The M&A Mastermind Podcast

The State of M&A in Canada & What Buyers & Sellers Should Know - Episode 106

In this episode of the M&A Mastermind podcast, Nick Olsen and Jeff MacKenzie discuss the current trends in mergers and acquisitions, particularly in the Canadian market. They explore the impact of uncertainty on business planning, the dynamics between buyers and sellers, and the importance of preparation for business owners. Jeff highlights the significance of focusing on controllable factors, succession planning, and the sectors that are thriving in the current market. The conversation also delves into the effects of tariffs on M&A activity, changes in valuation and deal structures, and the necessity of due diligence in today's environment.
Key Takeaways
Uncertainty is a significant factor affecting M&A activity.
Focus on what you can control in your business.
54% of businesses struggle to find succession plans.
The market is shifting towards a more favorable seller's market.
Good businesses can still achieve strong valuations.
Due diligence processes are becoming more extensive.
Diversifying suppliers and customers is crucial.
Preparation for sale should start well in advance.
Cash at closing is decreasing in many deals.
Understanding market dynamics is essential for success.
About the Show
The M&A Mastermind Podcast delivers actionable insights and proven strategies for lower middle market dealmakers. Join host Nick Olsen and top industry experts as they discuss industry intelligence, deal management, shared successes, specialized expertise, and much more. If you serve the small to medium-sized business owner, this show will offer you tactics and insights you can use and implement, now, to become a master in M&A.
Tune in Every Week
Subscribe: https://www.youtube.com/@UCl0qSCwwZLyZxY7RnqNghiw
Apple: https://podcasts.apple.com/us/podcast/the-m-a-mastermind-podcast/id1726394585
Spotify: https://open.spotify.com/show/4fpVjEXbJ0FXKMgEK0m7QQ 
Find all our episodes at https://cornerstoneia.com/podcast/
Keywords
M&A trends, Canadian market, buyers, sellers, uncertainty, valuation, deal structure, succession planning, tariffs, market dynamics, mergers & acquisitions

Always Remain Sellable - Episode 105

In this episode of the M&A Mastermind podcast, host Nick Olsen speaks with Mike Lambrix, a seasoned expert in mergers and acquisitions, about the importance of maintaining a mindset of 'always being sellable.' They discuss proactive strategies for business owners to prepare for a potential sale, the significance of due diligence, and the emotional aspects of transitioning ownership. Mike emphasizes the need for clear operational practices, succession planning, and the involvement of key employees and family members in the planning process to ensure a smooth transition and maximize business value.
Key Takeaways
Always maintain a mindset of being sellable.
Proactive preparation can ease the selling process.
Due diligence should start early in the business lifecycle.
Insurance audits are critical to avoid pitfalls during a sale.
Separate personal and business finances for clarity.
Consider the emotional impact of selling on founders.
Involve key employees in the transition process.
Set realistic expectations with clients regarding valuations.
Regularly review operational practices to enhance sellability.
Engage family members in business planning discussions.
About the Show
The M&A Mastermind Podcast delivers actionable insights and proven strategies for lower middle market dealmakers. Join host Nick Olsen and top industry experts as they discuss industry intelligence, deal management, shared successes, specialized expertise, and much more. If you serve the small to medium-sized business owner, this show will offer you tactics and insights you can use and implement, now, to become a master in M&A.
Tune in Every Week
Subscribe: https://www.youtube.com/@UCl0qSCwwZLyZxY7RnqNghiw
Apple: https://podcasts.apple.com/us/podcast/the-m-a-mastermind-podcast/id1726394585
Spotify: https://open.spotify.com/show/4fpVjEXbJ0FXKMgEK0m7QQ  
Find all our episodes at https://cornerstoneia.com/podcast/
Keywords
Mergers & Acquisitions (M&A), sellability, business exit, succession planning, due diligence, operational efficiency, client preparation, emotional mindset, business valuation, founder dependency

