Conference Program

Conference Program

2022 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

APRIL 5, 2022 | CONFERENCE PROGRAM

7:15AM - 8:00AM

Registration, Networking & Continental Breakfast

8:00AM – 8:10AM

Forum Overview by Conference Chair

Introduction by: Tabreez Lila, Managing Director, Growth and Transition Capital, BDC Capital

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.

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

speakers:
Shane Dunn, Partner, Mergers & Acquisitions, EY Orenda Corporate Finance
Jon Spencer, Managing Director, TriWest 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:
Mark Brodkin, Managing Director & Head, Roynat Equity Partners
Cheryl Grant, Director, Transactions, Grant Thornton Corporate Finance Inc.
Chris Hooper, Chief Investment Officer, Alberta Indigenous Opportunity Corporation
Don Montgomery, President, M&A Advisor, True North Mergers & Acquisitions

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, Partner | Transaction Diligence, Kalos LLP

Panel:
Jalal Jetha, Managing Partner, Grafton Ventures
Alina Martin, Co-Founder & CEO, The Harvest Hub
Mike McIsaac, CEO & Managing Director, Baker Tilly Canada Corporate Finance
Ryan Smith, CEO, 360 Energy Liability Management

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: Kelly R. Ford, Partner, Bennett Jones LLP

Panel:
Jason Ding, Chief Business Officer, Entos Pharmaceuticals
David Laycraft, Partner, Baker Tilly
Andrew Ramsay, Sr. Vice President and Co-Head of Transaction Risk Solutions, Gallagher Energy Risk Services
Ray Yue, Founder/ CEO - [CARE] Group of Companies

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 – 12:40PM

Networking Lunch

12:40PM – 1:20PM

Luncheon Keynote: Finding the Right Strategic Partner

Tracey McVicar will sit down with Kleo Landucci in a fireside chat to discuss the exciting journey of a family-owned business who cast a global net to find the right strategic partner for their unique infrastructure business. Kleo and her family have completed two separate transactions in three years and still own a percentage of the business today. Hear what led the family to seek a strategic partner and how they approached the strategic process. Discover how they find the right partners and what they would change if they were to do it all again.

Moderator: Tracey McVicar, Managing Partner, CAI Capital Partners

In discussion with:
Kleo Landucci, CEO & President of CrescentView Investments Ltd. & Former Managing Director of Ashcroft Terminal

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: James Robertson, Director, Growth & Transition Capital, BDC Capital

Panel:
Rhys Evans, Owner, Advanpro Ltd.
Jordan Martel, Partner, Corporate Valuations and Financial Opinions Leader, Sequeira Partners
Murray Toews, CEO, Bonnetts Energy

2B: Are You Ready to Sell?

Knowing if you can afford to sell, and when you are ready to take the leap is the most difficult decision for many business owners. In addition to building a comprehensive succession plan and ensuring your organizational structure will not leave you with a giant tax bill, it is important to address the other factors to ensure a happy and prosperous life after the close. The ability to shift from an entrepreneurial mindset to a capital management position requires planning and with the right preparation and enough time to implement. There are a number of opportunities to maximize the money in your pocket and ensure your financial success long after the close.

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
Tips for shifting from an entrepreneur mindset
Wealth management tips and managing former business expenses 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 LLP
Jerry Koonar, Vice President, Portfolio Manager, Leith Wheeler Investment Counsel Ltd.
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, Managing Director, Roynat Equity Partners

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

2:20PM - 2:40PM

Coffee Break

2:45PM – 3:20PM

An Inside Look: 1 + 1 = 3 with this Merger

Cultivating, negotiating, finalizing, and communicating a successful cross-border merger between two entrepreneurial companies is no small task. Is a merger, versus an outright sale, an option that should be on the table for your company to add value for shareholders?

With the January 2022 announcement still fresh, and the merger between Canadian-based Compuvision and US-based VC3 closed – entrepreneurs are invited to join Compuvision CEO, Ryan Vestby, and Incite President Ted Kouri, to explore why they brought these two companies together. We’ll explore lessons learned from the deal, and future growth plans. In addition to “taking a few chips off the table,” what were the factors that brought these two companies together, and what can other business owners take away from this deal?

