Courses vary in degree of complexity and content and range from beginner to advanced. The higher the course number, the more advanced the content. The 100- and 200-level courses may be more geared towards the Main Street Broker, while 300- and 400-level courses may be more fitting for the M&A Intermediary. 500-level courses are designed for Main Street Brokers and M&A Intermediaries. Click on the Course Title for the course description.
International Business Brokers Association is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.learningmarket.org.
Monday, November 14, 2011
Tuesday, November 15, 2011
Wednesday, November 16, 2011
| Course |
Title |
Credits |
| 220* |
Introduction to Pricing Small Businesses
Pino Bacinello, CBI, M&AMI, CMEA, CSBA |
8 |
| 206+ |
Managing the Due Diligence Process - PM
Len Krick, CBI, M&AMI, MBA, CMEA |
4 |
| 117+ |
Understanding Tax Returns - AM
Monty Walker, CBI, CPA, BCB |
4 |
| 107+ |
Understanding Financials - PM
Monty Walker, CBI, CPA, BCB |
4 |
Thursday, November 17, 2011
| Course |
Title |
Credits |
| 221* |
Pricing Small Businesses
Pino Bacinello, CBI, M&AMI, CMEA, CSBA |
8 |
| 230+ |
NEW Marketing with Social Media - AM
Glen J. Cooper, CBI, CBA, BVAL |
4 |
| 251+ |
NEW Broker Financial Analytics For Smoother, Quicker Closings - PM
Debra Andrews, CBI |
4 |
| 369+ |
NEW The Subtle Art of Educating the Client - PM
Chet Walden, CBI, M&AMI |
4 |
| 480+ |
NEW Essentials for Managing an M&A Auction - PM
Thomas Whipple, CBI, M&AMI |
4 |
| 370+ |
Fundamentals of Service Business M&A - AM
Thomas Whipple, CBI, M&AMI |
4 |
| 365+ |
NEW Navigating Transaction Roadblocks - AM
George Petrulis, CBI, M&AMI |
4 |
| |
NEW Experience Counts
Bernard Siegel, PhD, CBI |
8 |
Saturday, November 19, 2011
Please bring a calculator to all courses.
Symbols
* CBI Course
** May be substituted for Course #101
+ Four Hour Course
NEW Experience Counts
Thursday, November 17th
Experience can teach us the best lessons but can come at a significant cost. Now you can learn from the 30 years of experience of this recognized leader in business brokerage, small business and franchise financing. Bernie Siegel will cover all aspects of operating a successful business brokerage practice, lessons you will apply in today's dynamic market to earn more. Topics will range from ethics and industry specialization, to process development, financing and managing expectations to secure more listings and close more transactions. Practical advice that you will implement in your practice today.
Return to Course Schedule for Thursday.
Course #107
Understanding Financials (4 credit hours)
Wednesday, November 16th, 1:30pm - 5:30pm
Do you find understanding financial statements and tax returns a challenge? Learn what all those numbers on the tax returns and financial statements mean and how they interact. Understand what all the “bean counters” seem to know and a lot of us find challenging. This course is a must for new business brokers. There are no prerequisites for this course but it is suggested that participants take Course #130 first, and it is highly recommended that this course be taken before Course #210.
Return to Course Schedule for Wednesday.
Course #112
Prospecting for Clients (8 credit hours)
Tuesday, November 15th, 8:00am - 5:30pm
Learn the five-step process that any business broker, new or experienced, can use to build an inventory of listings within a 60-120 day period. Proven techniques include direct mail and e-mail, telemarketing, personal visits, networking for referrals and general advertising. Explore these tactics that will help you locate and attract interested buyer prospects to your listings. Write and/or critique scripts, brochures, business cards and ad copy during this course, so that you can develop your own personalized marketing plan. This core skills program is designed for brokers with less than two years in the business brokerage industry and amplifies material covered in Courses #150 and #155. It is also a good course to take before the seminar courses (550 series) and Course #205 (Power Networking). Course #101 (Introduction to Business Brokerage) or #301 (Introduction to the M&A Process) is a prerequisite.
Return to Course Schedule for Tuesday.
