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Conference Program

Mark Brodkin

Mark Brodkin
Managing Director & Head, Roynat Equity Partners, Roynat Capital

As Managing Director and Head of Roynat Equity Partners, Mark is responsible for leading all aspects of the investment process,... Read More

Alan Chettiar

Alan Chettiar
Partner, Investment Banking, FirePower Capital

Alan Chettiar leads FirePower’s Investment Banking team in all its engagements and sets its strategic direction. As a former Principal... Read More

Christine Bell

Christine Bell
CEO, Full Throttle Powersports

Christine Bell, CEO Full Throttle Power Sports, has a diverse entrepreneurial background. Her current passion is Power Sports. Full Throttle... Read More

Robert Blunden

Robert Blunden
Principal Consultant, Blunden and Associates

Bob Blunden is the firm’s Principal Consultant. He was Associate Professor of Strategic Management and Family Enterprise at the Rowe... Read More

Ilan Jacobson

Ilan Jacobson
Founding Partner & CEO, FirePower Capital

Ilan Jacobson is responsible for leading FirePower Capital in all its endeavours, setting its strategic direction and providing top-level guidance... Read More

Pierre Cléroux

Pierre Cléroux
Vice President Research & Chief Economist, BDC

Pierre Cléroux was appointed Vice President, Research and Chief Economist at BDC in 2012. Pierre leads a team of experts... Read More

Peter Conrod

Peter Conrod
Business Advisor, McInnes Cooper

As a business advisor for McInnes Cooper, Peter’s work has included development of business priorities, expansion of the firm’s client... Read More

Sarah Campbell

Sarah Campbell
Partner, McInnes Cooper

Sarah is a lawyer and partner at McInnes Cooper and has practiced business law since 2001. She routinely advises corporate... Read More

Jim Cruickshank

Jim Cruickshank
Partner, Stewart McKelvey

Jim is a partner in the Halifax office of Stewart McKelvey. An Acadia University (BBA) and Dalhousie University (LLB) graduate,... Read More

Wade K. Dawe

Wade K. Dawe
Chairman and CEO, Numus Financial Inc.

Mr. Dawe is an accomplished entrepreneur, financier and investor based in Halifax, Nova Scotia.  During his career, he has completed... Read More

Dave Doucette

Dave Doucette
Regional Director, Atlantic, Roynat Capital

David’s career in financial services spans more than 20 years, with 12 of those spent with Roynat Capital.  During his... Read More

Kevin Fraser

Kevin Fraser
Partner, Grant Thornton LLP

I am an Advisory Partner and have spent the majority of my career working in the areas of Corporate Finance... Read More

Bruce Hogan

Bruce Hogan
Board Member (Former CEO), Leading Edge Geomatics

Bruce Hogan sits on the board at Leading Edge Geomatics. Bruce worked as a Geomatics Technician with the Department of... Read More

Chace Hynes

Chace Hynes
Director, Corporate Finance Atlantic Region, MNP

Chace Hynes, CPA, CA, CBV, is a Director with MNP’s Corporate Finance team in Halifax. Chace helps owner-managers in various... Read More

John Flewelling

John Flewelling
President & CEO, CBCL Ltd

John Flewelling, P.Eng. is President & CEO of CBCL Limited, a multi-discipline engineering consulting firm offering professional services across Atlantic... Read More

Malcolm Fraser

Malcolm Fraser
President & CEO, Innovacorp

As a career entrepreneur, Malcolm Fraser is the perfect fit as president and CEO of Innovacorp. In this role, Malcolm... Read More

Louis-Pierre Francoeur

Louis-Pierre Francoeur
Principal, Transactions, Grant Thornton LLP

As Principal of the Grant Thornton Atlantic Transactions practice, I provide valuation, merger and acquisition, and debt advisory services to... Read More

Dan Jennings

Dan Jennings
Partner, BDO Canada

Dan Jennings is a Partner in BDO’s Dartmouth office, where he advises small to medium-size enterprises on various accounting, financial... Read More

Paul LeBlanc

Paul LeBlanc
Founder + CEO, 7th Wave Capital

Paul grew up in Dartmouth, Nova Scotia. He’s a serial entrepreneur having started up multiple successful companies over a 25-year span. In 1990 at 19 years old, he co-founded Coastal Communications with his father which he sold to Mickey MacDonald in 1996. He then founded marketing firm, Arrivals+Departures (formally “Extreme Group”), one of Canada’s largest independent marketing agencies with offices in Toronto and Halifax.

Suzanne Loomer

Suzanne Loomer
Partner, Deal Advisory, KPMG Canada

Suzanne is a Partner in KPMG’s Advisory Services practice in Atlantic Canada.  She has over 24 years of professional experience... Read More

Mickey MacDonald

Mickey MacDonald
CEO, Micco

‘Mickey’

Jeff Mackenzie

Jeff Mackenzie
Principal, Confederation M&A

Jeff obtained his BBA from UPEI and his MBA from Lancaster University Management School in the United Kingdom. Jeff began... Read More

Chris MacIntyre

Chris MacIntyre
Partner, McInnes Cooper

Chris is a lawyer and Partner in the firm’s Halifax office whose practice is focused in the areas of mergers... Read More

Keith MacIntyre

Keith MacIntyre
Partner, Grant Thorton LLP

I’m a partner in tax services in Nova Scotia and have specialized in domestic corporate tax consulting and planning for... Read More

Craig Maloney

Craig Maloney
Partner, Corporate Finance, MNP

Craig Maloney, MBA, CPA, CA, CBV, is a Managing Director with MNP’s Corporate Finance, Valuations and Litigation Support groups. Working... Read More

Michael Crouse

Michael Crouse
CEO, HANMAC Capital

Michael has been the CEO of HanMac Capital since 2015.  HanMac is a family-owned, Halifax-based investment firm that partners with... Read More

Gina McFetridge

Gina McFetridge
President, Archway Insurance

Gina McFetridge is President of Archway Insurance. As co-owner of Archway, with her business partner and brother Michael Stack, they... Read More

Dallas Mercer

Dallas Mercer
CEO, Dallas Mercer Consulting

In 2002, Dallas founded Dallas Mercer Consulting (DMC) offering Disability Management services.  As an employer advocate, she added efficiency to... Read More

Corey Miller

Corey Miller
President, Parts for Trucks

Don Mills

Don Mills
Chair & Senior Counsel, Corporate Research Associates Inc.

