Courses vary in degree of complexity and content and range from beginner to advanced. The higher the 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. Read course descriptions carefully when choosing your conference schedules. Also, please bring a calculator to all courses.
COURSE SYMBOLS
● Courses are required for CBI certification
❖ Can be substituted for Course #101 in the CBI requirements
◆ Can be substituted for Course #104 in the CBI requirements
✛ 4-Hour course
BC IBBA Boot Camp Course
* The pace of this course is designed for beginner to intermediate business brokers.
** The pace of this course is designed for advanced business brokers, CPAs and MBAs
Course #104 ●
Legal Aspect of Business Brokerage
Sunday, November 16, 2008 – 8:00 a.m. - 5:30 p.m.
Stewart Cloer, CBI, M&AMI, CBC, MFP
8 Credit Hours
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 #107 ✛ BC NEW in 2008
Understanding Financials
Wednesday, November 19, 2008 – 8:00 a.m. - 12:00 p.m.
Monty W. Walker, CBI, CPA, BCB
4 Credit Hours
Do you find recasting financial statements a challenge because you need a more detailed understanding of the bookkeeping process? Before we can begin to recast, we should know what all those numbers on the P&Ls and Balance Sheets mean and how they actually arrive there. This new Boot Camp Series Course will assist participants in that process by helping them to understand what all the 'bean counters' seem to know and a lot of us find challenging. 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.
Course #108 ✛ BC NEW in 2008
Overcoming Objections in Listing and Sales Contracts
Wednesday, November 19 – 1:30 p.m. - 5:30 p.m.
Jim Afinowich, CBI, M&AMI
4 Credit Hours
Gain the knowledge and materials to obtain more listings, satisfy seller concerns and get more sales contracts signed. Discuss the four parts to overcoming objections: understanding the objection, anticipating the objection, selling yourself and practicing. This course is geared to new brokers and those who want to improve their ability to overcome objections. Recommended that participants have taken Course #101 or equivalent.
Course #120
Tax Issues of General Business Brokerage
Thursday, November 20, 2008 – 8:00 a.m. - 5:30 p.m.
Monty W. Walker, CBI, CPA, BCB
8 Credit Hours
This course provides tips on finding hidden information in tax returns and takes a look at the differences in stock versus assets sale and which one is most beneficial. Learn how the allocation of sales prices can benefit the client and how to avoid tax issues that could be a “land mine” to your transaction. Leave with tips to increase the number of referrals from accountants. No prerequisites.
Course #130
Accounting Basics for Business Brokers
Sunday, November 16, 2008 – 8:00 a.m. - 5:30 p.m.
Stacy Alario, CBI
8 Credit Hours
This course provides brokers/intermediaries with an understanding of basic accounting terms and fundamentals. Learn how to read financial statements and tax returns, determine ratios and apply the information to a business sale during this “boot camp” for those without formal accounting training. This course is highly recommended before taking Course #210 and Course #220. No prerequisites.
Course #155
Buyer Management
Wednesday, November 19, 2008 – 8:00 a.m. - 5:30 p.m.
Charles Broadwater, CBI, M&AMI, CMEA
8 Credit Hours
Learn how to find and manage the buyer and achieve success in main street business brokerage. Become skilled in creating and giving a buyer presentation, as well as helping the buyer through the multi-step buying process. It is highly recommended that participants have taken IBBA Courses #101 and #150.
Course #205 ✛ NEW in 2008
Power Networking
Thursday, November 20, 2008 – 8:00 a.m. - 12:00 p.m.
Jerry Cofield, Jr., CBI, M&AMI
4 Credit Hours
Many successful business intermediaries obtain more than half of their listings
by developing centers of influence through networking and referrals. Learn
where and how to network, along with tips on introductions and building
relationships, how to connect with other professionals and how to become the
go-to individual in the industry. This course is recommended for Main Street and
M&A practitioners. There are no prerequisites.
Course #206 ✛ NEW in 2008
Managing the Due Diligence Process
Thursday, November 20, 2008 – 1:30 p.m. - 5:30 p.m.
Len Krick, CBI, M&AMI, MBA, CMEA
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.
