In this episode, Mert Erkan, Vice President of Efficio Consulting, joins Patrick Stroth to reveal how procurement and supply chain transformations drive game-changing results for both private equity and strategic acquirers on a global scale.

You’ll discover…

• The surprising percentage of EBITDA growth hiding in procurement synergies
• How “clean room” analysis can set post-merger integration up for instant success
• Why even high-tech companies are underinvesting in their supply chain teams—and what to do about it
• The Formula 1 approach to leveraging AI and digital tools in procurement
• What resilience and agility really mean for modern supply chain networks—and why it matters more than ever

In this episode, Warren Feder, Partner at CMA Group, joins Patrick Stroth to reveal how investment bankers guide owners and founders through complex transitions, ensuring both financial success and continuity for generations to come.

You’ll discover…

• The surprising reason one family business owner chose the lowest offer in a multi-bid sale
• How “complexity is our specialty” comes to life in deals with challenging family dynamics
• The evolving landscape of M&A for baby boomers—and why gray hair matters
• The crucial role of rep and warranty insurance in accelerating successful exits
• What’s really driving optimism for M&A in 2026, and how private equity is responding

What separates those who merely survive from those who exit with maximum value? The answer may surprise even seasoned founders.

In this episode, Anthony Caporrino, U.S. Transaction Advisory Group Co-Leader at Alvarez & Marsal, reveals the behind-the-scenes secrets to smarter M&A, how analytics are rewriting the rules, and what it really takes for owners and investors to achieve a clean exit.

You’ll discover…

• The single biggest mistake even mature companies make when prepping for a sale
• What founders should be doing years before considering an exit (and why most miss it)
• How “operator experience” trumps traditional consulting in maximizing deal value
• The new analytics tools that give buyers (and sellers) the ultimate edge
• Why rep & warranty insurance is changing dealmaking—and what it means for your next negotiation

In this episode, Dennis O’Rourke, Partner and Chair of the Corporate, M&A and Securities Practice Group at Moritt Hock & Hamroff, shares why lower middle market companies don’t have to compromise on expertise or affordability—and explains how a dramatic shift in buyer dynamics, fueled by the rise of “other people’s money” (OPM), is adding new layers of complexity to deals.

You’ll discover…

• The surprising impact of buyers using investors’ and lenders’ capital—and why that’s changing diligence
• Why “simple” deals are rarely as straightforward as sellers think
• How to access big-firm legal expertise without big-firm price tags
• The hidden tension between buyers and sellers (and one way insurance is helping bridge the gap)
• The critical moment to bring in a specialist M&A lawyer—before it’s too late

In this episode, Paige Wiese, founder of Tree Ring Digital, reveals how optimizing your company’s digital presence can unlock hidden value, improve M&A transitions, and future-proof your growth—whether you’re buying, selling, or scaling.

You’ll discover…

• The costly mistakes most business owners make with their digital assets during M&A.
• How neglecting your website can quietly erode your company’s valuation.
• The surprising M&A pitfalls that even experienced IT teams routinely miss.
• Why Tree Ring Digital and a managed service provider are NOT interchangeable (and what’s at stake if you confuse the two).
• The next big digital risks (and opportunities) owners can’t afford to ignore in 2025.

In this episode, Mike Bego, Managing Partner of Kline Hill Partners, joins host Patrick Stroth to give an insider’s perspective on how the secondary market for private equity is shifting, why secondaries are suddenly top-of-mind for investors, and what you can expect from this year’s milestone industry event, Secondaries Day.

You’ll discover…

• Why the secondary market exploded from a $5 billion niche to a $200 billion+ industry—and what still holds it back
• What really goes on behind the scenes of an LP-led versus a GP-led secondary transaction
• The unexpected career path that brought Mike Bego to the forefront of secondaries—and the practical lessons he learned from dot-com bust, “Chernobyl”
• The biggest misconceptions and emerging risks in continuation vehicles (and how to spot the red flags)
• How Secondaries Day is shaping the conversation and community for private equity insiders—from power networking to charity lunches and even pickleball

In this episode, Jeff Cooperman, Founder of Front Nine Capital, reveals his journey from CPA to serial acquirer—exploring how he’s turned overlooked, mom-and-pop apparel companies into a thriving, tech-forward organization ready to supercharge growth in a fragmented market.

You’ll discover…

• The surprising question Jeff asks every business owner before making an offer
• How a single “epiphany moment” can redefine a company’s trajectory overnight
• The secret upside to acquiring legacy businesses with minimal tech presence
• Why mergers and acquisitions in small markets are seeing unprecedented momentum
• The game-changing insurance tool that’s making deals safer for small business sellers than ever before

Take a behind-the-scenes look at the world of lower middle market M&A, where relationships, turnaround expertise, and strategic partnerships make all the difference.

In this episode, Bob McCormack, Founder of Murphy McCormack Capital Advisors, reveals the unique challenges and overlooked opportunities in family-owned business transactions—and why collaboration (not competition) is the future of deal making.

You’ll discover…

• Why Murphy McCormack says “no” to 9 out of 10 potential engagements—and what happens to the businesses who aren’t ready (yet) to sell
• The inside story on Cornerstone International Alliance’s deal-sharing model and how it transforms client outcomes
• How emotional intelligence and post-closing support can make or break an owner’s life-changing exit
• The reasons rep & warranty insurance is finally making inroads with private business owners—and who’s still pushing back
• The untold macro risks (like tariffs) that are reshaping manufacturing deals in real time

In the high-stakes world of SaaS M&A, the difference between a good deal and a great one can change the course of a founder’s life—and their legacy.

In this episode, Diamond Innabi, Principal at Software Equity Group, reveals the behind-the-scenes secrets that drive SEG’s 94% “first pass” success rate in vertical SaaS deals—plus the underrated factors that buyers and sellers often overlook (at their peril).

You’ll discover…

• The one storytelling move that instantly sets a SaaS business apart from every other deal on the table
• What most founders don’t know about “tension”—and why it may be the key to unlocking next-level M&A outcomes
• How SEG’s “overstaffed” model creates winning deals (and what happens when other firms focus on volume instead)
• The surprising region of the US most SaaS founders call home—and why it matters for buyers and investors
• A new insurance hack that finally levels the playing field for smaller deals in the lower middle market

In this episode, Jason Kruger, Partner at Citrin Cooperman’s Business Process Outsourcing Practice, exposes how overlooked accounting gaps can sabotage your exit—and how precision financials can supercharge your company’s valuation.

You’ll discover…

• Why “good enough” bookkeeping could quietly slash your business sale price
• The secret financial move that doubles your company’s EBITDA multiple
• How deal momentum evaporates—and the one invisible risk that keeps buyers up at night
• The new evolution in rep & warranty insurance that’s changing deal dynamics for small and midsize firms
• What top buyers always spot in financial statements (and how you can make your next sale a “no-brainer”)

In this episode, Joe LoPresti, Founder of Arlington Wealth Management, reveals the game-changing strategies behind holistic wealth management for business owners on the cusp of a major business sale—and why the fractional family office approach is rewriting the rules for lower middle market entrepreneurs.

You’ll discover…

• Why most business owner advisors work in silos—and how this creates dangerous planning gaps you might not see coming.
• The #1 mistake founders make when exiting their business, and how proactive planning turns risk into opportunity.
• A behind-the-scenes look at “fractional family offices,” and how they unite specialists for life-changing results.
• The overlooked power of sell-side advisory and new insurance tools that can protect—and even boost—your post-sale windfall.
• The untold story of how Arlington Wealth Management partners with business owners from the “20-yard line” all the way to the end zone.

NOTE: Arlington Wealth Management is a Registered Investment Adviser ("RIA"). Registration as an investment adviser does not imply a certain level of skill or training. All investments carry risk, and no investment strategy can guarantee a profit or protect from loss of capital.

How does one navigate the intricate world of mergers and acquisitions, especially in the ever-evolving tech industry?

In this episode, Andrew Gazdecki, founder of acquire.com, shares insights on building and operating the leading online platform for buying and selling online businesses.

Andrew reveals:

• The compelling story behind acquire.com's unique domain acquisition
• Key strategies for launching and scaling a marketplace platform
• How acquire.com connects aspiring entrepreneurs with the right acquisitions
• The human element in M&A transactions and how it's integrated into an online platform
• Emerging trends and innovations shaping the future of acquisitions in the lower middle market

But what if it turns out to be their best friend?

In this episode, Harry Caruso, founder and CEO of Car Wash Advisory, unravels the intriguing dynamics of the car wash industry and how it stands as an attractive investment sector in the world of mergers and acquisitions.

In this episode, you’ll discover…

• The surprising impact of snow on the car wash economy.
• Why car wash operators have opportunities to succeed no matter their scale.
• How matrix-like operations are shaking up the car wash industry.
• The relevance and advantages of reps and warranties insurance in selling businesses.
• A peek into the upcoming 2025 trends for the car wash sector.

But what factors influence a successful merger or acquisition in this niche market?

In this episode, David Roberts, founder and CEO of Focus Advisors, shares his journey from founding a leading collision center network to becoming a key player in the M&A advisory scene, guiding body shop owners through strategic exits.

You’ll discover:

• The surprising parallels between auto insurance and healthcare industries that shape M&A trends.
• How a VW van sparked a passion that fueled an entire career.
• Key strategies to turn a collision repair business into a desirable acquisition target.
• Why multi-shop operators have a unique edge in today’s market.
• How rep and warranty insurance can facilitate smoother deal closures.

In this episode, Matt Tait, Founder and CEO of Decimal, discusses how his company revolutionizes accounting services for small businesses and why he believes aligning business incentives is key to success.

You’ll discover:

• How Decimal fosters a people-first company culture in a remote work environment
• The unique approach Decimal takes towards acquisitions and partnerships
• Insights on leveraging technology and AI in the accounting industry
• Why an abundance mindset could be the secret to business growth
• Decimal’s experience with reps and warranties insurance in M&A transactions

In this episode, Rob Margeton, co-founder of Ryco Advisors, an Atlanta-based independent advisory firm, explores the vast opportunities within the lower middle market and reveals how Ryco Advisors guides business owners through the selling process for optimal outcomes.

In this episode, you'll discover:

• The strategic advantage of finding value in overlooked industries.
• How building connections within the private equity community can maximize a company's sale potential.
• The critical role of transparency and diligence in successful transactions.
• Innovative approaches to mitigating transaction risk with modern insurance solutions.
• Trends shaping the future of mergers and acquisitions in the current economic climate.

Could you be one of them?

In this episode, JB Brown, founder of White Buffalo Advisors, reveals the secrets behind successful business exits and the often-overlooked emotional impact that follows.

