Middle Market Growth Conversations

This episode is brought to you by QBE North America, a global insurance leader focused on helping customers solve unique risks to enable a more resilient future. ***As healthcare costs rise, how can employers gain better control of their health plan expenses? QBE North America Vice President, Accident & Health Specialty Markets Matthew Drakeley explains the opportunity for companies to self-fund their health insurance plan and support it with medical stop loss coverage in a captive insurance company. QBE’s 2022 Mid-Sized Company Risk Report found that out of almost 100 risks measured, company executives ranked medical cost inflation and increasing employee benefit costs as among the most concerning. In recent years, the cost of hospital labor, drugs and medical supplies has risen significantly, and hospitals are likely to pass those costs on to health insurers—who will, in turn, pass the bill to employers. Drakeley has effective strategies to gain better visibility, flexibility and control over these rising costs. First, companies can self-fund their health insurance plans and use medical stop loss coverage to guard against an unexpected spike in expenses. Second, companies can place their medical stop loss insurance in a captive to gain even more control over costs. Companies can form their own captive or join one owned by multiple companies, called a group captive, to achieve critical mass for operating efficiency and negotiating power with providers. To learn more about QBE North America, visit www.qbe.com/us/acg-members.*** The Middle Market Growth Conversations podcast is produced by the Association for Corporate Growth. To learn more about the organization and how to become a member, visit www.acg.org.

This episode is brought to you by QBE North America, a global insurance leader focused on helping customers solve unique risks to enable a more resilient future. *** Insurance coverage is the most basic form of risk transfer and protects businesses from risks under their direct management and control. However, a business can gain additional layers of protection through contractual risk transfer, in which the business shifts liability for loss to another party. QBE North America’s Tom Lysaught, senior vice president, head of property and casualty claims, and Bobby Steinsdoerfer, senior vice president, retail property and casualty underwriting, join the podcast to discuss the benefits of an effective contractual risk transfer strategy. They detail the varying levels of contractual risk transfer and how to implement an effective contractual risk transfer program. From poorly written contracts to inadequate contract management or handshake agreements, Lysaught and Steinsdoerfer share examples and detail common mistakes that can prevent a business from transferring risk appropriately—potentially resulting in lawsuits, reputational damage, rising insurance premiums and other financial repercussions. They also discuss the importance of securing qualified legal counsel and utilizing resources available through an insurance carrier. To learn more about QBE North America, visit www.qbe.com/us/acg-members. *** The Middle Market Growth Conversations podcast is produced by the Association for Corporate Growth. To learn more about the organization and how to become a member, visit www.acg.org.

This episode is brought to you by QBE North America, a global insurance leader focused on helping customers solve unique risks to enable a more resilient future. *** Companies today face a complex and evolving set of employment practices liability risks. Legal and regulatory changes, along with shifting social norms, remote work and rules that vary state by state, have increased the risk of litigation for businesses of all sizes. Midmarket companies are particularly vulnerable to the growing risk of employment practices liability, say QBE North America's Eden Stark, vice president, claims leader for employment practices liability, and Mary Anne Mullin, senior vice president, fiduciary and employment practices liability product leader. Stark and Mullin join the podcast to discuss how they've seen employment practices liability risk increase over the years and share proactive steps that business leaders can take to protect their organizations. They also offer insight into insurance coverage and how a close partnership with an insurance carrier can help a company avoid common employment practices pitfalls or, in the case of legal action, resolve a lawsuit efficiently and cost-effectively. To learn more about QBE North America, visit https://www.qbe.com/us/acg-members. *** The Middle Market Growth Conversations podcast is produced by the Association for Corporate Growth. To learn more about the organization and how to become a member, visit www.acg.org.

This episode is brought to you by Twin Brook Capital Partners, a direct lending finance company focused on providing cash-flow based financing solutions for the middle market private equity community. *** Chris Martin, a partner at Twin Brook Capital Partners, joins the podcast to discuss the state of the mid-market. In the interview, Martin reviews transaction activity through the first half of 2022 and explains how market conditions have evolved since the start of the year. He talks about the impact of macroeconomic issues—such as the tight labor market, supply chain disruption, and inflation—on mid-market businesses, and how Twin Brook is working with private equity sponsors and borrowers to navigate the evolving macroeconomic environment. At the end of the conversation, Martin discusses his outlook for the remainder of 2022 and the types of assets and industries he believes are likely to draw PE sponsors' interest over the coming months. To learn more about Twin Brook, visit www.twincp.com. **** The Middle Market Growth Conversations podcast is produced by the Association for Corporate Growth. To learn more about the organization and how to become a member, visit www.acg.org.

As managing director and head of technology within the investment banking group at Stout, Tricia Salinero helps clients navigate the ever-more complex world of technology M&A. In this episode, ACG’s digital editor, Carolyn Vallejo, has a wide-ranging discussion with Salinero about valuations and pricing, promising sectors, and advice for buyers and sellers. **** The Middle Market Growth Conversations podcast is produced by the Association for Corporate Growth. To learn more about the organization and how to become a member, visit www.acg.org.