Taking a Consulting-First Approach - Episode 104

In this episode of the M&A Mastermind podcast, host Nick Olsen interviews Gokul Padmanabhan, founder and CEO of a leading M&A advisory firm focused on the restoration industry. Gokul shares his unique consulting-first approach to M&A, emphasizing the importance of preparing businesses for sale and educating owners on exit readiness. He discusses the nuances of the restoration industry, the emotional aspects of selling a business, and the significance of culture in business transitions. Gokul also provides insights into the current state of the restoration market and the growing interest from private equity firms.
Key Takeaways
Gokul Padmanabhan emphasizes a consulting-first approach in M&A.
80% of business owners seeking to sell are not ready.
Valuations can increase significantly with proper preparation.
Focusing on three key initiatives can drive success.
A Business should be viewed as a tool for family and community.
Saying no to distractions is crucial for scaling a business.
The restoration industry is a niche market that helps people in need.
Understanding the owner's perspective is vital in M&A.
Culture plays a critical role in business transitions.
Private equity interest in the restoration industry is growing.
About the Show
The M&A Mastermind Podcast delivers actionable insights and proven strategies for lower middle market dealmakers. Join host Nick Olsen and top industry experts as they discuss industry intelligence, deal management, shared successes, specialized expertise, and much more. If you serve the small to medium-sized business owner, this show will offer you tactics and insights you can use and implement, now, to become a master in M&A.
Tune in Every Week
Subscribe: https://www.youtube.com/@UCl0qSCwwZLyZxY7RnqNghiw
Apple: https://podcasts.apple.com/us/podcast/the-m-a-mastermind-podcast/id1726394585
Spotify: https://open.spotify.com/show/4fpVjEXbJ0FXKMgEK0m7QQ  
Find all our episodes at https://cornerstoneia.com/podcast/
Keywords
M&A, consulting, business exit, restoration industry, business valuation, entrepreneurship, business strategy, private equity, business culture, business owners

Professional Services & the Importance of Tech & Systems - Episode 103

In this episode of the M&A Mastermind podcast, Bryce Wolfe, Director of Strategic Growth at Unit 4, discusses the challenges faced by professional service organizations during mergers and acquisitions (M&A). He highlights the importance of technology integration, the need for standardized processes, and the role of ERP systems in facilitating successful acquisitions. Bryce shares insights from a recent survey indicating that a significant percentage of decision-makers feel that integrations take longer than expected, emphasizing the need for proactive preparation. He also discusses how Unit 4 helps clients prepare for acquisitions by ensuring they have the right technology and processes in place to maximize their business value.
Key Takeaways
Professional services organizations are people-driven businesses.
Integration challenges often lead to delays in realizing acquisition value.
Technology should not be a roadblock during mergers and acquisitions.
Standardized processes are crucial for operational efficiency.
A single source of truth for financial data is essential.
Spreadsheets are commonly used but can hinder acquisition readiness.
Investing in scalable cloud-based systems is vital for growth.
Collaboration with M&A advisors can enhance client readiness.
Documented processes can significantly increase business value.
About the Show
The M&A Mastermind Podcast delivers actionable insights and proven strategies for lower middle market dealmakers. Join host Nick Olsen and top industry experts as they discuss industry intelligence, deal management, shared successes, specialized expertise, and much more. If you serve the small to medium-sized business owner, this show will offer you tactics and insights you can use and implement, now, to become a master in M&A.
Tune in Every Week
Subscribe: https://www.youtube.com/@UCl0qSCwwZLyZxY7RnqNghiw
Apple: https://podcasts.apple.com/us/podcast/the-m-a-mastermind-podcast/id1726394585
Spotify: https://open.spotify.com/show/4fpVjEXbJ0FXKMgEK0m7QQ  
Find all our episodes at https://cornerstoneia.com/podcast/
Keywords
M&A, professional services, integration, technology, Unit 4, ERP, acquisition, business strategy, operational efficiency, service-based organizations

