Conference Program

Conference Program

2024 CONFERENCE CHAIR

Dana Rosenberg

Managing Partner, CQL Capital

Welcome to the 1st Business Transitions Forum in San Diego

Join us in September at the Westin Gaslamp on San Diego's scenic waterfront for the auspicious US debut of what has been Canada's most successful M&A event series since 2015. The Business Transitions Forums are focused on both growth and exit strategies for entrepreneurs. Enjoy unparalleled access to business owners, investors, advisors, service providers, while gaining invaluable knowledge, tools, and connections to help guide your next business transition.

Enjoy the conference!

All Days VIP Welcome Reception Conference Entrepreneur Workshop

SEPTEMBER 23, 2024 | VIP WELCOME RECEPTION - BY INVITATION ONLY

SEPTEMBER 24, 2024 | CONFERENCE PROGRAM

7:15AM - 8:00AM

Registration, Networking & Continental Breakfast

8:00AM – 8:10AM

Welcome & Forum Overview by Conference Chair

Chair: Dana Rosenberg, Managing Partner, CQL Capital

8:10AM - 8:40AM

The Big Picture: Economic Outlook For Entrepreneurs Over The Next 12-24 Months

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. What are the economic factors that will impact the next 12 months? You will walk away with:

An overview of the current and future economic conditions and market trends that business owners need to consider when thinking about your business.
The impacts on the changing cost of capital – is relief finally on the way?
An understanding of how these trends impact 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:
Baie Netzer, Managing Director, Private Bank Senior Investment Strategist, Bank of America Private Bank

8:40AM – 9:10AM

You Gotta Let Me Know: Should I Sell Or Should I Grow

Factors business owners should consider for the best long-term value for their business

As a business owner, it is important to have a plan to maximize the overall return you achieve on the capital, time and energy you invest in your business. Deciding whether and when to sell all or a portion of your business will help determine your success. Key considerations include (i) the number of years you are willing to commit to the future management of the business; (ii) the depth of your management team; (iii) your personal appetite for risk; and (iv) the marketability and scalability of your business. During this session we will explore each of these topics and review:

Alternative transaction structures and approaches, including sales to a strategic buyer, management buy-outs, and private equity sponsored deals
Tips for increasing financial sustainability for the long term (for you or a future buyer) through diversification, greater market share, potential synergies and cost reductions
Red flags that will set potential investors or partners running
How the current environment (economic uncertainty, supply chain issues, talent shortages, high interest rates, etc.) might affect your analysis and the potential timing of each alternative transaction structure.

9:10AM – 10:00AM

The Roadmap To Transition: 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.

i) the number of years you are willing to commit to the future management of the business;

(ii) the depth of your management team;

(iii) your personal appetite for risk; and

(iv) the marketability and scalability of your business. During this session we will explore each of these topics and review:

A step-by-step overview 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
· How the current environment (economic uncertainty, supply chain issues, talent shortages, high interest rates, etc.) might affect your analysis and the potential timing of each alternative transaction structure.

10:00AM – 10:45AM

Networking & Coffee Break

10:45AM – 11:45AM

Concurrent Breakout Sessions on Business Growth

GROWTH STRATEGIES THAT PROVIDE THE GREATEST ROI

Strategies to Quickly Expand Your Business

The best time start growing your company was yesterday. Every entrepreneur has dreams and ideas to expand their business, but the big question is knowing the right time to jump… where and how high?

Business growth plans such as developing new products or services, expanding customer markets, increasing sales initiatives, opening new locations, increasing revenue streams, automating work processes and acquisitions are all exciting plans. Before rushing into expansion, however, business owners need to assess if they are ready for growth. When business starts to scale up, systems can begin to crack under the pressure. Weaknesses can be exposed that can’t always fix them once the journey’s started.

This session will:

Compare different “textbook” growth strategies and help you surface which ones are the best and most practical for you
Help you understand the difference between business growth and scaling
Help you create objectives as part of developing a strategy for growth

Growth By Acquisition: What You Need To Know Before Buying A Business

Implementing an outbound M&A strategy at your company is a high-value, high stakes game. How can you establish your M&A Mindset? The M&A process is intensive, with many steps – it can often take many months to identify acquisition targets, initiate and close transactions – all while you’re still operating your business. Learn how to operate and run your business while embedding processes that will improve M&A outcomes.

