The M&A Mastermind Podcast

The M&A Mastermind Podcast - Episode 30 - Are Projections Necessary?

Welcome to another enlightening episode of the M&A Mastermind Podcast, your ultimate destination for navigating the latest industry trends and strategies to elevate your M&A practice. I'm your host, Nick Olsen, Managing Director of Cornerstone International Alliance, the premier international alliance of M&A firms specializing in the lower middle market. In this episode, we're joined by a true mastermind in the world of M&A, Teddy Saltzstein, Partner at Six Pillars Partners based in Dallas.
Teddy brings a wealth of experience to the table, having transitioned from Deloitte to private equity and even stepping into the tech startup arena as a CEO. With a Bachelor's and Master's degree from the University of Texas under his belt, Teddy's journey through various sectors has provided him with unique insights into the intricacies of M&A.
In our engaging conversation, Teddy shares invaluable insights into the importance of realistic projections in M&A transactions. We explore how projections serve as the cornerstone for evaluating future cash flows and determining the growth potential of a business. Teddy emphasizes the significance of data-driven projections, urging M&A advisors to focus on tangible metrics such as historical performance, lead generation, and customer retention.
As we delve deeper, Teddy sheds light on the critical role of management team involvement in shaping projections and aligning growth expectations. He underscores the need for transparency and collaboration between buyers and sellers to ensure shared understanding and realistic forecasts.
Moreover, Teddy provides actionable advice for M&A advisors on crafting compelling narratives around projections, emphasizing the importance of articulating growth strategies and addressing potential challenges upfront. By adopting a thorough approach to due diligence and embracing open communication, advisors can empower buyers and sellers to make informed decisions and drive successful M&A outcomes.
Tune in to gain invaluable insights from Teddy Saltzstein on navigating projections and unlocking growth opportunities in M&A transactions. Whether you're a seasoned M&A professional or an aspiring advisor, this episode offers invaluable guidance for mastering the art of M&A strategy and execution.
To learn more about Teddy Saltzstein and Six Pillars Partners, visit their website at sixpillarspartners.com. Don't miss out on this insightful episode of the M&A Mastermind Podcast!

The M&A Mastermind Podcast - Episode 29 - The Importance of Networking

In this episode of the M&A Mastermind Podcast, host Nick Olsen sits down with Mark Stephenson, President and Co-founder of Cube Business Media, to explore the intricate world of M&A events, conferences, and trade shows. With over 30 years of experience in the industry, Mark shares invaluable insights into the dynamics of networking and strategic planning within the M&A landscape.
From his journey in the events and trade show business to founding Cube Business Media in 2015, Mark provides a firsthand account of the evolution of M&A events and the strategies that have propelled his success. Together, they delve into the significance of authentic connections, strategic networking techniques, and overcoming challenges in the M&A arena.
Mark's expertise extends to advising entrepreneurs and business owners on large-scale exit strategies, drawing from his own experience of selling a business to a public U.S. company in 2007. He emphasizes the importance of preparation and the role of M&A advisors in maximizing the value of a business sale.
The conversation also explores the inception of the Business Transition Forum, a conference dedicated to helping business owners navigate the complexities of transitioning their businesses. Mark sheds light on the challenges of maintaining confidentiality while providing a platform for entrepreneurs to learn and network effectively.
As they reflect on the impact of the COVID-19 pandemic on M&A events, Mark discusses the strategic shift towards integrating growth strategies into conferences, attracting a wider audience of business owners.
Throughout the episode, listeners gain actionable insights and real-world examples, making it a must-listen for M&A professionals looking to enhance their networking skills and stay ahead in the ever-evolving landscape of mergers and acquisitions.
Tune in to gain insider insights and practical strategies for navigating M&A events and maximizing opportunities in the marketplace.