You'll discover:

• The gripping story behind the name "White Buffalo Advisors."
• Why 75% of business owners regret selling their companies within a year.
• The importance of planning for life post-exit—beyond just financials.
• JB's insights on industry trends and what to expect in 2025.
• How mergers and acquisitions are being revolutionized by AI and creative deal-making strategies.

In this episode, Jonathan Babcock, Senior Associate at Compass Group Equity Partners, joins Patrick Stroth to uncover the intricate world of lower middle market investments and the human-centric approach that defines their success.

You’ll discover…

• The unconventional inspiration behind the name “Compass Group” and what it symbolizes.
• How networking in unpredictable ways opened doors for a young Jonathan.
• The secret formula behind Compass Group’s success in the lower middle market.
• Real-life stories of legacy family businesses transformed by strategic partnerships.
• Why operational excellence and people-centric values are critical in today’s competitive market.

In this episode, Nick Olsen, Managing Director of Cornerstone International Alliance, delves into the power of collaboration within the M&A network, highlighting how firms thrive by joining forces.

You’ll discover:

• The unique model that sets Cornerstone International Alliance apart from big M&A corporations.
• How collaboration over competition boosts success for smaller market firms.
• The game-changing insurance products enhancing deal closures.
• The secrets behind Cornerstone's exponential growth and global expansion strategy.
• Why waiting for the election results might impact the M&A market's dynamics.

In this episode, Stephan de Sabrit, the Managing Partner of Leste Group, delves into the intricacies of expanding a Latin American investment firm into the North American market.

You’ll discover:

• How the name “Leste” encapsulates their vision of new beginnings and ideas.
• The strategic reasons behind Leste Group’s focus on the lower middle market.
• Unique approaches Leste Group takes to stand out among larger, more established private equity firms.
• The importance of hands-on collaboration with management teams for value creation.
• Insight into the latest trends and opportunities in the U.S. and Latin American investment landscapes.

In this episode, Jonathan Baker, practice lead for mergers and acquisitions at Punctuation, dives into the critical intricacies of M&A in the marketing services sector. He shares the emotionally charged journey of selling a business and uncovers strategies that transcend mere financial gain, focusing instead on the value-driven aspects that make a deal truly beneficial.

You’ll discover…

• Why the emotional aspect of M&A can upend even the best-laid spreadsheets
• The curious origin story behind the name "Punctuation"
• The unique challenges and opportunities within the fragmented marketing services market
• How lifestyle considerations often outweigh the highest financial offers
• The latest trends in M&A that sellers and buyers need to know going into 2025

In this episode, Nicholas Spezio, Director of Transaction Services at the Exbo Group, dives into the world of mergers and acquisitions, discussing the unique needs and challenges faced by growth-stage companies and their investors.

You’ll discover…

• The compelling story behind Exbo Group's inception and mission.
• Why transitioning from a big firm to a boutique firm can be an attractive move in the finance sector.
• Key differences between buy-side and sell-side transactions and why each requires a tailored approach.
• How Exbo Group provides "big firm" quality without the "big firm" price tag.
• The benefits and evolving trends of rep and warranty insurance in M&A deals.

In this episode, Matthew Horne, Co-Founder and CEO of Storage Point Capital, dives deep into the intriguing world of self-storage investments and acquisitions, uncovering why this seemingly mundane sector could be the golden ticket for savvy investors.

You’ll discover…

• The compelling journey that led Matthew from for-profit universities to self-storage investments.
• Why self-storage stood out among numerous alternative investment opportunities.
• How Storage Point Capital identifies and secures off-market deals without middlemen.
• The unique dynamics and community aspects of the self-storage industry.
• The critical role of sophisticated analytics and relationships in successful self-storage investments.

In this episode, John Dickie, Partner at HighVista Strategies, opens up about navigating the lower middle market during financial downturns and seizing unique opportunities that many overlook.

You’ll discover…

• The hidden opportunities in tough markets that can turn challenges into advantages.
• Creative investment strategies and the flexibility needed to thrive.
• The factors that make smaller companies attractive investment targets.
• How direct investments and secondary markets play into a balanced portfolio.
• John Dickie's journey from government bond trading to high-stakes private equity.

Brian Shields, co-founder of Handoff Partners, shares his journey of combining financial expertise with operational insights to help retiring entrepreneurs pass their businesses to the next generation.

In this episode, you’ll discover…

• The significance of understanding industry knowledge for successful business takeovers.
• How Handoff Partners is revolutionizing the way retiring entrepreneurs transition their businesses.
• Unique strategies for investing in people with industry-specific experience.
• New developments in M&A transactions for small to medium-sized deals.
• The crucial role mental health plays in leadership and preventing burnout.

In this episode, Mark Tarchetti, founder of Alchemy-Rx and author of "Pick a Lane: Growth Strategy in a Fast-Changing World," shares his insights on reimagining businesses and implementing practical growth strategies.

You'll discover…

• Why relying solely on acquisitions may not be the solution for sustainable growth in consumer products
• How applying a founder’s mindset can drive growth and innovation
• The importance of having a clear, actionable plan and operational disciplines for continuous growth
• What sets Alchemy-Rx apart in helping ambitious teams, from up-and-coming to household-name brands, achieve success
• How rep and warranty insurance has become a game-changer in providing confidence to buyers in transactions

In this episode, Blake Hutchison, CEO of Flippa discusses how Flippa is revolutionizing the way individuals buy and sell online businesses by offering a seamless, all-in-one platform with an exclusive new feature that mitigates risk for deal parties.

You'll also discover…

• How Flippa's platform streamlines the process of buying and selling online businesses
• The groundbreaking new capability that sets Flippa apart from the competition
• Why even small deals can benefit from the protection of insurance
• The exciting new categories and features coming soon to Flippa's platform
• How Flippa's innovative approach is making mergers and acquisitions more accessible than ever

In this episode we speak with Scott Bushkie, founder of Cornerstone Business Services, an investment banking firm. We dive into the strategies and approaches that have made Scott and his team successful in helping business owners sell their companies in the lower middle market.

In this episode, you'll discover…

• The surprising factor that can make or break an M&A deal
• How a team of specialists can simplify the complex process of selling a business
• The game-changing role of reps and warranties insurance in M&A transactions
• The critical mistakes business owners often make when selling their company
• The life-changing impact of a successful business sale on owners and their families

How does rep and warranty insurance play a crucial role in closing these deals?

In this episode, Mike Bego, managing partner of Kline Hill Partners, reveals the secrets of the secondary private equity market and the role of rep and warranty insurance.

In this episode, you’ll discover…

• The advantages of rep and warranty insurance that help close transactions smoothly.
• The types of clients Kline Hill Partners focuses on in the secondary market.
• How Kline Hill Partners facilitates liquidity in private equity transactions.
• Why the secondary market is expected to see significant growth in 2024 and 2025.
• Key details about Kline Hill’s annual secondary day event and how you can participate.

In this episode, Matt Bodnar, founder of Eidolon Investments, delves into innovative deal structures during challenging times, emphasizing the crucial need for new skills and collaborative negotiation tactics.

In this episode, you’ll discover:

• A new insurance product that could revolutionize the lower middle market.
• Why aligning goals with sellers is the key to successful negotiations.
• How Eidolon Investments targets underinvested businesses.
• The strategic advantages of focusing on the $2 to $5 million EBITDA range.
• The significance of revenue predictability in potential acquisitions.

Discover how partnering with the right leaders can transform companies and markets.

In this episode, John Block, co-founder and CEO of Unity Partners, takes us through his fascinating journey from childhood aspirations to leading a game-changing firm that builds better businesses together.

In this episode, you’ll discover…

• Why John chose the name "Unity Partners" for his firm
• The secret mantra that drives Unity Partners' success
• How foundational principles can propel business growth
• Strategies for reducing uncertainty in business success
• The impact of technology on smaller market investments
• And more

Join host Patrick Stroth, an expert in executive and transactional liability, as he welcomes Sunny Vanderbeck, co-founder and managing partner of Satori Capital. Based in Dallas, Satori Capital is renowned for its multi-strategy investment firm ethos based on conscious capitalism. Sunny, the best-selling author of Selling Without Selling Out, shares invaluable insights drawn from his extensive experience in tech entrepreneurship and investment.

In this episode, you’ll discover:

• Sunny’s journey from tech entrepreneur to championing conscious capitalism.
• How conscious capitalism drives long-term success and impacts all stakeholders.
• The vital role of culture and values in driving business decisions.
• Insights into Sunny's best-selling book and his philosophy on ethical business practices.
• Strategies for achieving a clean and strategic exit for founders and investors.

Brett also shares insights into the unique challenges and rewards of working with owner-operators to achieve successful exits and the evolving landscape of M&A.

He’ll cover:

• Why Britehorn Partners is agnostic in terms of industries they serve, focusing on the “who” not the “what”
• The challenges and rewards of working with owners and founders of family-owned companies
• Insights into how demographic shifts, especially among baby boomer business owners, are likely to influence M&A activities in the coming years
• And more

Objective, Investment Banking & Valuation focuses on the lower middle market, aiming to serve clients with enterprise values between $25 to $250 million across the United States. The firm prides itself on its client-centric approach, aiming to achieve a clean exit for owners, founders, and their investors.

Trever will share how he assists clients in planning their exit strategy years in advance, allowing for a more controlled and potentially lucrative selling process.

Sharon, also the author of the Forbes bestseller LIFT OFF: 12 Things to Know Before Selling Your Business, shares invaluable insights into the world of M&A, the journey of founder-led businesses, and the essence of preparing for and navigating the sale process.

She’ll cover:

• The future of M&A
• The emotional aspects of selling a business
• Her ideal client profile
• Viewing M&A as a transition to a new chapter
• And more

• Discover how Tom Brinegar and the PEAK Resources team prepared for the acquisition process and why they decided it was the right time to sell.
• Learn about the strategic selection of a buyer and how cultural fit played a crucial role in sealing the deal.
• Tom shares his insights on overcoming due diligence challenges and the unexpected hurdles along the way.
• Understand the pivotal role of reps and warranties insurance in facilitating a smoother transaction, as provided by Rubicon M&A Insurance Services.
• Gain perspective on the post-acquisition changes and Tom's personal journey towards finding new horizons after the successful exit of PEAK Resources.

To delve deeper into the world of mergers and acquisitions and to gather invaluable insights from Tom Brinegar's first hand experience, tune into this episode of M&A Masters. Whether you're contemplating an exit strategy or looking to expand through acquisitions, this conversation sheds light on the critical elements that contribute to a successful deal. Listen now on Spotify, Apple Podcasts, or directly on our website.

In today’s episode, join us as we welcome Jason Somerville, founding partner of GW Partners. With a unique blend of operational consulting, financial management, strategic planning, and M&A advisory, Jason and his team are known for elevating consumer brands into prime acquisition targets.

