Current Course Offerings

Upcoming Conference Courses

Sunday, October 17 2021 

8:00 am – 12:00 pm 

Course#351 – Opportunities in Hotel and Motel M&A: How to Leverage the Deal 

Instructor: Phil King 

 

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. 

 

Bio: 

Phil has been involved in the Mergers & Acquisitions space for over 20 years as a private consultant. He has also owned and sold multiple companies personally over the past 30 years. After his exit from his last company, Phil had a brief affiliation with Sunbelt Business Brokers.  Phil and colleagues have since opened the boutique Middle Market M&A firm, M&A Evolution, serving Ontario, Canada. Phil has held the most senior roles in each of sales management, agricultural development, hardware distribution, manufacturing & distribution, automotive supply & service and clothing manufacturing & distribution, all on an international basis. 

 

Sunday, October 17 2021 

1:00 – 5:00 pm 

Course #490 – Integrated Cash Flow Modeling (Part 1) 

Instructor: Rick Marchese 

 

Description: 

Forecasting Cash Flow and the Sensitivities Surrounding It 

This extended 8-hour Excel-based course will dive into the subject in detail and build off the 4-hour course on Sell-Side Modeling to Maximize Valuation. This course will be done in two sections. The first section will focus on building an integrated cash-flow model. The second section will transform the forecasted cash flow model into a transactional model. Attendance is limited so instructor can have time personally with every student. 

 

Bio: 

Rick Marchese 

Founder and Managing Partner, 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 in investment banking at Donaldson, Lufkin & Jenrette and subsequently spent time at Merrill Lynch and Deutsche Bank. Before entering investment banking, he was in the US Navy. He is also an adjunct lecturer at ESSEC Business School where he teaches graduate courses in M&A. He has an MBA from the University of Chicago-Booth and graduated from the US Naval Academy. 

Sunday, October 17 2021 

1:00 – 5:00 pm 

Course #369 – The Subtle Art of Educating the Client (4 credit hours) 

Instructor: Sara Burden 

 

Description: 

Selling a potential client on paying a retainer and using the services of your firm over someone else’s is an art form. This course will allow its participants to learn about multiple tools for use in getting retained engagements. You will be introduced to structured approaches and learn to use more creativity in getting retained engagements. At the end of this four hour session, you should be able to demonstrate to your clients the added value you bring to the table and get them excited about having selected you to represent them in the sale of their company. This class is interactive. 

 

Bio:  

Sara Burden, President, Walden Businesses, Atlanta, GA 

Sara Burden entered the mergers and acquisitions industry in March 1991 and has been actively involved in Walden’s successful closings of small to middle market sized companies. While Sara specializes in owner representation, she has handled unique buyer representations in the national marketplace. She has represented and sold companies with sophisticated high profiles in the service sector, heavy manufacturing and distribution businesses with equal success. She is closely involved in the firm’s valuation services and has been engaged as an expert witness by several of Atlanta’s accounting and legal firms. 

 

Monday, October 18 2021 

8:00 am – 12:00 pm 

Course #490 – Integrated Cash Flow Modeling (Part 2) 

Instructor: Rick Marchese 

Monday, October 18 2021 

8:00 am – 12:00 pm 

Course #382- Same As It Ever Was?  – Reps and Warranties in the Time of COVID and Beyond 

Instructor:   Jim O’Sullivan and May Lu 

 

Description:  

Presented by experienced M&A attorneys, this course will look at general matters involved in traditional reps and warranties in M&A deals, including what to look for and why they are in agreements. But considering the Covid 19 experience, the course will take a close look at how the pandemic is affecting reps and warranties. There will also be a look at rep and warranty insurance, and when to work it into negotiations. 

 

Bio: 

James O’Sullivan 

Partner – Business Solutions/Mergers & Acquisitions, Tiffany and Bosco, P.A. 

For over 30 years, Jim O’Sullivan has guided businesses and their owners through their most important stages: from business formation to sale transactions, including negotiating and preparing agreements to strategically grow and protect the business, as well as resolving disputes among the owners. Working closely with business owners and collaborating with their other trusted advisors, Jim provides practical, experience-tested solutions in meeting their toughest legal challenges and seizing valuable business opportunities. 

 

May Lu, Esq. 

Business Solutions Shareholder, Tiffany & Bosco, P.A. 

