 – Obtaining Quality Engagements Through Seminars and Networking
Instructor:  Dean McDonald, CBI, M&AMI, CM&AP
Credits: 4

Course Description:

This course will introduce methods on finding quality sellers ready to exit or retire from their business. Participants will learn methods to get an appointment and get past the gatekeeper. Course also covers the most effective ways to network and put on seminars to reach potential clients.

Course #363 – Overcoming the Complexities of Selling Manufacturing Companies
Instructor: John Howe, M&AMI, CM&AP
Case Study Participant:  John Dalton, Founder & Managing Partner, IDI
Credits: 4

Course Description:

Course 363 has been updated and provides practical insights into completing manufacturing transactions in the lower mid-market. It will offer resources, processes, and methods that help get engagements and complete deals, including practical ways to use tools provided to M&A Source members. The course will also cover several case studies, including one that features how an investment firm improved and expanded a family owned company.

Course #426 – Determining Required Working Capital
Instructor:  Monty Walker -CBI, CPA, CGMA
Credits: 4

Working capital is an important element associated with every business. Without adequate working capital, new acquisitions, startups and existing businesses alike become financially challenged and often close. Working capital is a business value driver especially as the size of a business increases. This course provides an in-depth overview of working capital and the related information applicable to determining required working capital. Participants will learn about various factors which impact working capital, methods used to analyze working capital, metrics used to calculate working capital and how working capital impacts a business transaction. As a result of attending this course, participants will benefit from receiving the necessary information and skill enhancement to better manage this challenging variable which impacts every business transaction. No prerequisite courses are required to attend this course but a fundamental knowledge of financial statements is beneficial.

Course #351 – Opportunities in Hotel and Motel M&A

Instructor:  Phil King, MVM, MBA, CMSBB, CBI

Credits: 4

Course Description:

Big Brands, Small Brands, and Independents … learn the nuances of how this industry works, what sellers are looking for, and how they measure it. Learn how buyers use the assets to their advantage and how financiers measure and approve highly leveraged transactions. Learn how to enter and succeed in this buy, run, and short term flip space.

Course #427 – Working Capital Skills Development Lab
Instructor:  Monty Walker -CBI, CPA, CGMA
Credits: 4

Working capital is the life blood of a business. A business may have assets ready to be deployed, capable people ready to deliver, and customers ready to be served but even a business with the greatest of potential will fail if funds do not exist to support its endeavors. The level of working capital transferred in a transaction can become one of the most contentious issues between a buyer and a seller. Since it pertains to immediate cash needs and resources of the business, working capital has tremendous implications for the value of the business. This course expands on the knowledge foundation provided in MAS Course # 426. Through the use of case studies participants benefit from a hands on approach with the process of reviewing, analyzing and identifying the amount of working capital required for a business. As a result of attending this course, participants will gain confidence and skills from a direct application of the processes associated with determining required working capital. MAS Course # 426 is a prerequisite to attend this course.

Course #370 – The M&A Advisor – Yesterday, Today and Tomorrow (Part I)

Instructor:  Pat McDonald, M&AMI, CM&AP, FMAS
Credits: 4

Course Description:
This course is designed to help those entering the M&A arena learn how to start the M&A process in the most productive way. There are many critical steps and skills required to deliver world class M & A advisory services. The question is: “How to deliver value and assure competencies in each sequential step?” This is Part 1 of a two-part course that investigates traditional procedures by providing a view of current and alternative business practices. A close look at the changing roles in today’s business environment for the advisor in the multi-step M & A process and how to increase effectiveness. Different methods will be shown on the need to cultivate specific talents, proficiencies, and functions, that require deployment of “Finders, Minders, and Binders” at the right time. Discussions on how negotiations occur in each stage of an engagement, and how all of these: negotiating expertise, aptitude, and process experience, are needed for an organized, but flexible, approach. Recommended that participants have a working understanding of middle-market experience with the M & A process, several years of transaction experience and a CBI or equivalent professional background.

Course #460 – Quality of Earnings: From Measured Financials to Meaningful Analysis
Instructors: Evan Ottaviano and Vijay Vaswani
Credits: 4

Upon completion of the course, you should be able to:

• Analyze financial statements to identify quality of earnings (QoE) adjustments
• Prepare a QoE analysis
• Assess potential debt and debt-like items that affect purchase price
• Prepare a debt and debt-like items analysis
• Analyze working capital and assess alternatives for setting targets in purchase price adjustment mechanisms
• Prepare a working capital analysis

Course #472 – Preparing a Business for Sale with Simplified Value Prep 
Instructors: David Wimer, CBI, M&AMI & Fellow of M&A Source
Credits: 4

Course Description:
Students will learn a proven process for preparing a business for sale or transfer at maximum value, while creating a constant state of business readiness for value protection. This course includes understanding the financial, structural, operating, and strategic factors that contribute to or detract from value. The course includes a case study, small group sessions, and takeaway tools used for organizing an approach, performing the analysis, and setting objectives for client interaction. As a bonus feature, students will visualize the process embedded in a virtual deal room, which any advisor can customize and utilize in their business preparation pursuits.

