The M&A Mastermind Podcast

The M&A Mastermind Podcast - Episode 18 - Navigating M&A and the Holidays

In this episode of The M&A Mastermind Podcast, host Nick Olsen sits down with Deborah Agrafojo, a seasoned M&A professional, to discuss the intricacies of managing M&A deals during the busy holiday season. Deborah shares her journey into the world of M&A, emphasizing the importance of structuring deals at various stages for optimal efficiency.
The conversation delves into the challenges and successes of managing multiple deals simultaneously, exploring strategies to maintain a healthy deal pipeline and pace. Deborah highlights the significance of training and support within her firm, shedding light on the team approach that ensures advisors can focus on client-facing aspects rather than getting bogged down in administrative tasks.
The discussion also touches on the evolving landscape of M&A deals post-COVID, with an emphasis on extended due diligence and the impact of changing environmental laws on deal timelines. Deborah provides insights into the current market trends, including private equity firms incorporating additional due diligence measures and heightened interest in going to market.
As the episode wraps up, Deborah reflects on the positive outlook for 2024, acknowledging the unpredictability of deal timelines while expressing confidence in successful exits for clients. The conversation concludes with practical insights into balancing work and family during the holiday season, offering listeners valuable tips for managing their professional and personal lives effectively.
Tune in to gain valuable insights into the world of M&A, learn strategies for deal management, and discover how industry professionals navigate the complexities of the holiday season.

The M&A Mastermind Podcast – Episode 17 – State of the Healthcare Market

In This Episode:
Rebecca Springer, lead analyst for PitchBook, discusses the state of the healthcare market and the impact of the pandemic on the industry. She highlights the unique pressures and challenges faced by healthcare companies, including overleveraging and declining reimbursement rates. Springer also identifies hot and emerging segments in healthcare, such as behavioral health, and discusses the outlook for the industry in the next 12 to 18 months. She emphasizes the importance of outcomes and value-based care in healthcare and highlights PitchBook as a valuable resource for industry research.
Featured Guest:
Rebecca Springer is a lead analyst for PitchBook, focusing on the healthcare sector.
Highlights:
- The healthcare market has experienced a decline in deal activity and is facing challenges such as overleveraging and declining reimbursement rates.
- Hot segments in healthcare include behavioral health, cardiology, and Med Spa, while emerging segments include pediatric services.
- Declining segments in healthcare include Medicare home health and hospice, acute care physician staffing, and Medicare Advantage primary care.
- The outlook for the healthcare industry in the next 12 to 18 months is uncertain, with the timing of a rebound in deal activity dependent on various factors.
- Employers are expected to play a more active role in managing healthcare costs, and outcomes and value-based care will be key considerations for healthcare providers.
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The M&A Mastermind Podcast - Episode 16 - How to enhance your relationships with CPA’s

Welcome to another insightful episode of The M&A Mastermind Podcast! In this episode, your hosts Nick Olsen and a special guest, Anthony Citrolo, delve into the crucial role of CPAs in the M&A advisory process. They explore why building strong relationships with CPAs is paramount for M&A advisors and how these financial professionals serve as trusted advisors to their clients.
Anthony Citrolo, drawing from his extensive experience, shares valuable tips on how M&A advisors can establish and nurture relationships with CPAs. He emphasizes the importance of positioning oneself where CPAs frequent, offering valuable information without being overly assertive, and participating in events hosted by CPA societies.
The conversation takes a deeper dive into how M&A advisors can contribute to the success of CPAs and their clients by providing useful resources and education. Anthony discusses the significance of exit planning and how collaborating with CPAs in this process can enhance the overall value for business owners. The duo shares real-world examples highlighting the impact of proper planning and the potential pitfalls of neglecting crucial aspects of the transaction process.
As the discussion unfolds, Anthony sheds light on the role CPAs play during the transaction itself, emphasizing the importance of financial preparedness, tax planning, and effective communication between M&A advisors and CPAs.
In the latter part of the episode, Nick and Anthony explore the benefits of creating a strong pipeline of CPA relationships, establishing a foundation for successful collaborations, and ultimately contributing to the growth and success of both parties involved.
Tune in to gain insights into the intricate collaboration between M&A advisors and CPAs, discovering how strategic partnerships can lead to optimal outcomes for business owners navigating the complex world of mergers and acquisitions. Don't miss this episode packed with actionable advice and real-world scenarios that will elevate your understanding of the M&A landscape.