Moderator: Ted Kouri, Founder & President, Incite

In discussion with:
Ryan Vestby, CEO, CompuVision

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.

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

Panel:
Kevin Campbell, Co-Founder & Former CEO, Policy Works Inc.
Kristin 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

APRIL 4, 2022 | VIP WELCOME RECEPTION FOR BUSINESS OWNERS - BY INVITATION

APRIL 5, 2022 | CONFERENCE PROGRAM

7:15AM - 8:00AM

Registration, Networking & Continental Breakfast

8:00AM – 8:10AM

Forum Overview by Conference Chair

Introduction by: Tabreez Lila, Managing Director, Growth and Transition Capital, BDC Capital

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

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

speakers:
Shane Dunn, Partner, Mergers & Acquisitions, EY Orenda Corporate Finance
Jon Spencer, Managing Director, TriWest 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, Partner | Transaction Diligence, Kalos LLP

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: Kelly R. Ford, 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 – 12:40PM

Networking Lunch

12:40PM – 1:20PM

Luncheon Keynote: Finding the Right Strategic Partner

Moderator: Tracey McVicar, Managing Partner, CAI Capital Partners

In discussion with:
Kleo Landucci, CEO & President of CrescentView Investments Ltd. & Former Managing Director of Ashcroft Terminal

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: James Robertson, Director, Growth & Transition Capital, BDC Capital

Panel:
Rhys Evans, Owner, Advanpro Ltd.
Jordan Martel, Partner, Corporate Valuations and Financial Opinions Leader, Sequeira Partners
Murray Toews, CEO, Bonnetts Energy

2B: Are You Ready to Sell?

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
Tips for shifting from an entrepreneur mindset
Wealth management tips and managing former business expenses post-transition

Moderator: Adam Mallon, Managing Director, Transaction Advisory Services, BDO Canada LLP

2C: Scaling Your Business in Preparation for Transition

speakers:
Matt Flynn, Managing Director, Roynat Equity Partners

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

2:20PM - 2:40PM

Coffee Break

2:45PM – 3:20PM

An Inside Look: 1 + 1 = 3 with this Merger

Moderator: Ted Kouri, Founder & President, Incite

In discussion with:
Ryan Vestby, CEO, CompuVision

3:20PM - 4:00PM

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

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

Mark Brodkin

Cody Church

Alan Chettiar

Axel Christiansen

Pierre Cléroux

Jim Crooks

Steve Chen

Shane Dunn

Kelly R. Ford

Matt Flynn

Tabreez Lila

BDC | PRESENTING

Kleo Landucci

STS Capital Partners | Edm22 Cocktails & Conversations

Kristi Miller

Mike McIsaac

Cheryl Grant

Mick MacBean

Ray Yue

Tina Di Vito

Allison Maher

Josh Matthews

Adam Mallon

David Laycraft

Tyler Armstrong

Kevin Campbell

Jerry Koonar

Ryan Smith

Don Montgomery

Lynne Fisher

Fasken | Venture

True North | Venture

Leith Wheeler | CAL 21 Venture

Dave Connolly

Kristin Delwo

Jason Ding

Rhys Evans

Mackenzie Regent

Iggy Domagalski

Quinten Griffiths

Chris Hooper

Shauna Feth

Jalal Jetha

Kalos | Journal

Kalos | Venture

ATB Financial | Enterprise

BDO | Venture

BDO | ATL 22 Workshop

BDC | Session

McMillan | EDM 22 Workshop

BakerTilly | Enterprise

Omni | Venture

GRANT THORNTON | EDM 22 ENTERPRISE

GRANT THORNTON | GLOSSARY OF TERMS

FIREPOWER | WORKSHOP

FIREPOWER | VENTURE

MNP | ENDEAVOUR

Roynat/Scotiabank | VAN 21 VENTURE

Roynat/Scotiabank | EDM 22 VENTURE

CFIB | Partner

BDC | Lanyard

Bennett Jones |Plenary

Trishi Karan

Ilan Jacobson

FEC | Supporter

Renaissance | Enterprise

CVCA | Partner

Jon Spencer

Ryan Vestby

Bryan Haynes

Jeff Aplin

Scott Bodie

Donald Cranston

David C. Curtis

Bill Darling

Stefan Erasmus

Ted Kouri

Grant Kook