Don Mills is currently the President of Crane Cove Holdings Limited, his family investment firm, a partner in Cabco, an... Read More

Marie Mullally

Marie Mullally
President & CEO, CUA

Marie is the President and CEO of CUA, one of Atlantic Canada’s largest community banking institutions, a position she has... Read More

Jillian Murray

Jillian Murray
Partner, Grant Thornton LLP

Jillian Murray is a Partner in the Transactions practice of Grant Thornton in Halifax, N.S. Jillian has spent the majority... Read More

David Hastie

David Hastie
Managing Director, First West Capital

David has over 12 years of experience in providing term / sub debt and investment banking services to entrepreneurs and... Read More

Darren Nantes

Darren Nantes
Chairman, Guilfords Group of Companies

Darren serves as Chairman and CEO of the Guildfords Group of Companies. He is also Chair and CEO of Nantes... Read More

Houssein Mousavi

Houssein Mousavi
Principal, Crecso

Founder of Cresco in 1989, Hossein Mousavi came to Nova Scotia in 1980 from his birthplace Iran to study at... Read More

Daren Baxter

Daren Baxter
Partner, McInnes Cooper

Daren is a Partner in McInnes Cooper’s Halifax, NS office whose law practice is focused on tax, estate planning, trusts... Read More

Cory Bell

Cory Bell
President & CEO, Lindsay Construction

As President, CEO and co-owner of Lindsay Construction, Cory leads his team with a unique combination of analytical business acumen,... Read More

Melissa Brenton

Melissa Brenton
President, Don Brenton's Fire Protection

Bob Brown

Bob Brown
Senior Advisor, Confederation M&A

Bob brings an extensive background with varied experience developed from a diverse and successful background in the oil and gas,... Read More

Rob Normandeau

Rob Normandeau
President, SeaFort Capital

Rob is President of SeaFort Capital, an investment company based in Halifax. Prior to co-founding SeaFort Capital in May 2012,... Read More

Christine Pound

Christine Pound
Partner, Stewart McKelvey

Christine is a partner in the Halifax office of Stewart McKelvey. She works with her business clients to assist them... Read More

John Risley

John Risley
to Chairman & CEO, CFFI Ventures Inc.

John Risley is Chairman and CEO of CFFI Ventures Inc., a diversified holding company operating internationally. The company has majority... Read More

Peter Fahey

Peter Fahey
President & CEO, PFI International Limited.

Peter Fahey is President & CEO of PFI International Limited, an investment and consulting company with a focus in heavy... Read More

Kevin Fraser

Kevin Fraser
Partner, Transactions, Grant Thornton LLP

Kevin Fraser is a Partner in the Transactions practice of Grant Thornton based in Halifax, N.S and plays a significant... Read More

George Rossolatos

George Rossolatos
CEO, Canadian Business Growth Fund (CBGF)

George Rossolatos has over 20 years’ experience as an investor, entrepreneur, and leader. At CBGF, he is responsible for the... Read More

Tom Hickey

Tom Hickey
CEO, T. Hickey Enterprises Inc.

Tom Hickey is a native of Glace Bay, Cape Breton, Nova Scotia. He earned his degree in civil engineering from... Read More

Margaret Humphreys

Margaret Humphreys
PhD, President, Watermark Partners

Dedicated to the success of her clients, Margie’s career focus is on change and transition in organizations, teams and individuals... Read More

Gerry Lanigan

Gerry Lanigan
Senior Manager, Finance Advisory Services - Valuations/M&A, BDO Canada LLP

A valuations and advisory leader with BDO in Prince Edward Island and Atlantic Canada. I have worked with a diverse... Read More

Paul Ryan

Paul Ryan
Director, Growth and Transition Capital, BDC

Paul Ryan is Director, Growth & Transition Capital in BDC’s Halifax office, where he supports clients across Nova Scotia. Paul has... Read More

Mark Marshall

Mark Marshall
Director - Atlantic, RBC Royal Bank Mid-Market M&A

Chris MacIntyre

Chris MacIntyre
Partner, McInnes Cooper

Zac McIsaac

Zac McIsaac
Managing Partner, McCain Capital Partners

Zac has more than 12 years of experience in private equity investing, M&A, and corporate finance and strategy. Prior to... Read More

Amanée Mousavi

Amanée Mousavi
Realtor, Cresco / Royal LePage Atlantic

Amanée has been a Realtor since 2010 and obtained her FRI designation from REIC in 2016. She specializes in residential real estate... Read More

Jon Stanfield

Jon Stanfield
Chairman, President & CEO, Stanfield's

Dr. Lesley Steele

Dr. Lesley Steele
CEO & Founder, Virtual Veterinary Solutions/Newfoundland Veterinary Hospitals

Dr. Lesley Steele is a serial entrepreneur in the Veterinary Industry, a disrupter, visionary, quick start, multiplier and still practices... Read More

Matthew Towns

Matthew Towns
Vice President, SeaFort Capital

Matt joined SeaFort Capital as Vice President 2012. SeaFort is a private investment firm based in Halifax that partners with... Read More

