M&A Source 2020 Spring Conference

Conference Registration Update – March 16, 2020

In light of recent recommendations by the Centers for Disease and Prevention (CDC) and in the interest of keeping our M&A community safe and healthy, the Spring IBBA and M&A Source conference are postponed until further notice. Those who registered will receive contact regarding the refunding process by the end of this week. If you have questions, please contact us at admin@masource.com.

Time Event
7:00 am – 5:00 pm Conference Registration
7:00 am – 8:00 am Breakfast (morning course attendees only)
8:30 am – 12:30 pm Course #472: Preparing A Business For Sale Using Simplified Value Prep
8:30 am – 12:30 pm Course #416: Helping Sellers Identify the Most Suitable Buyers and Transaction Structure
12:30 pm – 1:30 pm Lunch (course attendees only)
1:30 pm – 5:00 pm Course #435: M&A Case Study Master Class
1:30 pm – 5:30 pm Course #426: Determining Required Working Capital
3:00 pm – 3:15 pm PM Break (course attendees only)
5:30 pm – 7:00 pm Networking Cash Bar
Time Event
7:00 am – 5:00 pm Conference Registration
7:00 am – 8:00 am Breakfast (morning course attendees only)
8:00 am – 12:00 pm Course #481: Managing an M&A Auction in the Lower Middle Market
8:00 am – 12:00 pm Course #388: Marketing in Todays World with Social Media
12:00 pm – 1:00 pm Lunch ( afternoon course attendees only)
1:00 pm – 5:00 pm Course #427: Working Capital Skills Development Lab
1:00 pm – 5:00 pm Course #490: Modeling an Acquisition
3:00 pm – 3:15 pm PM Break (course attendees only)
6:30 pm – 8:30 pm Welcome Reception
Time Event
7:00 am – 5:00 pm Conference Registration
7:15 am – 8:00 am Breakfast with Tools of the Trade
8:30 am – 9:30 am Economist—Insight to 2020: Election, Trade Wars, Low Unemployment
9:45 am – 10:45 am Pre-Market Due Diligence
11:00 am – 12:00 pm Management Presentation vs. Facility Tour
12:00 pm – 1:45 pm Keynote Speaker and Lunch
2:00 pm- 5:30 pm Deal Market
6:30- 8:00 pm Opening Reception
Time Event
7:00 am – 1:00 pm Conference Registration
7:00 am – 8:00 am Breakfast and Tools of the Trade
8:30 am – 9:30 am Panel: War Stories
9:45 am – 10:30 am M&A 2020 Boom or Bust: What Lies Ahead for the M&A Market in 2020 and 2021
10:45am – 12:00 pm How to Build a Sustainable Office: Can Your Office Run Without You?

Schedule at-a-glance

Workshops

Tuesday, April 28

What will this year bring? Learn what one of the leading economists believes and why. What will be the triggering event that brings the US into a recession? Will this happen, if so, when?

Learn this and more to help prepare you and your clients for the potential volatile road ahead.

Experts share how you can significantly increase your chances of successfully closing a deal while also shortening the time it takes to sell and increasing the value you will get for your client.

Q of E Report

By receiving a quality of earnings report done BEFORE you go to market, you can learn if there are any “skeletons” in the “financial closet” of your client. You can then address them before you go to market. This will also allow you to firm up all adjustments to EBITDA and working capital so there is more confidence in the numbers and less surprises which will not only lessen the chance of a late-stage “haircut” to your clients value and your success fee but drive more value in the final purchase price. Learn what is in a Q of E, what your role as an M&A advisor is in this process and how you position this with your client so they agree to do it and pay for it up front.

HR Issues

Learn from an HR expert who took a company from $4M to $400M through 18 acquisitions and what she looked for in each deal that would add or subtract value. Learn the right questions to ask to make sure you have a saleable company.

Financial Advisor

Learn from a Financial Advisor who works with clients nationwide. Learn the right questions to ask and how to make sure they are meeting with the “right” FA and getting the answers they need to know if they can live their ideal lifestyle after the sale. Doing this step correctly will take away a lot of the emotional and financial concern of “can I sell at ‘X’ price or do I need more…” when owners don’t know, they are usually asking too much. This process will help you and your client know if now is the right time to sell.

What is the goal of getting the buyer and seller together? Learn from several experienced buyers of what can make or break that meeting.

Some questions that will be covered:

  • Do you need to do a slide deck or just open Q & A?
  • How long should the meeting be?
  • Should it include lunch or dinner?
  • What are some examples of where this meeting convinced you that you needed to acquire the company?
  • What are some examples where you thought it was a great company but in the meeting were completely turned off?
  • What questions should we prep our sellers to answer?

Wednesday, April 29

Panelists discuss deals they wanted to buy and believed were good companies until something happened in the process that told them otherwise. Learn what other M&A advisors and business owners did or said that completely shut down the possibility of putting a deal together. Learn what mistakes blow up deals.

