2021 Fall Conference

The M&A Source 2021 Fall Conference & Deal Market is the can’t-miss event of the year for anyone in the mergers and acquisitions industry.

The M&A Source takes the lower and middle-market mergers and acquisitions IN PERSON this October! In our first in person conference in two years, participate in education, industry relevant panels, networking, and deal making created specifically for M&A Advisors, CPAs, Investment Bankers, and Private Equity Investors. Don’t miss out on this exclusive opportunity.

*Please note all the times listed above, and on the rest of the event website, are in Central Time

Conference Attendee Early Bird Registration

Member

$7258/20

Nonmember

$9758/20

New Member PLUS Conference

$9758/20

Conference registration includes:

  • Access to all workshops and networking opportunities
  • Access to the Deal Market

Deepen your learning with educational courses. 

Educational courses are priced separately, $275 for members and $375 for future members through the early bird deadline (thereafter: $375 and $475, respectively).

If you ONLY plan to attend M&A Source Courses, please select ticket option 2- 2021 MAS Fall Conference – COURSES ONLY, and then select your courses below in the registration.

Once registered for a course, a transfer fee per course will apply to make any changes to your course registrations, including switching courses.

Attendee Registration

Members of M&A Source, IBBA, and Future Members

Exhibitor Registration

Private Equity Groups and Services Providers

Deal Market

Deal Market Information

Early Bird Rate

$1,495

Regular Rate

$1,795

Late Registration Rate

$2,495
Exhibitor Registration

Education

Access to all workshops is included with your registration. Educational courses are priced separately.

Courses
Speakers
Workshops

Courses

Sunday

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 
Credits: 4

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
Credits: 8 (Total for both days)

 

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 

Instructor: Sara Burden, CBI, M&AMI, CM&AP, FIBBA, FMAS

Credits: 4

 

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

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
Credits: 4

 

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, Esq.

Partner – Business Solutions/Mergers & Acquisitions, Tiffany & 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. 

Partner – Business Solutions/Mergers & Acquisitions, 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

Credits: 4

 

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 
Credits: 4

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.

Educational courses are priced separately, $275 for members and $375 for future members through the early bird deadline (thereafter: $375 and $475, respectively).

If you ONLY plan to attend M&A Source Courses, please select ticket option 2- 2021 MAS Fall Conference – COURSES ONLY, and then select your courses below in the registration.

Once registered for a course, a transfer fee per course will apply to make any changes to your course registrations, including switching courses

Course Registration

Workshops

Tuesday

8:30-9:30 AM CST

Moderator:  Andy Jones, Founder & President, Private Equity Info 

Panelists: 

  • Bob Wegbreit, GF Data
  • Nick Coetzee, Axial Market 

Description:   

Covid produced an initial pause in M&A activity and a great deal of uncertainty, followed by a small deal-surge in Q4-2020 and then significant deal flow in 2021. This panel will discuss the current state and near-term outlook for M&A activity. 

Moderator:  Lamar Stanley, Director, Gen Cap America 

Panelists: 

  • Rich Jones, Partner, The Zabel Companies, LLC 
  • Joel Pokorney, CFA, Co-founder and Managing Partner, Forest Lane Capital 
  • Kyle Madden, Partner, KLH 

Description: 

The pandemic has had far reaching impacts and, in many ways, changed the way we do business.  In this panel, private equity groups will discuss their experiences operating during the pandemic, as well as discuss the pandemic’s impact on processes, valuations, and strategies.  Panelists will also examine the changes to our industry and deal terms that they expect to outlive the pandemic and what they expect going forward. 

Moderator:  Kael Campbell, CPA, Manager, Sikich LLP 

Panelists: 

  • Jason Salisbury, Director, Cornerstone Business Services, Inc.
  • Matt Harnett, CAIA, Partner, Tecum Capital 
  • Cheryl Aschenbrener, CPA, National Leader and Partner, Transaction Advisory Services, Sikich LLP 

Description: 

Remember the old days of due diligence? Well, you can forget them. Recovering from the disruption of the pandemic, deals have changed including the tried-and-true due diligence and evaluation processes. From asking the tough questions that were never considered before to increased cyber security and liability concerns to promoting a business that fared poorly (or fared well, considering), our experts will bring the future of due diligence into focus so you can make decisions with confidence. 

Wednesday

Moderator:  Scott Bushkie, Managing Partner & Founder, Cornerstone Business Services, Inc. 

Description 

This panel discussion will focus on four of the top M&A source benefits, including Private Equity Info, Vault Rooms, DealRelations CRM, and Vertical IQ. This workshop will be different from Tools of the Trade at past conferences. This time, a “Superuser” of each of the member benefit tool will be on the panel to share their experiences as a customer. They will explain how they use these tools in their M&A practice and how the tool makes their practice more efficient and profitable. The audience will have an opportunity to question the users to see how their own practices might benefit. While this workshop is focused on the benefits members receive, the owners/representatives of the specific member benefit companies will also be available to answer technical questions. 