Larry Puddister

Larry Puddister
Executive Chairman, Pennecon

Larry’s 25+ years of professional experience covers the full gamut of heavy civil expertise, from hydro-electric and wind energy developments... Read More

Dave Randell

Dave Randell
Partner, Stewart McKelvey

David is a partner in the Halifax office of Stewart McKelvey. David has a broad corporate and securities practice with... Read More

Louie Velocci

Louie Velocci
National Lead Partner for CIO Advisory Services, KPMG

Louie Velocci is the Office Managing Partner for KPMG in Halifax, Nova Scotia, Lead Advisory Services Partner for Atlantic Canada and National... Read More

Nikki Robar

Nikki Robar
Partner, Atlantic Leader - Deals, PwC Canada

Nikki is the Partner leading the Deals practice for PwC in Atlantic Canada. She leads the Valuations, Modelling and Disputes... Read More

Bill Sanford

Bill Sanford
CEO, SanStone Investments Inc.

Founder Bluewave Energy and former CEO.  Founder SanStone Investments and current Chairman/CEO.  Founder Breathing Green Solutions Inc and current Chairman/CEO.

Victoria Stanhope

Victoria Stanhope
President & Commercial Insurance Broker, Stanhope Simpson Insurance Ltd

Victoria does not fit the traditional mold of a commercial insurance broker, let alone one who specializes in the construction... Read More

Claude Miron

Claude Miron
CFA, Vice President, Growth Equity, BDC Capital

Claude Miron is Vice President, Growth Equity with BDC Capital. In this role, he leads a pan-Canadian team of investment... Read More

Kristi Miller

Kristi Miller
Founder and National Managing Director, First West Capital

Kristi has been providing mid-market businesses with relationship-focused, strategic financing for over twenty years. As National Managing Director, Kristi leads First West Capital across Canada and delivers tailored subordinated-debt, mezzanine and equity financing solutions for growth, acquisitions and transitions. Prior to First West Capital, Kristi spent ten years with Vancity Capital, another B.C.-based subordinated debt fund. She has also worked with the Canadian Imperial Bank of Commerce and the Small Enterprise Equity Fund of the European Bank for Reconstruction and Development.

Anne Whelan

Anne Whelan
President & CEO, Seafair Capital

Anne Whelan is a Canadian entrepreneur, innovator, community and business leader. As the founder and CEO of the Seafair group, she... Read More

Peter Zed

Peter Zed
Partner, Cox & Palmer

Peter is a partner with the Atlantic Canadian law firm of Cox & Palmer. He advises corporate clients, institutions and... Read More

Eric Termuende

Eric Termuende
Co-Founder, NoW Innovations

Eric Termuende is the co-founder of NoW Innovations, a bestselling author, and an international speaker. His work has been featured... Read More

Randy Williamson

Randy Williamson
Partner, Aird & Berlis LLP

As a partner of Toronto law firm Aird & Berlis LLP, with 30+ years’ experience as a lawyer, CPA, CA,... Read More

Sarah Young

Sarah Young
Managing Partner, National Public Relations, an Avenir Global Company

Sarah Young became a partner in NATIONAL in December 2012 when the Firm acquired a majority interest in MT&L Public Relations, a... Read More

Peter T. Zed

Peter T. Zed
Partner, Cox & Palmer

Peter is a partner with the Atlantic Canadian law firm of Cox & Palmer. He advises corporate clients, institutions and... Read More

All Days VIP Welcome Reception Conference Workshop
SEPTEMBER 14 | VIP WELCOME RECEPTION FOR BUSINESS OWNERS
5:30 PM - 7:00 PM
 
VIP WELCOME RECEPTION FOR BUSINESS OWNERS – BY INVITATION
SEPTEMBER 15 | CONFERENCE PROGRAM
*The conference has been approved for the following continuing education credits:
– For Nova Scotia lawyers, consider including this course as a CPD learning activity in your mandatory annual Continuing Professional Development Plan as required by the Nova Scotia Barristers’ Society.
– For Prince Edward Island lawyers, consider including this course as a CPD learning activity in your mandatory annual Continuing Professional Development Plan. A lawyer can request via the Law Society of PEI to review the agenda for a particular program in advance to indicate whether it would qualify for credits.
- CPAs may include this content as verifiable CPD credits.
Are you a member of the Family Enterprise Xchange?
BTF delegates will receive 7 CE Credits for attending the BTF Atlantic Forum
7:15 AM – 8:00 AM
 
Registration, Networking & Continental Breakfast
8:00 AM – 8:10 AM
 
Forum Overview by Conference Chair

This conference is broken down into two areas: process and transaction. The first part of the day will focus on the processes integral to planning for transition, while the second part of the day will help you navigate and understand the ‘ins and outs’ of transactions.

Conference Chair: Paul LeBlanc, Founder + CEO, 7th Wave Capital
8:10 AM – 8:40 AM
 
The 30,000-foot Perspective: How Will the Economy Impact Your Business

The decisions you make today will ultimately impact your business in the future. This session will provide insights into both a macro view of the economy, as well as cast a lens on regional and industry sector differences. You will walk away with:

  • An overview of the current economic conditions and market trends that business owners need to consider when thinking about your business. 
  • An understanding of how these trends are impacting your business.
  • Insights into the current M&A environment, such as industry consolidations, leading acquirers and other factors which might affect the future of your business.
Speaker:
Pierre Cléroux, Vice President Research & Chief Economist, BDC
8:40 AM – 9:15 AM
 
Your Roadmap to Transition

Whether the sale of your business is on the horizon or many years away, most experts agree that it can take years to structure a company to increase the probability of a successful sale. Operating your business like you are getting ready for a buyer will help you optimize for success, even if you have no plans to sell. You never know if, or when, there may come a knock on your door? What exactly should you be doing now in order to get your business ready?

