Banner

< Return to News Articles

Staying Current to Help Clients

Twice a year we attend a deal expo with private equity groups and strategic buyers. It is part of a conference presented by The M&A Source, a professional association of intermediaries who work to bring mid-market buyers and sellers together. I have the honor of being chairman this year.

Why mention this?

It is part of our commitment to continuing education. Conferences have sessions and courses specific to our work. We build deep connections that can be leveraged on behalf of clients. Connections made at this event broaden our list of people who will take our calls, answer our questions, help when possible. It is part of why we can be effective for clients.

If you watch the attached video, it will give you a sense of how it works and why. As Kyle Madden of KLH Capital put it: “The guys and folks we want to do business with are in this room.”

Although selling a company may be your and our ultimate goal, one key benefit for this session is meeting other people interested in growing companies within the mid-market. This group is actively engaged in preserving and growing businesses that create jobs in our economy.

Mega companies often are cutting or consolidating. Smaller, mid-market enterprises with good products and systems are creating jobs. Small business is an engine for the economy.

Allstate/USA Today does an annual survey on the mood of small business owners. It found resilience and optimism with 90% believing the benefits of ownership outweighs the challenges. Also, 79% feel their businesses have grown and will continue to do so. With many entrepreneurs reaching retirement age, these businesses are often best transitioned using M&A sales processes of the type we use.

Most of our clients have companies that fit within the designation, “lower mid-market.” Doug Tatum, in his book “No Man’s Land,” discusses companies that need to grow in order to thrive, with a heavy focus on systems and organization. He notes that growth can be achieved through the organic path, gradually improving and adjusting. Another valid option is to achieve growth through acquisition of another company. Citizen Bank’s survey of M&A activity found that many plan to do just that in 2017 and beyond.

When thinking of selling or buying, credentials and involvement of the advisor and intermediary mean something.

M&AMI, for example, stands for M&A Master Intermediary. It is earned through sales success AND extensive education. CM&AP, Certified Merger and Acquisition Professional, means the advisor has completed a five day graduate level program at Coles College at Kennesaw State. CEPA means the advisor has exit planning credentials. CBI means the intermediary is a certified intermediary, completing a rigorous education program.

When hiring an M&A advisor, check out their involvements. Our clients have found that it makes a difference.

              

< Return to News Articles

BTS News

  • Private Equity Trends

    Private Equity Trends

    More and more PE firms are searching for smaller transactions. The reason for this is simply competition

    Read more >

  • Using a Specialist in M&A

    Using a Specialist in M&A

    While using an industry specialist to market a company may save a few days in preparing the offering materials, there is the danger of a cookie-cutter approach.

    Read more >

  • Legal Breakfast Series: How I Sold My Company - A Case Study

    Legal Breakfast Series: How I Sold My Company - A Case Study

    Attorney Peter Burger and John Howe of Business Transition Strategies will be the featured speakers during the latest Orr & Reno Legal Breakfast Series on Wednesday, June 14 at the Orr & Reno offices

    Read more >

  • What's Next Really Matters

    What's Next Really Matters

    The book explores the exits of owners ranging from the good to the bad, from the joyful to the ugly...Often overlooked is the reality that after the closing, everything will be different.

    Read more >

  • Staying Current to Help Clients

    Staying Current to Help Clients

    Twice a year we attend a deal expo with private equity groups and strategic buyers...Connections made at this event broaden our list of people who will take our calls, answer our questions, help when

    Read more >

  • Overcoming Fear of Public Speaking

    Overcoming Fear of Public Speaking

    Communication skills are critical in business, and overcoming fear of speaking is fundamental...it can be the difference between getting a sale or missing out.

    Read more >

  • P+E+S=EF, a winning formula for Michael Coles

    P+E+S=EF, a winning formula for Michael Coles

    The experience factor is the way a customer feels about a business, and in part determines whether the customer returns or goes elsewhere.

    Read more >

  • Tailwinds Continue for M&A Deals in 2017

    Tailwinds Continue for M&A Deals in 2017

    There are good indications that the favorable tailwind continues for M&A activity in the coming year. Key indicators paint a clear picture: buyers are actively seeking opportunities that advance thei

    Read more >

  • Why Consider a Buy Side Transaction?

    Why Consider a Buy Side Transaction?

    There is also a truism when it comes to growth, “It is much faster to grow through acquisition than organically one customer at a time”.

    Read more >

  • Is 2017 the time to act?

    Is 2017 the time to act?

    Wrapping up 2016, and considering key initiatives of the year, we see trends that we believe will continue for New England M&A in the year ahead. Key things we are seeing:

    Read more >

Case Studies

  • Precision Machining Company

    Initially, liquidation was a serious consideration. It would offer a quick exit but would hurt loyal employees and disrupt the customers who had come to rely on its quality production.

    Read more >

  • Green Product Company

    Our client owners could dig in for the long haul…However, this would take five years or more. Owners simply lacked the horsepower to do it.

    Read more >

  • Water Purification Company and Young Buyers

    Owners decided they wanted to retire. They also wanted to be fair to the staff who had been loyal to them. Could the company be sold, the staff retained and the facility remain in use?

    Read more >

  • Magnetics Company with High Profile Customers

    (T)he manufacturer would need to focus on growing EBITDA to capture interest from major strategic buyers and achieve a higher multiple of earnings.

    Read more >