The M&A Mastermind Podcast - Episode 28 - Increasing your effectiveness with business owners

Welcome to The M&A Mastermind Podcast, where industry expert Nick Olsen engages in an illuminating discussion with Dr. Allie Taylor, a leading authority in business psychology. In Episode 28, listeners are treated to a deep dive into the art of client engagement and communication, as Dr. Taylor shares her invaluable insights on understanding and connecting with business owners on a profound level.
As the conversation unfolds, Dr. Taylor and Nick explore practical strategies for advisors to navigate client interactions with empathy, authenticity, and effectiveness. They delve into the importance of self-awareness and emotional regulation, urging advisors to recognize their own communication styles and how they impact client relationships.
Listeners gain actionable tips for fostering rapport and trust with business owners, from asking meaningful questions to actively listening and adapting communication approaches to suit individual preferences. Dr. Taylor emphasizes the significance of meeting clients where they are and prioritizing their needs above all else, ensuring a mutually beneficial partnership built on trust and understanding.
The episode also highlights the transformative power of self-reflection and mindfulness in client engagements, as Dr. Taylor shares practical exercises for advisors to regulate their emotions and maintain focus during challenging conversations. From deep breathing techniques to body scans and intention setting, listeners discover simple yet powerful strategies for enhancing their presence and effectiveness in client interactions.
Tune in to Episode 28 of The M&A Mastermind Podcast for an enlightening exploration of client engagement strategies rooted in empathy, authenticity, and psychological insight. Gain valuable insights from Dr. Allie Taylor and elevate your client relationships to new heights.

The M&A Mastermind Podcast - Episode 27 - Goodwill: What is it and how will it affect my deal?

Welcome back to another enlightening episode of the M&A Mastermind Podcast, your go-to resource for exploring the intricacies of mergers and acquisitions. In this episode, host Nick Olson welcomes Bob McCormack, founder of Murphy McCormick Capital Advisors, for an in-depth discussion on the complexities of goodwill in M&A transactions.
Together, Nick and Bob dissect the concept of goodwill, delving beyond tangible assets to uncover its true significance in company valuations. Drawing from Bob's extensive expertise, they explore how factors such as brand reputation, processes, technologies, and management teams contribute to the creation and assessment of goodwill.
The conversation extends to the challenges associated with goodwill, including financing obstacles and potential impairments. Bob offers valuable insights into strategies for mitigating these challenges and maximizing goodwill value for both buyers and sellers. Listeners will gain valuable knowledge to enhance their understanding of goodwill's impact on M&A transactions and learn practical strategies for navigating its complexities. Whether you're a seasoned M&A professional or a newcomer to the field, this episode provides invaluable insights to help you navigate the dynamic landscape of mergers and acquisitions with confidence.

The M&A Mastermind Podcast - Episode 26 - When might an ESOP be an option

Join host Nick Olsen as he delves into the world of ESOPs (Employee Stock Ownership Plans) with expert Jeremy Huish, Vice President at Corporate Transition Consulting. In this insightful episode, Jeremy shares his vast experience and knowledge, offering invaluable insights into how ESOPs can be an option in the realm of M&A (Mergers and Acquisitions).
Discover the nuances of ESOP implementation, its benefits, and why it's a viable alternative for businesses considering succession planning or seeking innovative exit strategies. From tax advantages to employee ownership, Jeremy breaks down the complexities of ESOPs in a digestible format, making it accessible for both seasoned M&A professionals and newcomers alike.
Learn about the ideal scenarios where ESOPs shine, industries that are more conducive to ESOP transactions, and crucial considerations for M&A advisors contemplating this route for their clients. Gain practical insights into navigating conversations with clients, collaborating effectively with ESOP experts, and integrating ESOPs seamlessly into your M&A practice.
Whether you're a seasoned M&A advisor or a business owner exploring exit options, this episode offers a wealth of knowledge and actionable advice to help you leverage ESOPs effectively in today's dynamic business landscape. Tune in and discover how ESOPs could be the solution you've been seeking when traditional M&A deals hit roadblocks.