Course #210
Analyzing and Recasting Financial Statements**
Sunday, November 16, 2008 – 8:00 a.m. - 5:30 p.m. – Part 1
Keith Chapman, CBI, M&AMI, BCB, CPA
Monday, November 17, 2008 – 8:00 a.m. - 5:30 p.m. – Part 2
Keith Chapman, CBI, M&AMI, BCB, CPA
Analyzing and Recasting Financial Statements*
Monday, November 17, 2008 – 8:00 a.m. - 5:30 p.m. – Part 1
Warren Burkholder, CBI, CBA, ASA
Tuesday, November 18, 2008 – 8:00 a.m. - 5:30 p.m. – Part 2
Warren Burkholder, CBI, CBA, ASA
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. Textbook is highly recommended. Registrants for this course must have passed Course #130 or the #210 pretest (to take the pretest online, please go to www.ibba.org/pretest). Note: Conference registration will not be processed until registrants have passed Course #130 or the #210 pretest. Please contact the IBBA headquarters for eligibility.
Course #215
Restaurants – Selling/Valuation
Wednesday, November 19, 2008 – 8:00 a.m. - 5:30 p.m.
Shawn Sanborn, CBI
8 Credit Hours
Restaurants are specialized businesses comprising a large segment of many business brokers’ inventories. Learn how to effectively list, market and sell restaurants, as well as how to value a restaurant using traditional appraisal approaches. Discuss how to recast financial statements using industry averages, write effective ads and understand average unit sales. No prerequisites.
Course #220
Introduction to Pricing Small Businesses ●
Monday, November 17, 2008 – 8:00 a.m. - 5:30 p.m.*
Louis Vescio, CBI, M&AMI
Tuesday, November 18, 2008 – 8:00 a.m. - 5:30 p.m.**
Greg Kells, CBI
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. Textbook is highly recommended. Course #210 is a prerequisite.
Course #221
Pricing Small Business – Level 2 ●
Tuesday, November 18, 2008 – 8:00 a.m. - 5:30 p.m.*
Dale Clack, CBI
Wednesday, November 19, 2008 – 8:00 a.m. - 5:30 p.m.**
Don R. Hankins, CBI, BCB
8 Credit Hours
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 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.
Course #229
Professional Practice Management – Revised
Thursday, November 20, 2008 – 8:00 a.m. - 5:30 p.m.
Glen J. Cooper, CBI, CBA, BVAL
8 Credit Hours
Build and run a professional practice with information derived from world-class advisors, Michael Gerber and David Maister, as well as valuable insights from CBI course creators. Discover the steps and skills needed to transform any professional practice. Gain new insights on how to balance career demands with personal life. Start a new practice the right way or develop an existing firm with the information from this cutting-edge course. This course is suitable for new or experienced brokers or intermediaries. Prospective attendees are encouraged to review the following Web sites: www.e-myth.com and www.DavidMaister.com. Textbooks referenced for the course are Gerber’s E-Myth Revisited and Maister’s Managing Professional Service Firms.
No prerequisites.
Course #250
SBA Financing
Wednesday, November 19, 2008 – 8:00 a.m. - 5:30 p.m.
Ronald A. Feldman, CBI
8 Credit Hours
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 $4 million in the shortest possible time, using all the resources available. 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.
Course #280
Effective Negotiations for Business Brokers
Thursday, November 20, 2008 – 8:00 a.m. - 5:30 p.m.
Alan Clark, CBI
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.
Course #301 ❖
Introduction to Mergers and Acquisitions
Wednesday, November 19, 2008 – 8:00 a.m. - 5:30 p.m.
Joseph Warner, CBI
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.
Course #304 ◆❖
Legal Aspects of Mergers and Acquisitions
Thursday, November 20, 2008 – 8:00 a.m. - 5:30 p.m.
Frank X. Haverkamp
8 Credit Hours
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.
Course #310
Marketing M&A
Thursday, November 20, 2008 – 8:00 a.m. - 5:30 p.m.
Don R. Hankins, CBI, BCB
8 Credit Hours
Learn how to successfully contact and retain sellers of mid-market companies, how to motivate owners to sell and how to guide them through the selling decision. Discuss the importance of educating business owners about the middle market and selling their companies, targeting middle market owners and using that education as a selling tool to obtain clients on retainer. No prerequisites.
Course #311
How to Develop a Buy-Side Practice
Sunday, November 16, 2008 – 8:00 a.m. - 5:30 p.m.
