The M&A Mastermind Podcast

M&A Mastermind Podcast - Episode 40 - Factors to Consider When Advising a client to Sell Now or Wait

In this week’s episode, join host Nick Olsen as he sits down with Kyle Griffith, Managing Partner of The NYBB Group as they discuss factors to consider when deciding if it’s the right time for a business owner to sell their company. Together, they delve into the crucial factors business owners need to weigh when making this big decision.
Kyle and Nick explore a comprehensive range of internal factors, such as cash flow, growth strategy, key management teams, profitability, customer concentration, and predictable revenue. They also examine external influences like market conditions, industry trends, the economic climate, political environment, competition, and industry drivers.
Tune in now and elevate your understanding of M&A dynamics with the podcast that delivers actionable insights and unlocks the door to new possibilities. To learn more about M&A trends and insights, please like, subscribe, and rate our podcast. New episodes go live every Thursday at 9 am CST.
 
Some Key Takeaways include:
Internal factors to consider when deciding to sell a business include cash flow, growth strategy, and having a key management team in place.
External factors such as market conditions and industry trends also play a role in determining the right time to sell.
Staying connected with industry peers and joining organizations like Cornerstone International Alliance can provide valuable insights and opportunities for collaboration.
Selling a business when cash flows are on an upward trajectory is generally more appealing to buyers.
Proper valuation, benchmarking, and estate planning are important steps in preparing for a sale and maximizing value.
Business owners should stay informed about industry trends, participate in trade associations, and continuously assess their business to identify growth opportunities.
 
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.
 
Chapters:
00:00 Introduction and Guest Introduction
03:19 The Value of Staying Connected and Joining Industry Organizations
08:20 Factors to Consider When Deciding to Sell a Business
12:39 Selling at the Right Time: Upward Cash Flow and Transition Planning
23:44 The Role of External Factors: Market Conditions and Industry Trends
26:16 External Factors and the Economic Climate
30:49 Competition and Growth Opportunities
35:46 Understanding Personal Motivations
38:10 Valuation, Benchmarking, and Estate Planning
43:41 Staying Informed and Identifying Growth Opportunities             
 
Keywords:
Mergers and acquisitions, M&A, investment banking, corporate finance, sell-side, valuation, due diligence, how to sell my business, M&A market trends, internal factors, external factors, cash flow, growth strategy, key management team, industry trends, staying connected, political environment, competition, industry drivers, personal motivations, valuation, benchmarking, estate planning
 

The M&A Mastermind Podcast - Episode 39 - How to Catalyze Your Company to Appeal to Buyers

In this week’s episode, join host Nick Olsen as he sits down with Trever Acers, Managing Director of Objective Investment Banking and Valuation for an enlightening deep dive into the world of mergers and acquisitions. Acers unveils a unique client-centric approach that sets the stage for successful deals. Discover the spectrum of tactics to captivate buyers and the art of nurturing long-term relationships with business owners.
Trever shares his expert knowledge on proactive strategies and maintaining confidentiality, shedding light on the crucial role of post-acquisition economics in determining purchase prices. This conversation unpacks the complexities of M&A transactions, highlighting the strategic decisions that can make or break a deal. Learn about the significance of transparency, the educational journey through the M&A process, and the critical importance of avoiding distractions to maximize business value.
Tune in now and elevate your understanding of M&A dynamics with the podcast that delivers actionable insights and unlocks the door to new possibilities. To learn more about M&A trends and insights, please like, subscribe, and rate our podcast. New episodes go live every Thursday at 9 am CST.
 
Some key takeaways include:
The importance of tailoring a strategy to maximize the outcome for each client
The impact of proactive strategies on achieving client objectives
The significance of confidentiality and transparency in the M&A process
The role of education and relationship-building in developing successful client-advisor partnerships
The importance of strategic decision-making in M&A transactions
The impact of distractions on business performance
 
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. 
 
Chapters
00:00 Introduction to Objective Investment Banking and Valuation
03:15 Maximizing Client Outcomes through Tailored Strategies
07:02 Proactive Strategies for Achieving Client Objectives
13:35 Confidentiality and Transparency in M&A
29:37 Strategic Decision-Making in M&A Transactions
33:10 Navigating Distractions and Maximizing Value
37:24 The Role of Advisors in M&A Transactions
41:30 Post-Acquisition Economics and Value Creation
 
Keywords
Mergers and acquisitions, M&A, investment banking, corporate finance, sell-side, valuation, due diligence, how to sell my business, M&A market trends, proactive strategies, confidentiality, post-acquisition economics, transparency, education, strategic decision-making, distractions, maximizing value, business performance, sophisticated advisor