The M&A Mastermind Podcast - Episode 25 - Mastering Attention Management for M&A Success

In this episode of the M&A Mastermind podcast, host Nick Olsen engages in a deep dive with Maura Thomas, an expert in productivity and attention management. Maura, a pioneer in the concept of attention management, shares insights into her revolutionary approach to productivity and work-life balance.
Nick and Maura explore the challenges faced by M&A advisors in a world filled with distractions and constant demands for attention. Maura emphasizes the importance of shifting from traditional time management to attention management, highlighting how attention is the key to unlocking productivity and achieving significant results.
Throughout the conversation, Maura delves into the detrimental effects of constant distraction on relationships, productivity, and overall job performance. She provides practical strategies for reclaiming control of attention, such as setting boundaries with digital devices and prioritizing focused work periods.
Listeners gain valuable insights into the impact of attention management on M&A success and discover actionable tips for improving focus, productivity, and client relationships in their own professional lives.
To learn more about Maura Thomas and access her free resources on attention management, visit her website at maurathomas.com. Don't miss out on this enlightening discussion that will transform the way you approach productivity and attention in your M&A practice.
About Maura:
Maura Nevel Thomas is an award-winning international speaker and trainer on individual and corporate productivity and work-life balance, and the most widely-cited authority on attention management. Her proprietary Empowered Productivity™ System has been embraced by the likes of NASA, Dyson, and Google. She is a TEDx Speaker, founder of Regain Your Time, author of six books, and was named a Top Leadership Speaker in Inc. Magazine.
Maura is frequently featured in major business outlets including Business Insider, Fast Company, and The Washington Post, and she’s also a regular contributor to both Forbes and the Harvard Business Review, with articles there viewed over a million times.

The M&A Mastermind Podcast - Episode 24 - Mastering M&A Strategies with Peter Lehrman on Axial

Join Nick Olsen, host of the M&A Mastermind Podcast, as he delves into the world of mergers and acquisitions with Peter Lehrman, CEO and founder of Axial. In this insightful episode, they explore key strategies and industry insights to help elevate your M&A practice. Here's what you'll learn:
Introduction to Axial: Discover the largest online platform for M&A deal sourcing and marketing, founded over a decade ago by Peter Lehrman, a Stanford University Business School graduate.
The Importance of Conversations: Learn why meaningful conversations are integral to Axial's approach, facilitating interactions between sell-side and buy-side members to maximize opportunities.
Crafting Compelling Business Descriptions: Understand why well-written business descriptions are crucial in capturing buyer interest beyond just financial metrics, and how they enhance visibility and clarity.
Navigating Buyer Preferences: Explore the nuances of buyer preferences, the significance of customer markets, and the impact of initial business summaries on attracting buyer attention.
Digital Document Execution: Gain insights into the varying approaches of M&A advisors towards digital tools like digital NDAs and SIMs, and their role in streamlining the deal process.
Hot Industries in M&A: Dive into the current landscape of industries, with a focus on emerging sectors like vertical market software businesses and healthcare, offering insights into pursuit rates and market trends.
Axial's Investment Bank League Tables: Understand the methodology behind Axial's league tables, highlighting top-performing investment banks based on client quality, buy-side targeting, process effectiveness, and deal outcomes.
Leveraging Recognition for Marketing: Explore how being listed in Axial's league tables serves as a powerful marketing tool for M&A firms, enhancing trustworthiness and facilitating referrals within the industry.
Building Trust in M&A Transactions: Gain perspectives on the importance of trust in the M&A industry, and how Axial strives to earn and maintain trust through its platform and services.
Tune in to gain valuable insights and strategies for navigating the dynamic landscape of mergers and acquisitions, brought to you by host Nick Olsen and industry expert Peter Lehrman.