May Lu serves the transactional needs of businesses and their owners by assisting them with business formations and owner agreements of limited liability companies and corporations, joint ventures, mergers and acquisitions, reorganizations (such as domestications and conversions), recapitalizations, succession strategies, general business planning, and other business agreements.  She also provides guidance to businesses concerning disputes among owners and related fiduciary duties.   

 

May was recently selected by her peers for inclusion in the 27th Edition of The Best Lawyers in America© for her work in Corporate Law.  She also has been recognized as one of the Super Lawyers Southwest Rising Stars since 2012 in the area of Mergers and Acquisitions, and she is a member of the American Bar Association’s Mergers & Acquisitions and Middle Market and Small Business Committees.  In September 2020, she was appointed co-Vice Chair of the Middle Market and Small Business Committee for a 3- year term. 

 

Monday, October 18 2021 

1:00 – 5:00 pm 

Course #480- Essentials for Managing an M&A Auction 

Instructors: Jim Afinowich  

 

Description: 

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. 

 

Bio: 

Founding Principal, Designated Broker ibg/Fox & Fin  

Jim has more than three decades of experience selling business 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 hold several securities licenses. He is a founding partner of IBG Business, a M&A firm with office in Arizona and across the US. 

Monday, October 18 2021 

1:00 – 5:00 pm 

Course #441 – Deals Start to Finish from the PE Side 

Instructors: Lamar Stanley and Chris Godwin 

 

Description: 

A Look at How Pegs Review and Model a Deal, Start to Finish. This course will look at how a deal sourced by MAS members is reviewed and analyzed by a Private Equity investor group, and then trace the deal management through its conclusion.  Lamar Stanley will revise the original course created by Heather Madland of Huron Capital. 

 

Bio: 

Lamar Stanley 

Director, Gen Cap America 

Mr. Stanley joined Gen Cap America in 2016 and serves as their head of business development and deal origination. Previously, Mr. Stanley was with Diversified Trust Company, a Nashville-based wealth management firm where Mr. Stanley worked in their private-equity strategy group. Prior to Diversified Trust Company, Mr. Stanley served as an Intelligence Officer in the United States Navy. He holds a B.A. degree from The University of the South, in Sewanee, TN and an M.B.A. from The University of Chicago. 

 

Chris Godwin 

Managing Director, Gen Cap America 

Mr. Godwin joined Gen Cap in 2005. Previously, Mr. Godwin was a Vice President with Draupnir LLC, a Chicago based private equity firm focused on middle-market buyout transactions. Prior to Draupnir, Mr. Godwin was a consultant for Arthur Andersen and was an equity research analyst for J.C. Bradford & Co. He holds a B.A. degree from Rhodes College and an M.B.A. degree from the University of Texas at Austin.  Mr. Godwin is also a CFA charter holder.

Register for the Fall Conference

Field Courses

The M&A Source now allows certain organizations to offer courses at their own events; cutting down on travel time and expenses for your members and employees.

If you would like to schedule a field course, please visit the Field Course Page for Course Offerings and Guidelines

Questions? Email education@masource.org

Field Course Information Page

Current Courses

#350 M&A Opportunities in the Health Industry
#363 Overcoming Complexities of Selling Manufacturing Companies
#368 Obtaining Quality Engagements with Quality Sellers through Networking
#369 The Subtle Art of Educating the Client
#375 Taking Your Practice Up Market: Skills You Need to Execute $10 million+ Deals
#383 Keys to successful outcomes in the Due Diligence process
#386 Negotiation Skills: Getting More of What You Want in Every Deal
#388 Marketing in Today’s World
#415 The Art of Deal Making as a Buy-Side Advisor – A Report from the Trenches
#416 Helping Sellers Identify the Most Suitable Buyer & Type Transaction When Selling Their Company
#426 Determining Required Working Capital
#427 Working Capital Skills Development Lab
#428 Tax Returns and hidden key points for M&A
#435 M&A Case Study Master Class
#441 The Life Cycle of a Private Equity Transaction
#442 Fundamentals of Lower Middle-Market Private Equity – Teasers and CIMS
#446 Working with Tax Returns in an M&A Transaction
#460 Quality of Earnings: From Measured Financials to Meaningful Analysis
#470 Adding Value by Developing Industry Expertise
#472 Preparing a Business for Sale and Maximizing Value
#481 Managing an M&A Auction in the Lower Middle Market
#485 The Sustainable M&A Practice-Establishing, Growing and Sustaining an Office
#490 Using Leveraged Buyout Analysis in M&A Transactions