• Dive into Jason’s transition from investment banking to entrepreneurial success.
• Unearth the impact of visiting suppliers on business deals and relationships.
• Learn how GW Partners uniquely prepares companies for optimal sale conditions.
• Understand the role of metrics and benchmarks in enhancing company value.
• Explore how GW Partners' approach aligns with founder ambitions and business evolution.

To gain more insights from Jason Somerville and learn the art of preparing your consumer brand for a successful exit, tune into this episode on Spotify, Apple Podcasts, or just hit play above.

In this episode of M&A Masters, join me as we engage with David Kimbrell, a seasoned M&A authority in the architectural and engineering sector. With over four decades of unmatched expertise, David has masterminded the art of buying, selling, and advising firms in this specialized niche, revolutionizing the concept of strategic mergers and acquisitions.

• Delve into the intricate world of M&A for architectural and engineering firms.
• Explore David Kimbrell's unique journey from environmental health to M&A mastery.
• Learn how interest rates and market dynamics influence M&A strategies.
• Understand the critical role of creative financing in contemporary M&A scenarios.
• Gain insights into the nuances of representation and warranty insurance in lower-middle market deals.
• Discover the importance of post-sale transition in ensuring deal success.
• And more

To absorb the full wealth of knowledge shared in this episode, subscribe to M&A Masters on Spotify, Apple Podcasts, or hit play above.

Cleveland based, EdgePoint Capital’s advisors bring up-market executive transaction knowledge and real-world M&A and business leadership experience, enabling them to guide owners and founders through transactions and attract qualified buyers. 

Tom will share his M&A insight, including:

• The importance of timing and preparation
• His commitment to the lower middle market
• EdgePoint Capital’s ideal client
• Value of rep & warranties insurance
• An M&A forecast for 2024
• And more

Spending nearly three decades in California’s dynamic business environment, my guest, attorney Addison Adams, has become known as California’s go-to voice on mergers and acquisitions. 

In this episode, he’ll share his M&A expertise, including:

• M&A in California
• Non-Compete Agreements
• Bulk Sale Law
• Reps & Warranties Insurance
• Predictions for Next Year
• And more

My guest Bakari Akil is the founder of Graves Hall Capital, which seeks to buy and run businesses where owners and founders are seeking an exit.

Bakari will share his M&A journey and advice for enticing a seller to do business with you.

He’ll also cover:

• Why he believes buying companies is the best wealth building strategy
• What types of companies he’s looking for
• The role of reps & warranties insurance
• And more

That’s the mission of M&A advisory and exit planning consulting firm TobinLeff, whose founder David Tobin is here to speak with me in this episode. 

David will share how his firm builds relationships long before the deal and meets clients wherever they are in the M&A journey. 

He’ll also cover M&A in the professional services and marketing sector, his ideal client profile, and more.

My guest, investment banker Bill Snow, is the author of Mergers & Acquisitions for Dummies, an insider’s handbook about buying and selling companies.

In this episode, he’ll share his M&A expertise and give an inside look at the process of writing his book. 

He’ll also share the one tip that tests if your investment banker has the right negotiation skills for your deal—and give his take on reps and warranties insurance. 

But in this episode, we’re covering two essential products that can mitigate this risk: key person life insurance and excess disability insurance.

Here to speak with me is Lynne Rosenberg, President of Innovative Solutions, which provides broad market access to leading carriers of annuities, life, disability, and long term care insurance.

She’ll cover what businesses need to know about these products and how they can protect your employees, clients, and business. 

Patrick McMillan, CFO and Transaction Advisor at Amplēo, is here to share how sellers and buyers can leverage this tool for smoother transactions.

Patrick will cover:

• What is a quality of earnings report?
• Why is it different from an audit?
• How to tell a story with numbers
• M&A trends for this year
• And more

Malcolm Peace is the founder of Tsetserra Growth Partners, a firm that specializes in buying family-owned small businesses with established Texas legacies.

In this episode, he’ll share his M&A wisdom.

He’ll cover:

• His firm’s buy-and-hold strategy
• Working with B2B businesses in blue-collar industries
• Reps & warranties
• M&A predictions for this year
• And more

But what does it take to have generational impact on owners and founders?

Jeff May is the executive vice president of Carolina Acquisitions Partners, which was formed to fulfill a need in the underserved market segment of business owners without succession strategies. 

Jeff is here to share why planning an exit strategy is critical. 

As Jeff says, “Is your business ready for you to not come back tomorrow?”

We’ll also cover what Jeff looks for in a client, reps & warranties insurance, and more.

But what does it take to thrive in a massive tech industry marketplace?

In this episode, entrepreneur, author, and franchise owner Nate Lind gives an inside look at WebsiteClosers.com, which provides sell-side advisory and transactional services for tech companies in the lower middle market.

Nate will also share insights from his book Maximum Exit, which guides tech founders through the process of a clean exit.

In this episode, Joseph Durnford, who was recently inducted into the M&A Advisor Hall of Fame, will give his insight on that question.

As chairman and senior managing director of JD Merit, Joseph has seen market-transformational transactions.

He’s here to share his wisdom on all things M&A, from reps & warranties to his firm’s ideal clients.

That’s what Bob Goldsmith, Founder and President of Northern Edge Advisors, believes.

In this episode, Bob will unpack what Northern Edge Advisors brings to the table for the lower middle market.

He’ll also share:

• The importance of using a wide pool of buyers
• What it means to be long-term focused
• Why owners should start early with M&A
• And more

In this episode, I speak to Jonathan Saltzman, managing partner of Torque Capital Group, an independent sponsor that focuses on companies undergoing change or at inflection points where there are opportunities to create value.

Jonathan will share his insight on M&A for lower-middle-market automotive and manufacturing businesses.

He’ll cover:

• Why Torque Capital became an independent sponsor
• His experience with reps & warranties
• How current challenges in the auto industry affect M&A
• And more

In this episode, I’m joined by Peter Cook of Everingham & Kerr, a mergers and acquisitions advisory firm that specializes in providing intermediary services for lower-middle market companies and entrepreneurs.

Peter will share his philosophy around transparency and will also discuss:

• His take on reps & warranties insurance
• Insights from his firm’s 35-year history
• His firm’s ideal target
• 2023 predictions for M&A
• And more

In this episode, I’m joined by Doug McCormick, Managing Partner and Chief Investment Officer of HCI Equity Partners.

He’ll give an inside look at his firm, which partners with family and founder-owned manufacturing, services, and distribution companies in the lower middle market. 

Doug will break down his firm’s unique strategy that transforms businesses through 3 initiatives.

He’ll also share:

• Why human capital is a gamechanger
• How his firm’s history has shaped its strategy
• Why building a team is an art, not a science
• Insights about helping business owners build legacies
• And more

So how do you keep your client’s emotions in check during a high-stakes sale?

Alan Clark is here to share his perspective as a sell-side advisor helping clients exit their businesses. 

Alan also reveals why he thinks a common 2023 M&A prediction is wrong—and weighs in on a new sell-side reps & warranties product.

Ken Heuer of Kidd & Company is here to share the firm’s 3 core principles and how they make business decisions simple.

We also discuss

• What Kidd & Company brings to the table for the lower middle market
• The emergence of a new reps & warranties product to protect sellers
• And more

Kelcey Lehrich, co-founder and CEO of 365 Holdings, is here to share how he provides e-commerce brands with a permanent home when entrepreneurs are seeking an exit.

Kelcey also breaks down what makes consumer products thrive in the marketplace—and why you should treat e-commerce as a channel, not an industry.

“What strategy?,” you might think, “We just need to make more money.”

But a business without a strategy is destined for failure.

Especially in today’s changing world, where an unexpected crisis could derail your business.

And it’s not enough to set a strategy…

You have to execute it, too.

Liberty Company Insurance Brokers’ own Clint Tripodi is here to talk strategic planning facilitation and executive development. 

Clint will show you how to have a successful strategy session—and actually follow through on your plan.

In today’s digital world, there’s enormous opportunity in helping business owners embrace technology…

In this episode, I’m joined by Vinay Bachireddy, managing partner at Weave Growth Partners.

Weave Growth Partners is a Silicon Valley firm that backs owners and executives who want to make their businesses more customer-centric using technology and data science.

Vinay is here to discuss M&A with a tech focus, Silicon Valley trends for next year, and more.

What are the strategies of firms that operate in this way?

Ben Brown, founder of Alderman Enterprises, is here to share his perspective on M&A.

We discuss:

• Benefits of the buy & hold strategy
• Why his firm sticks to the lower middle market
• Ben’s take on reps & warranties insurance
• And more

But what does it take to become a leader in this area?

In this episode, I’m joined by Heather Madland of Huron Capital for an inside look at the firm.

We’ll also discuss:

• Opportunities in the service sector
• M&A in the Midwest
• The history of Huron Capital
• Heather’s take on reps & warranties insurance
• And more

In this episode, I’m joined by Richard Parker of Roy Street Advisors for an inside look at a sell-side firm.

We’ll also cover:

• Why the first offer isn’t always the best offer
• The importance of documentation
• Reps & warranties from a sell-side perspective
• M&A trends for 2023
• And more

You get the opportunity to aggressively scale family businesses…

In this episode, I’m joined by Justin Smith of LongWater Opportunities, a private equity firm based in the Midwest.

Justin’s firm has firsthand experience growing family businesses, and he’s here to share his expertise.

We’ll also cover:

• Why great management teams beat excellent business models every time
• Investing in the Midwest
• What Justin looks for in a business
• And more

Jamar Freeman of Moonshot Equity Partners is here to share his firm’s holistic approach to acquiring and building market-leading companies. 

Listen to learn:

• The 4 strategies that set Jamar’s firm apart
• The advantage of guaranteed payouts
• Jamar’s take on reps & warranties insurance
• M&A trend predictions for next year
• And more

Featuring one-on-one networking meetings with people hand-selected to match you…

This is an unbeatable opportunity to connect with someone and lay the groundwork for deals…

In this episode, Jeffrey Brooker, an organizer of the conference, is here to give you all the details on what to expect.

Jeffrey also gives insight into the role of an independent sponsor and how it differs from private equity.

It’s about the people who trust you with their business…

A business that represents generations of hard work—and a family’s legacy.

My guest Chris Parisi knows this well. At Carl Marks Advisors, which has been around since 1925, Chris secures clean exits for lower middle market business owners. 

In this episode, Chris shares some of Carl Marks Advisors’ storied history and reveals how he fights for the best outcomes for his clients.

And this episode’s guest, Sean Frank, is an expert on it.

As the founder of Cloud Equity Group, Sean invests in lower middle market companies in the web hosting and cloud-based infrastructure sectors.

Listen to find out:

• What Sean looks for in a company
• The problem with naming firms after the founder
• Sean’s investment strategies for the lower middle market
• How reps & warranties insurance has affected the cloud
• Cloud-based infrastructure predictions for 2023
• And more

And start thinking like investors?

