Conference Program

Conference Program

2021 CONFERENCE CHAIR

Allison Maher

Co-founder, Family Wealth Coach Planning Services Inc.

Welcome to the 5th annual Business Transitions Forum in Calgary. We are excited to be back to in person events and thrilled to have an excellent conference program with over 40 entrepreneurs and experts sharing their insights and stories about companies that have previously sold. You will learn from experts and connect with peer groups who will offer valuable insights to help you with transition strategy – whether you’re just beginning to think about it or well-advanced down the path.

Enjoy the conference!

Alberta lawyers and Certified Public Accountants (CPAs), may report verified CPD hours for this conference in your annual Continuing Professional Development Plans.

This conference is also recognized by the Family Enterprise Canada for 7 hours of professional development for FEA designations.

All Days VIP Welcome Reception Conference

FEBRUARY 2, 2022| CONFERENCE PROGRAM

7:15AM - 8:00AM

Registration, Networking & Continental Breakfast

8:00AM – 8:10AM

Forum Overview by Conference Chair

Chair: Allison Maher, Co-founder, Family Wealth Coach Planning Services Inc.

8:10AM - 8:40AM

Opening Keynote: The Big Picture-Overview of Canadian Business Going Forward and the Impacts of COVID 19

What do economic conditions and market trends look like in a world recovering from COVID? How has the pandemic affected your business and will the economy rebound to pre pandemic numbers? This session will provide insights into both a macro view of the economy, as well as provide insights on regional and industry sector differences. You will also get an understanding of the current mergers and acquisitions environment and factors which might impact it in the future.

speaker:
Pierre Cléroux, VP, Research & Chief Economist, BDC

8:40AM – 9:15AM

The Roadmap Checklist: How to Build a Saleable Business

Whether the sale of your business is on the horizon or many years away, most experts agree that it can take years to optimally structure a company to increase the probability of a successful sale. Who’s to know if and 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 for a successful transition.

A bird’s-eye-view of the mechanics of selling and/or transitioning a business
At what stage should you be considering hiring advisors or other transition experts
How to mitigate risk to maximize reward and successfully exit your business with confidence

speaker:
Tracey McVicar, Managing Partner, CAI Capital Partners

9:15AM – 10:15AM

Lessons (and Ideas) from Seasoned Buyers

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

In this panel, strategic buyers and private equity purchasers will discuss the metrics that matter most to them, lessons they have learned along the way and what to consider if you are just looking for liquidity options (i.e. you just want to take some cash off the table).

Moderator: Steve Chen, VP & Head, First West Capital

Panel:
Alicia Dubois, CEO, Alberta Indigenous Opportunities Corporation
Mark Brodkin, Managing Director & Head, Roynat Equity Partners
Don Montgomery, President, M&A Advisor, True North Mergers & Acquisitions
Devin Wagner, Managing Director, Western Region Transactions Leader, Grant Thornton LLP

10:15AM – 10:45AM

Networking & Coffee Break

10:50AM – 11:50AM

Concurrent Sessions: 1A – 1C

1A: Strategies to Negotiate the Best 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.

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. Through an interactive discussion you’ll learn:

Why companies should be sold, not bought
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 roles an advisor can play through the sale process, and when and how to manage them

Moderator: Mackenzie Regent, Co-Founder, Transaction Diligence, Kalos LLP

Panel:
Jalal Jetha, Managing Partner, Grafton Ventures
Alina Martin, Co-Founder & CEO, The Harvest Hub
Mike McIsaac, CEO and Managing Director, Baker Tilly (Canada) Corporate Finance

1B: 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
Delays in obtaining third-party consents
Tactics to avoid major post-sale surprises
“Deal fatigue”

Moderator: Bryan Haynes, Partner, Bennett Jones LLP

Panel:
Jason Ding, Sr. Managing Director, Deloitte Corporate Finance
Mike Miller, President & CEO, SSI Lift
Bruce Mitchell, Former CEI & Majority Shareholder, Northern Metalic Sales
Andrew Ramsey, Sr. Vice President and Co-Head of Transaction Risk Solutions, Gallagher

1C: Lessons Learned in Building a Successful Multi-generational Business

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 outside, non-family executives.

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?

In this fireside chat, Russell Love will share his unique story about building a family business with his father and brothers so that you can successfully plan for your own family business transition.

speaker:
Allison Maher, Co-founder, Family Wealth Coach Planning Services Inc.

In discussion with:
Russell Love, CEO, Cask Global Canning Company

11:50AM – 12:50PM

Networking Lunch

12:50PM – 1:20PM

Luncheon Keynote: Transforming Business Strategy

This fireside chat will reflect on the path of adapting business strategy to change the strategic direction, growing organically and through acquisition and securing financing to execute on strategic plans. After partnering with TriWest Capital, Lithion implemented a strategy to enter new end markets with new products in new geographies using management’s expertise in electrifying the oil and gas industry to “Electrify Everything Else”.

speakers:
Jon Spencer, Managing Director, TriWest Capital Partners

In discussion with:
Tyler Armstrong, President & CEO, Lithion Power Group

1:30PM – 2:20PM

Concurrent Sessions: 2A – 2C

2A: Will Management Buyout’s (or Buy-in) Become More Common Post COVID?

