Get a new perspective on your profession by attending any of the workshops led by industry professionals.  IBBA workshops will be held on Thursday, May 12th and Friday, May 13th and are geared towards educating its membership and inciting advancements in this growing profession.  Read through the descriptions carefully and plan on attending the workshops that will best suit your needs.  Seating in all workshops is on a first come, first served basis.  No sign-up is necessary.

Prior to the conference, IBBA Headquarters will send all attendees an e-mail containing links to the works presentation materials.  This allows attendees to preview each session for relevance of content and choose the workshops that best suites your needs.  Attendees can then print the materials for the sessions they plan to attend in advance.   

To further enhance your experience, IBBA Headquarters will send all attendees an e-mail containing a link to the audio recordings of the workshops after the conclusion of the conference. Revisit all the top notch workshop presentations when you return home and catch additional workshops you may have missed in New Orleans.

Thursday, May 12

8:00AM - 9:30AM	How to Transition from Mainstreet to M&A - Part 1 Rob Firestone, CBI, M&AMI Audience: IBBA & M&A
	How to Pitch your little Deals to the Big Guys Moderator: Pat McDonald, CBI, M&AMI Panelists: Main Street Capital, Westshore Capital and KLH Capital LP Audience: IBBA & M&A
	What To Do When Your Social Networking ISN'T WORKING! Glen Cooper, CBI, CBA, BVAL Audience: IBBA & M&A
	Work with PEG’s and Increase Your Income – Tips to Working with Private Equity Groups Jim Afinowich, CBI, M&AMI Audience: M&A
10:00AM - 11:30PM	How to Transition from Mainstreet to M&A - Part 2 Rob Firestone, CBI, M&AMI Audience: M&A
	Disaster Preparedness Andy Cagnetta, CBI, CFBI Audience: IBBA & M&A
	Capitalizing on the Growing numbers of Women Entrepreneurs Marion Van Keken-Rietkerk, CBI Audience: IBBA & M&A
3:00PM - 4:30PM	Buying the Distressed Businesses Donald M. Rudnik Audience: M&A
	Pre-Diligence  - Analysis Tips that Can Increase Your Sale Price and Closing Rates Steve Wain, CBI, M&AMI Audience: IBBA & M&A
	Every (Practical) Thing the Broker Needs to Know About Taxes with Recent Updates Dr. Bart A. Basi, CPA/Attorney Audience: IBBA & M&A
	Seller Finance-Back to the Future for Main Street Business Sales Carl E. Grimes, CBI Audience: IBBA

 Friday, May 13

9:30AM - 11:00AM	Bring Your ‘Sick’ deals to ‘The Deal Doctors’ Len Krick, CBI, M&AMI, MBA, CMEA; Jim Afinowich, CBI, M&AMI & Germaine Curtin, JD Audience: IBBA & M&A
	Personal vs. Enterprise Goodwill: Proper Allocation Can Close More Deals Louis Pereira, CBI, MBA Audience: IBBA & M&A
	BRAZIL - Next Business Brokerage Yard! Danilo Fonseca Audience: IBBA & M&A
	Maximizing Results with IBBA’s BizBuySell BizLink Partnership Curtis Kroeker & Mike Handelsman Audience: IBBA & M&A
2:30PM - 4:00PM	Mountain Climbers, Freedom Fighters and Craftspeople John Warrillow Audience: IBBA & M&A
	DRIP MARKETING PROGRAMS - You Can’t be in Business Without One Michael Marks, CBI Audience: IBBA & M&A
	Convergence: Financing, Value and Structure Mike Adhikari, CBI, M&AMI, MSM Audience: M&A

Please note: Audio recording will be occurring in all IBBA workships.  For the courtesy of speakers/instructors and conference attendees, please turn off your cell phone and pagers while in conference events.

How to Transition from Mainstreet to M&A - Part 1
Rob Firestone, CBI, M&AMI
Audience: IBBA & M&A
Thursday, May 12, 8:00-9:00am
Have you ever wondered how to move your practice upstream, and how to be prepared to successfully represent lower middle market companies? Become better informed about the requirements to successfully transition from a Main Street business brokerage into intermediary representation of lower middle market companies.  Discuss how to successfully operate both business models simultaneously and learn about the processes, terminology, deal structure, financing, participants, documentation, and support and research services that vary from an M&A Source and Main Street practice.
Return to Schedule.