This session will provide you with an understanding of the extensiveness of the process and how much advanced planning is required so that you can build your own roadmap with exactly what you need. You will walk away with:

  • A step-by-step overview of the mechanics of selling and/or transitioning a business
  • Tactical information to help you identify at what stage should you be considering hiring advisors or other transition experts
  • The knowledge you need to mitigate risk and maximize reward in or to successfully exit your business with confidence
Speaker:
Rob Normandeau, President, SeaFort Capital
9:15 AM – 10:15 AM
 
Here’s One for the Books: Lessons from Seasoned Buyers

What do buyers look for when assessing a potential acquisition? Growth prospects, financial health, management team and strategic fit are just a few of the considerations.

In this panel strategic buyers and private equity purchasers will discuss what they look for as acquirers to help you get an understanding of who your ideal buyer might be, or who is the partner you can’t see.

This session will dive into:

  • The data that matters most to buyers
  • Lessons these buyers have learned along the way
  • How did cultural fit impact the purchase process
  • If you just want to take some cash off the table, what kind of partner or buyer is right for you
Moderator: Christine Pound, Partner, Stewart McKelvey
Panel:
Wade K. Dawe, Chairman and CEO, Numus Financial Inc.
David Hastie, Managing Director, First West Capital
Ilan Jacobson, Founding Partner & CEO, FirePower Capital
Craig Maloney, Partner, Corporate Finance, MNP
10:15 AM – 10:45 AM
 
Networking & Coffee Break
10:45 AM – 11:45 AM
 
Concurrent Sessions: A1 – A3 The Processes Integral to Planning for Transition
 
A1: Scaling Your Business

Companies should be sold, not bought. Putting an emphasis on systematically growing your business could be your trojan horse to attracting the right type of buyer for your business. Increasing revenues, market share or scaling operations will help make your business that much more attractive to potential acquirers. Learn what steps you should be taking to be in the driver’s seat of your sale.

This session will explore:

  • How to modernize your business in order to drive data driven results
  • How to identify growth opportunities that will help you maximize profitability, whether you choose to sell or not
  • Strategies, tactics and metrics you can put to work right away that will have an immediate impact as well as set your company up for greater future success.
Moderator: Suzanne Loomer, Partner, Deal Advisory, KPMG Canada
Panel:
John Flewelling, President & CEO, CBCL Ltd
Dallas Mercer, CEO, Dallas Mercer Consulting
George Rossolatos, CEO, Canadian Business Growth Fund (CBGF)
Louie Velocci, National Lead Partner for CIO Advisory Services, KPMG
 
A2: Executing An Effective Management Buyout

A management buyout can be an excellent succession strategy and an opportunity for senior managers to become owners. When considering a Management Buyout (MBO), how do you equip your management team to become a credible bidder for the business?  How is your leadership team positioned to perform? Have you effectively replaced yourself with the right skill sets and integrated your best people into the company’s operations so they are prepared to become owners? Is the team aware of the risks and opportunities involved? This session will cover:

  • When should you begin your succession planning
  • How to prepare your senior management team for transition and the shift in leadership roles
  • Strategies for partner buyouts
  • Different types of financing and strategies to increase cash flow
  • Implementing your post-closing transition plan
Moderator: Dave Doucette, Regional Director, Atlantic, Roynat Capital
Panel:
Christine Bell, CEO, Full Throttle Powersports
Peter Conrod, Business Advisor, McInnes Cooper
Don Mills, Chair & Senior Counsel, Corporate Research Associates Inc.
Jillian Murray, Partner, Grant Thornton LLP
 
A3: Sunday Night Dinner ~ A Family Discussion

Family businesses are unique in that transitioning them to the next generation is a complex, often deeply emotional, endeavour. How do you prepare for a generational business that is resilient, while keeping the legacy you have built intact? Building capacity in the next generation needs to begin early on, and you may also need to consider that your family heirs may have neither the skills nor desire, to be part of your succession plan. In this session panelists will share their unique tools and perspectives so that you can successfully plan for your own family business transition.

You will learn:

  • What measures do you need to be taking to professionalize your family owned and operated firm?
  • How are you supporting a shift in leadership?
  • How do you ensure you have the right governance in place?
  • How do you assess the need for outside non-family executives if your family successors aren’t the right fit
  • Strategies and tactics to deal with the impact this transition will have on your family
Moderator: Robert Blunden, Principal Consultant, Blunden and Associates
Panel:
Gina McFetridge, President, Archway Insurance
Jon Stanfield, Chairman, President & CEO, Stanfield's
11:45 AM - 1:00 PM
 
Networking Lunch
1:00 PM – 1:30 PM
 
Fireside chat with Business Tycoon, John Risley
Host: Marie Mullally, President & CEO, CUA
In discussion with:
John Risley, to Chairman & CEO, CFFI Ventures Inc.
1:35 PM – 2:25 PM
 
Concurrent Sessions: B1 – B3 Learning to Navigate the ‘Ins and Outs’ of Transactions
 
B1: Effectively Structuring Your Company for Transition

When you sell or transition your business you may face a significant tax bill. If you’re not careful, you could find yourself with less than half of the purchase price in your pocket. Fortunately, with the right preparation and enough time to implement, there are a number of opportunities to limit or even eliminate tax. This is the ideal session for CEO’s and CFO’s to attend.