This episode is brought to you by Twin Brook Capital Partners, a direct lending finance company focused on providing cash-flow based financing solutions for the middle market private equity community. *** Pete Notter, a partner at Twin Brook Capital Partners, joins the podcast to discuss the current state of the market and how experience and consistency have been particularly valuable to sponsors and borrowers in today's environment. In the interview, Notter talks about what deal activity looked like in late 2021 and into the first quarter of 2022, including the pace of activity and the types of M&A transactions underway. He also shares how Twin Brook has been working with sponsors and borrowers through supply chain disruption, labor shortages and other ongoing macroeconomic issues. Additionally, Notter points to the increasing demand for accelerated deal timelines and discusses how Twin Brook's high-touch, relationship-focused approach has helped it support sponsors as they look to close deals quickly. The conversation wraps up with a discussion about the outlook for the remainder of 2022 and what Notter expects to see in the coming months. To learn more about Twin Brook, visit www.twincp.com. **** The Middle Market Growth Conversations podcast is produced by the Association for Corporate Growth. To learn more about the organization and how to become a member, visit www.acg.org.

This episode is brought to you by RSM US, a leading audit, tax and consulting firm focused on the middle market. It's part of a four-part series that looks at how to optimize business performance through the lens of cybersecurity, IT, finance and human capital. *** Marni Rozen, director of management consulting for human capital at RSM, joins the podcast to talk about trends and challenges for talent management today, and how organizations can take a more strategic approach to human capital. Rozen talks about the varying impact that the Great Resignation has had on companies depending on their industry and size, along with ways to mitigate the risk of attrition. She also discusses how current talent trends are impacting M&A, and key steps to take post-transaction to help smooth the integration. At a time when human resources departments are under intense strain, Rozen points to outsourcing and other ways to relieve some of the burden. Finally, she talks about wage inflation, and how employers can be proactive rather than reactive when designing employee benefits programs. More insight into the challenges facing human resources can be found in RSM’s recent Middle Market Business Index: Changing Work Patterns in the Middle Market special report. https://realeconomy.rsmus.com/wp-content/uploads/2022/01/mmbi_back-to-work_special_report_jan22-002.pdf To learn more about RSM, visit https://rsmus.com/our-insights/business-optimization.html?cmpid=ola:754855-acg-podcast-series:bb01. *** The Middle Market Growth Conversations podcast is produced by the Association for Corporate Growth. To learn more about the organization and how to become a member, visit www.acg.org.

This episode is brought to you by RSM US, a leading audit, tax and consulting firm focused on the middle market. It's part of a four-part series that looks at how to optimize business performance through the lens of cybersecurity, IT, finance and human capital. *** RSM Directors Kristen Oats and Cody Roth join the podcast to talk about how finance and accounting departments are adapting to remote work, supply chain disruption, talent shortages and increased M&A activity. Oats and Roth, who work within RSM’s management consulting, CFO advisory services group, share how they’ve seen finance and accounting teams bridge their talent gaps, and when to consider temporary or fractional resources. They also discuss how strains on the finance department are affecting M&A activity in the middle market, and what finance teams should focus on post-transaction. The conversation closes with a look at the trends to watch in the year to come, and how rising input costs, salaries and interest rates are affecting forecasts. To learn more about RSM, visit https://rsmus.com/our-insights/business-optimization.html?cmpid=ola:754855-acg-podcast-series:bb01. *** The Middle Market Growth Conversations podcast is produced by the Association for Corporate Growth. To learn more about the organization and how to become a member, visit www.acg.org.

This episode is brought to you by RSM US, a leading audit, tax and consulting firm focused on the middle market. It's part of a four-part series that looks at how to optimize business performance through the lens of cybersecurity, IT, finance and human capital. *** Mike Banks, director of technology consulting in the complex infrastructure delivery M&A group at RSM, joins the podcast for a conversation about the evolution of IT, the strategic function it serves within an organization, and ways to leverage technology more effectively across the enterprise. Banks outlines the trends shaping the industry, from the shift to cloud, to talent shortages and more. He points to IT-related areas to focus on before and after a transaction, and pitfalls such as technical debt that buyers should be aware of. The conversation includes a look at the next phase of cloud migration and how Banks expects IT to evolve in the future. To learn more about RSM, visit https://rsmus.com/our-insights/business-optimization.html?cmpid=ola:754855-acg-podcast-series:bb01 *** The Middle Market Growth Conversations podcast is produced by the Association for Corporate Growth. To learn more about the organization and how to become a member, visit www.acg.org.

This episode is brought to you by RSM US, a leading audit, tax and consulting firm focused on the middle market. It's part of a four-part series that looks at how to optimize business performance through the lens of cybersecurity, IT, finance and human capital. *** Cybersecurity gaps can threaten businesses of all sizes, but for middle-market firms busy with growth and M&A, these lapses can be especially dangerous. Malia Mason, manager of governance risk strategy at RSM, joins the podcast to discuss ways cybersecurity has changed since the start of the pandemic and how the middle market can protect itself from the cyber risks facing businesses today. She also talks about the intersection of cybersecurity and M&A, why threat actors are targeting companies undergoing an acquisition, and what buyers can do after a transaction to ensure they have the right cybersecurity infrastructure in place. Mason points to cybersecurity trends she’s watching in the coming year, and she offers concrete ways that companies can enhance their security posture through smarter budgeting and by building a company-wide culture around cybersecurity. To learn more about RSM, visit https://rsmus.com/our-insights/business-optimization.html?cmpid=ola:754855-acg-podcast-series:bb01. **** The Middle Market Growth Conversations podcast is produced by the Association for Corporate Growth. To learn more about the organization and how to become a member, visit www.acg.org.