Identifying and comparing acquisition strategies for your business
Various forms of capital to finance acquisitions
Real life lessons learned from both successful and failed acquisitions

UNDERSTANDING YOUR LIQUIDITY OPTIONS – WHAT’S BEST FOR YOUR BUSINESS?

You’re contemplating ways to turn years of hard work into cash, but what are your options? Should you look to your senior management team as potential investors, assuming they are interested and able to invest in your business? Should you look outside your firm for strategic buyers? Could private equity, search funds or other entities provide liquidity opportunities? In this session, a panel of experts will help you learn what distinguishes different classes of buyers, depending on your size of business, and what other options you have to generate capital. The panel will address the pros and cons of various options that could allow you to take some chips off the table.

Strategic buyers
Private equity
Going public
Buying out partners
Management buyouts
Other recapitalization options

11:45AM – 12:45PM

Networking Lunch

12:45PM – 1:15PM

Luncheon Keynote: Mastering Executive Health: Five Essential Areas for Thriving Leadership

Whether you’re growing or prepping your business for eventual exit, our keynote on Executive Health explores the five essential areas leaders must master to excel professionally, and personally. There can be myriad pressures before, during, and after business transitions, with 49 percent of CEOs struggling with mental health issues, 82 percent experiencing burnout, and 96 percent feeling their mental well-being has declined, the urgency is clear. CEOs often bear the weight of their organization’s reputation and mood, feeling the need to appear strong and in control. Research shows mental health issues are more prevalent in CEOs due to traits like multitasking, forward-thinking, and hyper-vigilance. We will provide strategies for mental resilience, physical health, emotional intelligence, work-life balance, and stress management to improve your quality of life.

Speaker:
Josh Hotsenpiller, Founder, Crowd Hub, Wisdom Capture, JUNO, CEO Life

1:25PM – 2:15PM

Concurrent Sessions On Planning for Transition

YOU’VE DECIDED TO SELL, NOW WHAT? – UNDERSTANDING THE NEXT STEPS

It’s time to figure out a strategy to sell your business but you’re not sure where to start. Do you hire an advisor or banker, and what are the pros and cons of different approaches? How do you best prepare for the process (e.g., getting a data room set up, gathering information, building a forecast model, preparing a pitch deck, aligning your senior executive etc.)? How do you find potential buyers or create a bidding process? What are the pros and cons of pursuing a strategic buyer versus financial buyer?

MAXIMIZING VALUE – UNDERSTANDING BUYERS AND HOW TO NEGOTIATE WITH THEM

This session will focus on exploring the different types of potential buyers for your company and how you can increase the value of your business even before the negotiation process begins.

You will learn:

Strategies to build the “Value” that buyers are seeking before entering the market
Techniques to protect the value you’ve built during the selling and/or exiting process
How to decide on the breadth and nature of a sale process 
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.

Structuring Your Business To Sell: Are You Ready?

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. Have you considered what life looks like after the close? The ability to shift from an entrepreneurial mindset to a capital management position requires planning and the right preparation and time to implement appropriate strategies. 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
What options to consider to reap the benefits and avoid pitfalls
Tactics to avoid common post-sale surprises (… and unexpected tax bills)
Preparing for the emotional rollercoaster of transition

2:15PM - 2:45PM

Afternoon Networking & Coffee Break

2:45PM – 3:20PM

SECRETS FROM THE OTHER SIDE: A BUYERS PERSPECTIVE

This keynote promises to provide a fresh perspective on the intricate dynamics of business transactions from the buyer’s side of the table. The art of buying a business is a complex dance of strategy, diligence, and foresight. Come with us and explore the fundamental differences in perspective between buyers and sellers, uncover what buyers are looking for and the learn about the challenges they strive to avoid (and look for).

Key Takeaways:

Challenges Faced by the Buyer: Understand the unique challenges that buyers encounter as they navigate the investment process. From identifying the right opportunities to conducting thorough due diligence, we’ll uncover the hurdles that can make or break a deal.
Keys to Closing a Transaction: Gain actionable insights into the strategies and tactics that buyers employ to successfully close deals. Learn what it takes to secure the best possible terms and ensure a seamless transition.
Pitfalls to Avoid: Explore the common pitfalls that buyers must be vigilant against. Discover how to steer clear of costly mistakes and protect your investment from potential risks.

