Main Street News January 2012

Pino Bacinello, CBI, M&AMI, CMEA, CSBA

Chairman’s Message

2012 Vision


I am both humbled and honored to be the Chairperson for the 2012 Fiscal Year.

As the incoming chair during 2011, I had my ear close to the ground, and what I heard was a dire need for positive change to our association where we as a board spend more time developing greater value for our members and finding better and more effective ways to deliver it.

So this is my vision for 2012 and hope it is a reflection of YOUR VISION, since this is your association, and my job and that of our board is to serve you, the stake holder.


Linda Purcell, CBI, CBC, CSBA

Member Spotlight

linda-purcellThe following is an excerpt from Linda’s spotlight article. To read the full article click here.

I entered business brokerage by what I consider “the back door approach.” In 1984, Bob (my husband) would comment every evening that he thought he would quit his job (heading up the tax department for a major Chicago financial institution and doing their strategic planning) and he would either buy a business brokerage firm, buy a business brokerage franchise and open an office, or go to work for a business brokerage firm. That statement was invariably followed by… “And you will do this with me won’t you Linda?”

After approximately six months, I told Bob I was not willing to have that conversation one more time. The next morning, I went to a business brokerage franchise office and surprisingly, they took me on as a fledgling business broker. Ironically, Bob never got into the business… and I am still enjoying!


Pat McDonald, CBI, M&AMI

Member Spotlight

pat-mcdonaldThe following is an excerpt from Pat’s spotlight article.

Question: Why a business broker, how long, industry positions held and other comments you would like to make about yourself.

Answer: I fell in love with selling businesses, when I started in 1989, after years of selling residential real estate and commercial real estate. There is a fascination in understanding the inner workings of all types of businesses, finding the right buyer to buy the business, helping a seller achieve a dream and hopefully making some new friends during the process. I have enjoyed attending IBBA and M&A conferences over the years earning my CBI, M&AMI designations and Fellow of the IBBA. I’ve had the pleasure of helping start and grow the Train the Trainer course, which is now the Speakers Training Course, and being the Chair of Conference Planning for the IBBA this past year, planning two conferences.


Webinar: Jan 25th

Executive Employment Agreements in M&A Transactions

ibba-main-street-news-january-webinar-jan-25Negotiating an employment agreement with a key executive in the context of a merger or acquisition involves a delicate balancing of satisfying the compensation, benefits, job security, and other interests of the executive with the company’s business needs, strategic objectives, and financial position. This webinar will cover the essential elements of executive employment agreements, including at-will and defined term provisions, cause and no-cause termination provisions, compensation, benefits, and severance provisions, and restrictive covenants, as well as discuss solutions to common problems that arise in negotiating these agreements in M&A transactions.

Jan 25th, 11:00 a.m. Central Time

There is no fee to participate in this webinar.


Webinar: Feb 8

Case Studies: KLH Capital Discusses Six Different Transaction Types

ibba-main-street-news-january-webinar-jan-25This webinar will feature in-depth case studies of six different transaction types successfully completed by KLH Capital, a longtime supporter and sponsor of The M&A Source. KLH will discuss (i) the definitions of each transaction type, (ii) how the intermediary can generally identify which transaction types may be appropriate for a given situation, and (iii) the complications of each specific transaction type.

The webinar’s primary audience is Merger & Acquisition Intermediaries, Business Brokers, Strategic Professionals who contribute at the M&A level (Transaction Attorneys and CPAs, Private Equity Groups, Business Appraisers, Financial Planners & Wealth Managers, Bankers/Lenders), and other service & support providers.

This is a must attend webinar as many of the featured case studies have been identified, structured and completed through relationships within the M&A Source.

There is no fee to participate in this webinar.


Steve Bova, CAE

Executive Director’s Message

steve-bovaDear IBBA Members,

In 2011, I had the pleasure of meeting and speaking with many of you in New Orleans and Phoenix – and I look forward to getting to spend time with you this year in San Antonio!

For those of you I have not met, let me introduce myself. As the Executive Director for IBBA, I am the chief staff person for the association and am responsible for executing the vision and plan of work set forth by the Board of Directors. Throughout the year, you will be hearing more from me as the Executive Director’s Message will be a recurring column in the newsletter. There are many great things planned for 2012, this newsletter being one of the first you will get to experience. We are committed to sending out timely and consistent communications about the association and industry and will be using Mainstreet News as the primary vehicle for keeping in touch with you. We hope you enjoy the new format and get the chance to participate in the conversation!


Keith McLeod, CBI

From the Editor’s Desk

keith-mcleodThere are some exciting changes with our 2012 IBBA board of directors and their duties. Chairman Pino Bacinello wants more interaction with the IBBA membership and the board of directors. One is this inaugural monthly newsletter. Each month we will feature the Chairman’s message, comments from a member of the board of directors, IBBA Member Spotlights, issues facing our industry, member articles, and my Editor’s comments of tips and suggestions to enhance your practices and doing more deals. We will be also accepting paid sponsorships as well. Your participation, questions and suggestions are welcome for this evolving publication.


Exercise for the New Year

What will tomorrow’s headlines feature about you and your business?

In 2012 what are you doing differently to move your practice or business from Standard; to Distinct; to Breakthrough?

On a sheet of paper draw 3 columns; Yesterday, Today and Tomorrow

  • Under YESTERDAY, the last couple of years or when you started, list your sources of income and percentages of each.
  • Under TODAY list what changes from the past you continue today, and list sources of income and percentages of each.
  • For TOMORROW craft your new business model on what it will be to advance your practice or business. Estimate outcomes. The result will be what you add, change, or get rid of.

Again, what events and projects are you going to do to fill in your TOMORROW column?

A quote from Larry Sternberg:

“The world has changed around us. Yesterday’s strategies and tactics will not work. You must have the courage to ask and answer this question: What am I going to do differently?”

What will tomorrow’s headlines feature about you and your business?


Spring 2012 Conference

Save the Date: June 4 – 9


We are currently working on the schedule of events and details for our next conference in San Antonio, TX. More information will be available soon, but we want to make sure that you save the first full week in June for the event.

The 2012 Conference format will be different from previous years. There will be one primary conference with the IBBA & M&A Source in 2012. That will be the San Antonio Event. It will be structured like previous IBBA Conferences where we have educational courses, workshops, networking events and a trade fair. There will also be the typical M&A Source events: Expo, panel discussions & educational courses.

There will not be an IBBA event in November of 2012. The M&A Source is planning on having an event November 7 – 11. More information about the June 2012 San Antonio event will be available soon and we’re excited to announce the plans to you. – IBBA Staff.


Membership Dues Renewals

Please remit your membership dues renewal as soon as possible.

IBBA members should have received their 2012 membership dues renewal invoices already. Please send them in as soon as you can. If you have any questions or have not received your invoice you can either login to the IBBA website and pay your renewal online, or contact headquarters at P: 888-686-4222 and we will be happy to help out.

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