Managing Risk Allocation in M&A Transactions - Episode 102

In this episode of the M&A Mastermind podcast, host Nick Olsen interviews Terry Gerbers, a seasoned M&A attorney with over 30 years of experience. They discuss the importance of having a dedicated M&A attorney, the role of working capital in transactions, and the complexities surrounding intellectual property. Terry shares insights on how to choose the right M&A attorney, the collaboration between attorneys and M&A advisors, and strategies for managing risk in transactions. The conversation emphasizes the need for expertise in M&A to ensure successful outcomes for both buyers and sellers.
Key Takeaways
M&A transactions should be win-win for both parties.
Experience in M&A is crucial for attorneys.
Working capital is essential for business valuation.
Proper management of working capital can maximize sale price.
Intellectual property ownership is critical in M&A deals.
Sellers must ensure they own their IP before selling.
Collaboration between M&A advisors and attorneys is vital.
Choosing the right attorney can prevent costly mistakes.
Risk allocation is key in M&A negotiations.
Transparency in disclosures can prevent post-closing issues.
About the Show
The M&A Mastermind Podcast delivers actionable insights and proven strategies for lower middle market dealmakers. Join host Nick Olsen and top industry experts as they discuss industry intelligence, deal management, shared successes, specialized expertise, and much more. If you serve the small to medium-sized business owner, this show will offer you tactics and insights you can use and implement, now, to become a master in M&A.
Tune in Every Week
Subscribe: https://www.youtube.com/@UCl0qSCwwZLyZxY7RnqNghiw
Apple: https://podcasts.apple.com/us/podcast/the-m-a-mastermind-podcast/id1726394585
Spotify: https://open.spotify.com/show/4fpVjEXbJ0FXKMgEK0m7QQ  
Find all our episodes at https://cornerstoneia.com/podcast/
Keywords
M&A, mergers and acquisitions, M&A attorney, working capital, intellectual property, risk allocation, business transactions, legal expertise, M&A advisor, deal structure

Talent Development in M&A - Episode 101

In this episode of the M&A Mastermind podcast, Craig Castelli discusses the critical role of talent in the success of lower middle market M&A firms. He shares insights on the challenges of attracting and retaining talent, the qualities that define successful team members, and the importance of investing in long-term talent development.
Craig emphasizes the need for a balanced approach in hiring, focusing on both experienced professionals and younger talent. He also highlights the significance of non-financial factors in employee retention and the impact of the pandemic on work culture. The conversation concludes with advice for investment bankers on building a strong team and the importance of authenticity in client relationships.
Key Takeaways
• Talent is the backbone of M&A success.
• Investing in talent can yield long-term benefits.
• A mix of experience and fresh perspectives is essential.
• Critical thinking is vital in M&A negotiations.
• Creating a supportive culture enhances employee retention.
• Flexibility in work arrangements can improve productivity.
• Empowering junior members fosters growth and confidence.
• Long-term employees contribute to organizational stability.
• Authenticity builds trust with clients.
• Continuous learning is necessary in a changing industry.
Keywords
M&A, talent development, investment banking, team building, business success, hiring strategies, employee retention, career growth, leadership, organizational culture
Subscribe: https://www.youtube.com/@UCl0qSCwwZLyZxY7RnqNghiw
Apple: https://podcasts.apple.com/us/podcast/the-m-a-mastermind-podcast/id1726394585
Spotify: https://open.spotify.com/show/4fpVjEXbJ0FXKMgEK0m7QQ
Find all of our episodes at https://cornerstoneia.com/podcast/

The Games That Buyers Play - Episode 100

In this 100th episode of the M&A Mastermind podcast, host Nick Olsen interviews Verne Harnish, founder and CEO of Scaling Up, discussing the complexities of mergers and acquisitions (M&A). Harnish shares insights on the importance of having a skilled M&A advisor, common tactics used by buyers to negotiate lower prices, and the psychological games that can affect sellers. He emphasizes the need for business owners to prepare their companies for sale, the timing of selling, and the importance of documenting their legacy. The conversation also highlights the role of M&A advisors in negotiations and the qualities to look for when selecting one.
 
