The M&A Mastermind Podcast

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.

The M&A Mastermind Podcast - Episode 20 - The Difference Between Valuation & Assessment

The M&A Mastermind Podcast is a deep dive into the world of mergers and acquisitions, led by Nick Olsen with guest Joe Orlando. In this episode, they explore the differences between a valuation and a business assessment, drawing from Joe's rich background in business valuations.
The conversation delves into Joe's journey into the profession, starting with his experience in investment banking and gradually transitioning into fundamental valuation. He shares insights from his time in the industry, working with various firms and eventually joining Exit Strategies Group.
Nick and Joe discuss the unique structure of Exit Strategies Group, which encompasses investment banking, and valuation servicers. Joe explains the frequency and scope of their valuation work, touching on diverse cases such as discount letters and portfolio assessments.
They emphasize the importance of assessments before M&A engagements, highlighting how assessments help identify the most probable selling price and value of the business. Joe provides a detailed explanation of their approach to valuation, emphasizing the significance of understanding market dynamics and mitigating risks.
The conversation also covers the seamless handoff between the valuation and M&A sides within Exit Strategies Group. They discuss the crucial role of the valuation model and the collaborative efforts of their team members in ensuring a smooth transition.
Nick Olsen raises questions about the formal valuation process and its relevance in M&A situations. Joe explains the scenarios where formal valuations are necessary, particularly in cases involving gift tax exemptions or estate planning.
The episode concludes with a success story from an M&A engagement where a deep dive into how add backs significantly increased the purchase price, showcasing the value that a thorough assessment can bring to clients.
Overall, The M&A Mastermind Podcast provides valuable insights into the intricate world of mergers and acquisitions, offering a blend of professional expertise and real-world experiences.

The M&A Mastermind Podcast - Episode 19 - The Unsolicited Offer

Welcome to a captivating episode of The M&A Mastermind Podcast, where Nick Olsen, Managing Director of Cornerstone International Alliance, hosts Craig Castelli, founder of Caber Hill Advisors. In this riveting conversation, Craig unveils the intricacies of unsolicited offers, drawing from his wealth of experience in sales, business development, and the world of mergers and acquisitions.
As Nick and Craig delve into the episode, you'll discover the fascinating journey of Craig, a Chicago-based M&A expert with a focus on healthcare, facility services, business services, and food and beverage.
Listeners are in for a treat as the duo explores the nuances of unsolicited offers, a topic every professional in the field has encountered at some point. Gain insights into strategies, industry trends, and expert perspectives that promise to elevate your M&A practice. Whether you're a seasoned professional or new to the game, this episode is your go-to source for leveling up your M&A expertise.
Tune in now to join Nick Olsen and Craig Castelli in unraveling the secrets of unsolicited offers on 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.