The M&A Mastermind Podcast - Episode 15 - Why you need to be on podcasts

🎉 New Podcast Episode Alert!
🎙️ In this week's episode of The M&A Mastermind Podcast, join host Nick Olsen as he sits down with the incredible Shannon Weinstein, a CPA with a unique approach to building trust and connections in the business world. Discover the power of podcasting as a tool for expanding your reach and influence.
🔍 Episode Highlights:
Explore why starting a podcast can be intimidating and alternative ways to leverage the podcasting medium.
Uncover the importance of being a guest on other people's podcasts and how it builds trust.
Learn the art of "borrowing trust" and cross-contaminating audiences for exponential growth.
Hear about the impact of being on a show with a vast audience and leveraging the host's network.
Understand the value of strategic storytelling and the surprising results of a personal story shared on a podcast.
Get insider tips on how to pitch yourself as a podcast guest and stand out from the crowd.
Dive into the world of podcasting with genuine conversations, avoiding overly rehearsed pitches.
🚀 Why You Should Tune In:
Whether you're considering starting a podcast or aiming to be a guest on one, this episode is packed with insights and practical advice. Shannon Weinstein shares her journey and reveals the unexpected power of personal stories in creating meaningful connections.
👥 Who Should Listen: Entrepreneurs looking to expand their brand through podcasting. Professionals seeking alternative ways to build trust with their audience. Anyone interested in the behind-the-scenes of podcast guesting and hosting.
Don't miss out on this enlightening episode! Hit play now and unlock the secrets of podcasting for business success. Remember to subscribe, share, and leave a review if you find value in this conversation. Happy listening! 🎧✨

The M&A Mastermind Podcast - Episode 14 - US Private Equity Lower Middle Market Breakdown

Welcome to The M&A Mastermind Podcast, where we delve into the dynamic world of lower middle market M&A. In this episode, our host Nick Olsen engages in a thought-provoking conversation with Tim Clarke, an expert in the field and a key player at PitchBook.
The discussion kicks off with insights into the opaque realm of lower middle market the invaluable role platforms like PitchBook play in providing comprehensive data for deal-making. Tim Clarke sheds light on the shifting landscape, emphasizing the importance of holistic solutions and the diverse functionalities that PitchBook offers, from prospecting new startups to providing key contacts in the industry.
As the conversation unfolds, the focus shifts to the evolving playbook of private equity and the changing dynamics in valuation work. Tim Clarke delves into the challenges of triangulating data for private companies and how PitchBook addresses these issues, becoming a crucial tool for professionals seeking a deep understanding of deal pricing.
The episode further explores Tim Clarke's role at PitchBook, covering the data platform, news coverage, and robust research efforts, offering listeners a glimpse into the comprehensive resources available in the private equity space.
Nick Olsen guides the conversation towards the heart of the matter – the current landscape of US-based private equity firms. Tim defines the lower middle market and middle market based on deal size, providing clarity for listeners to understand the space being discussed.
The podcast takes a deep dive into the transitions happening in the private equity market, emphasizing the impact of interest rate hikes on the leverage buyout playbook. Tim Clarke explores the survival of the industry despite funding challenges and the emergence of private credit funds as a critical player in financing deals.
Listeners gain insights into the changing strategies of private equity firms, moving away from the traditional leverage buyout model and adapting to a landscape where organic growth and smaller deals take center stage. Tim Clarke sheds light on the resilience of middle market funds, outperforming their mega fund counterparts in recent quarters.
The conversation turns to the influence of inflation, interest rates, and the role of dry powder in the current market scenario. Tim Clarke provides a nuanced analysis of fund performance, the narrowing gap between small and mega funds, and the implications for borrowing costs.
Nick Olsen steers the discussion towards deal types, uncovering emerging trends such as divestitures, add-ons, and growth equity deals. Tim Clarke explains the surge in these deal types and how they align with the evolving strategies of private equity players. The episode concludes with valuable advice for advisors navigating the changing landscape. Tim Clarke emphasizes the importance of due diligence, focusing on companies with net positive cash positions and organic growth potential.
The episode wraps up with a glimpse into the future as Tim Clarke shares his predictions for 2024, anticipating a recovery in deal volumes and a muddle-through scenario for the industry.
Join us in The M&A Mastermind Podcast as we unravel the intricacies of lower middle market M&A, featuring insightful conversations with industry experts and thought leaders. Subscribe now for a front-row seat to the ever-evolving world of mergers and acquisitions.