For the lower middle market, this mindset shift is crucial for a clean exit. 

In this episode, I talk to Sly Buford, founder and CEO of Tenth Street Group, which specializes in helping lower middle market businesses grow, scale, and exit. Sly had an unconventional path to becoming an investor, and he’s here to share how he found M&A success.

Marty is a partner at Westbound Road, LLC and has over 30 years of experience in building and growing businesses. 

Listen to learn:

• How businesses can double revenue without increasing sales
• How owners can leave a legacy with their business
• Marty’s takes on M&A trends for 2022
• And more

But that’s where many business owners go wrong.

It might surprise you to hear that building trust with the opposing side is the key to securing your clean exit.

This episode’s guest, Alistair McBride, coaches business owners in the fine art of negotiating M&A deals. 

Alistair has seen deals succeed when business owners treat their opponent like their ally.

He calls this “the psychological edge of negotiation.”

In today’s episode, we discuss how you can use this idea to win over the other side and sell them your vision—so you can both close with maximum value.

Deborah is the Co-Founder and CEO of The CenterCap Group. The CenterCap Group, LLC, is a boutique investment bank providing strategic advisory, capital-raising, and consulting related services to public and private corporations, owners, operators and investment managers. They are exclusively focused on the real estate sector, with a deep understanding of what drives the industry and the relationships to back that up. 

Deborah says, “We are all things real estate and we haven’t strayed from that. Our whole goal is to be in the middle… if you think about real estate and you need an advisor, you should call us.”

Listen to learn: 

• Where the interest is in the real estate market right now
• Why looking at ESG in real estate long-term is now more important than ever
• Where The CenterCap Group is most dialed in and how they can help when it comes to long-term growth and valuation
• How reps and warranties insurance helps The CenterCap Group resolve differences to save deals 
• How the population shake up is creating real estate investment opportunities in 2022

Patrick Turner is the Managing Director of VSS. VSS is a private investment firm that invests in the information, business services, healthcare and education industries. Since 1987, VSS has partnered with lower middle-market companies to provide management teams with capital solutions to drive growth. 

Patrick says, “Our focus is on creating value in the companies we invest in. If you don’t grow [your company] you’ll lose it, you can’t stand still. We provide additions that help companies grow. Hopefully, we get involved with them and take them to a different level.”

Listen to this episode to learn:

• What Patrick sees as the key drivers in the current M&A market and how he thinks the investment horizon is changing
• How VSS differs from other private investment firms
• The top 3 industries they are looking to partner with
• His top 3 reasons for using reps and warranties in every deal
• And more

Halogen Ventures is a California-based Venture Capital fund focused on investing in early stage consumer technology startups with a female on the founding team.

Female led businesses represent a massive opportunity. They deliver higher ROI and deliver higher payouts on exits, but they are still having issues raising money. Halogen Ventures, led by Jesse Draper, is ready to change that by investing in companies creating technologies that are changing lives in the consumer space. 

Jennifer walks us through: 

• The key things that separate Halogen from all the other businesses out there, plus their hands-on strategy that supports the whole of every business they work with
• The 3 word marketing strategy Halogen uses to help women portray the unique gifts they bring to the table
• How they are jumping into women founded companies that support the changing way families live, work, and shop today
• The trends she sees coming for the rest of 2022 and beyond
• And more

James is the Managing Partner of KLH Capital, a private equity firm that focuses on serving family and founder-owned, lower middle-market companies throughout the United States.

M&A Source recognized KLH Capital as the Private Equity Firm of The Year in 2021. At KLH Capital, they are all about added growth and value and helping teams reach new levels of success. Listen to the rewind of this episode to learn:

• Why KLH Capital is focused on businesses at the intersection of realizing their value and reaching for growth
• Why overcoming the fear of technology is the secret to unlocking the potential of the family owned or entrepreneurial led business
• The key to creating partnerships that preserve a company's legacy
• The number 1 reason they use rep and warranty policies in virtually every deal
• And more

That’s why today, on M&A Masters, I am rewinding my conversation with Jessica Ginsberg. Jessica is the Director of Business Development for LFM Capital, a private equity firm founded by operators and engineers. At LFM Capital, manufacturing is all they do, with their focus turned toward investing in private, lower middle-market manufacturing companies in the United States and Canada. 

Listen as we rewind how LFM Capital is:

• Attracting top talent and leveraging partnerships to expand a critical piece of the United States economic landscape 
• Using the 5S philosophy to expand a manufacturing company's legacy 
• Creating trust through their jeans and pickup truck's approach and how that translates to  a virtual world
• Applying the use of reps and warranty as another layer in deal diligence
• And much more 

The second reason is in our conversation. Ryan and I dove deep into how ParkerGale uses a tool to actively measure culture to create improvements and make companies better places to work. As you probably know, culture is the biggest buzzword of the last few years. According to Caroline Castrillon, a contributor to Forbes, 2022 is the year of workplace culture—so this episode is worth another listen. 

Ryan says, “Culture is kind of a stew that’s created from a whole list of things… the combination of communication… consistency and then listening to your organization.”

Listen to learn:

• The unique way ParkerGale approaches deals, and how they are using transparency to circumvent surprises
• Which aspects of company culture are the most measurable, maintainable, and ripe for improvement 
• How they use reps and warranties as a release valve for seller pressure 
• The explosion of software and technology in a post pandemic era
• What the ideal ParkerGale target company looks like 
• And more

We asked Suzanne how she felt about these honors, she said, “Companies outperform when they have diversity in their leadership ranks and when they have diversity on a board. So that’s both gender and ethnic and experience. I actually attribute some, a lot, of our success at Kinzie to that and not because I’m a woman and I have an ethnic background, but more when you look at our entire team and you see the different experiences we’ve had.” 

Listen as she walks us though: 

• What’s unique about Kinzie—what the Kinzie formula is and how it helps companies execute their vision
• Putting the formula into action, how Kinzie helped one company double its EBITDA in a very short period
• The beauty of reps and warranty insurance: a middleman between buyer and seller
• Women in finance forging the future
• And much more

Jon says, “As we were building the network, and our practice was evolving, what we like to think was our secret sauce was our ability to introduce investment opportunities to our network of capital partners.”

Listen, as I rewind this episode of Jon walking us through:

• The lightbulb moment that led to the discovery of their secret sauce
• How independent sponsors differ from private equity investors and how they're bringing greater value to their capital partner relationships.
• Creative solutions to offloading the friction in deals (including his use of rep and warranty insurance)

Established in 2006, Boyne Capital takes a different approach to investing—one that forges lasting and collaborative relationships with companies whose founders and families are still deeply involved in growing their businesses. It’s a term they call a value cultivator approach.

Renny says, “Partnership is extremely important to us. The fit is important because this is going to be a long-term partnership to grow this thing together and make it bigger and better for everyone.”

Listen to discover:

• How to propel family-owned businesses to the next level—partnering NOW to prosper in the future
• Boyne Capital’s unique value cultivator approach to the lower middle market—building the right team through focusing on relationships, recruiting, and retention
• Why they feel that Rep & Warranty Insurance is an important component for their deals
• And much more

Laurin says, “Culture is more and more seen as that differentiator within an industry to say we have a strong culture where people want to work.” 

Listen as she walks us through:

• Three ways to acknowledge (and counter) the survive or thrive mindset of change and help an organization move forward 
• The key to the path forward when integrating organizations with varying cultures—she’ll share a case study of the positive results they achieved (with long-time rival companies) 
• The monumental shift in the talent pool—what’s behind it 
• One of the most overlooked things most miss when planning integration and catalysts for forward momentum
• And much more

Listen to this special rewind episode as Domenic walks us through:

• Too big to be small and too small to be enterprise: why Sun Acquisitions loves the lower middle market
• The secret to uncovering opportunities on both the buy-side and the sell-side
• How to avoid the number one pitfall to getting deals done
• And much more

I think it’s worth revisiting this episode for two reasons. 1) Dena’s name appeared on Mergers and Acquisitions Magazine’s list of the Top 25 Most Influential Women in Mid Market M&A. 2) Her company, Align, is unique in their commitment to the lower middle market—a vast marketplace that is highly underserved. By bringing their expertise to the owners and founders they help them discover:

• Key strategies for unearthing opportunities at the inflection point
• How Align positions a company to put its best face forward—bringing Wall Street resources into smaller deals
• The secret strategy that is the real “art of the deal” 
• And more

Samantha says, “I found that there is this segment of outlier companies and CEOs who are looking for something a little bit different. We cater a lot to the CEOs. We always ask ‘what can we do for you?’ It builds trust, but it’s also very genuine… we really want to know.”

Listen as she walks us through:

• How her non-traditional background led to a unique approach for the Ouroboros Group
• Two atypical things they focus on to take a company to the next level (post buyout)
• The 3 algorithmic strategies they use to find deals
• The key to developing organic partnerships
• And much more

Novota’s mission is to empower general partners in the private market to collect, analyze, and report relevant ESG data. 

Lorraine says, “ESG is evolving. Novata offers a standard process for analysis... using metrics most applicable to the private market.”

As ESG begins permeating the private sectors, it’s becoming top of mind for investors and in the boardroom. Listen as Lorraine walks us through:

• How Novata assists general partners and private companies in collecting, analyzing and reporting relevant ESG data
• The reporting on-ramp Novata has created - a technology platform which includes a library of metrics and guidance, where GPs can select the most relevant disclosures for their portfolio companies
• What she believes will be the biggest focus of data analysis for 2022 (Hint: ESG isn’t going away)
• And more

We are talking with Gus about CFC's exciting new product launch, Transaction Liability Private Enterprise (TLPE). 

Gus says, “Reps and warranties insurance is currently Wall Street and we want to make it Main Street with TLPE.” He’ll break this new product down for us and tell us:

• How TLPE creates groundbreaking opportunities in micro markets
• 5 Key TLPE coverage highlights
• 3 key points to making TLPE work 
• And more

As federal legalization inches ever closer, we invited him on the show to discuss the ins and outs and the rise of M&A in the world of cannabis.

Listen as he walks us through:

• Improvements are happening and usage is up, but what challenges lie ahead for M&A in the cannabis industry
• How cannabis regulations affect deals and why buyer/seller trust is everything
• What trends he sees coming in the cannabis M&A market for 2022 and beyond and his advice to first-time buyers in the market 
• And much more

NCK Capital acquires controlling interests in lower-middle market companies and takes them to the next level with “right-fit” capital structures, inspiring management incentives, and nurturing support.

Michael says, “We love the lower middle market. It’s a great place to build value…” Listen as he

walks us through: 

• Why NCK Capital loves the lower-middle market, their unique perspective and target markets
• Three rules to ensure success in lower-middle market deals
• Their secrets for fostering organic growth, and (long term) focused wealth creation
• And much more

Colonnade Advisors is a boutique investment banking firm that specializes in merger and acquisition advisory services, providing financial advice to business owners interested in selling their companies, buying competitors, and raising capital. Gina was employee number one at Colonnade, then left to pursue other interests. She returned to Colonnade Advisors as a Managing Director in 2014.