Learn from one of the best sources for Lower Middle Market Data in the US. Bob Wegbreit, a partner with GF Data, will share valuable stats not available anywhere else.

Attendees will learn the current multiples, what industries are hot, what are the current deal structures, how much debt are buyers using, what are the average percentages for different industries in the strongly negotiated Caps and Baskets, should there be an escrow, and if so, how much, and for how long on average, and much more.

If you want to truly understand what is going on in the lower middle market and what Bob and his team predict for 2020 and beyond, you can’t miss this workshop.

Do you know how to best handle over and under-achievers? Do you have the metrics in place, real-time, to help make better business decisions? Do you know how, when and to who you will exit your business? If something happened to you today, what would happen to your business? Does your spouse or anyone else know what your wishes are? Gain insight to these questions and many more. This is a must-see workshop for all business owners.

This workshop is also for M&A advisors looking to transition into ownership of the firm they are currently working for.

M&A Source Education

Sunday, April 26

Helping Sellers Identify the Most Suitable Buyers and Transaction Structure (4 Credits)

Private capital markets have dramatically evolved over the last 10 years and created an array of transaction alternatives for owners. This course probes the universe of potential transfer types and explores methodologies for working with sellers/clients to help them identify the best option to pursue.

Instructor:
William L. Loftis,

CBI, M&AMI, CM&AA, CVA

Bill Loftis is a co-founder of Blue River Financial Group, a Midwest middle market investment  banking firm. Blue River’s M&A services include buy-side and sell-side representation,  business valuations and raising capital for privately held companies. Blue River is a national and international deal sourcing provider to professional acquisitive clients, such as, private equity firms, family offices and other institutional investors. Loftis has assisted acquisitive and selling clients through the M&A process in multiple industries, such as, financial services, military equipment, forestry, automotive, and others. 

Preparing a Business for Sale and Maximizing Value (4 Credits)

Description: Students will learn the process of preparing a business for sale or transfer at 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.


Instructor:

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 has included companies 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.

M&A Case Study Master Class (4 Credits)

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 have maneuvered through the challenges, and in break out segments explore steps in the process with other participants.

Instructor:

John Howe

Determining Required Working Capital (4 credits)

This course explains the role of Working Capital in middle market business transactions. Students will gain a deeper understanding of how to identify the amount of Working Capital required by the business to operate as a going concern and how it ultimatel influences the structuring of a transaction.

Instructor:

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 in 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.”

Monday, April 27

Managing an M&A Auction in the Lower Middle Market (4 Credits)

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.

Instructor:

 Jim Afinowich, CBI, M&AMI

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.

His firm has been ranked the #1 M&A firm in Arizona for the last 18 years in a row by Ranking Arizona Magazine. Jim is a past president of IBBA and a founding member of the M&A Source.

Marketing in Today’s World (4 credits)

Description: Developing an effective marketing campaign is critical to the success of any M&A firm and those engaged in the profession. It is a moving target with new options emerging on the horizon. A good strategy melds a wide variety of approaches, and the course explores a diversity of methodologies.

Instructor:

Amy S. Cole, MBA, CBB, CBI, M&AMI

Principal, ABI Group Inc.

Amy serves as a trusted M&A Advisor, Certified Business Broker and transaction dealmaker specializing in the confidential sale of privately owned companies, business valuations and exit strategy planning. Holding top industry credentials, she helps clients navigate the complex process with a systematic approach, customized marketing, strong negotiation skills and focus on a positive outcome. Amy is a regarded industry conference presenter, M&A education course instructor and speaks publicly to business owners and their advisors on topics including Exit Strategy Planning, Maximizing Business Value and Preparing a Business for Sale or Acquisition.

Working Capital Skills Development Lab (4 Credits)

Building upon the content covered in Course 426, students will take a deep dive into applying the concepts and analytical tools needed to evaluate and explain Working Capital. Course 427 applies the theories and concepts into practical, day to day situations.

Instructor:

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 in 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.”

Using Leveraged Buyout Analysis in M&A Transactions

This course will explore financial modeling and how it can help maximize value in sell side engagements. What is the maximum a buyer could pay for your client and still meet their required investment returns? This course will provide an introduction to maximizing your sell-side valuation through a leveraged buyout or “ability to pay” analysis.

Rick Marchese

Spring Conference Highlights

Keynote: Change Your Behaviors; Change Your Outcomes

Presented by Dennis McIntee

Learn from nationally acclaimed speaker and author how to improve your performance. Whether you are a sole proprietor or owner of a multi-office practice, you will gain helpful information to enhance your own personal performance and also how to enhance your teams performance to drive more success and build a sustainable business.

Two Great Conferences, One Location!

Maximize your networking and learning by registering for both the IBBA and M&A Source Conferences

Joint IBBA and M&A Source Conference Schedule

IBBA Education