Takeaways
Business owners often face psychological games during M&A transactions.
Choosing the right M&A advisor is crucial for maximizing sale value.
Sellers should be cautious of unsolicited offers and seek professional advice.
Timing the sale of a business is critical; sell when the business is thriving.
Documenting wisdom and legacy can be as valuable as financial wealth.
M&A advisors should help keep business owners focused on their operations during negotiations.
Understanding buyer tactics can help sellers avoid common pitfalls.
Preparing a business for sale involves ensuring financials and operations are in order.
Life after selling a business can be challenging; planning is essential.
A good M&A advisor should have experience across multiple industries.
 
About the show:
The M&A Mastermind Podcast is your go-to source for the latest industry trends and strategies to level up your M&A practice.
The show features thought leaders who specialize in the lower middle market space and share their experiences and expertise across key areas of execution, such as market analysis, lead generation, deal management, strategic partnerships, buyer access and much more.
With host Nick Olsen, each episode's "mastermind" will share ways in which they have found success in navigating the M&A industry to best support the small-to-medium-sized private business owners they focus on serving.
 
Keywords
Mergers & Acquisitions (M&A), acquisitions, business sale, M&A advisors, business strategy, entrepreneurship, exit strategy, buyer tactics, business valuation, legacy planning, scaling up, Verne Harnish

Building a Championship Culture - Episode 99

In this episode of the M&A Mastermind Podcast, we dive into the dynamic world of balancing multiple passions and career paths with our guest, Ben Utecht. From being a Super Bowl champion to a sought-after speaker and author, Ben shares his journey of thriving amidst chaos and the importance of loving what you do. Discover how he manages his diverse interests, the life lessons from sports, and the power of belief in achieving success. Tune in for insights into building a championship culture and the art of juggling multiple roles with grace and purpose.
Key Takeaways:
Embrace Multiple Passions: Ben Utecht exemplifies how pursuing diverse interests, like sports and music, can enrich your life and career. He encourages embracing all your passions rather than choosing just one path.
The Power of Belief: A strong belief system, instilled by his father, has been a cornerstone of Ben's success. He emphasizes turning belief into action as a driving force in achieving goals.
Balancing Chaos: Thriving in chaos is a skill Ben has mastered. He shares how managing multiple roles requires organization, prioritization, and a strong relationship with your calendar.
Vulnerability and Growth: Identifying personal growth areas and being open to vulnerability are crucial for success. Ben highlights the importance of surrounding yourself with people who complement your strengths and weaknesses.
Objective Culture Building: Ben discusses the significance of creating an objective culture within organizations, where core beliefs guide actions and decisions, leading to better team alignment and performance.
Leadership and Culture: Drawing from his experience with Tony Dungy, Ben illustrates how leadership rooted in humility and selflessness can foster a winning culture both on and off the field.
Impact of Culture on Revenue: Ben connects the dots between a strong organizational culture and financial success, showing how culture influences employee retention, performance, and ultimately, the bottom line.
Continuous Learning and Application: Ben stresses the importance of combining inspiration with practical application, ensuring that motivational insights lead to actionable strategies in both personal and professional life.
About the show:
The M&A Mastermind Podcast is your go-to source for the latest industry trends and strategies to level up your M&A practice.
The show features thought leaders who specialize in the lower middle market space and share their experiences and expertise across key areas of execution, such as market analysis, lead generation, deal management, strategic partnerships, buyer access and much more.
With host Nick Olsen, each episode's "mastermind" will share ways in which they have found success in navigating the M&A industry to best support the small-to-medium-sized private business owners they focus on serving.
Keywords:
M&A strategies, Mergers & acquisitions, Culture, Leadership, Business growth, Organizational alignment, Super Bowl champion, Ben Utecht