Michael H. Marks, CBI
8 Credit Hours
Learn how to develop an effective buy-side practice by using a proven business model. Get tips on how to explain the value and need for buy-side advisory services to your clients and discuss marketing strategies that have been successful for others. This course is recommended for those who have taken Course #301 and have at least one year of intermediary experience. No prerequisites.
Course #325
Succession Planning
Monday, November 17, 2008 – 8:00 a.m. - 5:30 p.m.
Lee James
8 Credit Hours
It is estimated that only five percent of business transfers are handled through business brokers. Why not capitalize on 100 percent of this burgeoning "succession planning" market opportunity? Learn how to earn fees as a succession planning facilitator through the succession planning process and strategies. Discuss topics such as business valuation, minority discounts, transfer tax saving strategies, buy/sell agreements, giving to family members, ESOPs, CRTs and positioning strategies to maximize the price. Courses #210, #220 and #221 are prerequisites, or equivalent business valuation experience.
Course #335
Maximizing the Value of the Privately Held Company
Monday, November 17, 2008 – 8:00 a.m. - 5:30 p.m.
Darrell V. Arne, CBI, CPA, ASA
8 Credit Hours
Measure and create value by understanding why “cash is king.” Discuss how the cost of capital is computed and what benchmarking methods pinpoint opportunities to maximize business value. Explore the value drivers of business and the 100 strategies to maximize business value. Evaluate specific value-added services that financial consultants and business intermediaries can provide to maximize business value at the “deal stage” when a business is sold. Courses #210, #220 and #221 are prerequisites, or equivalent business valuation experience.
Course #341
M&A Research
Wednesday, November 19, 2008 – 8:00 a.m. - 5:30 p.m.
Patricia A. Walters, CBI, MBA
8 Credit Hours
Gain overall strategies to enhance the methods and incorporate key sources to assist in investigating, researching and analyzing any transaction, industry, company or client. It is not intended to provide specific sources but to create the structure (i.e. lists) as a guide to the most likely source (best category) for answers to questions regarding the deal process. No prerequisites.
Course #355 NEW in 2008
Managing the M&A Buyer Process
Tuesday, November 18, 2008 – 8:00 a.m. - 5:30 p.m.
Doug Robbins, CBI, M&AMI
8 Credit Hours
Discover new tools and processes to help you efficiently find a buyer who can close a deal. Learn how to establish a “demographic footprint” of the buyer, create a prioritized list of buyers, qualify the target list and create a targeted plan to sell the business. Find out how to talk to buyers and work with them during the initial tour of the business. It is recommended that participants are a CBI or M&AMI or have equivalent background and have taken Course #301. Other recommended courses include: #304, #307, #335, #341 and #380.
Course #385 NEW in 2008
Key M&A Negotiations
Monday, November 17, 2008 – 8:00 a.m. - 5:30 p.m.
Thomas B. Whipple, CBI, M&AMI
8 Credit Hours
Learn about the two key negotiation milestones in a mid-market deal: securing the M&A engagement and managing negotiations with prospect(s) to the LOI. Gain the understanding necessary to create effective engagement agreements that are right for the client and fair for the intermediary. Once the engagement agreement has been executed, intermediaries use the full complement of skills and resources to negotiate the best outcome for the client. At these two points, intermediaries have the most influence on the outcome of a professional M&A process for all parties. No prerequisites.
Course #421 ✛ NEW in 2008
Balance Sheet – A Uniquely Powerful Closing Tool
Monday, November 17, 2008 – 8:00 a.m. - 12:00 p.m.
Walter L. Lipski, CBI, M&AMI
4 Credit Hours
If the income statement sets the expectations of price, the balance sheet sets the terms of the deal. Discuss 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. Leave with an understanding of the balance sheet and how to navigate the deal points that will lead to more successful closings. No prerequisites.
Course #429
M&A Practice Development Based on Best Practices
Tuesday, November 18, 2008 – 8:00 a.m. - 5:30 p.m.
Moderator: Taylor H. Devine, CBI, CMEA, SBA, FRC
Subject Matter Experts: Mike Adhikari, CBI, M&AMI, MSM, MBA, MSEE, Business ValueXpress/Illinois Corp.; Robert Gurrola, CBI, M&AMI, Summa Financial Group, LLC; John Zayac, CBI, International Business Group, Ltd.