A management buyout can be an excellent succession strategy and an opportunity for senior managers to become owners. When considering a management buyout or buy-in (MBO/MBI), 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
How to ensure your management team is well-advised and independently advised
Strategies for partner buyouts
Understanding ESOP’s
Different types of financing and strategies to increase cash flow
Implementing your post-closing transition plan

Moderator: Patricia Narbaitz, Associate Director, Growth and Transition, BDC

Panel:
Wade Batiuk, VP of Business Development, True North Mergers & Acquisitions
Rhys Evans, Owner, Advanpro Ltd.
Jordan Martel, Partner, Corporate Valuations and Financial Opinions Leader, Sequeira Partners

2B: Can You Afford to Sell? 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 session will look at real-world examples:

How to structure your company well in advance of a potential sale or recapitalization
Help you consider all of your business options 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: Adam Mallon, Managing Director, Transaction Advisory Services, BDO Canada LLP

Panel:
Quinten Griffiths, Partner, Good Capital
Trishi Karan, Senior Tax Manager, Grant Thornton
Craig McDougall, Partner, Felesky Flynn LLP

2C: Scaling Your Business in Preparation for Transition

Putting an emphasis on systematically growing your organization could be your secret weapon when looking to attract 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.

This fireside chat will share the necessary steps to maximizing business value before you engage the sale process including strategies, tactics and metrics you can put to work right away that will have immediate impact as well as set your company up for greater future success.

speakers:
Matt Flynn, Director, Roynat Equity Partners

In discussion with:
Alex Webb, CEO, F12.net Inc.

2:20PM - 2:40PM

Coffee Break

2:45PM – 3:20PM

How to Make Your Company Worth More

Do you really know what your business is worth? What do buyers look for when considering a deal?

Has COVID affected your company’s valuation? Most business owners don’t get nearly what they should because they weren’t prepared or focused on the wrong things that are important to buyers, 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, define 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 salability of your business.

speaker:
Cody Church, CEO & President, Clear North Capital

3:20PM - 4:00PM

Exit & Transition Stories: The Good, The Bad & The Different

Hear from a panel of business owners who have gone through transition with their business and now have the opportunity to reflect on the process in the rear-view mirror. This panel will share insights on what they wish they had known at the beginning of their transition journey and their key learnings for their next endeavours. What would they change, if anything, if they were to do it all again? These business owners will help build and broaden your frame of reference by sharing their own war stories and tales from the trenches.

More panelists to be announced!

Moderator: Allison Maher, Co-founder, Family Wealth Coach Planning Services Inc.

Panel:
Donald Cranston, President, Nutter's Bulk and Natural Foods Ltd.
Kristen Delwo, Stacks Founder and VP SaaS Product & Technology Innovation, EBSCO Canada Ltd.
Grant Kook, President, CEO and Chair, Westcap

4:00PM – 5:00PM

Cocktails & Conversation Networking Reception

Program, Schedule, and Speakers Subject to Change Without Notice

FEBRUARY 1, 2022 | VIP WELCOME RECEPTION FOR BUSINESS OWNERS - BY INVITATION

FEBRUARY 2, 2022| CONFERENCE PROGRAM

7:15AM - 8:00AM

Registration, Networking & Continental Breakfast

8:00AM – 8:10AM

Forum Overview by Conference Chair

Chair: Allison Maher, Co-founder, Family Wealth Coach Planning Services Inc.

8:10AM - 8:40AM

Opening Keynote: The Big Picture-Overview of Canadian Business Going Forward and the Impacts of COVID 19

speaker:
Pierre Cléroux, VP, Research & Chief Economist, BDC

8:40AM – 9:15AM

The Roadmap Checklist: How to Build a Saleable Business

A bird’s-eye-view of the mechanics of selling and/or transitioning a business
At what stage should you be considering hiring advisors or other transition experts
How to mitigate risk to maximize reward and successfully exit your business with confidence

speaker:
Tracey McVicar, Managing Partner, CAI Capital Partners

9:15AM – 10:15AM

Lessons (and Ideas) from Seasoned Buyers

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

Moderator: Steve Chen, VP & Head, First West Capital

10:15AM – 10:45AM

Networking & Coffee Break

10:50AM – 11:50AM

Concurrent Sessions: 1A – 1C

1A: Strategies to Negotiate the Best Deal & Terms

Why companies should be sold, not bought
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 roles an advisor can play through the sale process, and when and how to manage them

Moderator: Mackenzie Regent, Co-Founder, Transaction Diligence, Kalos LLP

Panel:
Jalal Jetha, Managing Partner, Grafton Ventures
Alina Martin, Co-Founder & CEO, The Harvest Hub
Mike McIsaac, CEO and Managing Director, Baker Tilly (Canada) Corporate Finance

1B: Common Deal Challenges: How to Address & Avoid them

Working capital and tax structure issues
Declining company or economic performance during the process
Unsophisticated legal counsel
Delays in obtaining third-party consents
Tactics to avoid major post-sale surprises
“Deal fatigue”

Moderator: Bryan Haynes, Partner, Bennett Jones LLP

1C: Lessons Learned in Building a Successful Multi-generational Business

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?

speaker:
Allison Maher, Co-founder, Family Wealth Coach Planning Services Inc.