The M&A Mastermind Podcast - Episode 38 - Sell Side Reps & Warranty Insurance

In this week’s installment, join host Nick Olsen as he sits down with Rob Margeton, Co-Founder of Ryco Advisors as they delve into the dynamic world of M&A transactions and unveil the game-changing benefits of sell-side reps and warranty insurance policies.
Unlock the secrets of how these policies, steeped in historical significance, revolutionize deal timelines and empower sellers to navigate the complex landscape of negotiations with confidence and finesse.
Rob sheds light on the strategic advantages, unravels the mysteries surrounding policy costs and the application process, and unveils the transformative impact on deal negotiations. Learn more about risk mitigation and discover why educating clients and stakeholders is paramount for harnessing the full potential of these invaluable tools.
Tune in now and elevate your understanding of M&A dynamics with the podcast that delivers actionable insights and unlocks the door to new possibilities. To learn more about M&A trends and insights, please like, subscribe, and rate our podcast. New episodes go live every Thursday at 9 am CST.
Some of the key takeaways of this episode include:
1) Sell-side reps and warranty insurance policies are beneficial for mitigating risk and expediting M&A transactions.
2) Educating clients and stakeholders about the benefits of these policies is crucial for their successful implementation.
3) The cost of these policies is relatively low compared to the potential benefits, making them a valuable tool for sellers in M&A transactions.
 
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.
Chapters:
00:00 Introduction to M&A Mastermind Podcast and Guest Introduction
03:26 Impact of Reps and Warranty Insurance on Deal Timelines
05:38 Benefits of Sell-Side Reps and Warranty Insurance for Sellers
08:19 Educating Clients and Stakeholders on Sell-Side Reps and Warranty Insurance
15:12 Coverage and Claims of Sell-Side Reps and Warranty Insurance Policies
20:50 Buyer Acceptance and Resistance to Sell-Side Reps and Warranty Insurance
25:27 Threshold and Cost Considerations for Sell-Side Reps and Warranty Insurance Policies
27:20 Conclusion and Contact Information
Keywords:
Mergers and acquisitions, M&A, investment banking, corporate finance, sell-side, valuation, due diligence, how to sell my business, M&A market trends, reps and warranty insurance, transaction, deal timeline, risk mitigation, policy cost, deal negotiations, client education
Check out all of our episodes at: https://cornerstoneia.com/podcast/.

The M&A Mastermind Podcast - Episode 37 - What are the Components of a Perfect Acquisition?

In this episode Nick Olsen sits down with Ben Mackay from Evolve Capital. Together, they discuss the essence of the perfect business or opportunity in the M&A landscape. Unraveling the complexities of acquisitions, they uncover the key attributes and components that transform a business into the holy grail of acquisition targets.
 
Some of the key takeaways of this episode include:
The importance of relationships in the M&A industry
Key attributes and components that make a business an ideal acquisition target
The significance of trust and effective communication in the deal process
 
Keywords
M&A, acquisition, business opportunity, Evolve Capital, holy grail, relationships, deal structure, communication, critical services, business dynamics, trust

The M&A Mastermind Podcast - Episode 36 - M&A Market Update Q1 2024

In this episode of the M&A Mastermind podcast, host Nick Olsen interviews Bob Dunn from GF Data about the latest trends in lower and middle market M&A. They discuss the GF Data reports, which provide valuation information across different transaction sizes and industries.
Some key takeaways from the conversation are:
1) Deal volume is recovering, with a significant increase expected in the coming quarters, driven by private equity exits.
2) Interest rates are stabilizing, which is positive for the market.
3) Manufacturing has been hit hard on the debt side, while business services and retail are showing signs of recovery.
Chapters
00:00 Introduction and Background
02:37 Overview of GF Data and Reports
05:35 Insights from the M&A Report: Deal Volume and Valuations
10:33 Deal Structures and Creative Financing
21:33 Analysis of the Leverage Report and Debt Coverage
27:20 Predictions and Projections for the Future of the Market
30:11 Closing Remarks and Call to Action
Keywords M&A, trends, GF Data, reports, valuation, deal volume, interest rates, manufacturing, business services, retail

The M&A Mastermind Podcast - Episode 35 - Sale Leasebacks in M&A

In this episode of the M&A Mastermind podcast, host Nick Olsen interviews Dan Andrews, the managing partner and CEO of Tempus Realty Partners, about sale leasebacks in M&A transactions. They discuss the benefits and considerations of sale leasebacks, the timing and planning involved, and the potential tax advantages. Andrews emphasizes the importance of understanding the real estate involved in a transaction and determining if a sale leaseback is a good fit. He also highlights the limited pool of buyers for sale leasebacks and the need for proper due diligence and financing. Overall, the episode provides valuable insights for M&A advisors and business owners considering sale leasebacks.
Takeaways
Sale leasebacks should be considered in virtually every M&A transaction involving real estate.
Timing and planning are crucial for successful sale leasebacks, and it is often best to sell the real estate before selling the business.
Working with a specialized buyer, such as Tempus Realty Partners, can increase the likelihood of a successful sale leaseback.
Proper due diligence, including property condition assessments, environmental assessments, and surveys, is essential to mitigate risks.
Long-term leases with market-rate rent and annual increases of around 3% are typically the most attractive to buyers.
Sale leasebacks can offer tax advantages, such as 1031 exchanges, if properly planned and executed.
Chapters
00:00 - Introduction and Overview
09:38 - Timing and Planning for Successful Sale Leasebacks
26:49 - The Limited Pool of Buyers for Sale Leasebacks
35:38 - Optimizing Value with Long-Term Leases
Sale leasebacks, M&A transactions, real estate, timing, planning, tax planning, due diligence, financing

