Presenter: Monty Walker, CBI, CPA, CGMA

Working capital is an important element associated with every business. Without adequate working capital, new acquisitions, start-ups and existing businesses alike become financially challenged and often close. Working capital is a business value driver especially as the size of a business increases. This course provides an in-depth overview of working capital and the related information applicable to determining required working capital. Participants will learn about various factors which impact working capital, methods used to analyze working capital, metrics used to calculate working capital and how working capital impacts a business transaction. As a result of attending this course, participants will benefit from receiving the necessary information and skill enhancement to better manage this challenging variable which impacts every business transaction. No prerequisite courses are required to attend this course but a fundamental knowledge of financial statements is beneficial.

Credits: 4

Presenter: Dean McDonald, M&AMI, CBI, CM&AP

Sell-side engagements are the life blood of our industry, and obtaining quality engagements is the challenge we face every day.  The Instructor is a 15 year veteran who has been in the “trenches” successfully completing or marketing deals as small as $200,000 to M&A transactions valued at more than $30,000,000.  He will share the methods and forms that will help you get past the gatekeepers and into direct contact with principal decision makers.  The course will introduce you to methods of finding those owners who are ready to retire or sell and setting appointments with those business owners. Other highlights of this course include tips on target marketing; presenting Exit Strategy Seminars that reach company CEOs, networking (in person and using social media), taking a business to market without a price and discovering which businesses are candidates for a Bid Process sale. No prerequisite courses are required to attend this course, but participants should have at least several years experience working as an intermediary.

Credits:4

Presenter: Rich Mowrey, CBI, CMA, CBA President

There are many critical steps and skills required to deliver world class M & A advisory services. The question is: “How to deliver value and assure competencies in each sequential step?” This is Part 1 of a two part course that investigates traditional procedures by providing a view of current and alternative business practices. A close look at the changing roles for the advisor in the multi-step M & A process, offers insight to increase effectiveness. These functions require deployment of: Finders, Minders, and Binders at the right time. The different tasks show the need to cultivate specific talents and proficiencies. An integrated methodology analysis stresses that negotiations occur in each stage of an engagement. The interrelationship among negotiating expertise, aptitude, and process experience, is underscored to show the need for an organized, but flexible, approach. This course is designed to help those entering the M&A arena learn how to start the M&A process in the most productive way.

Credits: 4

Presenter: Art Lennig, CBI, BCI, CMAI

There are many critical steps and skills required to deliver world class M & A advisory services. The question is: “How to deliver value and assure competencies in each sequential step?” This is Part 2 of a two part course that investigates traditional procedures by providing a view of current and alternative business practices. A close look at the changing roles for the advisor in the steps six through twelve of the M & A process offers insight to increase effectiveness. These functions require deployment of: Finders, Minders, and Binders at the right time. The different tasks show the need to cultivate specific talents and proficiencies. An integrated methodology analysis stresses that negotiations occur in each stage of an engagement. The interrelationship among negotiating expertise, aptitude, and process experience is underscored to show the need for an organized, but flexible, approach.

Credits: 4

Presenter: Kregg Kish and John Davies

Understanding Internet marketing is imperative to the success of today’s business broker. Business sellers want Internet-savvy brokers with proven abilities, and buyers are searching for opportunities online. “Internet Marketing Strategies for Business Brokers” will teach you how to create an effective internet marketing plan that delivers results, inclusive of website design, search engine optimization, social media, email marketing and pay-per-click advertising. It answers popular questions such as, “What determines my Google search result placement?”, “How much should I budget for online marketing?”, “What are good response and conversion rates?” and “How do I know if it’s working?” The information will prepare you to conduct Internet-based marketing activities yourself and/or hire competent outside firms to do so.

Presenter: Steve Wain

Find out how buyers like to structure deals from a financing standpoint. We will discuss the various types of financing (employed debt, equity and subordinated debt) and the relationship between buyer types, financing options, value and price. You will learn how more complex business acquisitions are financed and how to educate sellers about financing structures, thus managing their price expectations and increasing your odds of closing more deals. Please bring a financial calculator to class. No prerequisites required.

Presenter: Bart and Roman Basi

Anytime people work or live together, friction results and the same is true among highly skilled working professionals on a deal team. Brokers can lose control of deals when attorneys change previously agreed upon deal terms or accountants get picky. Brokers need to work carefully with all members of the deal team – accountants, attorneys, tax professionals, financial advisors – to get the details and documents they need while keeping all parties under control.