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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.
Several new courses will be offered at the IBBA Spring 2011 Conference:
Tuesday, May 10, 2011
Wednesday, May 11, 2011
| Course |
Title |
Credits |
| 206+ |
Managing the Due Diligence Process: A Key to Closing More Deals - PM
Len Krick, CBI, M&AMI,MBA,CMEA |
4 |
| 210* |
Analyzing and Recasting Financial Statements - Day 2
Dale Clack, CBI |
8 |
| 301** |
Introduction to Mergers & Acquisitions
Rob Firestone, CBI, M&AMI |
8 |
| 230+ |
Marketing with Social Media - AM - NEW
Glen Cooper, CBI, CBA, BVAL |
4 |
| 551+ |
Seller Seminar for the Business Broker - AM
Pat McDonald, CBI, M&AMI |
4 |
| 553+ |
Putting on a Buyer Seminar - PM
Pat McDonald, CBI, M&AMI |
4 |
Thursday, May 12, 2011
| Course |
Title |
Credits |
| 340+ |
Fundamentals of Distributors Business M&A - AM
Tom Whipple, CBI, M&AMI |
4 |
| 470+ |
Developing Industry Expertise in Service M&A - PM - NEW
Bill Loftis, CBI, M&AMI, AVA |
4 |
| 425 |
Understanding Private Equity
George Petrulis, CBI, M&AMI |
8 |
| 430 |
Advanced M&A Tax Strategies & Deal Structure
Darrell Arne, CBI, CPA, ASA |
8 |
Friday, May 13, 2011
Saturday, May 14, 2011
Please bring a calculator to all courses.
Symbols
* CBI Course
** May be substituted for Course #101
+ Four Hour Course
NASBA Certification
The International Business Brokers Association is registered with the National Association of State Boards of Accountancy (NASBA), as a sponsor of continuing professional education on teh National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaintes regarding registered sponsors may be addressed to the National registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN 37219-2417 or www.nasba.org.
Taping Policy
Audio or video taping of any course, workshop or networking event is not permitted without the express, written consent of the International Business Brokers Association.
Discolsure of Fairness and Objectivity in Presentation
The instructor/speaker will present the course/workshop material in an unbiased manner that is consistent with IBBA standards. The instructor/speaker will not encourage or request attendees to provide specific feedback on their session that limits the attendee's objectivity. This includes, but is not limited to, inappropriate comments about his/her status, pay or future instructional opportunities.
Course #206
Managing the Due Diligence Process (4 credit hours)
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 chances 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 appropriate 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 Wednesday schedule.
Course #210
Analyzing and Recasting Financial Statements (16 credit hours)
Ever faced an income statement that shows little or no profits, yet the company is profitable? This two-day course focuses on recasting financial statements to maximize company earnings while minimizing liability. Learn how to find and support increased earnings in a client’s business. Registrants for this course must have passed Course #130 or the #210 pretest (To take the pre-test online, click here). Note: Conference registration will not be processed until registrants have passed Course #130 or the #210 pre-test. Please contact the IBBA headquarters for eligibility. Textbook is highly recommended.
Return to Tuesday schedule.
Return to Wednesday schedule.
Course #220
Introduction to Pricing Small Businesses (8 credit hours)
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 Saturday schedule.
Course #224
Pricing a Business to Sell (4 credit hours)
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 Saturday schedule.
Course #230
Marketing with Social Media (4 credit hours)
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 Wednesday schedule.
Course #250
Positioning the Buyer and the Seller using SBA Financing (8 credit hours)
With higher SBA limits, the SBA financing route may assist M&A intermediaries and not just main street brokers. Learn how SBA can be used as a tool to correctly position the buyer and seller. Review SBA financing and lender requirements and see firsthand how lenders and loan brokers use creative approaches to help close transactions. Find out how to truly pre-qualify transactions as part of marketing activities and how to arrange loans from $25,000 to $5 million (higher if real estate is involved) in the shortest possible time, using all the resources available. This course has been updated to reflect the changes of the SOP that became effective October 1, 2010, and the passage of the Small Business Bill in late September, 2010. After completion of this course, participants will be able to use SBA financing as a tool to list more businesses and close more deals. This course is recommended for Main Street Brokers and M&A Intermediaries. It is recommended that participants have taken Course #101 or #301 and have some understanding of business brokerage and the loan process.
Return to Tuesday schedule.
Course #280
Effective Negotiations for Business Brokers (8 credit hours)
Working with unsophisticated and emotional parties in a transaction is both challenging and frustrating. Discover how to become an effective third-party negotiator throughout the process of listing, marketing and closing a small business transaction. Learn how to apply negotiation principles, techniques and tactics to achieve the best results possible. Participate in exercises and role-playing that improve negotiation skills when working with sellers, buyers and their advisors. This course is recommended for new and experienced business brokers. No prerequisites.
Return to Saturday schedule.
Course #301
Introduction to Mergers and Acquisitions (8 credit hours)
Learn what is involved in the mergers and acquisitions (M&A) process, the intermediary’s role and value within the process and the ethical decision-making that must be applied throughout. Introduction to the M&A process is geared toward individuals who are considering developing a professional practice as an M&A advisor. Such individuals may be general business brokers who want to understand the differences in activity and skills required in the middle-market; professionals and executives who have been involved in transactions but who have not acted specifically as a deal-maker and other professionals who have some related experience in middle-market transactions, but have not functioned as business brokers themselves, such as lawyers, accountants, etc. No prerequisites.