From Business Brokerage to Big Deals - Episode 98

In this episode of the M&A Mastermind podcast, host Nick Olsen sits down with Russell Cohen, the president of South Florida M&A Advisors, to explore his remarkable journey from business brokerage to mergers and acquisitions. Russell shares insights into the challenges and triumphs of rebranding, the importance of building a strong team, and the strategic shift to targeting larger deals.
Discover how Russell's experience in the business brokerage world laid the foundation for his success in M&A and learn valuable lessons for anyone considering a similar transition. Tune in to hear about the pivotal moments that validated Russell's move and the skills essential for thriving in the lower middle market M&A space.
Key Takeaways:
Transition Challenges: Russell Cohen discusses the complexities of rebranding from a business brokerage to an M&A firm, emphasizing the importance of strategic marketing and building a strong team.
Importance of Education: He highlights the value of continuous learning and obtaining certifications to succeed in the M&A industry.
Building Relationships: The episode underscores the significance of developing relationships with centers of influence, such as attorneys and CPAs, to generate leads and build credibility.
Patience and Perseverance: Russell shares that patience is crucial in M&A deals, which often involve multiple stakeholders and can take time to close.
Strategic Partnerships: The conversation touches on the benefits of being part of a network like Cornerstone International Alliance, which provides support and collaboration opportunities.
Keywords:
Mergers and acquisitions (M&A), strategic partnerships, relationships, lower middle market, transition to M&A, business brokerage, Russell Cohen, South Florida M&A
About the show:
The M&A Mastermind Podcast is your go-to source for the latest industry trends and strategies to level up your M&A practice.
The show features thought leaders who specialize in the lower middle market space and share their experiences and expertise across key areas of execution, such as market analysis, lead generation, deal management, strategic partnerships, buyer access and much more.
With host Nick Olsen, each episode's "mastermind" will share ways in which they have found success in navigating the M&A industry to best support the small-to-medium-sized private business owners they focus on serving.

Growing Through Acquisition in the Lower Middle Market - Episode 97

In this episode of the M&A Mastermind Podcast, host Nick Olsen interviews David Miller, an international business coach and entrepreneur. David shares his journey from managing money in college to becoming a successful business owner and M&A advisor. He emphasizes the importance of understanding the 'magic' behind business growth, which includes intuition, creativity, and the alignment of values. David discusses the essential qualities that leaders need to possess for successful acquisitions and how to assess whether a company is ready for growth through acquisition. He also introduces his CapEx Flex methodology, aimed at simplifying the M&A process for small business owners.
Takeaways
Successful acquisitions require alignment of values and strategy.
Experience is crucial for leaders looking to acquire other companies.
Balancing IQ and EQ is essential for effective leadership.
Starting small is key when considering acquisitions.
Cultural fit is a significant factor in successful mergers.
Understanding what you're buying in an acquisition goes beyond revenue.
Assessing readiness for acquisition is a critical step.
Growth through acquisition should be a well-considered strategy.
Understanding the time factor in acquisitions is essential.
Soft skills can significantly impact acquisition success.
Setting realistic expectations helps reduce anxiety.
Cross-selling can enhance revenue post-acquisition.
Keywords
M&A, acquisitions, mergers, business growth, CapEx Flex, integration, expectations, soft skills, success stories, business strategy, advisory
About the show
The M&A Mastermind Podcast is your go-to source for the latest industry trends and strategies to level up your M&A practice.
The show features thought leaders who specialize in the lower middle market space and share their experiences and expertise across key areas of execution, such as: market analysis, lead generation, deal management, strategic partnerships, buyer access and much more.
With host Nick Olsen, each episode's "mastermind" will share ways in which they have found success in navigating the M&A industry to best support the small-to-medium sized private business owners they focus on serving.