The M&A Mastermind Podcast - Episode 13 - Navigating the Latest Market Trends in M&A

Welcome to The M&A Mastermind Podcast, your go to resource for the latest in industry trends. In this episode, we have an insightful conversation with Bob Dunn of GF Data, where he shares valuable insights into the intricate world of private equity.
Bob discusses the unique approach they've taken to gather information on private transactions and how they collaborate with private equity firms for data sourcing. Discover the virtuous cycle they've created with contributors who are not just providers but also consumers of the data, fostering a sense of trust and reliability.
Explore the challenges and opportunities in the private equity landscape as Bob talks about the 318 firms currently contributing data and the careful backdating process to maintain data integrity.
Dive into the specifics of the platform's focus on transactions above $10 million.
Join us as we navigate through the current state of the market with insights from their Q3 report, highlighting shifts in valuations, deal volumes, and the impact of rising interest rates on debt markets. Bob also sheds light on creative deal structures, such as rollover equity and seller financing, making this episode a must-listen for anyone navigating the private equity landscape.
If you're involved in private transactions, M&A, or just intrigued by the dynamics of the market, this episode provides a wealth of information to keep you informed and ahead in the ever-evolving world of private equity. Tune in to The M&A Mastermind Podcast for deep insights, expert interviews, and engaging discussions on all things mergers and acquisitions!

The M&A Mastermind Podcast - Episode 12 - Navigating Risk and Maximizing Value

In this episode, Nick Olsen engages in a dynamic conversation with Al Danto, an expert in entrepreneurship and M&A advisory, exploring a topic often overlooked in business discussions—risk and perceived risk. Al shares insightful stories from his storied career, shedding light on the critical role risk plays in business transactions.
They delve into the formal side of evaluation, touching on concepts like discount rates and capitalization rates. Al recounts his early experience buying a company at the age of 26, highlighting the fear and uncertainty that accompanied it. Drawing from behavioral economics, he introduces the prospect theory, emphasizing how humans tend to overemphasize downside risk while undervaluing upside gain.
The conversation unfolds into a fascinating exploration of risk perception in various contexts, from crime rates to bungee cord jumping. Al provides valuable insights into how fear shapes decision-making in the realm of investments and acquisitions, citing examples from historical market downturns.
As the discussion shifts towards M&A, Al explores the asymmetry of risk perception between buyers and sellers. He offers practical strategies to mitigate risk, emphasizing the importance of thorough due diligence and transparency. Al also stresses the significance of recurring revenue in enhancing a business's value, drawing from his own experiences in the printing industry.
The episode concludes with Al sharing his passion for educating entrepreneurs on risk management and preparing them for due diligence. He highlights the pivotal role of recurring revenue in minimizing uncertainty and increasing a business's market value. Join Nick and Al on this enlightening journey into the often-neglected world of risk, where they unravel its complexities and unveil strategies for creating value in the realm of entrepreneurship and M&A.
Key Topics:
1. The formal side of evaluation: Discount rates, capitalization rates.
2. The prospect theory and human behavior in risk assessment.
3. Entrepreneurial experiences: Al's first company purchase at 26.
4. Market downturns: Learning opportunities for investors.
5. The impact of fear on decision-making in M&A.
6. Risk perception and its role in shaping market trends.
7. Strategies to mitigate risk in business transactions.
8. The significance of recurring revenue in enhancing business value.
9. Educating entrepreneurs on risk management and due diligence.
Tune in to gain profound insights into risk, fear, and value creation in the world of entrepreneurship and M&A.

