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Courses Offered in 2018
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The following courses will be offered at the Spring 2018 Conference in New Orleans, Louisiana, unless noted otherwise. Times noted are in the Central Time Zone. 

New for 2018 Courses: The maximum number of student attendees is 45. If you are considering a course, please reserve quickly to ensure your seat. 

 All courses are certified by NASBA and worth four (4) credit hours, except where noted.

Instructor: Keith Chapman, President and Managing Director, Horizon Business Group, LLC

Sunday, May 6, 8:30 am - 12:30 pm

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 one 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.

Instructor: Richard Mowrey, CBI, CBA, CVA, CMA, President, Management Services & Development, Ltd

Sunday, May 6, 1:30 pm - 5:30 pm

A business valuation can be a highly effective tool in developing and closing transactions. This course outlines ways to make optimal use of a professional business valuation in middle market transactions. Business appraisal principles and processes, including the approaches and methods applied in valuations, will be addressed to identify multiple opportunities to improve client communications. Examination of the integral parts of a valuation will show how the information flows through into client education, value engineering, due diligence preparation, tax planning, and negotiations.  There are no required prerequisites; however a fundamental knowledge of financial statements and the business ownership transfer process is essential to accrue the maximum benefit from the course.

Instructor: John Howe, M&AMI, CM&AP, CEPA, Director, Business Transition Strategies Co-Owner, New Hampshire Business Sales, Inc.

Sunday, May 6, 8:30 am - 12:30 pm

This course is designed to introduce you to the knowledge, tools and skills required to obtain a lower middle-market manufacturing engagement. After this course, you will be able to ask pertinent questions of a potential seller and know what research you should do beforehand. This course will enlighten those who haven't sold a manufacturing business before, and for those with manufacturing transaction experience, will further refine their understanding of the nuances of a successful engagement. The course is recommended for those who have had several 300 level courses and at least two years or more of intermediary experience.

Instructor: Larry Hughes, CExP, M&AMI, CM&AP, Principal, The Hughes Group and Associates, Inc.

Monday, May 7, 8:00 am - 12:00 pm

What is your plan of action for the Due Diligence Process when you represent a business owner in the sale of their business? The buyer has a plan, shouldn’t you? Learn the “tricks of the trade” of professional buyers when it comes to due diligence and the keys to a successful outcome of the due diligence process. This course will teach you to anticipate potential issues and possible roadblocks to a successful sale. Help your client end up with the amount of money at closing they were promised in the LOI/offer, so that you and your seller are not forced to take a “haircut.”

Instructor: William L. Loftis, CBI, M&AMI, CM&AA, CVA, Managing Partner, Blue River Financial Group, LLC

Monday, May 7, 8:00 am - 12:00 pm

Who is the most Suitable Buyer, and what are the transaction alternatives that many business owners and their advisors  consider? Private capital markets have dramatically evolved over the last 20 years, and this course will probe into the many transaction options, to help your client and analyze their unique attributes. Attendees will discover key techniques to determine the type of transaction alternatives to suggest, that meet your clients’ needs and desires.

The course should enable intermediaries and their clients to identify optimal transactional outcomes. Once identified, the selling processes can be tailored to deliver specific results which may help you convert a “Lukewarm” Seller into a “Committed” Seller.

Instructor: Monty Walker, CPA, CGMA, CBI, Walker Business Advisory Services

Monday, May 7, 1:00 pm - 5:00 pm

Fact: Most entrepreneurs and advisors alike have limited knowledge and understanding of charitable trusts and charitable strategies in general especially as a component of an ownership transition structure. When planning the ownership transition of a business, tax mitigation becomes a key element in the mind of the entrepreneur. A transaction structuring component to consider is the integration of a charitable strategy. When considering charitable options, terms such as Charitable Reminder Trust (“CRT”) and Charitable Reminder Unitrust (“CRUT”) rise to the surface. Many people recognize these terms because they have heard them or seen them in print.

The course content will provide an emphasis on the Charitable Remainder Trust and its different forms. The use, purpose, qualifications, and taxation of the different CRT forms will be covered. Other non-trust charitable strategies will also be covered for the purpose of providing overall depth regarding available charitable options.


Instructor: Kyle Madden, Partner, KLH Capital

Sunday, May 6, 1:30 pm - 5:30 pm

This course will begin with a brief introduction to lower mid-market private equity, including how private equity groups are structured and funded as well as how private equity groups select, analyze, and price investment opportunities. The course will address writing a proper teaser and CIM, how the intermediary can better identify different M“”A transaction types, and an inside look at the life cycle of a private equity transaction from origination to reaching exclusivity to the due diligence process.

It will conclude with the closing process, the development and execution of the “180-day plan” to address key post-closing items, and actual case studies of private equity deals successfully sourced and closed from M&A Source members. Break-out activities will focus on the teaser and CIM, initial screening of a “live deal,” as well as the review and analysis of a sample letter of intent. Attendees will gain a clearer understanding of private equity firms and how private equity firms evaluate, analyze, and close transactions.

Instructor: J. Larry Stevens, Founder and Co-Director, Kennesaw State University, Coles College M&A Academy

Monday, May 7, 1:00 pm - 5:00 pm

Quality of Earnings has become a term of art in the deal community, especially with financial buyers and their lenders, and is frequently used by buyers  in valuing target companies or in justifying prices previously established.  How meaningful is Quality of Earnings in the middle-market deal space and can business brokers and advisors representing sellers use it to their advantage?  This course will take participants on a deep dive into Quality of Earnings and give them hands-on experience in developing a Quality of Earnings Statement.  In addition to walking away with a Q of E Template, participants will learn how to help clients identify Q of E adjustments, prepare a detailed Q of E Analysis,  defend against aggressive buyer diligence, understand the impact of debt-like items, deal with non-quantifiable issues,  and protect sales price by turning lemons into lemonade.