This session will look at real-world examples:

  • How to structure your company well in advance of a potential sale or recapitalization
  • What options to consider to reap the benefits and avoid pitfalls
  • Tactics to avoid major post-sale surprises
  • Options for how to manage what are no longer business expenses in your life post-transition      
Moderator: Louis-Pierre Francoeur, Principal, Transactions, Grant Thornton LLP
Panel:
Jim Cruickshank, Partner, Stewart McKelvey
Malcolm Fraser, President & CEO, Innovacorp
Keith MacIntyre, Partner, Grant Thorton LLP
 
B2: Common Deal Challenges: How to Address & Avoid them

In order to attract a wide range of financial and/or strategic buyers, you must identify the areas of risk within your business well in advance. Potential buyers and their advisors will be on the lookout for red flags and trouble spots once an offer is on the table; this is your chance to learn about “deal breakers” that work within your business so that you and your advisors can prepare. Common challenges that will be discussed include:

  • Working capital and tax structure issues
  • Declining company or economic performance during the process
  • Unsophisticated legal counsel
  • How to maintain confidentiality during the deal
  • Delays in obtaining third-party consents
  • “Deal fatigue”

Moderator: Jeff Mackenzie, Principal, Confederation M&A
Panel:
Bruce Hogan, Board Member (Former CEO), Leading Edge Geomatics
Paul Ryan, Director, Growth and Transition Capital, BDC
Matthew Towns, Vice President, SeaFort Capital
Peter Zed, Partner, Cox & Palmer
 
B3: Strategies to Maximize Price & Negotiate Deal Terms

Negotiating the sale of your business can vary significantly, not only between bidders but also with any particular potential buyer. The process selected and terms dictated by the seller in a transaction will impact the “price” paid. It is fundamental to understand how the selling process will impact what you receive for your company.

This panel will dive into best practices, industry myths and misconceptions, and alternatives for consideration in designing a process to structure your transaction for a fair price.  Through an interactive discussion you’ll learn:

  • How to decide on the breadth and nature of a sale process
  • Why timing and deal tension matters, and how to create it
  • Which terms have an impact on price, and which do not
  • The role advisors can play through the sale process, and when and how to manage them                       
Moderator: Dan Jennings, Partner, BDO Canada
Panel:
Alan Chettiar, Partner, Investment Banking, FirePower Capital
Chace Hynes, Director, Corporate Finance Atlantic Region, MNP
Mark Brodkin, Managing Director & Head, Roynat Equity Partners, Roynat Capital
2:25 PM – 2:45 PM
 
Networking & Coffee Break
2:45PM – 3:15PM
 
What’s Your Business Really Worth – How do You Value Your Business?

Do you really know what your business is worth? Most business owners don’t get nearly what they should because they weren’t prepared, and this can gravely affect the value of your company. As a business owner, it’s imperative to focus on the specific areas of your business that drive value, even if you have no immediate intention of selling. Furthermore, a successful sale for your shareholders can be very different from what you, the business owner, defines as a success. From the get-go you should understand the levers you need to “push or pull” in order to optimize the results you are looking for.

This session will explore key value drivers that require immediate attention in order to maximize the saleability of your business.

Speaker:
Anne Whelan, President & CEO, Seafair Capital
3:20PM – 4:10 PM
 
War Stories: The Good, The Bad & The Ugly

Hear from a panel of business owners who have gone through transition with their business and now have the opportunity to share their tales from the trenches.  This panel will share insights on:

  • What they wish they had known at the beginning of their transition journey and what would they have done differently
  • Did they get the price they asked for based on timing and deal terms
  • Key learnings they have brought into their next endeavours
  • The personal side of post-transition
Moderator: Paul LeBlanc, Founder + CEO, 7th Wave Capital
Panel:
Mickey MacDonald, CEO, Micco
Corey Miller, President, Parts for Trucks
Darren Nantes, Chairman, Guilfords Group of Companies
Dr. Lesley Steele, CEO & Founder, Virtual Veterinary Solutions/Newfoundland Veterinary Hospitals
4:10 PM – 5:15 PM
 
Cocktails & Conversation Networking Reception
Program, Schedule, and Speakers Subject to Change Without Notice
SEPTEMBER 16 | ENTREPRENEUR WORKSHOP (ADD-ON OPTIONAL)
 

Limited Seating

A not-to-be-missed educational workshop for business owners who are looking for a deeper dive in transitioning their business.

In the four distinct sessions this half-day workshop we’ll take a more detailed look into operational and financial engineering that can take years to execute – guaranteed to increase the value of your business and improve the probability of finding buyers when the time is right.  We’ll show you which areas of your business buyer’s value most (and why), and explain how to manage personal and corporate risk.

The sessions will focus on case studies to provide real life situations to assist you with your transition discussions.

8:00am - 8:05am
 
Opening Comments by BDC
8:05AM - 8:55AM
 
Part 1 – Negotiation & Deal Dynamics

Negotiating the sale of your business can vary significantly, not only between bidders but also with any particular potential buyer. The process selected and terms dictated by the seller in a transaction will impact the “price” paid. It is fundamental to understand how the selling process will impact what you receive for your company. The panel will discuss and elaborate on best practices, industry myths and misconceptions, and alternatives for consideration in designing a process to structure your transaction for a fair price.

Workshop Leaders:
Chace Hynes, Director, Corporate Finance Atlantic Region, MNP
Craig Maloney, Partner, Corporate Finance, MNP
8:55AM - 9:45AM
 
Part 2 – Strategies to Maximize Price

It’s often possible to sell your business for 50% more if you do everything right. Unlike selling a share on the stock exchange or a home in the residential real estate market, the process of selling your business is deemed “inefficient” by economists. In an efficient market like the ones listed above, the price of your asset is not significantly affected by the actual selling process. Contrarily, in the M&A market, the selling process itself can have a major impact on the price of your company. Plan and execute the process correctly and you could increase the price of your company by upwards of 50%. The speaker will elaborate on industry myths, and misconceptions to provide you with the knowledge and tools to sell your company for a higher price.