The M&A Mastermind Podcast - Episode 11 - Common Deal Killers

In this latest podcast episode, Nick Olsen engages in a thought-provoking discussion with Lamar Stanley, uncovering the critical elements that can make or break mergers and acquisitions (M&A).
Diving straight into the heart of M&A dynamics, Lamar Stanley shares invaluable insights on the common deal killers that significantly impact the success of business transactions. They emphasize the paramount significance of alignment in these deals, highlighting the importance of continuity in management participation for sustained growth.
The conversation pivots around the criteria used by Lamar's team in targeting potential businesses. They delve into the importance of stable cash flows, customer diversification, and the power of a compelling business narrative that paints a clear path for growth. Unveiling the due diligence process, they shed light on essential deal killers that can jeopardize successful transactions and stress the necessity for transparency and timely disclosure.
As they peer into the future, Lamar shares projections for 2024, discussing expected deal volumes and the influencing factors, including the post-COVID stabilization and the impact of interest rates on market multiples. Their insightful conversation provides a comprehensive understanding of the nuances and crucial factors influencing successful M&A deals.
Tune in to gain a deeper understanding of the potential pitfalls and critical considerations in M&A transactions, unraveling the common deal killers that can make or break successful business acquisitions.

The M&A Mastermind Podcast - Episode 10 - The importance of connection & collaboration

In this episode of the M&A Mastermind Podcast, host Nick Olsen, Managing Director of Cornerstone International Alliance, welcomes Sara Burden, the owner of Walden Businesses in Atlanta, Georgia.
They explore the importance of connection and collaboration in the M&A industry, emphasizing the significance of building rapport and trust with clients, as well as establishing strong connections with centers of influence. They discuss strategies for evaluating potential clients, the role of chemistry in client relationships, and the power of "golden" centers of influence in driving referrals.
Join Nick and Sara for an insightful conversation on how trust and connections can significantly impact success in the world of mergers and acquisitions.

The M&A Mastermind Podcast - Episode 09 - Corporate Finance in the UK

In this insightful episode, we delve into the world of corporate finance with Sarah Moores, co-founder of a boutique corporate finance firm based in the UK. With a mission to provide "London quality" advice to smaller businesses, Sarah shares her journey in setting up the firm and the unique challenges they address.
Sarah explains the distinct needs of smaller businesses in the corporate finance landscape, emphasizing the importance of providing full-service support, rather than just brokering deals. This is especially crucial for owner-managed and founder-led enterprises, as Sarah highlights, and it comes with fees tailored to the lower middle market.
The discussion then shifts to the state of the UK's business landscape, marked by events like Brexit, the COVID-19 pandemic, supply chain disruptions, and the "great resignation." Sarah paints a picture of the challenges and uncertainties facing businesses in the UK, which adds complexity to the process of selling a company.
Looking ahead, Sarah uses her metaphorical crystal ball to predict another year of uncertainty in the market before a possible return to a "new normal." She underscores the importance of early conversations about exit strategies for business owners.
In this insightful interview, Sarah Moores offers valuable advice on dealing with unsolicited offers to buy a business, emphasizing the importance of having an advisor on hand to navigate these unexpected opportunities effectively.
The conversation then turns to the critical aspect of preparation when selling a business. Sarah highlights how thorough pre-sale groundwork can uncover issues and discrepancies early, ultimately preventing potential deal breakers during the due diligence process.
Sarah's extensive experience in working with private equity firms comes to the forefront, as she shares her insights into the evolving landscape of private equity in the UK. She discusses the growing influence of private equity in both primary deals and bolt-on acquisitions in the small to mid-sized business market, shedding light on the benefits and challenges of private equity involvement.
This episode is a must-listen for business owners, entrepreneurs, and anyone interested in the dynamics of corporate finance and the intricate process of buying or selling a company. Sarah Moores offers a wealth of knowledge and guidance, providing a roadmap for navigating the world of corporate finance.