The M&A Mastermind Podcast - Episode 34 - How AI helps in M&A research

Join us for an insightful episode of The M&A Mastermind Podcast featuring Nevin Raj, COO and co-founder of Grata. Nevin delves into the indispensable role of software and intelligence in the M&A realm, shedding light on their significance in deal origination and business development. Learn firsthand why forging meaningful relationships and pinpointing the ideal companies upfront are pivotal for triumph in this competitive landscape.
Discover how AI is revolutionizing the industry, automating research processes, and furnishing invaluable insights to enhance efficiency and effectiveness. Nevin unveils Grata's cutting-edge AI product, ANA, designed to streamline desktop research while offering comprehensive market data and valuations. Don't miss this enlightening discussion, offering key takeaways on the future of M&A and the transformative potential of technology.
Takeaways
Software and intelligence are crucial in the M&A industry for deal origination and business development.
Building relationships and finding the right companies upfront is essential for success.
AI can automate research and provide valuable insights, saving time and improving efficiency.
Grata's new AI product, ANA, automates desktop research and provides market data and valuations.
M&A, software, intelligence, deal origination, business development, relationships, AI, automation, research, market data, valuations

The M&A Mastermind Podcast - Episode 33 - All things buy side

In this episode of the M&A Mastermind Podcast, Nick Olsen interviews Bobby Lewis, a partner at Business Acquisition and Merger Associates (BAMA), about the challenges and benefits of the buy side of M&A. Bobby shares insights on the importance of being a hunter and having strong sales and marketing skills in the buy side practice. He also emphasizes the need for a dedicated team and efficient tools to be successful in the buy side. Bobby discusses the importance of building relationships with private equity groups and leveraging existing networks to find good buyers. He also highlights the potential for the buy side to benefit the sell side practice by building a rich database of business owners and industry knowledge.
Takeaways
Being a successful buy side advisor requires strong sales and marketing skills and the ability to be a hunter.
Having a dedicated team and efficient tools is crucial for success in the buy side practice.
Building relationships with private equity groups and leveraging existing networks can help find good buyers.
The buy side can benefit the sell side practice by building a rich database of business owners and industry knowledge.
Chapters
00:00 Introduction
06:07 The Challenges of the Buy Side
13:24 Knowing Your Buy Side Client
25:34 Leveraging Relationships with Private Equity Groups
31:25 Utilizing the Buy Side to Benefit the Sell Side
35:58 Conclusion
M&A, buy side, sell side, business acquisition, private equity, market research, business development, team, tools, relationships

The M&A Mastermind Podcast - Episode 32 - Two Critical Business Decisions you Need to Get Right

In this episode of the True North M&A podcast, host Nick Olsen sits down with Don Montgomery, founder of True North M&A, to explore the critical roles and characteristics necessary for taking a company to the next level. Drawing from his 10 years of experience, Don shares insights into the role of a "hunter" in business development, emphasizing qualities such as integrity, adaptability, and empathy.
As they delve deeper into the discussion, Don reveals the importance of cultural fit and trustworthiness when selecting clients for M&A transactions. He highlights the significance of honesty, realism, and the capability to trust as essential traits in potential business owners.
Through personal anecdotes and industry insights, Don offers valuable advice on navigating the complex landscape of mergers and acquisitions, emphasizing the importance of building genuine relationships and understanding the unique dynamics of each client interaction.
Tune in to gain valuable insights into the world of M&A and discover the key ingredients for success in driving business growth and fostering meaningful partnerships.

The M&A Mastermind Podcast - Episode 31 - Utilizing Business Assessments for Client Acquisition

In this episode of the M&A Mastermind Podcast, Nick Olsen interviews Ryan Buist, a partner at Portage M&A Advisory, about the importance of business valuations in the M&A process. They discuss how valuations can help business owners plan for retirement, involve trusted advisors in the process, and ensure a smooth sale. Buist emphasizes the need for early valuations to allow for tax planning and value enhancement strategies. He also highlights the importance of building trust with clients and referral sources, and the role of valuations in qualifying leads. The episode concludes with a discussion on nurturing clients and staying top of mind for future opportunities. 
 
Key Takeaways: 
Business valuations are crucial for helping business owners plan for retirement and ensuring they are comfortable with the sale price of their business. 
 
Involving trusted advisors, such as wealth planners, accountants, and lawyers, in the valuation process can help build trust and ensure a smooth sale. 
 
Early valuations allow for tax planning and value enhancement strategies to increase the value of the business. 
 
Building trust with clients and referral sources is essential for success in the M&A industry. 
 
Nurturing clients and staying top of mind through value-added services can lead to future opportunities. 
 
Chapters: 
00:00 Introduction and Guest Introduction 
04:06 The Role of Valuations in Portage's Firm and Client Acquisition 
09:25 Revenue Generation and Benefits of Valuations 
16:31 The Importance of Trusted Advisors and Accountants 
28:08 Plug for Portage's Podcast and Conclusion 
 
Key Topics: M&A, business valuations, retirement planning, trusted advisors, tax planning, value enhancement, qualifying leads, nurturing clients