Workshop Leaders:
Alan Chettiar, Partner, Investment Banking, FirePower Capital
Ilan Jacobson, Founding Partner & CEO, FirePower Capital
9:45am - 10:05am
 
Networking Break
10:05AM - 10:55AM
 
Part 3 – Managing Unintended Consequences
  • How to protect yourself from unexpected business risk prior to a transaction
  • How to prepare your company (and you personally) for a successful sale.
  • Learn what risks should be addressed, including subtleties of legal agreements, non-compete clauses, wills that misalign with shareholder’s agreements, powers of attorney and more
  • There are several ways to structure the sale your company (including how and when you get paid). What are your options?
  • Learn how to manage confidentiality and protect yourself against rogue competitors, suppliers, employees or customers.
  • Tactics to avoid major post-sale surprises
  • Shrewd buyer tactics that you need to know about
Workshop Leaders:
Sarah Campbell, Partner, McInnes Cooper
Chris MacIntyre, Partner, McInnes Cooper
11:00AM - 11:50AM
 
Part 4 – How to Choose the Right Advisors & Understanding Costs

The successful sale of a business involves many moving parts, making it the largest and possibly most complicated transaction of your life. You can’t do this alone – practical advice will help you select the best professionals to sell your company while ensuring that you get you the best price and terms. In this session, you’ll learn tactics to select the best advisors and importantly, you’ll learn what your team will cost and how they will get paid. You’ll leave this workshop with an understanding of what the ideal exit team looks like and why every good transaction needs a great “bad guy.”

Workshop Leaders:
Kevin Fraser, Partner, Grant Thornton LLP
Jillian Murray, Partner, Grant Thornton LLP
11:50am - 12:00pm
 
Closing Comments
Program, Schedule, and Speakers Subject to Change Without Notice
SEPTEMBER 14 | VIP WELCOME RECEPTION FOR BUSINESS OWNERS
5:30 PM - 7:00 PM
 
VIP WELCOME RECEPTION FOR BUSINESS OWNERS – BY INVITATION
SEPTEMBER 15 | CONFERENCE PROGRAM
*The conference has been approved for the following continuing education credits:
– For Nova Scotia lawyers, consider including this course as a CPD learning activity in your mandatory annual Continuing Professional Development Plan as required by the Nova Scotia Barristers’ Society.
– For Prince Edward Island lawyers, consider including this course as a CPD learning activity in your mandatory annual Continuing Professional Development Plan. A lawyer can request via the Law Society of PEI to review the agenda for a particular program in advance to indicate whether it would qualify for credits.
- CPAs may include this content as verifiable CPD credits.
Are you a member of the Family Enterprise Xchange?
BTF delegates will receive 7 CE Credits for attending the BTF Atlantic Forum
7:15 AM – 8:00 AM
 
Registration, Networking & Continental Breakfast
8:00 AM – 8:10 AM
 
Forum Overview by Conference Chair

This conference is broken down into two areas: process and transaction. The first part of the day will focus on the processes integral to planning for transition, while the second part of the day will help you navigate and understand the ‘ins and outs’ of transactions.

Conference Chair: Paul LeBlanc, Founder + CEO, 7th Wave Capital
8:10 AM – 8:40 AM
 
The 30,000-foot Perspective: How Will the Economy Impact Your Business

The decisions you make today will ultimately impact your business in the future. This session will provide insights into both a macro view of the economy, as well as cast a lens on regional and industry sector differences. You will walk away with:

  • An overview of the current economic conditions and market trends that business owners need to consider when thinking about your business. 
  • An understanding of how these trends are impacting your business.
  • Insights into the current M&A environment, such as industry consolidations, leading acquirers and other factors which might affect the future of your business.
Speaker:
Pierre Cléroux, Vice President Research & Chief Economist, BDC
8:40 AM – 9:15 AM
 
Your Roadmap to Transition

Whether the sale of your business is on the horizon or many years away, most experts agree that it can take years to structure a company to increase the probability of a successful sale. Operating your business like you are getting ready for a buyer will help you optimize for success, even if you have no plans to sell. You never know if, or when, there may come a knock on your door? What exactly should you be doing now in order to get your business ready?

This session will provide you with an understanding of the extensiveness of the process and how much advanced planning is required so that you can build your own roadmap with exactly what you need. You will walk away with:

  • A step-by-step overview of the mechanics of selling and/or transitioning a business
  • Tactical information to help you identify at what stage should you be considering hiring advisors or other transition experts
  • The knowledge you need to mitigate risk and maximize reward in or to successfully exit your business with confidence
Speaker:
Rob Normandeau, President, SeaFort Capital
9:15 AM – 10:15 AM
 
Here’s One for the Books: Lessons from Seasoned Buyers

What do buyers look for when assessing a potential acquisition? Growth prospects, financial health, management team and strategic fit are just a few of the considerations.

In this panel strategic buyers and private equity purchasers will discuss what they look for as acquirers to help you get an understanding of who your ideal buyer might be, or who is the partner you can’t see.

This session will dive into:

  • The data that matters most to buyers
  • Lessons these buyers have learned along the way
  • How did cultural fit impact the purchase process
  • If you just want to take some cash off the table, what kind of partner or buyer is right for you
Moderator: Christine Pound, Partner, Stewart McKelvey
Panel:
Wade K. Dawe, Chairman and CEO, Numus Financial Inc.
David Hastie, Managing Director, First West Capital
Ilan Jacobson, Founding Partner & CEO, FirePower Capital
Craig Maloney, Partner, Corporate Finance, MNP
10:15 AM – 10:45 AM
 
Networking & Coffee Break
10:45 AM – 11:45 AM
 
Concurrent Sessions: A1 – A3 The Processes Integral to Planning for Transition
 
A1: Scaling Your Business

Companies should be sold, not bought. Putting an emphasis on systematically growing your business could be your trojan horse to attracting the right type of buyer for your business. Increasing revenues, market share or scaling operations will help make your business that much more attractive to potential acquirers. Learn what steps you should be taking to be in the driver’s seat of your sale.

