This event offers group, live learning geared towards educating and inciting advancements in this growing industry. All M&A Source workshops take place on Wednesday, November 17. M&A Source Conference* attendees are encouraged to attend all of the workshops listed below. IBBA Conferenece attendees must pay an additional fee to attend.
Reshuffling the Deck…“Un-sticking Deals that are Stuck”
Addressing the hard and soft sticking points
Moderator: George A. Petrulis, CBI, M&AMI, Kensington Services, LLC
Panelists: Walter Lipski, CBI, M&AMI, Capital Advice, LLC; Thomas B. Whipple, CBI, M&AMI, Falcon Advisors, LLC
This presentation will discuss an issue that frequently arises in the M&A process….a seller that changes his/her mind. The panel will focus on how to best handle a sell-side client who has been very enthusiastic in going to market, and after reaching consensus on the LOI draft, abruptly has second thoughts on selling. Some of the common reasons given by this type of client are that he/she can grow business organically or by acquisition and sell for more money. There may also be other reasons (hidden) that the client is not sharing that are non-financial in nature. Our seasoned M&A panel members will provide insights as to how to best mentor and respond to this type of client. Special attention will be given as to how to make the case for selling now compared to later. In addition, the panel will share ideas on how to best probe for and respond to the hidden reasons for not selling.
Taking Chips Off the Table with A Minority Recapitalization: A Win, Win Strategy
Moderator: Dora Lanza, CBI, M&AMI, CSBA, CMEA, Plethora Businesses
Panelists: Doug Brosius, PNC Mezzanine Capital; Matthew Harvey, Prudential Capital Partners; Barry Wilson, Huntington Capital; John Black, HIG Capital
A minority recapitalization can be incredibly useful when working with business owners or management teams who are apprehensive to sell due to the potential loss of upside (something we all see regularly in today’s market). Join three Private Equity Groups, along with special guest management teams, to discuss background information, pros/cons, live experiences, as well as how to sell, structure, execute, and find a minority recap sponsor.
Pitch it Properly! Working with Pitch Books to Market Opportunities
Moderator: Patricia McDonald, CBI, M&AMI, CBI Business Group
Panelists: Dwayne Hyzak, Main Street Capital; West shore Capital; Trivest Partners
Yes, the PEG's are doing deals and somehow they aren't looking at what you send them. Maybe it's time to update your pitch book. If you are still presenting your pitch book like its 1999, then it's time for a "Makeover." This panel of PEG's will go into detail about what draws their attention to an exemplary Executive Summary and/or Pitch Book. What are some of the things you should include on a one or two page summary? How do you create a call to action? What information should the seller provide and how should it be organized? Times have changed, and we as M&A professionals need to "change with the times."
Obtain Financing in a Tight Credit Market: The Lenders Show Their Hand
Moderator: Mark Hunter, KLH Capital
Panelists: Derek Wong, Celtic Capital – Specialty Lender; Dwayne Hyzak, Main Street Capital – Mezzanine; Doug Rosenthal, Wells Fargo – Senior Lender
Credit Markets have drastically changed, so let’s hear it from the lenders. This panel features three very different styles of lending that can be used to execute any structure/size of transaction. Hear the panelists discuss current lending markets, current strategies used to close the transaction, and how they see their position within the capital structure changing in the near future.
Closing Deals when the Odds are Against You: Tactical Strategies from the Pros & PEG’s
Moderator: Darrell V. Arne, CBI, CPA, ASA, Arne & Co.
PEG's: Lauren McKibben, PNC Equity Partners; Erik Maurer, Prospect Partners; Mark Hunter, KLH Capital
Pros: Dolliver Frederick, Frederick Capital Corporation; John Zayak, IBG Business Services, Inc; Dan Hall, Alamo Corporate Group
Landmines such as inflated valuation expectations, banks unwilling to lend, or good ol’ “family problems” make it seem as though the decks are stacked against you. Hear from three top Intermediaries and three leading Private Equity groups as they discuss strategies and techniques to control your luck and navigate the battlefield. Use their “war stories” as ammunition to educate prospective clients towards successfully closing the transaction.
*The M&A Source Conference requires an additional registration fee.