How to Pitch your little Deals to the Big Guys
Moderator: Pat McDonald, CBI, M&AMI
Panelists: Main Street Capital, Westshore Capital & KLH Capital LP
Audience: IBBA & M&A
Thursday, May 12, 8:00-9:00am
Have you ever gotten a nice size listing and yet the best buyer could be a Private Equity Group (PEG)? How do you get them to look at it? What are some of the things you should include on a one or two page summary to catch their attention so they will call you or take your call when you contact them? What should you get from your seller to put in your pitch book and how should it be organized so a PEG can review and decide if it is a fit for their portfolio? Learn the details on how to prepare an executive summary, and pitch book that they will look at when it lands on their desk from a panel of PEG’s.
Return to Schedule.

What To Do When Your Social Networking ISN'T WORKING!
Glen Cooper, CBI, CBA, BVAL
Audience: IBBA & M&A
Thursday, May 12, 8:00-9:00am
For many of us, social networking only seems to make a giant time-sucking sound, not money. Yet, everyone insists we do it. Learn the seven steps to make social networking work for you as a Main Street business broker or M&A Intermediary. Discover what works, how to envision and develop 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. No matter what size market you serve, social media is now required as part of a smart marketing mix.
Return to Schedule.

Work with PEG’s and Increase Your Income – Tips to Working with Private Equity Groups
Jim Afinowich, CBI, M&AMI
Audience: M&A
Thursday, May 12, 8:00-9:00am
Learn tips to transition your practice from Main Street to Lower Middle Market so they can get the benefits of working with PEGS. Examine compensation plans, running a process, finding new PEG clients, adding value, hitting the key PEG checklist, how the checklist impacts PEG valuations, and pitfalls to avoid in working with PEGs. It is possible for your business to start out as a main-street intermediary and two years ago transition from Main Street to Lower middle market deals that are marketed to PEG’s and Strategic buyers. Discuss tips for expanding or adding lower middle market/PEG deals to their offerings while also learning about avoiding speed-bumps.

How to Transition from Mainstreet to M&A - Part 2
Rob Firestone, CBI, M&AMI
Audience: M&A
Thursday, May 12, 10:00-11:30am
Have you ever wondered how to move your practice upstream, and how to be prepared to successfully represent lower middle market companies? Become better informed about the requirements to successfully transition from a Main Street business brokerage into intermediary representation of lower middle market companies.  Discuss how to successfully operate both business models simultaneously and learn about the processes, terminology, deal structure, financing, participants, documentation, and support and research services that vary from an M&A Source and Main Street practice.
Return to Schedule.

Disaster Preparedness
Andy Cagnetta, CBI, CFBI 
Audience: IBBA & M&A
Thursday, May 12, 10:00-11:30am
Flooding, sinkholes, earthquakes, hail, tornadoes, fire, hurricanes and tropical storms; do you know how to handle the three phases of a disaster? Do you have a simple plan in place? Learn how your business can survive after the effects of mother nature. 
Return to Schedule.

Capitalizing on the Growing numbers of Women Entrepreneurs
Marion Van Keken-Rietkerk, CBI
Audience: IBBA & M&A
Thursday, May 12, 10:00-11:30am
Women business owners are frequently cited as the fastest growing segment in business. Research shows that the number of women owned businesses are growing at a rate of three times that of businesses owned by men in the USA from 1997 to 2004. Business oriented women are leaving corporations with tremendous expertise and significant net worth and they are finding freedom in entrepreneurship they can’t find anywhere else. Discuss how to get the attention of women entrepreneurs, gain their trust and market specifically to them so that they will work with you.
Return to Schedule.

Buying the Distressed Businesses
Donald M. Rudnik
Audience: M&A
Thursday, May 12, 3:00-4:30pm
The panel with serial buyers and a mezzanine lender discuss the businesses model for distressed acquisitions, negotiations, and finalizing the purchase. The Consultant distressed buyer relationship as it is intense and typically shorter than other acquisitions will be discussed.
Return to Schedule.

Pre-Diligence  - Analysis Tips that Can Increase Your Sale Price and Closing Rates
Steve Wain, CBI, M&AMI
Audience: IBBA & M&A
Thursday, May 12, 3:00-4:30pm
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 Schedule.

Every (Practical) Thing the Broker Needs to Know About Taxes with Recent Updates
Dr. Bart A. Basi, CPA/Attorney
Audience: IBBA & M&A
Thursday, May 12, 3:00-4:30pm
The Internal Revenue Code is complex. So complex, that many professionals spend their entire careers practicing solely in the area of tax. Understanding the tax code is critical to utilizing credits that exist and accelerating deductions in order to plan the best tax strategy possible. Examine what business entity your client should choose, the basics of tax in operations, and disposition issues will empower the business person to make use of the most complicated set of laws in this country – tax law.
Return to Schedule.