Moderator:  Eric Veve, AAMS®, AIF®, Managing Member, The Asset Exchange 

Panelists: 

  • Scott Stevens, FVP, SBA Lending, 44 Business Capital 
  • William MayfieldSponsor Finance Relationship Manager, First Merchants Bank 

Description: 

As Eric Veve of The Asset Exchange drives the discussion with two top industry professionals from the lending world, you will learn about the advantages and disadvantages of Lending in the Post Pandemic Environment. Ultimately, this open forum will provide space for a dialog sharing field stories, pitfalls, and changes while discussing the current credit markets, what’s been seen regarding valuations, different types of leverage being utilized, and headwinds with COVID-19. 

Moderator:  Bob McCormack 

Panelist:

  • Kael Campbell, CPA, Manager, Sikich LLP 

Description:
At our workshop a panel of private equity firms, industry providers and experienced intermediaries will provide insight on how to work efficiently with private equity.  We will discuss how important preparation for the initial phone calls, deal vaults, pre market quality of earnings reports, confidential information memo best practices, private equity research, IOI/LOI process, structured sales, profiles (teasers) from both the private equity perspective and from experienced intermediatory perspectives.  The goal is we provide the tools for our members to have the best possible outcomes when working with private equity. 

Travel

Hotel

The Woodlands Waterway Marriott Hotel & Convention Center

1601 Lake Robbins Drive
The Woodlands, TX 77380

Phone: (281) 367-9797

The Woodlands Waterway Marriot Hotel and Convention Center is located within 28,000 tree-filled acres of an unincorporated community located 28 miles north of downtown Houston. It is a smoke-free property which can be easily reached from two major airports and offers its guests two restaurants, a sundry/convenience store, a fitness center and outdoor pool.

Hotel Booking Link

Hotel Room Rates

The following rate is for a single or double occupancy:

  • $199/night (exclusive of the projected state and local taxes of 15%)

The cutoff date to take advantage of these rates is Wednesday, September 22, and any reservation requests made after this date are subject to availability. Click here to make your hotel reservation. Please note, when you make your reservation, the credit card you submit will be charged one night’s stay. Should you need to cancel your reservation, your deposit will be refunded if you notify the hotel at least 72 hours prior to your arrival. Securing hotel accommodations and any needed cancellations will be the responsibility of the conference attendee.

Check-in and Check-out

  • Check-in: 4:00 pm
  • Check-out: 11:00 am

Parking

  • Complimentary off-site garage parking which is hotel accessible via a skybridge located on the 4th level of the garage
  • On-site parking: $6 USD hourly, $21 USD daily
  • Valet parking: $28 USD daily

A Partial List of Hotel Safety Protocols

Consistent with the most recent CDC guidance, fully vaccinated guests are no longer required to wear face coverings or social distance in indoor or outdoor areas of the hotel, unless required by local law. We ask that unvaccinated guests continue to wear face coverings and practice social distancing when they are in public spaces inside the hotel.

The hotel is:

  • Providing mobile check in and keyless room access (via the hotel app)
  • Placing sanitizing wipes in every guest room
  • Removing all paper products from the guest rooms
  • Not servicing the guest rooms each day; only when someone checks out

You can review the hotel’s full list protocols in response to the pandemic here.

TRAVEL INFORMATION

Closest Airports

The Woodlands Waterway Marriott Hotel & Convention Center is accessible from the George Bush International Airport (IAH) and the William P. Hobby Airport (HOU). For distances from the hotel, directions, approximate drive times and transportation costs from each of these airports, please click here.

Weather

For October, the average high in The Woodlands, Texas is 80oF/27 oC and the average low is 58oF/14 oC.

Time Zone

Texas is in the Central Time Zone (CT).

Hotel Health & Safety Info

Conference Policies

Full Conference Conduct and Registration Policies can be found here

M&A Source Conference Cancellation Policy:  Conference registration cancellation requests submitted on or before September 15, 2021 will be refunded, less a $150 administrative fee.  Cancellations received on or before September 30, 2021 will be charged a 50% processing fee.  No refunds or credits will be issued for conference registration cancellations received after September 30, 2021. All cancellation requests for conference must be made via the Registration Change/Cancellation Request Form. See the M&A Source Conference website for more details. Any joint conference registrations are subject to both the M&A Source and IBBA Cancellation Policies.

M&A Source Course Cancellation Policy:  Course registrations are not refundable at any time; however, a credit toward future M&A Source course attendance is applicable up to one year. If you would like to cancel OR transfer your course registration, please submit the Registration Change/Cancellation Request Form. Transfers will be charged a $50 administrative fee. Please note there will be a $50 late fee if you decide to register for a course while on-site at the conference.

PEG Representative Policy 

All PEG representatives must register as exhibitors. PEG representatives registered as regular attendees will have their registration converted to exhibitor and be billed the outstanding amount.