This session will explore:

  • How to modernize your business in order to drive data driven results
  • How to identify growth opportunities that will help you maximize profitability, whether you choose to sell or not
  • Strategies, tactics and metrics you can put to work right away that will have an immediate impact as well as set your company up for greater future success.
Moderator: Suzanne Loomer, Partner, Deal Advisory, KPMG Canada
Panel:
John Flewelling, President & CEO, CBCL Ltd
Dallas Mercer, CEO, Dallas Mercer Consulting
George Rossolatos, CEO, Canadian Business Growth Fund (CBGF)
Louie Velocci, National Lead Partner for CIO Advisory Services, KPMG
 
A2: Executing An Effective Management Buyout

A management buyout can be an excellent succession strategy and an opportunity for senior managers to become owners. When considering a Management Buyout (MBO), how do you equip your management team to become a credible bidder for the business?  How is your leadership team positioned to perform? Have you effectively replaced yourself with the right skill sets and integrated your best people into the company’s operations so they are prepared to become owners? Is the team aware of the risks and opportunities involved? This session will cover:

  • When should you begin your succession planning
  • How to prepare your senior management team for transition and the shift in leadership roles
  • Strategies for partner buyouts
  • Different types of financing and strategies to increase cash flow
  • Implementing your post-closing transition plan
Moderator: Dave Doucette, Regional Director, Atlantic, Roynat Capital
Panel:
Christine Bell, CEO, Full Throttle Powersports
Peter Conrod, Business Advisor, McInnes Cooper
Don Mills, Chair & Senior Counsel, Corporate Research Associates Inc.
Jillian Murray, Partner, Grant Thornton LLP
 
A3: Sunday Night Dinner ~ A Family Discussion

Family businesses are unique in that transitioning them to the next generation is a complex, often deeply emotional, endeavour. How do you prepare for a generational business that is resilient, while keeping the legacy you have built intact? Building capacity in the next generation needs to begin early on, and you may also need to consider that your family heirs may have neither the skills nor desire, to be part of your succession plan. In this session panelists will share their unique tools and perspectives so that you can successfully plan for your own family business transition.

You will learn:

  • What measures do you need to be taking to professionalize your family owned and operated firm?
  • How are you supporting a shift in leadership?
  • How do you ensure you have the right governance in place?
  • How do you assess the need for outside non-family executives if your family successors aren’t the right fit
  • Strategies and tactics to deal with the impact this transition will have on your family
Moderator: Robert Blunden, Principal Consultant, Blunden and Associates
Panel:
Gina McFetridge, President, Archway Insurance
Jon Stanfield, Chairman, President & CEO, Stanfield's
11:45 AM - 1:00 PM
 
Networking Lunch
1:00 PM – 1:30 PM
 
Fireside chat with Business Tycoon, John Risley
Host: Marie Mullally, President & CEO, CUA
In discussion with:
John Risley, to Chairman & CEO, CFFI Ventures Inc.
1:35 PM – 2:25 PM
 
Concurrent Sessions: B1 – B3 Learning to Navigate the ‘Ins and Outs’ of Transactions
 
B1: Effectively Structuring Your Company for Transition

When you sell or transition your business you may face a significant tax bill. If you’re not careful, you could find yourself with less than half of the purchase price in your pocket. Fortunately, with the right preparation and enough time to implement, there are a number of opportunities to limit or even eliminate tax. This is the ideal session for CEO’s and CFO’s to attend.

This session will look at real-world examples:

  • How to structure your company well in advance of a potential sale or recapitalization
  • What options to consider to reap the benefits and avoid pitfalls
  • Tactics to avoid major post-sale surprises
  • Options for how to manage what are no longer business expenses in your life post-transition      
Moderator: Louis-Pierre Francoeur, Principal, Transactions, Grant Thornton LLP
Panel:
Jim Cruickshank, Partner, Stewart McKelvey
Malcolm Fraser, President & CEO, Innovacorp
Keith MacIntyre, Partner, Grant Thorton LLP
 
B2: Common Deal Challenges: How to Address & Avoid them

In order to attract a wide range of financial and/or strategic buyers, you must identify the areas of risk within your business well in advance. Potential buyers and their advisors will be on the lookout for red flags and trouble spots once an offer is on the table; this is your chance to learn about “deal breakers” that work within your business so that you and your advisors can prepare. Common challenges that will be discussed include:

  • Working capital and tax structure issues
  • Declining company or economic performance during the process
  • Unsophisticated legal counsel
  • How to maintain confidentiality during the deal
  • Delays in obtaining third-party consents
  • “Deal fatigue”

Moderator: Jeff Mackenzie, Principal, Confederation M&A
Panel:
Bruce Hogan, Board Member (Former CEO), Leading Edge Geomatics
Paul Ryan, Director, Growth and Transition Capital, BDC
Matthew Towns, Vice President, SeaFort Capital
Peter Zed, Partner, Cox & Palmer
 
B3: Strategies to Maximize Price & Negotiate Deal Terms

Negotiating the sale of your business can vary significantly, not only between bidders but also with any particular potential buyer. The process selected and terms dictated by the seller in a transaction will impact the “price” paid. It is fundamental to understand how the selling process will impact what you receive for your company.