The M&A Mastermind Podcast - Episode 23 - Having Access to the Right Buyer Information

In this episode of The M&A Mastermind Podcast, host Nick Olsen and mastermind Andy Jones dive deep into the world of mergers and acquisitions, offering valuable insights and strategies for navigating the ever-changing landscape. Drawing from his extensive experience in the industry, Andy discusses key topics such as data integrity, relationship building, deal flow management, and industry trends.
Nick and Andy begin by focusing on the importance of reliable data in M&A transactions, highlighting the role of accurate information in pitching to potential buyers. They delve into the functionality of Andy's platform, which helps users connect with the right private equity firms and individuals, saving valuable time in the process.
The conversation then shifts to the three main use cases for M&A advisors when utilizing PrivateEquityInfo.com: preparing for pitches, building out marketing plans, and identifying potential new clients. Andy shares his insights from his time as an investment banker, emphasizing the significance of targeting the right firms and individuals to maximize deal success.
As they explore the nuances of relationship building in the industry, Nick and Andy stress the importance of nurturing referral sources and maintaining meaningful connections.
They discuss strategies for allocating time and resources effectively, focusing on high-value contributions and long-term deal flow. They also address common challenges faced by M&A professionals, including fluctuations in deal flow and cash flow cycles. They offer practical tips for managing these challenges, such as implementing better retainers, expanding service offerings, and outsourcing analyst work.
Throughout the episode, Nick and Andy provide valuable advice for advisors looking to enhance their success in the M&A space, drawing on their own experiences and conversations with industry professionals. Whether you're a seasoned professional or new to the field, this episode offers actionable insights to help you navigate the complex world of mergers and acquisitions with confidence.

The M&A Mastermind Podcast - Episode 22 - Navigating a Cross-Border M&A Deal

Join host Nick Olsen on the M&A Mastermind Podcast as he delves into the world of cross-border mergers and acquisitions with special guest Jeff MacKenzie, partner at Confederation M&A. In this episode, Jeff shares insights from his recent experience leading a cross-border deal for Confederation M&A, offering a behind-the-scenes look at the challenges and opportunities encountered along the way.
Discover how relationships and referrals played a pivotal role in connecting a Canadian firm with a European company seeking strategic growth partners. From initial prospecting to building trust across continents, Jeff provides valuable lessons on seizing unexpected opportunities and fostering international collaborations.
Learn about the power of referrals, the importance of chemistry and trust in client relationships, and the unique dynamics involved in M&A transactions spanning North America and Europe. Whether you're a seasoned M&A professional or a newcomer to the field, this episode offers invaluable insights to help you navigate the complexities of cross-border deals and elevate your M&A practice to new heights.
Tune in to gain firsthand knowledge from a mastermind in the field and uncover the secrets to success in the world of international mergers and acquisitions.

The M&A Mastermind Podcast - Episode 21 - M&A Trends in the Canadian Market

Join us in this insightful episode as Nick Olsen engages Trisha Mossey, an M&A expert from Confederation M&A, in a deep dive into the Canadian M&A landscape. Travel back to the highlights of 2023, where Confed M&A experienced its busiest year, closing 17 deals. Trisha shares her perspective on the bustling Canadian market, contrary to some industry reports suggesting a slowdown.
As they transition into discussing the current state and future trends for 2024, discover the factors influencing the M&A scene in Canada. Trisha sheds light on the significant impact of the mass retirement of baby boomers, leading to a surge in small businesses looking to change hands in the next decade. Learn about the challenges and opportunities this demographic shift presents and how Confed M&A is actively involved in helping businesses prepare for succession.
Nick and Trisha explore the importance of early succession planning and share success stories where businesses increased their value by implementing strategic changes. Dive into the intricacies of M&A advisory, where Trisha provides valuable insights on approaching clients not ready to sell and maintaining a consistent communication cadence.
The conversation extends to the broader economic landscape, touching on topics such as interest rates, lending environments, and the impact on deal timelines. Trisha also highlights hot industries in Canada, including construction and healthcare, while cautioning about the challenges faced by the restaurant sector.
The episode wraps up with a focus on cross-border M&A and the collaboration between Canadian firms and U.S. private equity. Discover how Confed M&A leverages its alliance with Cornerstone International Alliance to expand networks, collaborate on deals, and provide clients with a broader reach. J
oin Nick Olsen and Trisha Mossey in this engaging discussion that offers a comprehensive view of the Canadian M&A market, unveiling trends, challenges, and opportunities on the horizon for 2024. Whether you're an M&A professional or an entrepreneur, this episode provides valuable insights into the evolving landscape of mergers and acquisitions in Canada.