8 Credit Hours
Review examples of best practices from some of the most successful intermediaries in the business. Break down M&A businesses into several competency areas, such as business planning, leadership, infrastructure and branding. Learn why there is no single best practice or single competency area that enables an M&A practice to be successful. Bring examples of your own best practices, as well as best practices taken from other professional service firms. This course also includes perspectives from subject matter experts who share their practice knowledge of the industry and facilitate additional discussion among the course participants. Prerequisites for this course are CBI/M&AMI and/or M&A Source membership, along with at least two years of M&A intermediary-level deal-making.
Course #430
Advanced M&A Tax Strategies and Deal Structures
Tuesday, November 18, 2008 – 8:00 a.m. - 5:30 p.m.
Darrell V. Arne, CBI, CPA, ASA
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 split-offs that receive non-taxable divisive reorganization treatment; partial liquidation distributions when a portion of a company is sold; and 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.
Course #455 ✛ NEW in 2008
Structuring Mergers and Fold-in Transaction Opportunities
Monday, November 17, 2008 – 1:30 p.m. - 5:30 p.m.
George A. Petrulis, CBI, M&AMI
4 Credit Hours
Review the current market opportunities available in sourcing “merger” and “fold-in” type of engagements. For purposes of this course, the definition of a merger will only apply to the business issues involved in combining two companies. The fold-in type transactions to be discussed will cover the practical deal points involved when a company makes an acquisition and relocates that operation into its own facility. Discuss how to seek out these type of engagements, right-fit assessment of the parties, advisor’s role in managing the process, approaches to determining deal value, transaction structuring options and how to get paid at closing. Review successful case study examples. It is required that participants are a CBI or have equivalent background of at least two to three years of M&A intermediary experience and have taken several 300-level courses.
Course #501 ✛ ●
Standards of Care for Business Brokers
Tuesday, November 18, 2008 – 8:00 a.m. – 12:00 p.m.
Len Krick, CBI, M&AMI, MBA, CMEA
4 Credit Hours
Avoid costly and time-consuming lawsuits with clients, customers and/or other brokerage firms. Discuss firsthand experiences involving lawsuits, governing regulatory punishment and trade association sanctions involving business brokerage standards of care. Topics include: regulatory bodies that control and/or regulate the activities of business brokers; canons of professional ethics and conduct; IBBA Code of Ethics and Standards; trade associations that provide guidance; rules and regulations of business brokers and the 10 commandments for safe brokerage. No prerequisites.
Course #550 ✛
Marketing with Seminars
Tuesday, November 18, 2008 – 1:30 p.m. - 5:30 p.m.
William W. Bumstead, BCB, MPBC, CABI, LREB
4 Credit Hours
Host a successful marketing seminar to attract potential clients and increase your book of business. Learn how to keep seminar costs reasonable and form alliances with sponsors. A CD including documents, forms, checklists and templates needed to organize a seminar is included with course registration. This course is recommended for Main Street brokers and M&A intermediaries. It is recommended that participants have taken Courses #101 or #301 and have a good understanding of the business brokerage process. It is suggested that participants take one of the companion courses, #551, #552 and/or #553 and a speaker training course.
Course #551 ✛
Seller Seminar for the Business Broker
Thursday, November 20, 2008 – 8:00 a.m. - 12:00 p.m.
Robert Gurrola
4 Credit Hours
Discuss the key topics and ideas that need to be communicated to attract Main Street business sellers. Develop a customized PowerPoint presentation that you can use to put on a seminar to attract potential Main Street clients and result in a listing. A CD with a sample seminar presentation is included with course registration. This course is recommended for Main Street brokers. 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 a speaker training or a presentation skills course.
Course #552 ✛
M&A Seller Seminar
Thursday, November 20, 2008 – 1:30 p.m. - 5:30 p.m.
Robert Gurrola
4 Credit Hours
Review key topics that should be presented in a seminar in order to successfully attract M&A business sellers and result in a listing. A CD with a sample seminar presentation is included with course registration. It is recommended that participants have taken Courses #101 or #301 and #550 and have a good understanding of the business brokerage process. This course is recommended for M&A intermediaries.
It is suggested that participants have taken or will take a speaker training or presentation skills course.