In this episode of M&A Talk, we take a deep dive into the many facets of M&A with Corey Kupfer, the author of Authentic Negotiating: Clarity, Detachment & Equilibrium – The Three Keys to True Negotiating Success & How to Achieve Them. We discuss the role of lifestyle businesses, lawyers as deal makers, happiness as a new metric in considering an M&A deal, The Five Whys, and the keys to negotiating in M&A. View the complete show notes for this episode. Learn More: The Role of M&A Lawyers When Selling Your Business A Guide to M&A Negotiating Tactics M&A Negotiating Tactic #1 – Honesty 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: Should You Consider an ESOP When Selling Your Business? 8 Simple Ways to Increase the Value of Your Business Veterinary M&A – Tips for Buying, Selling, and Investing

An ESOP, or employee stock ownership plan, is one of several options you may consider when selling your business. What is an ESOP, and should you consider one? In this episode of M&A Talk, we explore the ins and outs of ESOPS and help you determine whether an ESOP is the right exit path for you. You will learn how ESOPS work, whether your company is a right fit for an ESOP, how your business will be valued under an ESOP, and common multiples used to finance the transaction. View the complete show notes for this episode. Learn More: Should I use SDE or EBITDA to Value a Business? Additional Ways to Market Your Company for Sale 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: Selling Your Business to Your Team Through an ESOP How Your Employees Can Impact the Value of Your Business Behind the Scenes – A Founder’s Lessons from Selling 4 Businesses  

Looking at M&A transactions from the sell-side, building value is the foremost goal for a business owner. Jonathan Wilson, the founder of Dubb Value Creation (Consulting Firm), returns to M&A Talk to discuss the importance of incorporating sell-side readiness into a strategic plan and outlines his eight key concepts for building value. He covers the importance of financial forecasts, reducing concentrations of risk, recurring and repeat revenue, synergies and dis-synergies, and the need to always have a growth strategy that can be described to a buyer. View the complete show notes for this episode. Learn More: Adjusting Financial Statements: A Complete Guide EBITDA | Definition, Formula & Example – A Complete Guide Reducing Concentrations of Risk Before Selling Your Business Preparing Financial Statements When Selling a Business Business Valuation Methods in a Nutshell Business Valuation: A List of Factors to Consider What is the difference between repeat and recurring customers? 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: After the Sale – Planning a Smooth Integration with the Buyer The Art and Science of Valuing a Middle-Market Business M&A Valuations in the Real World  

In the M&A world, the veterinary field is changing as practices become more consolidated. Eric Lewandowski, a managing director in the KPMG Strategy consulting group, shares his insights into the appeal and growth potential of veterinary platforms. He discusses how changes in the relationship between pets and their families are being reflected in the M&A industry, the influence of technology in vet practices, the differences between corporate and clinical ownership, and private equity’s role in the evolving veterinary market. View the complete show notes for this episode.  Learn More: EBITDA | Definition, Formula & Example – A Complete Guide Is there a Difference Between an Appraisal and a Valuation? 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 Healthcare M&A – Recent Changes and Predictions Selling Your Company to a Private Equity Firm vs. a Family Office

In this engaging discussion about the human side of M&A, attorney Matt Saur, co-founder and partner of Woolery & Co., discusses how the human element of M&A law affects business outcomes. Matt shares stories illustrating the importance of relationships and covers the steep learning curve and plateaus that occur when learning the basics of M&A. He discusses the importance of developing intangible skills around the deal-making process, how a good story on the front end can help get a good outcome for the seller, and why the very best lawyers are business people. View the complete show notes for this episode. Learn More: The Role of M&A Lawyers When Selling Your Business Tips on Preparing Your Business for Sale A Guide to M&A Negotiating Tactics 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 Practical Side of M&A They Don’t Teach in Law School The Basics of Selling Your Business to an Independent Sponsor An Overview of the Legal Side of Selling Your Company

Full of complexity and challenging to implement, the corporate carve-out form of divestiture is gaining interest in the M&A world. Eric Jones is an expert in carve-out deals, and he shares insights on what hurdles to watch for and how to prepare for a carve-out transaction. Eric discusses what a carve-out is, what makes them tricky, how they unlock shareholder value, the legal and operational issues, the importance of the transaction services agreement, and the role of diligence in making this type of M&A deal successful. View the complete show notes for this episode. Learn More: Why do Companies Acquire Other Businesses? M&A Reps & Warranties | 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. Listen to Other Episodes: The Practical Side of M&A They Don’t Teach in Law School The Good, The Bad & The Ugly of Growth by Acquisition Going Public? 3 Ways to Raise Funds    

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