Smart Business Dealmakers: The Middle-Market M&A Podcast

When it comes to the timing of a sale, there are things you can control, such as preparing your management team or tidying up your books, and there are things you can't, such as buyer appetite. Scott Bushkie, managing partner and founder of Cornerstone Business Services, says timing may be the most important element of a sale, and offers both his insight and advice on how sellers can leverage timing to their advantage.

Andy Vollmer, managing director of Bellmark Partners, discusses the record level of M&A activity in 2021, the factors driving that dealmaking, the consequences for buyers and sellers, and what we can expect throughout 2022.

COVID was a game wrecker for those in the entertainment business. Pyrotecnico President & CEO Stephen Vitale saw this firsthand when his special effects and fireworks display company had to make major cuts to remain operational. But amid the chaos, he also saw opportunity. He found a financial partner and made five acquisitions that helped Pyrotecnico grow significantly. We talked with Vitale, as well as his outside council Bill Buck, about the 132-year-old family business and its very busy dealmaking year.

Bob Norton, founder and CEO of AirTight Management, has been a serial entrepreneur for more than 30 years. In that time, he's seen startups launch, grow, succeed and fail. He talks about what separates those who succeed from those who don't, what investors are looking for at the earliest stages, and how insisting that your buddy from college remains your CTO for life might not be the best strategy for winning that Series A.

Daniel Walsh formed Citymark Capital with the intent of acquiring properties in numerous high-growth markets across the nation. But before he could do that, he had to build the initial fund. Walsh talks about the real estate investment platform he launched in 2018, its progress so far and his plans for its future

When Chris Molaro returned home after a five-year stint in the U.S. Army, he saw firsthand the gaps in the behavioral mental health system. So the West Point and Wharton MBA grad created NeuroFlow, an app that helped healthcare providers better assess the mental health of vets and civilians. Chris shares his thoughts on changing the way mental health care is delivered, his most recent M&A deal and the company's future.

As COO of WinTrust Financial, Paul Carlisle has a front-row seat to the financial concerns of CEOs feeling their way through continued market uncertainty. Despite significant disruptions, Carlisle sees a market that's ripe with liquidity and subject to generationally low interest rates. That's why he says it's a great time to get deals done. Carlisle gives his sense of the challenges facing the market, the state of capital, and the conditions dealmakers could expect for the remainder of the deal year.

The challenges facing minority-owned businesses are many, including access to capital. By the time many reach $20 million in sales they have a misaligned debt-to-equity ratio. Della Clark, CEO of The Enterprise Center, has been on a mission to change that dynamic and has spent decades working to help provide minority business owners better access to early- and mid-stage capital. She shares her thoughts on leveling the playing field and her most recent venture — an SBIC Fund aimed at doing just that.

Independent sponsors are experiencing somewhat of a resurgence in the M&A market. That's a little strange, specifically because they more often play a role when markets are sluggish — something this market certainly is not. George Nemphos, founding partner and attorney at Nemphos Braue, talks about Independent Sponsors — their recent resurgence, their role in a deal and how they can help sellers, as well as how they've become a factor in this high-deal environment.

Taylor Burke-Gilman and Lauren Burke-Devere didn't plan on joining their father at Fire-Dex, the family-owned manufacturer of head-to-toe PPE for first responders. But in 2019, they did. As they continue to settle into their roles as president — Lauren of Fire-Dex and Taylor at sister company Gear Wash — they're also learning the acquisition ropes. They discuss their transitions into the business, as well as lessons learned through three acquisitions made since they came aboard.