Course #117
Understanding Tax Returns (4 credit hours)
Wednesday, November 16th, 8:00am - 12:00pm
Do you often get frustrated when reviewing a tax return because you just do not know where to find the information you need? Understanding how information is transferred from financial statements and presented in tax returns is critical to effectively achieving an accurate recast. This new Boot Camp Series Course will assist participants in understanding how to decipher and prperly locate information in tax returns that is needed for recasting. Learn how to identify the tax returns for the four entities commonly encountered by an intermediary, identify the primary schedules in tax returns, explain where to begin recasting using a tax return, locate key recast items within tax returns and compare the reporting differences of financial statements and tax returns.
Return to Course Schedule for Wednesday.
Course #206
Managing the Due Diligence Process (4 credit hours)
Wednesday, November 16th, 1:30pm - 5:30pm
Learn how to take a defined and methodical approach at the due diligence process for transactions, whether large or small, simple or complex. Ascertain whether or not to take a listing and how to increase your changes of successfully closing each transaction. Discuss how to determine if a business is likely to have trouble during due diligence, identify possible impediments to closing, educate the seller and buyer about the process, control and manage the due diligence process and set up apprpriate document review and control processes and systems. This course is applicable to Main Street and Middle Market. Course #101 is a prerequisite. It is recommended that participants have experience with recasting, financial statements and dealing with legal documents.
Return to Course Schedule for Wednesday.
Course #220
Introduction to Pricing Small Businesses (8 credit hours)
Wednesday, November 16th, 8:00am - 5:30pm
Learn to apply market data to determine the most probable selling price of a small or midsize business (sales price less than $1 million) and how to report this as a “broker’s opinion of value.” Study case problems, use information from different databases and apply this knowledge in class. Discuss how to prepare a better listing and communicate more effectively about pricing and value. Review the three approaches to value with a primary focus on the approach used most often by brokers: the market approach. Course #210 is a prerequisite. Textbook is highly recommended.
Return to Course Schedule for Wednesday.
Course #221
Pricing Small Business - Level 2 (8 credit hours)
Thursday, November 17th, 8:00am - 5:30pm
This course continues the development of important business pricing skills started in Course #220, focusing on those businesses typically sold for under $1 million. Discuss the Income and Asset Approaches in detail and learn how to reconcile the differences between the various methods including the Direct Market Data Method. Find out how and when to use the Capitalized Income Method, Excess Earnings Method, the Multiple of Discretionary Earnings Method and others. Learn how to argue for or against the substance of a third party valuation report. Course #220 is a prerequisite.
Return to Course Schedule for Thursday
NEW Course #224
Pricing a Business to Sell (4 credit hours)
Saturday, November 19th, 8:00am - 12:00pm
How do you price a business? Does the size of the business influence the price in relationship to DE or sales? Does pricing it too high hurt your chance of selling it? When you complete this course, you should have additional knowledge to help you price a business properly. Using databases of sold businesses, you will learn the relationships between the size of a business and Multiples of Discretionary Earnings, ROI and how comparable sales data can be used to determine an “opinion of value” for a business. This course will help you learn how to avoid overpricing a business, and how financing and deal structure influences buyers decisions.
It is recommended that you have taken IBBA 101 Introduction to Business Brokerage or IBBA 301 Introduction to M&A; IBBA 210 Analyzing and Recasting Financial Statements; and IBBA 220 An Introduction to Pricing Small Businesses.
Return to Course Schedule for Saturday.
NEW Course #227
Close More Deals with In-Place (Existing) Seller Financing (4 credit hours)
Saturday, November 19th, 1:30pm - 5:30pm
Dealing with buyers and sellers who have never been involved in selling or acquiring a business requires brokers to educate their clients and customers about the process. Probably one of the biggest challenge is for the seller to understand that he/she will have to finance part of the deal. Why that is necessary and how to get the seller and buyer to come to terms with this is a critical educational and negotiating skill that a broker must have to close deals on Main Street. If you have a deal that you are having trouble with, write up a summary and bring it to class so we can determine if there is a way to make it work using seller or in-place financing.
This course is geared for Main Street brokers. Recommended that you have taken IBBA 101 Introduction to Business Brokerage or IBBA 301 Introduction to M&A.