Seller Finance-Back to the Future for Main Street Business Sales
Carl E. Grimes, CBI
Audience: IBBA
Thursday, May 12, 3:00-4:30pm
The current lending climate is strongly negative for Main Street business acquisition deals. Learn the proper, effective use of owner finance techniques to close deals, benefiting the seller, buyer and broker.
Return to Schedule.

Bring Your ‘Sick’ deals to ‘The Deal Doctors’
Len Krick, CBI, M&AMI, MBA, CMEA; Jim Afinowich, CBI, M&AMI & Germaine Curtin, JD
Audience: IBBA & M&A
Friday, May 13, 9:30-11:00AM
There are many “deal breakers” you face when trying to finalize a business transaction. Explore common obstacles shared by industry professionals and examine ways to solve tough legal, financial, ethical, tax, and structural impediments. Discuss your problems and challenges and let the workshop panel and attendees help you overcome personal struggles. Each member who submits their own experience will be given a chance to explain what strategies they used and the results. Our panel and audience will then provide feedback, suggestions and solutions.
Return to Schedule.

Personal vs. Enterprise Goodwill: Proper Allocation Can Close More Deals
Louis Pereira, CBI, MBA
Audience: IBBA & M&A
Friday, May 13, 9:30-11:00AM
Learn the concept of personal versus enterprise goodwill and how it can be used to get more engagements and make more sales. Discuss an overview and hear explanations of the theory as well as specific hands-on examples, and methods intermediaries can use on a daily basis.  Gain the ability to bridge the tax gap and turn the C corporation asset sale into a win-win deal for the buyer and seller, and learn techniques for identifying and documenting personal versus enterprise goodwill will be discussed in detail.
Return to Schedule.

BRAZIL - Next Business Brokerage Yard!
Danilo Fonseca
Audience: IBBA & M&A
Friday, May 13, 9:30-11:00AM
In the next 20 years, Brazil will experience consistent growth, making them the next giant in the world economy. They will host the 2014 FIFA World Cup and the 2016 Olympic games, which have historically improved the economic structure of the hosting country. Money will funnel into airports, the hospitality and restaurant business, transportation and more. Learn how to take advantage of this wave of actitiy where there will be many opportunities for merges and acquisitions.
Return to Schedule.

Maximizing Results with IBBA’s BizBuySell BizLink Partnership
Curtis Kroeker & Mike Handelsman
Audience: IBBA & M&A
Friday, May 13, 9:30-11:00AM
Single-point listing entry and buyer lead management is becoming a reality. Learn how to enter listings on BizBuySell.com and seamlessly distribute them to IBBA.org, M&ASource.org, BizQuest.com, and a growing partner distribution network that includes The Wall Street Journal, The New York Times, 42 American City Business Journal sites, and dozens of other online resources. Increase office efficiency, and help improve buyer lead management and conversion. Discuss how your IBBA and M&A Source affiliation and certifications (e.g., CBI and M&AMI) enhance your online exposure and differentiate you from other business brokers.
Return to Schedule.

Mountain Climbers, Freedom Fighters and Craftspeople
John Warrillow
Audience: IBBA & M&A
Friday, May 13, 2:30-4:00PM
Business owners can be segmented into one of three psychographic profiles: Mountain Climbers, Freedom Fighters, and Craftspeople. Each type of business owner approaches the sale of their business with a different set of aspirations, fears and idiosyncrasies. Learn how to identify and understand the three types of business owners, where to find each of them, and how to get more listings and close more sales.
Return to Schedule.

DRIP MARKETING PROGRAMS - You Can’t be in Business Without One
Michael Marks, CBI
Audience: IBBA & M&A
Friday, May 13, 2:30-4:00PM
What is Drip Marketing and why is it so important for business brokers? Discuss various methods and mechanics of Drip Marketing. Learn how to put together email and postcard campaigns and what companies and businesses to target to create brand awareness in a cost effective method within the budget of a small business.
Return to Schedule.

Convergence: Financing, Value and Structure
Mike Adhikari, CBI, M&AMI, MSM
Audience: M&A
Friday, May 13, 2:30-4:00PM
For a deal to close, financing, value and structure (FVS) need to converge to the satisfaction of buyers, sellers and lenders. Examine interaction of FVS drivers for small deals and M&A deals (mainly M&A), various types of debt financing sources (SBA, Bank, Seller, Mezzanine, etc.) and different types of equity sources or buyers (individuals, PEs, Management, and Corporate). Discuss 10 different types of PE buyers.
Return to Schedule.