Despite overlap between our practices, there are a lot of parallels going forward and I think you will greatly benefit from this episode. 

Listen as we talk about:

• The critical element to managing expectations
• The truth behind valuation and how to get the best price for your company
• Gina’s take on the new reps and warranties offerings and what’s coming for 2022 in the industry
• And much more

Codie says, “If you have the mindset to be an entrepreneur and to get to go and grind and build your own thing, you have the ability to be a deal maker, and to buy businesses, period.”

We chat with Codie about the abundance of opportunities to buy small businesses right now, as well as…

• The commoditization of buying businesses
• The timeline of businesses on the market
• The Laundromat Model
• The 9 Steps to Buying a Business, including the mindset required to close the deal
• The magic of “Deal-maker glasses” and seeing opportunities everywhere
• And more

The Principium Group is one of the most recognized names in lawn and landscape mergers & acquisitions, or as I say, the Match.com of landscaping, one of those niches hiding in plain sight in M&A. 

This is an exciting area in the industry, so listen in as Ron walks us through:

• How The Principium Group joins buyers and sellers to create a more positive experience for both sides
• Where the biggest demand is in lawn and landscape M&A (and what is driving it)
• How technology is changing the industry
• What trends he sees coming for 2022 and beyond
• And much more

Skip is a General Partner of NewSpring Capital and founder of the firm’s dedicated buyout strategy, NewSpring Holdings, and was recently featured in Mergers & Acquisitions Magazine.

For over 20 years, NewSpring Capital has been seizing compelling opportunities and offering a fresh approach to building businesses in the lower middle market. There’s a lot more to them than meets the eye and we have just the right person to walk us through it, so listen and discover:

• Capital solutions across five distinct strategies
• NewSprings Holdings’ ideal targets
• Upcoming trends for 2022 and beyond
• And more

Today we are talking with Gus about CFC's exciting new product launch, Transaction Liability Private Enterprise (TLPE). 

Gus says, “Reps and warranties insurance is currently Wall Street and we want to make it Main Street with TLPE.” He’ll break this new product down for us and tell us:

• How TLPE creates groundbreaking opportunities in micro markets
• 5 Key TLPE coverage highlights
• 3 key points to making TLPE work 
• And more

Jordan tells us about his path to Montage Partners, the interesting meaning behind their company name, and how it reflects both who they are and the companies they seek to invest in, as well as:

• Key strategies for selecting investments
• The biggest driver in successful partnerships
• Which questions you should ask to assure a deal is a cultural fit
• And more

Today we sit down with him to talk about the recently released Spring 2021 BDO Private Capital Pulse Survey Report. The survey polled 100 private equity and 100 venture capital middle-market fund managers across the United States.

On the show, Scott talks about the key takeaways from the report and offers his insights into: 

• The current key M&A drivers
• The 3 top impacts of Covid-19 on deal making
• The biggest tax concern for fund managers
• The biggest surprise in the report
• And more

We chat with Tom about the inspiration behind 10 Point Capital, and the meaning behind their brand name, as well as:

• The one key thing they look for when partnering with a brand
• 5 things that determine which brands will be successful
• How to master building rapport with potential clients
• Franchise investing post pandemic
• And more

Giving clients the experience of an institutional sized team at the boutique level, Altacrest Capital’s focus on e-commerce has been even more fine-tuned in the virtual world of COVID.

We chat with Brien about his journey from big companies to lower middle markets, as well as:

• Building an investment thesis around e-commerce
• Flexibility and strengths of being an independent sponsor 
• Growth in the e-commerce industry
• Risk and cost in transactions
• The e-commerce markets that will continue to grow post-COVID
• And more

From a young age, Domenic had an itch to own his own business. In discussing why he chose the details of Sun Acquisitions, Domenic says, “Quite frankly, I love the lower middle market. They have more sophistication, more infrastructure, but they don’t necessarily have the money for the advisory groups...so they need firms like ours.”

We chat with Domenic about his path to owning Sun Acquisitions, as well as: 

• The ideal client both on the buy-side and sell-side
• Encouraging empathy in M&A
• Experiences with rep and warranty
• The importance of preparation when it comes to transactions
• Using podcasts to help spread information
• And more

“Let’s just be transparent, and let’s just give everyone the answers to the test,” Ryan says of the empathy he has learned in the market - take the competitive advantage off the table and make it about the people. 

We chat with Ryan about his journey to building a successful company and culture in ParkerGale, as well as: 

• The excitement of working in the lower middle market 
• The importance and art of measuring culture
• How a “Chief Worry Officer” can fit into risk decisions and dynamics
• Buyer diligence and reps and warranties
• The future of software post-pandemic 
• And more

Listen now...

We chat with Todd about what inspired him to build Clavis, and where the name Clavis even came from, as well as:

• The successful effects of the independent sponsor model
• The importance of strategy for growing businesses 
• Building a company culture that sets you apart
• How the rapid advancement of technology can be used for market benefit
• Rep and warranty policies 
• And more 

Brooke tells us about how Prudential is more than just a bank – it has a commitment to the lower middle market that might surprise some listeners. Prudential Private Capital focuses more on debt and minority equity, and acts as the private capital arm of the larger Prudential institution. 

We chat with Brooke about what Prudential Private Capital brings to the table, as well as:

• Minority equity and mezzanine debt 
• The Prudential Private Capital ideal client 
• Investing in growth and being there for the long-term relationship
• Important misunderstandings to avoid 
• Optimism for the M&A world Post-COVID 
• And more

Jon says, of this independent sponsor relationship, “Many of these sellers are selling their baby – this has been, and will be, their legacy. Finding independent sponsors who are really appreciative of that is a big part of what we look for in our network for the clients that we want to be working with.”

We discuss the importance of building a network and prioritizing the independent sponsor relationships, as well as:

• The difference between independent sponsors and other buyers
• Perceptions of private equity
• Finding creative ways and best practices to partner with independent sponsors
• The ideal client of the independent sponsor community
• Hybrid models of independent sponsors and private equity funds
• And more

Scott did not start off in private equity – he studied at the United States Military Academy at West Point, started business school after serving in the Army, and then finally found his private equity calling after working as a consultant. He started recruiting heavily for the middle market, and has now been with Sterling for seven years making investments in the industrial sector. 

We chat with Scott about his path to The Sterling Group, as well as: 

• The competition of the private equity market
• Establishing longevity in a growing industry
• Finding excitement in investing in “unsexy” markets
• Simplifying life-changing events
• The predictions for industrial markets and partners after the pandemic
• And more

We chat about the underlying goal of improving the healthcare system, as well as:

• Providing access to vulnerable populations, including those with disabilities
• Asking the important questions about the future of healthcare
• How Council Capital identifies businesses that will scale
• Maintaining the highest quality even when businesses grow and expand
• The difference between venture capital and private equity
• And more

Dena says, “When we sit down with clients, we start creating the investment thesis, helping them make that decision. We help them really analyze all their options and what they all mean, then we have it reflect their personal needs, because 99.9% of our clients are owner-operated businesses. Quality of life and success all have to be considered in addition to what opportunities the market can avail. We align those two dynamics, and then the clients will get excited about it.”

We discuss the ability for companies to grow organically, as well as:

• What happens when business owners reach their inflection point
• Helping sellers understand the science of the deal
• Cultivating relationships with investors to better serve as an intermediary
• The greatest resource for both buyers and sellers
• Women in the M&A workforce and the opportunity to offer value and see more diversity 
• And more

“We're always thinking, ‘How do we add value? How do we help teams be more successful? How do we help them grow? And, what do we have to do to make that happen?’”, says James.

We chat about KLH’s firsthand experience with buying, as well as:

• Unlocking the potential of successful family-owned businesses
• Offering leadership development services to transition ownership
• Investing in technology to make more data-driven decisions
• Establishing a better paradigm with Reps and Warranties
• And more

We chat about growing organically with lead generation, as well as:

• Entering finance from marketing and what her experience brings to acquisitions
• Finding differentiation by committing to investment without the intention to sell
• The intrinsic desire to be heavily involved with operations
• Reaching sellers with a midwestern approach, by offering resources and information 
• Evergreen tools and content marketing to educate sellers 
• And more

We chat about what dangers to be aware of during a sale, as well as:

• How to strategically leverage debt
• The natural and inevitable expansion of buyers in the market
• How to maximize your value with multiple bidders
• Who to involve during negotiations in order to retain companies’ employees
• M&A is not DIY - how to keep your coveted information private
• And more

“We're identifying businesses that we believe would be quite attractive investment candidates. We look at financials and the competitive landscape while our executive partners look at operational issues and how well their background and skill set match up with that business. When those two things come together, the operator sees an opportunity to leverage or strengthen experiences and we see a great acquisition candidate,” says Dan.

We speak with Dan about giving sellers more comfort and confidence during transactions, as well as:

• Preparing for changes in leadership with the Executive Partner Program
• The need to quickly implement new software and systems
• Creating opportunities for organic growth using the expertise of the new executives
• And more

We chat about the trends toward software investing, as well as:

• The mindset behind the name of a company
• Sampford’s laser focus on the middle market to outperform their competitors
• Understanding the nuances of businesses in the lower middle market
• Fostering private equity relationships
• Reps and Warranties and the choices behind insuring transactions
• And more

Brett graduated from McGill University with a finance and accounting degree and has over 20 years of investment and advisor experience, with over 15 years specifically focused on the U.S. private small and medium-sized business marketplace. He chairs Star Mountain’s Charitable Foundation which supports the career development of women, veterans, and athletes, as well as health & wellness initiatives, including cancer research. 

We chat with Brett about the surprises that have come out of the pandemic, as well as:

• The influence of growing up in a small town on his company today
• Learning from those who are already immersed in the financial culture
• The Utility Curve of Money
• The North Star of the company and their guiding values
• Impact Investing
• And more

Peter says, “The whole idea behind Axial was to develop a trusted platform on the internet where buyers and sellers of lower middle market businesses can find, connect with, and be found by one another at the right points in time, and on the right opportunities.”

We chat about the origins and philosophy of Axial as well as:

• The big differences between the lower middle market and the venture capital community
• The common practices of evolving out of the lower middle market
• 10,000+ PE-backed portfolio companies looking for an add-on target
• Navigating the overabundance of choices in the LMM
• Trends to watch in 2021— retail 2.0 and the rise of independent sponsors and individual buyers
• And more

Codie says, “If you have the mindset to be an entrepreneur and to get to go and grind and build your own thing, you have the ability to be a deal maker, and to buy businesses, period.”