Return to Course Schedule for Saturday.
NEW Course #230
Marketing with Social Media (4 credit hours)
Thursday, November 17th, 8:00am - 12:00pm
For many of us, social networking only seems to make a giant time-sucking sound, not money. Yet everyone insists we do it. Why? And how? This course will cover seven steps to determine if social networking can be made to work for you as part of your overall marketing plan. You will discover what might work, how to envision your own custom approach, how to create your own systems, where to get help, how to predict where all this is going, and how to act on those predictions. In this rapidly evolving area, the input and knowledge of course attendees will be used to stay current. This course is recommended for both beginners and advanced social media users. It is recommended for owners or managers who are charged with convincing and teaching others to make better use of social networking. It is recommended that you have taken IBBA 101 Introduction to Business Brokerage or IBBA 301 Introduction to M&A, or have some understanding of the business brokerage process.
Return to Course Schedule for Thursday.
NEW Course #251
Broker Financial Analytics For Smoother, Quicker Closings (4 credit hours)
Thursday, November 17th, 1:30pm - 5:30pm
Ever wonder why some businesses sell for more than others, even though they look the same? Or why some brokers and intermediaries make more money then you, and even earn money in a down economy? Learn how successful IBBA and M&A Source brokers and intermediaries use “Pre-Diligence” by analyzing their client’s financial metrics to help them uncover the good and bad, and can aid in the increase of the selling price, or ward off unsalable businesses. Discuss tips on working with financial statements and tax returns.
Return to Course Schedule for Thursday.
Course #104/#304
Legal Aspects of Business Brokerage and Mergers and Acquisitions (8 credit hours)
Tuesday, November 15th, 8:00am - 5:30pm
This course will cover aspects of both Course #104 Legal Aspects of Business Brokerage and Course #304 - Legal Aspects of Mergers and Acquisitions. Students will receive credit for Course #304.
Course #104 - Protect yourself and your commissions. Learn how to practice more profitably and with more informed regard for the law by covering some of the most important legal issues related to contracts, listing agreements, letters of intent and offers to purchase and closing documentation. Discuss licensing issues and explain, through examples, the proper procedures for listing, marketing and closing. Review sample forms that can be used in most business sales transactions. No prerequisites.
Course #304 - Discover the fundamentals and techniques used in dealing with key transaction documents. Discuss tax structuring concepts and how to effectively work and negotiate with attorneys. Leave with an understanding of key components and strategies relating to confidentiality agreements, engagement letters, letters of intent and comprehensive agreements. No prerequisites.
Return to Course Schedule for Tuesday.
Course #307
Financing the M&A Acquisition (8 credit hours)
Tuesday, November 15th, 8:00am - 5:30pm
Find out how buyers structure deals from a financing standpoint. Discuss the various types of financing (employed debt, equity and subordinated debt) and the relationship between buyer types, financing options, value and price. Learn how M&A business acquisitions are financed and how to educate sellers about financing structures, thus managing their price expectations and increasing your odds of closing more deals. Please bring a financial calculator to class. No prerequisites.
Return to Course Schedule for Tuesday.
Course #360
Principles of Manufacturing M&A (4 credit hours)
Tuesday, November 15th, 1:30pm - 5:30pm
This course is designed to introduce you to the knowledge, tools and skills required to obtain a lower middle-market manufacturing engagement. After this course, you will be able to ask pertinent questions of a potential seller and know what research you should do beforehand. This course will enlighten those who haven’t sold a manufacturing business before, and for those with manufacturing transaction experience, will further refine their understanding of the nuances of a successful engagement. Course prerequisites include either IBBA 301: Introduction to M&A or IBBA 380: Navigating the M&A Process. It is recommended that you have are a CBI, have at least three years of experience, and have taken IBBA 307: Financing the M&A Acquisition.
Return to Course Schedule for Tuesday.
NEW Course #365
Navigating Transaction Roadblocks
Thursday, November 17th, 8:00am - 12:00pm
The objective of this course is to provide attendees practical solutions to frequent roadblocks that occur in the M&A process. These types of situations can slow down the momentum of the negotiations and can also reduce the probability of closing the transaction. The course will provide a comprehensive overview of common obstacles that intermediaries experience in their dealings with clients. The presentation is designed to be fast moving and allows for considerable interaction between attendees and the course presenter.