Return to Wednesday schedule.
Course #340
Fundamentals of Distribution Business M&A (4 credit hours)
Distribution businesses comprise a significant segment of the service sector in the U.S., which in total accounts for more than 70% of GDP. Distribution businesses account for a growing number of M&A transactions each year. 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 distribution businesses - regardless of the complexity of the business. M&A professionals should develop a greater level of confidence in representing distribution 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 Thursday schedule.
Course #350
M&A Opportunities in the Health Industry (4 credit hours)
There are more than 580,000 businesses currently in the healthcare industry. This course is designed to acquaint attendees with the basic tools necessary to understand the healthcare landscape and how best for the M&A intermediary to market their services. The educated and informed intermediary will be better equipped to capitalize on coming regulatory changes affecting the healthcare industry. Participants should be able to gain an insight into this industry segment and determine where opportunities exist.
Return to Friday schedule.
Course #360
Principles of Manufacturing M&A (4 credit hours)
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 Friday schedule.
Course #425
Understanding Private Equity (8 credit hours)
This course will provide a comprehensive overview of the various types of Private Equity Groups (PEGs) in the market place, how they operate, how they process deal flow, and how they evaluate and price acquisition opportunities. The course will also offer the intermediary informative insights as to how PEGs structure deals. The presentation will use case studies that will describe the financial analysis utilized in control and non-control acquisition transactions. Special attention will also be focused on the effect (advantages/disadvantages) that these type of transactions may have on an intermediary's client, and provide the basis for counseling the client to seek out the best solution.
The course objective is to present the attendee a working knowledge of how the PEGs determine if an acquisition opportunity is a "fit" for their fund, the various capital structures used, the key components in determining ROI bench marks, and the financial modeling approaches to pricing the deal. The course will also share examples of transaction term sheets, and intermediary fee agreements. In addition, the course will suggest ideas on how to best develop a productive relationship with a PEG. As a prerequisite for this course, it is suggested that the participant has previously taken at least one of the following courses: 307, 380, 385, 421 and has at least five years business broker/intermediary experience.
Return to Thursday schedule.
Course #430
Advanced M&A Tax Strategies and Deal Structures (8 credit hours)
Review the four strategies for saving on taxes with a quick overview of taxable business transactions. Focus on how to acquaint business brokers/intermediaries with specific advanced M&A tax strategies and deal structures to include pre-transaction intra family transfers using family limited partnerships, private annuities and self-canceling installment notes; pre-transaction company split-ups, spin-offs and spilt-offs that receive non-taxable divisive reorganization treatment; partial liquidation distributions when a portion of a company is sold; stock sales treated as asset sales under Section 338(h)(10). Discuss non-taxable acquisitive reorganizations which include statutory mergers and forward or reverse triangular mergers. Cover charitable remainder trusts in detail, plus the tax benefits of an ESOP, using an acquired company's net operating loss carryover, the qualified small business company gain rollover and various other advanced M&A tax saving strategies. Course #345 and at least five years business broker/intermediary experience are the prerequisites.
Return to Thursday schedule.
Course #470
Developing Industry Expertise in Service M&A 4 hours
Market knowledge and execution capabilities can be enhanced when M&A advisors develop an industry specialization within a market sector. This course presents a systematic and practical approach for attendees to identify an industry and create a personal business plan to become a service industry expert. You will learn how to improve your research through talking with business development officers and private equity firms, and how to recognize the benchmarks of achieving industry expertise. The principles and approaches discussed here could also be used to develop industry expertise in other sectors. This is an advanced course and it is expected that participants have taken Course 370: Fundamentals of Service Business M&A, or have an excellent understanding of the service sector and the M&A process.
Return to Thursday schedule.
Course #551
Seller Seminar for the Business Broker (4 credit hours)
How to attract Main Street business sellers! Learn how to develop a customized PowerPoint presentation that you can use to put on several types of seminars, in a low cost way, to attract potential main street clients and result in listings. Also learn how this course can help you earn income in other ways related to business brokerage. A CD with a sample seminar presentation is included with course registration. Learn some of the presentation skills being taught in the Speaker Training course. This course is recommended for main street brokers and it is recommended that participants have taken Courses #101 and #550 and have a good understanding of the business brokerage process so they can confidently put on a marketing seminar. It is suggested that participants also have taken or will take Speaker Training or a presentation skills course.
Return to Wednesday schedule.
Course #553
Putting on a Buyer Seminar (4 credit hours)
How to attract qualified potential buyers! This course will cover the key topics that should be communicated in a seminar to successfully attract business buyers. Learn how to tailor the process covered in course #550 and discover how to host your own seminar to attract potential clients interested in buying a main street business. A CD-ROM with a sample seminar presentation is included with course registration. It is recommended that participants have taken Courses #101 or #301 (if interested in M&A type buyers) and #550 and have a good understanding of the business brokerage process. It is suggested that participants have taken or will take Speaker Training or presentation skills course. This course is recommended for main street brokers and M&A intermediaries.
Return to Wednesday schedule.