This panel will dive into best practices, industry myths and misconceptions, and alternatives for consideration in designing a process to structure your transaction for a fair price.  Through an interactive discussion you’ll learn:

  • How to decide on the breadth and nature of a sale process
  • Why timing and deal tension matters, and how to create it
  • Which terms have an impact on price, and which do not
  • The role advisors can play through the sale process, and when and how to manage them                       
Moderator: Dan Jennings, Partner, BDO Canada
Panel:
Alan Chettiar, Partner, Investment Banking, FirePower Capital
Chace Hynes, Director, Corporate Finance Atlantic Region, MNP
Mark Brodkin, Managing Director & Head, Roynat Equity Partners, Roynat Capital
2:25 PM – 2:45 PM
 
Networking & Coffee Break
2:45PM – 3:15PM
 
What’s Your Business Really Worth – How do You Value Your Business?

Do you really know what your business is worth? Most business owners don’t get nearly what they should because they weren’t prepared, and this can gravely affect the value of your company. As a business owner, it’s imperative to focus on the specific areas of your business that drive value, even if you have no immediate intention of selling. Furthermore, a successful sale for your shareholders can be very different from what you, the business owner, defines as a success. From the get-go you should understand the levers you need to “push or pull” in order to optimize the results you are looking for.

This session will explore key value drivers that require immediate attention in order to maximize the saleability of your business.

Speaker:
Anne Whelan, President & CEO, Seafair Capital
3:20PM – 4:10 PM
 
War Stories: The Good, The Bad & The Ugly

Hear from a panel of business owners who have gone through transition with their business and now have the opportunity to share their tales from the trenches.  This panel will share insights on:

  • What they wish they had known at the beginning of their transition journey and what would they have done differently
  • Did they get the price they asked for based on timing and deal terms
  • Key learnings they have brought into their next endeavours
  • The personal side of post-transition
Moderator: Paul LeBlanc, Founder + CEO, 7th Wave Capital
Panel:
Mickey MacDonald, CEO, Micco
Corey Miller, President, Parts for Trucks
Darren Nantes, Chairman, Guilfords Group of Companies
Dr. Lesley Steele, CEO & Founder, Virtual Veterinary Solutions/Newfoundland Veterinary Hospitals
4:10 PM – 5:15 PM
 
Cocktails & Conversation Networking Reception
Program, Schedule, and Speakers Subject to Change Without Notice
SEPTEMBER 16 | ENTREPRENEUR WORKSHOP (ADD-ON OPTIONAL)
 

Limited Seating

A not-to-be-missed educational workshop for business owners who are looking for a deeper dive in transitioning their business.

In the four distinct sessions this half-day workshop we’ll take a more detailed look into operational and financial engineering that can take years to execute – guaranteed to increase the value of your business and improve the probability of finding buyers when the time is right.  We’ll show you which areas of your business buyer’s value most (and why), and explain how to manage personal and corporate risk.

The sessions will focus on case studies to provide real life situations to assist you with your transition discussions.

8:00am - 8:05am
 
Opening Comments by BDC
8:05AM - 8:55AM
 
Part 1 – Negotiation & Deal Dynamics

Negotiating the sale of your business can vary significantly, not only between bidders but also with any particular potential buyer. The process selected and terms dictated by the seller in a transaction will impact the “price” paid. It is fundamental to understand how the selling process will impact what you receive for your company. The panel will discuss and elaborate on best practices, industry myths and misconceptions, and alternatives for consideration in designing a process to structure your transaction for a fair price.

Workshop Leaders:
Chace Hynes, Director, Corporate Finance Atlantic Region, MNP
Craig Maloney, Partner, Corporate Finance, MNP
8:55AM - 9:45AM
 
Part 2 – Strategies to Maximize Price

It’s often possible to sell your business for 50% more if you do everything right. Unlike selling a share on the stock exchange or a home in the residential real estate market, the process of selling your business is deemed “inefficient” by economists. In an efficient market like the ones listed above, the price of your asset is not significantly affected by the actual selling process. Contrarily, in the M&A market, the selling process itself can have a major impact on the price of your company. Plan and execute the process correctly and you could increase the price of your company by upwards of 50%. The speaker will elaborate on industry myths, and misconceptions to provide you with the knowledge and tools to sell your company for a higher price.

Workshop Leaders:
Alan Chettiar, Partner, Investment Banking, FirePower Capital
Ilan Jacobson, Founding Partner & CEO, FirePower Capital
9:45am - 10:05am
 
Networking Break
10:05AM - 10:55AM
 
Part 3 – Managing Unintended Consequences
  • How to protect yourself from unexpected business risk prior to a transaction
  • How to prepare your company (and you personally) for a successful sale.
  • Learn what risks should be addressed, including subtleties of legal agreements, non-compete clauses, wills that misalign with shareholder’s agreements, powers of attorney and more
  • There are several ways to structure the sale your company (including how and when you get paid). What are your options?
  • Learn how to manage confidentiality and protect yourself against rogue competitors, suppliers, employees or customers.
  • Tactics to avoid major post-sale surprises
  • Shrewd buyer tactics that you need to know about
Workshop Leaders:
Sarah Campbell, Partner, McInnes Cooper
Chris MacIntyre, Partner, McInnes Cooper
11:00AM - 11:50AM
 
Part 4 – How to Choose the Right Advisors & Understanding Costs

The successful sale of a business involves many moving parts, making it the largest and possibly most complicated transaction of your life. You can’t do this alone – practical advice will help you select the best professionals to sell your company while ensuring that you get you the best price and terms. In this session, you’ll learn tactics to select the best advisors and importantly, you’ll learn what your team will cost and how they will get paid. You’ll leave this workshop with an understanding of what the ideal exit team looks like and why every good transaction needs a great “bad guy.”

Workshop Leaders:
Kevin Fraser, Partner, Grant Thornton LLP
Jillian Murray, Partner, Grant Thornton LLP
11:50am - 12:00pm
 
Closing Comments
Program, Schedule, and Speakers Subject to Change Without Notice
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