M&A Talk: #1 Podcast on Selling a Business

Employee stock ownership plans (ESOPs) offer middle-market business owners an exit option that can protect their legacy and incentivize their employees. David Blauzvern and Jordan Burg, of CSG Partners, explain the basic mechanics of ESOPs. Their easy conversation makes the complexities of this topic clear as they discuss an overview of an ESOP plan, how they are structured, how shares work, the tax benefits for owners and employees, the prerequisites needed, and why ESOPs should be considered a powerful M&A alternative. View the complete show notes for this episode. Learn More: Additional Ways to Market Your Company for Sale M&A Guide | The 4 Types of Buyers of Businesses Business Valuation Standards of Value & Fair Market Value Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner's Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: An Insider's Perspectives on Growing a Business Through Acquisitions What Returns Do Private Equity Firms Really Generate? How to Plan the Sale of Your Business from Start to Finish

Part art and part science – the different sides of managing an M&A transaction come together in this discussion about maximizing the value of a middle market company. Kevin Moyer and Megan Sartor combine their experiences to discuss the importance of valuation adjustments and expectation setting on the sell side. They offer explanations of EBITDA, free cash flow, and working capital, along with how these areas can be utilized to maximize value and the relationship between A/R, inventory, and accounts payable. View the complete show notes for this episode. Learn More: Is there a Difference Between an Appraisal and a Valuation? Business Valuation Process: What is Your Process? Business Valuation Methods in a Nutshell EBITDA | Definition, Formula & Example – A Complete Guide M&A Due Diligence Preparation Additional Resources: Download a free PDF copy of The Art of The Exit: The Complete Guide to Selling Your Business. Purchase your copy now of A Beginner's Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. To suggest guests, topics, or questions for future podcast episodes, contact Morgan & Westfield. Contact Morgan & Westfield to request a free copy of Jacob Orosz's latest book, Food and Beverage M&A: An Insider's Guide to Selling a Food or Beverage Business. Listen to Other Episodes: M&A Valuations in the Real World Helping the Buyer Integrate Your Company with Theirs How Your Employees Can Impact the Value of Your Business

Learn firsthand how a business grows through acquisitions and advice for entrepreneurs considering an exit. Orrin Klopper, CEO of Netsurit, an IT and security management services firm, discusses spending over half his time on corporate development and acquisitions. He shares insights on the acquisition process as a buy-side advisor, what PE firms see in the managed service provider (MSP) space, the benefits and challenges of using acquisitions as a growth strategy, and what went into Netsurit's decision to put a corporate head of development into place. View the complete show notes for this episode. Learn More: M&A Basics | The Letter of Intent Selling Your Business? Hire an Attorney to Increase the Bottom Line Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner's Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: The Private Equity Toolkit – How PE Firms Grow Businesses Why Don't Most Business Owners Plan Their Sale? Case Study – Lessons from a $200 Million Sale

This episode delves into the world of IPOs and the three main ways private middle-market companies raise money. Scott Lanciloti has over 20 years of specializing in the IPO process and explains how the SPAC and IPO markets are intertwined with the M&A market. Topics include the similarities between preparing a company for sale and doing an IPO, the evolution and growth of a company, the prime time for a company to do an IPO, what happens after a SPAC makes an acquisition, and other avenues for raising money. View the complete show notes for this episode. Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner's Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: Making Acquisitions with Public Equity What's Different About Selling a High-Growth Company? 48 Deals in 2.5 Years – Here's What I Learned

What exactly is corporate development, and what is the secret to its long-term success? Answers to these and many more questions come from corporate development expert Alessandro Cozzi of Salo, a talent and consulting firm, as he discusses the necessity of having a long-term strategy for start-ups and big companies, the differences between doing business in the U.S. and Europe, the two things that are critical to making an acquisition viable, the role of emotions and the importance of timing in M&A, and his predictions for the market over the next few years. View the complete show notes for this episode. Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner's Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: Lessons Learned on Selling a Business After Dozens of Exits Buying or Selling a Business That's Not for Sale A Look Inside the Head of a Strategic Buyer

Commercial real estate attorney Brett Budlong opens up about the thrills, the stakes, and the hot-button issues in the commercial real estate M&A market. Legal nuts and bolts provide the underpinnings for entire transactions. This frank discussion is full of straight talk and horror stories from across the spectrum of real estate deals. Brett discusses issues with landlords, the impact of the growth mindset, how personality plays into negotiations, and how going too fast can lead to missing problems. View the complete show notes for this episode. Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner's Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: The Niche Real Estate M&A Market – An Insider's View Do You Need to Prepare for Due Diligence When Selling Your Business? Roundtable: 2 Industry Heavyweights Share Lessons Learned from Dozens of Deals

Healthcare is a top global issue that impacts personal lives and corporate deals. Michael Roub returns to M&A Talk to discuss recent changes in the healthcare M&A industry. In this wide-ranging discussion, he covers how changes in interest rates impact deals, which sectors attract the most interest from private equity groups, and the attraction of dental services. Topics also include where growth opportunities lie within the industry and the biggest challenge to doing transactions in the healthcare space. View the complete show notes for this episode. Learn More: EBITDA | Definition, Formula & Example – A Complete Guide Seller's Discretionary Earnings (SDE) | Definition & Examples Should I use SDE or EBITDA to Value a Business? Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner's Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: Healthcare M&A – Creating Value, Synergies, and Sales Cannabis M&A – The Highs and Lows of an Emerging Market M&A Valuations in the Real World

M&A attorney Hans Sperling goes beyond dry legal talk discussing the impact the human element has in M&A. Focusing on more than the legal issues, Hans talks about anticipating what can go wrong and avoiding problems throughout an M&A deal rather than just solving them. He discusses risk aversion and how this impacts a deal, the biggest and most common mistakes in an LOI, how leverage shifts during a transaction, the importance of risk allocation, and what makes a business an attractive acquisition target. View the complete show notes for this episode. Learn More: M&A Reps & Warranties | A Complete Guide Earnouts When Selling or Buying a Business | Complete Guide M&A Basics | The Letter of Intent Additional Resources: Download a free pdf copy of The Art of The Exit: The Complete Guide to Selling Your Business Purchase your copy now of A Beginner's Guide to Business Valuation | The Exit Strategy Handbook | Closing the Deal | Acquired Planning to sell your business? Schedule a free consultation today. Listen to Other Episodes: An Overview of the Legal Side of Selling Your Company A Look Inside the Head of a Strategic Buyer Lessons Learned on Selling a Business After Dozens of Exits

In this insightful discussion, Bill Wiersema from Miller Cooper and Company, a seasoned expert in financial due diligence, unpacks seven critical issues surrounding Quality of Earnings. He highlights the pandemic's lasting impact on earnings assessments and the recent GAAP rule changes. Wiersema emphasizes the value of a QoE report for both buyers and sellers, addresses challenges with revenue recognition, and shares real-life examples of financial misrepresentation. Dive into the complexities of accounting adjustments and the importance of thorough due diligence in today's evolving market.

Abhi Mathews, a chartered financial analyst, clarifies jargon in appraisals. He discusses different asset classes covered, the role of an appraiser in M&A, and the differences between appraisals and valuations. Topics include understanding fair market value, the CFA curriculum, valuation methods for middle market businesses, and navigating subjectivity in M&A valuations.