We chat with Codie about the abundance of opportunities to buy small businesses right now, as well as…

• The commoditization of buying businesses
• The timeline of businesses on the market
• The Laundromat Model
• The 9 Steps to Buying a Business, including the mindset required to close the deal
• The magic of “Deal-maker glasses” and seeing opportunities everywhere
• And more

“It's a more complicated logistical process to get a deal done virtually, so I think you have to take a deep breath and just remember that there are a lot of parties involved that have different comfort levels. And, during these wild times, it might take another couple weeks to get a deal closed, but just remember what the finish line is and work hard to get there”, says Jessica.

We chat about experiencing the manufacturing renaissance, as well as:

• Offering creative solutions for small business owners
• Honoring the expectations of manufacturing owners
• Overcoming obstacles to building trust online
• Virtual manufacturing meetings and remote decision making
• And more

Sean says, “Let's buy companies that truly fit the mold of what we're trying to build, and not try to force a financial engineering situation.”

We chat about upholding a family legacy, as well as:

• Forming strategic partnerships
• The precision manufacturing and machine market 
• Structuring responsibly for sustainable growth
• Transparency and trust for better transactions
• And more

Sean says, “It's pretty systematized when you handle the volume of transactions that we handle, you figure out what works and what doesn't work. And through the course of the 180 plus transactions that we've done, we've figured out the playbook that works. And there are different playbooks that work for different situations. We've got these different playbooks that we're able to slot into different scenarios, and it helps to have had the reps and to have made mistakes and learn from them and improve the process as a result.”

We chat about applying strategies to various transactions, as well as:

• The ideal targets for the different J2 global segments
• Pressing pause at the start of the pandemic to clarify processes
• Warranty policies on transactions
• Fourth quarter 2020 and first quarter 2021 expectations
• And more

“Really the start of Kinzie was based on an investment thesis around taking companies that were necessary for the economy, were going through some type of transition, and maybe had some age on them with regards to operations and technology, and being able to handhold, and through governance and technology initiatives, create more efficiencies, and also make sure that the infrastructure is in place to really take a company to the next step and think about growing. That was really our thesis,” says Suzanne.

We chat about Suzanne’s journey in the financial sector, as well as:

• Kinzie’s commitment to the lower-middle market

• The Kinzie Formula: av=f(K+O)T© — wherein accelerated value creation (av) is a function (f) of capital and operational improvement (K+O), compounded by technology (T)

• Her experience with rep and warranty insurance

• Her perspective on the future for women in finance

• And more

“There are quite a few skeptics about the role of marcomms within an M&A transaction, even to the point of saying that the brand isn't important,” says Peter. “So, I did a little experiment: In a room of 50-60 people, I asked everybody to put up their hands if they had chosen their wristwatch because of the brand. They all had. Then I asked them if they’d chosen their car because of the brand. They all had. These people were very brand savvy, but couldn't quite transition this thought, this appeal, this attraction of a brand, from the consumer environment to the B2B environment, which is where they're living on a day to day basis.”

We chat in detail about:

• Legacy issues and the challenge they pose to marcomms post-acquisition

• Implementing cultural values and brand messaging

• Utilizing employees as brand ambassadors in messaging

• Why cultural integration is a blind spot in M&A

• Structuring multi-brand portfolios

• The power of 3— Where 3 words can change everything

• The future of energy

• New tools to measure the intangible

• And more

“I think, coming in, we represent what we're oftentimes looking at in portfolio companies and potential prospects. There's a very diverse group of people working at the majority of these companies, so when we can reflect that back to them, and relate to them each in their own way, I think that it gives us an advantage,” says Heather about the unique perspective of women in M&A.

We chat about Heather’s journey from running a company to private equity, as well as: 

• What women bring to the table in M&A, specifically in private equity

• Team dynamics with women in M&A

• Why women are underrepresented in private equity

• And more

“At Culper, we're investing in middle-market businesses. We focus on things that we can see and touch. We will make debt investments where we're riding along with a BDC or a traditional lending company, but we really focus in on the platform equity side where we're putting our own money to work, along with our business partners, to find bespoke opportunities where it's well beyond the capital deployed,” says Adam.

We chat about what led Adam to a career in private equity, as well as:

• Why private equity is often viewed cynically

• Incentivizing those involved in an M&A deal from a cultural and a value perspective

• Culper’s ideal profile for an investment target

• How COVID could affect M&A moving into 2021

• And more

His firm helps optimize key valuation drivers during M&A negotiations to maximize the money owners and founders take home.

In one case, he and his team were able to reengineer a $30 million offer… into a $100 million offer. We talk about the three things they did to make it happen and the audits they perform on clients, as well as…

• The key metrics that predict higher valuations

• Acquisition trends with PE firms you should be watching

• Two insurance products you should have in place for any deal

• The biggest misconception many founders hang on to

• And more 

Over his years in the industry, he’s seen a sea change in how PE firms go after potential targets, from “smiling and dialing” to using CRMs and data to guide their strategy.

He talks about other elements of his approach to potential acquisitions, including how he always has a value proposition in mind when making contact. 

Part of that strategy derives from the fact that many of the ClearLight team have actually run companies and know the reality of operating a business – they’re not investors working in a vacuum.

We talk about that, as well as…

• Why 75% of companies utilize rep and warranty insurance

• The reason they focus on lower middle market companies

• The ideal target profile they’ve identified – and how it’s evolved over time

• Where he and his partners see the greatest opportunity right now

• And more

In this episode we talk about his original prediction and how it has manifested today.

Sander, of Greenspoon Marder LLP,  says the current economic crisis is similar to what happened in 2008/09 but also quite different in key aspects, including the cause and how the presence of trillions of dollars of dry powder means there is actually money to invest this time around.

Sander shares how he’s advising his M&A clients right now, and we also talk about…

• What he thinks will happen in Q3

• Why companies can’t “wait out” the pandemic – and what they must do now

• How to account for legal and regulatory uncertainty going forward

• A unique insurance product – perfect for the pandemic – that transfers risk

• And more

Formerly with DLA Piper, Louis founded his boutique law firm, L2 Counsel, to serve the unique needs of entrepreneurs and investors, specifically those young founders in the early startup phase.

 
He talks about that work as well as the changing role of data, technology, and IP in deals.

Tune in to discover…

• How rep and warranty insurance has changed the game

• Avoiding “extra” tax liabilities as a seller – and how counsel can help

• The biggest mistakes companies and founders make with IP

• What the future of M&A looks like in a post-pandemic world

• And more

“We really view ourselves as a partner to our clients,” says Laura. “We want to feel like an extension of their team. You know that we're just a couple offices down, so we've really earned the reputation for being the trusted partner of choice for private investment advisors and managers who are seeking that quality, personalized service provided by a team of experienced professionals. Our mission has always been to protect investors and reduce risk in the global financial system.”

We chat more about Strait Capital, as well as:

• The importance of partnership

• Common challenges for clients in the middle market

• What type of clients Strait seeks and why

• M&A trends in light of COVID-19

• And more

And the role of credit insurance, which has vastly improved since the days of the Great Recession, is often overlooked… yet will be vital to recovery after countries – and the companies in them – exit lockdown.

Jo Bennett-Coles, managing director of FGI Finance, a global leader in domestic and international finance for mid-sized companies, gives us the lowdown on credit insurance, including when you need it, how it works, and the many varieties of coverage available. 

This type of coverage gets a bad rap in some circles. Jo dispels the myths and offers some best practices. 

Tune in to find out…

• Why credit insurance is a powerful tool for private equity

• Services credit insurers provide that will surprise you

• How credit insurance fits in with M&A

• The biggest mistake companies make with credit insurance

• And more

It can be a stressful process… and certainly not the time to “wing it.”

As Alex explains, they use a change management model called ADKAR to shepherd organizations and people through times of transition, get buy in, and make sure new policies and procedures “stick.” 

We get into detail on that, as well as…

• Strategies for integrating vastly different company cultures (and customer bases)

• COVID and post-COVID communications strategies

• What they do when deal details leak 

• How they balance confidentiality and the need to share information

• And more

As Global COO, London-based Alex MacLaverty guides the growth of this ambitious agency. Part of that growth has been through recent strategic acquisitions of complementary PR agencies. 

Alex explains why they chose those specific agencies, how it will change their business, and why they had never met the team at one of the firms before the sale.

We also talk about how they handled integrating two teams when they bought the other firm so that they had a running start when the deal was signed.

In both cases, Alex and her colleagues were guided by a change management model known as ADKAR. 

In our talk, she explains the five parts of that strategy and why it’s key to follow in times of large-scale changes in an organization to ensure all the key players have the right mindset going forward.

Tune in for all the details on that, as well as…

• The biggest drivers of their strategic acquisitions

• How they prevented client attrition
   
• Why they don’t forget the people side of acquisitions – and how that impacts operations

• What they do to get buy-in at a “deep level” from new team members

• And more

“Our whole goal is to take a successful business that has a strong management team that is looking for some sort of succession plan, if it's taking equity out of the business and slowing down, or just growing that business to the next level because they can't. That's one of the things that I find appealing from these businesses in the Midwest is you get to find somebody who's talented, took an idea, and grew a successful company. But when they can say, I just don't know how to get to the next level, and I need some help, those are the types of relationships we're looking for,” says Christie.

We chat more about Christie’s career and Great Range Capital, as well as:

• Helping already successful businesses in the lower-middle market grow to the next level

• Rep and warranty insurance

• Upcoming trends in M&A

• The importance of acknowledging the emotional aspect of selling a business 

• And more

Ben got his start in banking in London before coming to the US to attend SMU in Dallas. After completing business school, he went on to work in finance at American Airways before ultimately being brought on at Baymark Partners. Andy got his start in accounting, earning a CPA before moving into private equity at Energy Spectrum. He also went on to attend SMU, where he earned an MBA before being presented with the opportunity to work with Baymark.

We chat about private equity and working in the lower middle market, as well as…

• What a private equity firm can do for an owner-founder

• How rep and warranty insurance is changing

• Opportunities for minority investments

• How Baymark is going about navigating the uncertainty imposed by COVID-19

• And more

He says it’s all about the leaders at these companies and their commitment to making a difference to their people and the communities they’re in.

At WILsquare, they help create value through hands-on work with carefully selected businesses. It’s a level of service you won’t get at “brand-name” PE firms.

We take a deep dive into that topic, the post-pandemic M&A scene, and…

• The first place they look for future investment in a business
   
• 3+ questions they ask about every company they work with

• Why they view Representations and Warranty insurance as imperative

• Their management philosophy and how it differs from other PE firms

• And more

But as a boutique firm, he’s able to work closely with owners and founders of what are often family-owned businesses. 

Trevor says Buyers and Sellers at this level are savvy and smart – a pleasure to work with.