In discussion with:
Russell Love, CEO, Cask Global Canning Company

11:50AM – 12:50PM

Networking Lunch

12:50PM – 1:20PM

Luncheon Keynote: Transforming Business Strategy

speakers:
Jon Spencer, Managing Director, TriWest Capital Partners

In discussion with:
Tyler Armstrong, President & CEO, Lithion Power Group

1:30PM – 2:20PM

Concurrent Sessions: 2A – 2C

2A: Will Management Buyout’s (or Buy-in) Become More Common Post COVID?

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
How to ensure your management team is well-advised and independently advised
Strategies for partner buyouts
Understanding ESOP’s
Different types of financing and strategies to increase cash flow
Implementing your post-closing transition plan

Moderator: Patricia Narbaitz, Associate Director, Growth and Transition, BDC

2B: Can You Afford to Sell? Effectively Structuring Your Company for Transition

This session will look at real-world examples:

How to structure your company well in advance of a potential sale or recapitalization
Help you consider all of your business options 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: Adam Mallon, Managing Director, Transaction Advisory Services, BDO Canada LLP

Panel:
Quinten Griffiths, Partner, Good Capital
Trishi Karan, Senior Tax Manager, Grant Thornton
Craig McDougall, Partner, Felesky Flynn LLP

2C: Scaling Your Business in Preparation for Transition

speakers:
Matt Flynn, Director, Roynat Equity Partners

In discussion with:
Alex Webb, CEO, F12.net Inc.

2:20PM - 2:40PM

Coffee Break

2:45PM – 3:20PM

How to Make Your Company Worth More

Do you really know what your business is worth? What do buyers look for when considering a deal?

speaker:
Cody Church, CEO & President, Clear North Capital

3:20PM - 4:00PM

Exit & Transition Stories: The Good, The Bad & The Different

More panelists to be announced!

Moderator: Allison Maher, Co-founder, Family Wealth Coach Planning Services Inc.

4:00PM – 5:00PM

Cocktails & Conversation Networking Reception

Program, Schedule, and Speakers Subject to Change Without Notice

SUBSCRIBE FOR UPDATES

Tyler Armstrong

Pierre Cléroux

Lynne Fisher

Mark Brodkin

Steve Chen

Axel Christiansen

Pierre Cléroux

Jim Crooks

Grant Kook

Alicia Dubois

Mike Miller

Wade Batiuk

Cody Church

Donald Cranston

Kristen Delwo

Jason Ding

Iggy Domagalski

Rhys Evans

Matt Flynn

Alan Chettiar

Shauna Feth

Kalos | Journal

Baker Tilly Canada | EDM 22 ENTERPRISE

GRANT THORNTON | EDM 22 ENTERPRISE

GRANT THORNTON | GLOSSARY OF TERMS

FIREPOWER | WORKSHOP

FIREPOWER | VENTURE

MNP | ENDEAVOUR

BDC | PRESENTING

Roynat/Scotiabank | VAN 21 VENTURE

Roynat/Scotiabank | EDM 22 VENTURE

BDC | Session

CFIB | Partner

Bennett Jones |Plenary

Cheryl Grant

Ilan Jacobson

Renaissance | Enterprise

Quinten Griffiths

Bryan Haynes

Mike McIsaac

CVCA | Partner

Jeff Aplin

Scott Bodie

Donald Cranston

David C. Curtis

Bill Darling

Stefan Erasmus

Jalal Jetha

Justin Ferrara

Jackie Fimrite

Trishi Karan

Sharon Gray

Tracey McVicar

Triwest | Water Bottle

Fasken | Venture

GRANT THORNTON | WORKSHOP

CMC | Partner

Kristi Miller

Matthew Kellow

FEX | EDM 19 Supporter

CFIB | TOR 19 Partner

Tina Di Vito

ABFI | EDM 19 Partner

Monarch | Edm 19 Session

MNP | WORKSHOP

Vern Malcolm

CMC | EDM 19 Partner

Renaissance | EDM 19 Enterprise

Paul Anderson

Jeff Belford

Josh Matthews

UBS | EDM 19 Cocktail

Triwest | EDM 19 Water

MNP | EDM 19 Endeavour

BDC | Edm 19 Lanyard

Cap West | Edm 19 Journal

BDO | EDM 19 Journal

Grant Thornton | Edm 19 Glossary of Terms