The course content is intended not only to anticipate transaction roadblocks, but also to suggest reasonable option(s) to solve differences between the parties. The presentation will focus on the following issues that often arise in the M&A process: resistance to the retainer, dealing with exclusions, managing client valuation expectations, closing the buyer/seller pricing gap, structuring earn out and seller financing components, dealing with difficult attorneys/accountants, due diligence problems, LOI issues, and other areas of interest that will be most informative to the attendee.
In today’s M&A market place it is necessary for the intermediary to be resourceful and creative in order to be successful. It is the course’s intent to provide practical solutions to transaction problems that will encourage consensus between the parties which will place the process back on track to the closing table.
Return to Course Schedule for Thursday.
NEW Course #369
The Subtle Art of Educating the Client
Thursday, November 17th, 1:30pm - 5:30pm
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.
Return to Course Schedule for Thursday.
Course #370
Fundamentals of Service Business M&A (4 credit hours)
Thursday, November 17th, 8:00am - 12:00pm
The service sector in the U.S. accounts for more than 70% of GDP. Each year service businesses represent more than half of all M&A transactions. This relevant course is designed to acquaint attendees with basic principles and tools necessary to understand important value drivers, risk factors and other attributes of service businesses - regardless of the complexity of the business. M&A professionals should develop a greater level of confidence in representing service companies through the M&A process. It is recommended that participants have several years of intermediary experience; CBI or equivalent professional background; and completed Course #301, #307 or #380.
Return to Course Schedule for Thursday.
NEW Course #415
Understanding the Emotional Dynamics of the M&A Transaction
Monday, November 14th, 1:30pm - 5:30pm
Have you ever worked on a deal for months or even years, to have it all fall apart at the end because someone in the family or partnership decides they really can’t sell? Did you see problems up-front but didn’t know what to do about them so you kept working on the deal? As intermediaries, we spend a lot of time assessing financials, creating a competitive market of buyers, and solving problems along the way. How much time do we spend up-front on emotional due diligence -- analyzing the family dynamics and assessing whether everyone is truly on board with selling?
The goals of this course are to help you develop tools for determining: “is the family emotionally capable of selling their business?” and to give you techniques for managing the family dynamics of a family business sale. You will learn to recognize the warning signs of family issues and be given some tools to deal with them. This course is based on a series of case studies on family-owned businesses. Your time is your treasure and this course will help you decide where to spend it.
To obtain maximum value from this course, you should be familiar with selling family-owned businesses and the M&A process. It is recommended that you have taken Courses 301: Introduction to M&A; 380: Navigating the M&A Process.
Return to Course Schedule for Monday.
Course #421
Balance Sheet – A Uniquely Powerful Closing Tool (4 credit hours)
Monday, November 14th, 1:30pm - 5:30pm
If the income statement sets the expectations of price, the balance sheet sets the terms of the deal. Understand the impact that the balance sheet has on the probability of a deal closing, the financing options, or lack thereof, transaction structure, the closing balance sheet and ultimately the after-tax proceeds to the seller. Take away an understanding of the balance sheet and how to navigate the deal points that that will lead to more successful closings. No prerequisites.
Return to Course Schedule for Monday.
NEW Course #480
Essentials for Managing an M&A Auction
Thursday, November 17th, 1:30pm - 5:30pm
This course is intended for the M&A professional who may or may not utilize the auction process for their sell-side engagements. After taking this course the attendee should be able to discuss the auction process with prospective clients to help secure more engagements, identify projects where the auction process is most appropriate, which type of auction process will produce better results and provide a blueprint for running a successful auction process to the benefit of your client. For those who currently utilize the auction process, this course will enhance your existing M&A Auction “Tool Box” with practical advice.
Suggested prerequisites:
-
Several years of intermediary or equivalent experience
-
CBI or equivalent professional background
-
Course 301: Introduction to Mergers and Acquisitions or
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Course 380: Navigating the M&A Process or
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Course 307: Financing the M&A Acquisition
Return to Course Schedule for Thursday.