He talks about the biggest benefits a small firm like his can offer companies, including quick response times. Tune in to get all the details on that, as well as…

• The last person you should hire to shepherd the sale of your business

• Strategies for balancing risk and the cost of appropriate insurance 

• One of the most “dangerous” potential liabilities for companies today

• The biggest obstacle to closing a deal – and how to overcome it

• And more

Chairman and CEO Michael Butler explains how they help “stage the house” for a company about to go to market, including the financial, legal, and operational aspects, among others. 

We also talk about Michael’s unique take on the current financial crisis, including the key differences between what’s happening today and what happened in the Great Recession of 2008 and 2009. He says he’s optimistic about a quick turnaround… including a significant increase in M&A activity this summer.

We go into depth on the reason for that pickup, as well as…

• The underlying factors that make the quick upturn in the economy likely

• Personal financial planning an M&A deal – and how to minimize tax obligations
   
• What companies should be doing right now in the downturn to spot opportunity

• The role of Representations and Warranty insurance – and why it’s become a must-have in deals today

• And more 

Gaurav and I met when he engaged Rubicon to provide rep and warrant insurance for a client of his that was being acquired by his commercial partner. Ultimately, the deal closed, but what stood out to me and the reason Gaurav is on the show, were the lessons on the role of an investment banker in an M&A deal. 

We’ll chat with Gaurav about what it’s like to work in the middle-market, the types of services he offers that set him apart, as well as…

• The common themes of M&A processes

• How he manages to reach out to 100+ people per deal

• Gaurav’s ideal client profile, and how he narrowed it down

• When to reach out to an investment banker in the M&A process

• And more

Entourage Effect is a unique private equity firm as it was the first to focus exclusively on the cannabis industry. Since 2014, Entourage Effect has invested over 100 million dollars in over 40 companies!

We’ll chat with Codie about how she got into the cannabis industry, what sets Entourage Effect apart from other private equity firms, as well as…

• The entourage effect

• What potential investors should ask about cannabis

• The way cannabis is viewed as an investment

• What makes cannabis different than other agricultural products in terms of due diligence and the M&A process

• Entourage Effect’s ideal target market

• And more

“I think if you’re not using social media, it can be overwhelming with which platform to choose,” says Tash, when asked about what Instagram is and how it’s different from other mediums. 

We’ll talk with Tash and Viv about how to learn about Instagram, why Instagram is an important business tool, and… 

• The true difference between Facebook and Instagram

• How to create trust and engagement with your brand on Instagram

• Why Instagram is great for targeting individuals in the financial sector-- such as private equity, brokers, investors, and business owners

• Why you need an ideal client profile

• The impact of good content, as well as…

• The importance of monthly analytics

We’ll chat about why LinkedIn doesn’t work for 51 Labs’ target market, the biggest mistakes people make when marketing on LinkedIn, and how to be front of mind to the advisor community…

As well as:

• Being the go-to marketing firm for the lower-middle market
• LinkedIn engagement strategies
• Using Vlogs in your marketing strategy, and
• Sourcing deals from LinkedIn

“Our ideas are muscle, and so we put that behind companies to help them grow and become a bigger and better version of what they were,” says Bud on the topic of how Valesco came to be. 

We’ll chat about Valesco’s primary markets, value-added distributions, and…

• Moral and ethical commitments

• Banishing preconceived notions

• M&A trends

• Rep & Warranty

In our chat, Vania shares with us the fine line between being able to have the formal, polished side of the business in conjunction with the creative and operational side.

Vania also chats about the areas she specializes in, and…

• Streaming services

• The emergence of technology in the media and entertainment world

• Her ideal client profile (and why it matters), and 

• Building relationships with managers and founders

Bart Vossen of Houston-based SGR Energy shares how upcoming regulations are impacting the industry, as well as why the company looks beyond U.S. borders for most of its customers.

We also chat about mergers and acquisitions in the industry, talking about some prime targets SGR considers and how they conduct acquisitions, as well as where the company is headed in 10 years – they have some big goals, for sure.

Tune in to find out…

• The biggest obstacle to growth they’re working on this year
• The product mix that sets them apart from the competition
• The difference between upstream, midstream, and downstream
• Energy trends in the Caribbean and Central America
• And more

But for middle-market companies, this is a tricky proposition. The management team is running the business… they don’t have time to research potential targets, negotiate price and terms, and all the rest that goes with an M&A deal.

Pejman Makhfi, the founder of Silicon Valley-based Synrgix, which provides a process management system to support growth through acquisition for middle-market companies, has a solution. And it’s vital that it’s implemented now because data shows that mid-market companies that aren’t acquisitive are likely to fail.

Tune in to find out…

• One thing any CEO or CFO must know to manage M&A deals
• How to manage ongoing M&A activity with minimum impact on resources
• A strategy to balance organic growth and growth through acquisition
• Why lack of resources doesn’t have to mean stalled growth
• And more

This time we’ll be covering the Buyer’s side of the transaction with Rob Joyce from Broadtree. (Be sure to check out my conversation with Steven Epstein of RedCAT here.)

Importantly, Representations and Warranty insurance was a crucial part of this deal. Broadtree wasn’t too thrilled about having this coverage in place at first, but, as Rob notes in our conversation, they did eventually come on board. 

We talk about the initial reluctance to get R&W insurance… what changed their mind… and how this coverage changed the dynamics of the deal dramatically, as well as…

• How the due diligence process was delayed because of two key factors (this is something unique to this size of company and industry)
• The total cost of Rep and Warranty coverage – how it breaks down and who pays for it 
• Why they saw RedCAT as a worthwhile acquisition (great clues for startups here)
• The sticking points that delayed the deal along the way – and how they could have been avoided
• And more 

They were recently funded by PE firm Broadtree Partners.

Specifically, we’ll be looking at how Representations and Warranty (R&W) insurance played a key role in the transaction. What’s interesting is that RedCAT would not have been eligible to use R&W coverage to be reimbursed by a third-party – the insurer – if there had been any breach in the Seller’s reps. 

We’ll talk about why insurers were willing to play ball now and how that could impact whether or not you can use R&W insurance on your next deal, as well as…

• Why one of their partners insisted on R&W insurance – and the Buyer said yes
• What they did to find a Seller who matched their philosophy
• The biggest thing he would have done differently prior to the sale
• The top benefits of R&W coverage and the surprising impact they had on the deal 
• And more

Austin Leo, VP of USI Insurance Services, highlights a specialized type of insurance, once reserved for large manufacturers, that can help larger companies identify who to do business with… especially those with the least risk of going under before they pay their bills. 

And that’s just one benefit.

It’s a great example of insurance coverage that adds tangible monetary value… even when you don’t have a claim. Austin walks us through the many ways these policies help and how they work in real-world terms.

Tune in to find out…

• A strategy to prepare for a gap in your accounts receivable
• A “backdoor” way to get information on potential clients
• How to increase sales with insurance 
• Why lenders love this insurance – and are ready to spread the love to you
• And more

Listen now...

He shares what trends he sees that point to this potential slowdown, as well as how Buyers and Sellers approach M&A deals to account for it. 

Colin says that Strategic Buyers are being quite selective in companies they target, and tend to go after the company aggressively once they “fall in love,” wanting to move quickly and are willing to pay a premium. 

This is in contrast to Financial Buyers (like private equity PE firms) who may have a wider appetite for acquisition targets, but factor into their analysis the possibility that values may level-off or decline due to an economic slowdown or other factors – they are mindful of the potential downside when pricing a target. 

In our conversation, we take a deep dive into the above concepts, as well as…

• The type of revenue that is most attractive to Financial Buyers
• What drives real value in data processing companies;
• Who’s buying IT services companies today;
• The disconnect between Buyers and Sellers in the IT services space;
• And more

Jacob Whitish is the San Francisco-based vice consul for financial services for the U.K.’s Department for International Trade. And he doesn’t just work with U.K. companies looking into the U.S. but also American companies looking to expand in the other direction. 

We chat about the unique challenges – and benefits – of these sorts of cross border acquisitions, including… 

• Why Silicon Valley is an attractive market (and why Boise or Boston could be a better fit for certain companies)
• The most attractive U.S. acquisition targets for companies looking to accelerate into new markets quickly
• What win-win deals in multinational expansion look like
• Matching resources and business goals to a geographic region
• And more

But cross-border deals with foreign buyers aren’t without their pitfalls, especially with newly enacted regulatory and anti-trust and merger controls – at that’s just the start. Just look at what is happening with Chinese telecom giant Huawei.

Cross-border M&A is far from a done deal. Foreign companies are still acquiring U.S. companies, says Craig, but just engaging experts like his company to shepherd the transaction.

We talk about where cross-border M&A is headed in 2019 and beyond, as well as…

• The two biggest concerns in cross-border deals
• How changes at CFIUS have vastly changed the playing field
• When a cross border deal isn’t really a cross border deal – and why
• How American companies are taking advantage of Asian company’s hesitancy
• And more

But, says Nate Gallon, managing partner of the Silicon Valley office of Hogan Lovells, there’s a way to avoid that fate… because the shareholders will be contractually obligated to vote “yes” on the sale. This provision is well-known in the world of Private Equity and Venture Capital but not elsewhere.

Nate talks about how to lay the legal groundwork to make this strategy work, as well as…

• Why you have to look at the Liquidation Waterfall
• How to ensure that small shareholders don’t sabotage a closing
• The best person to provide you with this provision (if you don’t have it already and don’t even know)
• The dangers of appraisal rights claims
• And more

But drones are serious business, says Gretchen West of Hogan Lovells in Silicon Valley.

There are little-known commercial uses of drones that save time, money, and lives that will only expand in the near future… as long as government regulations can keep pace with development of new technology.

The industry is maturing quickly, as is M&A activity in this space. We talk about that, as well as…

• The many layers of technology integrated into drones… and how that creates opportunity for other companies
• The growing list of unexpected industries that can benefit from drones
• More than pictures and video – the ways drones collect data you’ve never heard about
• Where the FAA and other government agencies stand on drones – and how it’s changing
• And more

And that means they’re sometimes rushed into bad hiring decisions.

Stephen talks about a short-term solution to this issue that can have long-term positive impact on companies facing these challenges, as well as…

• A strategy for getting breathing room to recruit the right people, while still achieving important milestones in the company’s growth.
• The incubator marketplace that brings together corporate M&A and startups
• What companies doing cross border deals need in their back pocket
• A little-known decision-making processes to work through tough issues
• And more

But Matthew Hanis, executive producer and host of the Business of Healthcare, is more interested in practical measures for incrementally improving a system that is the most expensive in the world and doesn’t offer a great quality of care in exchange.

We also talk about the M&A landscape in healthcare, including the trend towards increasing vertical integration, as well as...