Moderator:  Jaclyn Ring – Vice President, REAG

Panelists: 

• John Howe – Vice President, Business Transition Strategies
• Laura Maver Ward – Founder & Managing Partner, Kingsbridge Capital Partners
• Bob McCormack – Managing Partner, Murphy McCormack Capital Advisors
• Scott Bushkie – Founder & Managing Partner, Cornerstone Business Services, Inc.

Workshop Description:
The only way to avoid making mistakes is to have experience and the only way to get experience is to make mistakes. This panel is packed with experience from seasoned M&A dealmakers. Not all deals are created equal. Some are more memorable than others. Come join our esteemed panel as they share some of the most unforgettable experiences from their illustrious careers.

Moderator:  Scott Mashuda – Co-Founder & Managing Director, REAG

Panelists: 

• PJ Murphy – Owner/Operator, ChemMasters, Inc.
• Kyle Madden – Partner, KLH Capital
• Jonathan Ives – Managing Director, SCG Partners
• John Dalton – Founder & Managing Partner, IDI

Workshop Description:
Strategic acquirers often provide business owners the best opportunity to maximize value. But interfacing with strategic acquirers can be tricky for sell-side intermediaries. This panel of seasoned corporate, family office, and private equity acquirers will share with you their approach to strategic acquisitions, what they look for from sell-side intermediaries, how they evaluate opportunities, determine fit, make decisions, identify deal breakers, and opine to value.

Moderator:  Alex Welles – Director of Business Development, Union Capital Associates, LP 

Panelists: 

• Josh Welk – Founder & Managing Partner, Lancer Capital Management
• Blair Badham – Managing Director, Lafayette Square
• Ryan Theret – SVP Enterprise Banker, KeyBank

Workshop Description:
Every deal is sold a minimum of three times to get to a closing: at the pitch meeting, to the acquirer, and to the funding sources. The most successful intermediaries have an in-depth understanding of all three phases. This panel will focus on the third: the equity and debt that comprise the capital stack. Panelists will explore how both lenders and equity sources view a deal, and think about goals, returns, and structure.

Keynote Presenter:   Daryl JW Mackin – Founder/Executive Director, A Soldier’s Child Foundation

A Soldier’s Child Foundation (ASC) is now serving over 4500 children of fallen servicemen and women from all U.S. military branches. ASC is caring for children in every state within our country.

ASC acknowledges all deaths during active duty and any deaths post-military service, due to service-related injuries or illnesses. This includes suicides from PTSD-related deaths. ASC’s main focus is the child of our fallen and how do they reach this special military child at risk. ASC offers Love to the child left behind, Honor for the memory of the fallen, and a Hope for the children to live a courageous life.

ASC does this with yearly birthday celebrations, yearly mini-camps and a week-long summer camp, mentorship and leadership programs, and ASC facilitating in secondary/college scholarships.

Presenter:  John McGee – President, Blue Sky Exhibits 

Master Class Description: 

This is not your parent’s marketing paradigm. Imagine a marketing strategy that pays for itself – yes, self-funded marketing. Social Resourcing is a collection of strategies that allows you to identify an unlimited number of prospects, target them with actionable messaging, and provide a mechanism to “collect” and monetize those relationships. All while driving your company’s business development goals. Come prepared to participate in this interactive workshop, where each participant will leave with a basic evaluation strategy to future-proof their marketing plan.

Presenters:

Troy Smith – Negotiation Instructor and Coach, The Black Swan Group
Barbara Thomas – Negotiation Instructor and Coach, The Black Swan Group

Master Class Description:

These are the core skills of The Black Swan Method™, a communication approach designed to demonstrate tactical empathy, build rapport, and achieve trust-based influence. You’ll gain a fundamental understanding of each of the 9 core skills, the purpose of each, and how it can be used.

Each of these skills appear in Never Split the Difference, a riveting, indispensable handbook of negotiation principles culled and perfected from Chris Voss’s remarkable career as a hostage negotiator and later as an award-winning teacher in the world’s most prestigious business schools.

Negotiation 9 Skills:

• Labels

• Mirrors

• Dynamic Silence

• Paraphrase

• Summary

• Calibrated Questions

• “I” Messages

• Encouragers

• Rule of Three