• How to balance profits with patient care
• The key difference between a single payer system and universal healthcare
• The 3 biggest upcoming regulatory reforms to keep an eye on
• The largest contributor of waste in healthcare
• And more

Patrick Krause, a director at investment bank MHT Partners focused on healthcare, has shepherded a lot of deals in this sector. He shares how he helps turn M&A transactions into win-win-win deals, where both Buyers and Sellers are happy – and patients benefit, too.

Tune in to find out…

• How to bridge the gap between medicine and business
• The extra steps you must take to invest in certain healthcare-related businesses
• The four “sectors” in the healthcare industry – and how to handle each
• Ways to increase profits but also quality of care to patients
• And much more

With the virtual data room, explains Darryl Grant of Toppan Merrill, those days are long gone.

Today, sharing a company’s financials, contracts, and other pertinent information with potential buyers is a simple matter of uploading some documents and sending an email.

We talk about how this speeds up the process and ensures transactions move more quickly through the marketplace, as well as…

• The remote document kill-switch
• A positive by-product of the Enron scandal
• Using data rooms to get “actionable intelligence” on prospective buyers
• Where IPOs are trending in 2019
• And more

Problem is that if you wait until you have an M&A deal… all that value is lost to you – it automatically goes to the buyer.

Elvir and his colleagues have been innovating a new way to make sure companies, especially those in Silicon Valley, avoid that fate. And we go through that process, step-by-step. It’s actually pretty straightforward once you know the trick.

Check our discussion to find out…

• Why even “unsuccessful” R&D can be valuable
• What your IP department has been missing How to avoid the Lucky Buyers Club
• Ways to cash in on patents… without being a “troll”

In fact, among VC-backed companies in the last 10 to 15 years, he estimates that more than 90% exit through M&A. And business in the last few years has been especially good.

We dive deep into what makes the current environment so appealing to M&A, who the big players are, and best practices for companies hoping to exit with this strategy.

Check out the interview to find out…

• The top 3 factors for the current strong M&A market
• Two things founders can do now to attract potential buyers
• Why the Rule of 40 is so important to PE firms – and how to achieve it
• The financial investors want to see before they commit to a deal
• And more

But in the experience of my guest Joe Finnerty, a litigation partner with law firm DLA Piper in New York City, companies are ready and willing to pay claims for Representations and Warranty insurance.

It’s one of the newest – and most effective tools – being used in mergers and acquisition deals today.

Insurance companies actually pay claims, says Joe. You, as the buyer, just need to help them out a bit.

Check our conversation to find out…

• Why you should be an “open book” with your insurer
• How to get your claim paid faster, with the maximum amount
• The “education” you need to give your insurer for them to pay a claim
• Ways a broker is an essential part of your claim
• And more

That’s why Bob Karr created LinkSV, a Valley-centric, comprehensive, and constantly updated social network. We talk about how to get the most out of LinkSV, whether you’re a service provider, startup looking for an angel, an investor looking for an acquisition, and beyond.

Bob’s been in the Valley for decades, so we also talk about…

• Spotting “hidden” clues that a company isn’t worth acquiring
• 4+ hot tech sectors that are getting even hotter
• How today’s market differs in key ways from the Dotcom era
• Employment trends to watch out for – outsourcing is just the start
• And more

Patrick is on a mission to tell investors, founders, corporate development teams, attorneys, and anyone else in the world of mergers and acquisitions about a unique insurance product that can save tens of millions of dollars in a transaction and speed deals to completion, while reducing the risk for Buyer and Seller.

If this insurance is in place deals are 8 times more likely to close.

It’s been used in 1/3 of M&A deals over $25 million in value in recent years. Patrick says that once more people understand the benefits that number should jump.

We get into the details on how this insurance works, including…

• The alternative to “over buying”
• The only 4 data points you need for a quote for this insurance
• How to manage today’s seller’s market
• What size deals are eligible
• And much more

Based on his experience Samir has come up with eight “one-liners” (i.e. rules or words to live by) that should guide every startup.

The first one is a question every entrepreneur should ask before even thinking about starting a business.

You get all the details, and, along the way, find out…

• How the best product could be ignored without this one element
• Where to find your best customers (you already know, even if you don’t realize it)
• Why you shouldn’t try to “sell” - do this instead
• The mindset shift you need to go from “startup” to “business”
• And much more

Problem is that if you wait until you have an M&A deal… all that value is lost to you – it automatically goes to the buyer.

Elvir and his colleagues have been innovating a new way to make sure companies, especially those in Silicon Valley, avoid that fate. And we go through that process, step-by-step. It’s actually pretty straightforward once you know the trick.

Check our discussion to find out…

• Why even “unsuccessful” R&D can be valuable
• What your IP department has been missing
• How to avoid the Lucky Buyers Club
• Ways to cash in on patents… without being a “troll”

Any company connected to the Internet (and that’s all of them) is vulnerable to these attacks, says Jim Reilly, founder of Stonepine Advisors.

These days, without a cybersecurity strategy, your business’s vital financial data, corporate secrets, and customer information is there for the taking.

Not only can a breach impact profitability… but it can also put a serious damper on any upcoming or ongoing M&A deal.

But we’re not talking simple anti-virus software for your PCs and putting a password on your WiFi.

You have to get hackers working for you, says Jim. And that’s just the first step.

We cover all the ins-and-outs of cybersecurity in 2018, with a focus on how it intersects with M&A, including…

• What cyber due diligence looks like
• Using “pen-tests” to find soft spots in your networks
• What industries need cybersecurity the most
• A specialized insurance covering cyber issues – and who qualifies
• And more

In fact, among VC-backed companies in the last 10 to 15 years, he estimates that more than 90% exit through M&A. And business in the last few years has been especially good.

We dive deep into what makes the current environment so appealing to M&A, who the big players are, and best practices for companies hoping to exit with this strategy.

Check out the interview to find out…

• The top 3 factors for the current strong M&A market
• Two things founders can do now to attract potential buyers
• Why the Rule of 40 is so important to PE firms – and how to achieve it
• The financial investors want to see before they commit to a deal
• And more

Michael explains why revesting has become so widespread – especially in Silicon Valley – and the best way to approach these types of deals. It’s something you have to keep in mind from the earliest discussions between buyer and seller. He also discusses the tax implications that are important to keep in mind that can guide how such deals are structured.

Listen in to discover…

• The types of companies where revesting is a no-brainer
• Key differences between earn outs and revesting
• How to avoid costly tax issues
• Why revesting makes sense for buyers and sellers
• And more

There is a sea change in going on in how consumers relate to food, and Stephen, the chief executive and chief investment officer for a single family office, says it’s prime time invest in this trend.

Tune in to find out…

• The differences between strategic investing versus venture capital in this industry
• Why “pre-industrial” food is sweeping the nation
• The role of Big Ag, food companies, small farmers, public policymakers, investors, and more
• How owners and founders can grow while maintaining integrity
• The only way food companies can stay relevant with customers
• And more

Basically, buyers insist that sellers be “on the hook” for any issues that come up post-sale. And sellers are nervous about making the representations required for a deal to go through… when something out of their control could cost them their personal assets.

Nate highlights a specialized type of insurance that transfers all the indemnification risk to a third-party. We get into the nitty-gritty on how these policies work and how to set them up, as well as…

• The level of due diligence insurance underwriters are looking for
• #1 thing owners and founders/sellers must know when negotiating indemnification
• The role of the broker in securing the right transactional insurance
• 6 types of transactional insurance that could be vital to your next deal
• And more

He’s got some strategies for taking advantage of this market rise. He also examines the role of private equity in this industry and best practices for mergers and acquisitions in this space – it’s unlike other industries and one “little” mistake could cost you millions.

No matter what industry you’re in, you can learn a lot from Jimmy, including…

• Who to avoid to ensure your M&A deal doesn’t go south
• How to understand the “language” of the energy sector
• The role of private equity in this industry
• Why you need Rep and Warranty insurance to cover your next M&A deal – in any industry
• And more

You want somebody in your corner who knows what they’re doing. That’s especially true when, as is the case with many companies, this is your first time doing it.

Arthur shares details on the deals he’s seen go very wrong… and how things were patched up. He also highlights the best practices behind what should be in every M&A deal: the due diligence memo.

Listen now to find out…

• Why in-house counsel isn’t the best choice to shepherd your next merger or acquisition
• The 6+ issues a due diligence memo can reveal
• The Green, Yellow, Red System for gauging risk
• How to save money on your R&W insurance premiums
• And more

Patrick Krause, a director at investment bank MHT Partners focused on healthcare, has shepherded a lot of deals in this sector. He shares how he helps turn M&A transactions into win-win-win deals, where both buyers and sellers are happy – and patients benefit, too.

Tune in to find out…

• How to bridge the gap between medicine and business
• The extra steps you must take to invest in certain healthcare-related businesses
• The four “sectors” in the healthcare industry – and how to handle each
• Ways to increase profits but also quality of care to patients
• And much more

Unfortunately, says Terry Hill, managing director of public accounting and advisory firm BPM’s advisory practice, the due diligence process in an M&A deal can reveal overlooked weaknesses that can severely impact the valuation and efforts to find a buyer.

But you can still get maximum enterprise value and have a successful exit, says Terry. You just need to do the right prep work.

Tune in to discover…

• The impact of the huge amount of “dry powder overhang” in the marketplace
• Ways to spot overlooked financial weaknesses
• What you can do to make buyer’s take notice of your company
• The key to avoid getting distracted by the M&A process
• How to grab your piece of the $1 trillion+ available for M&A deals right now
• And more

But to ensure a smooth transition after the papers are signed… you can’t forget the people side of things and company culture, says Shari Yocum of Ernst & Young’s People Advisory Services Practice in Silicon Valley.

In fact, says Shari, your work in this key area should start when you’re structuring the deal. Otherwise, you risk losing key employees and having frustrating “political” clashes that hamper productivity and profits in the newly merged company.

Listen in to find out…

• How to combat fear of change and the unknown among employees
• The key thing you can do to drive retention
• Why you should off-board as well as you onboard team members
• The importance of taking “emotion” out of M&A
• Who should lead your employees through a merger
• And more...

Listen Now!

Let’s face it, you’re an expert in your industry. But what do you know about mergers and acquisitions? Hiring an advisor let’s you focus on keeping the business healthy, while the advisor repairs problem areas and finds qualified potential buyers.

Yes, it’s an investment. But Patrick will show you why your advisor can deliver excess value 10X what their fee was when you sell your company.

He’ll also reveal…

• How to create leverage in negotiations
• The importance of doing your own due diligence
• The 3 phases of a smooth M&A deal
• Ways to increase “quality of life” when you sell your business
• The importance of “staging” your business for buyers
• And more

Listen now...

• Why you should be an “open book” with your insurer
• How to get your claim paid faster, with the maximum amount
• What data to send to your insurer first
• The “education” you need to give your insurer for them to pay a claim
• Ways a broker is an essential part of your claim

Listen now…