3:15PM - 4:00PM

DONE DEAL: A ROUNDTABLE DISCUSSION WITH ENTREPRENEURS WHO HAVE SOLD

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: Dana Rosenberg, Managing Partner, CQL Capital

Panel:
Marie Pfau, Founder, 10Sense
Travis Rue, Operating Partner, CQL Capital
Chris Yount, Former CEO, Fortifiber Corporation

4:00PM – 5:00PM

Cocktails & Conversation Networking Reception

Program, Schedule, and Speakers Subject to Change Without Notice

SEPTEMBER 25, 2024 | ENTREPRENEUR WORKSHOP (ADD-ON OPTIONAL)

Masterclass Workshop – A Deeper Dive

(add-on, half day workshop for entrepreneurs)

“How to Maximize The Selling Price of Your Business and Protect Yourself In The Process”

A not-to-be-missed educational workshop for business owners who are serious about maximizing the proceeds of an eventual sale.

In this two-part, half-day workshop we’ll take a deep dive 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 buyers value most (and why), and explain how to manage personal and corporate risk.

(Only 50 seats available. Business owners only. Workshop is an additional charge.)

8:00AM - 8:30AM

Continental Breakfast

8:30AM – 9:15AM

Creating & Working Through the Transition Checklist

The secret to succession planning success is to be ready to sell, even if your business is not for sale. By being proactive, you’ll maximize the value of your business when the time, buyer and terms are right. Selling or otherwise exiting a business is, by far, the most complex transaction that most entrepreneurs will ever undertake. Detailed planning is instrumental and ideally begins long before any decision to sell. Starting your transition checklist is key to the end result.

Some general key points to include:

Define overarching goals – Self-assessment of primary reasons for transition: When is the right time to transition or otherwise exit?
Plan for successors
Explore tax opportunities and maximize retirement income
Effectively communicate your succession plan
Build a contingency plan

9:15AM – 10:00AM

Value Creation for your Business

Value assessment: What is your company worth? Common methods of assessing value will be addressed.
Operational and financial bootcamp. What areas of your business should you focus on to increase value + surprising areas of your business that can destroy value.
What buyers are looking for and why some businesses are considerably more attractive than other businesses.
The competitive sale process: Learn how a competitive sale process works, and why it is the best way to maximize price and terms of an eventual sale.

10:00AM – 10:30AM

Refreshment Break – Network With Other Business Owners

10:30AM – 11:15AM

Do I need an Exit Team and Why?

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. You will need a team of professionals to help you successfully sell your company. The right team will get you the best price, terms and most importantly, ensure that the transaction closes.

After attending this workshop, you will understand what the ideal exit team looks like and how to select the best advisors for your business. You’ll also learn what your exit team will cost and how they’ll be paid.

11:15AM – 12:00 PM

The Due Diligence Process & Why Sellers Should Care

While the idea of providing unfettered access to the confidential information pertaining to your business may sound scary, it is standard operating procedure when it comes to transitioning your business to an outsider. Learn about ways to maintain control of process without impeding success. While you may only go through the process with a buyer who you believe is qualified and fully committed to completion, many deals collapse at the due diligence stage. Buyers and their advisors will be on the lookout for red flags and trouble spots. This is your opportunity to learn about common “deal breakers” so that you and your advisors can prepare for them and maintain momentum during this crucial phase.

Program, Schedule, and Speakers Subject to Change Without Notice

SEPTEMBER 24, 2024 | CONFERENCE PROGRAM

7:15AM - 8:00AM

Registration, Networking & Continental Breakfast

8:00AM – 8:10AM

Welcome & Forum Overview by Conference Chair

Chair: Dana Rosenberg, Managing Partner, CQL Capital

8:10AM - 8:40AM

The Big Picture: Economic Outlook For Entrepreneurs Over The Next 12-24 Months

An overview of the current and future economic conditions and market trends that business owners need to consider when thinking about your business.
The impacts on the changing cost of capital – is relief finally on the way?
An understanding of how these trends impact 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:
Baie Netzer, Managing Director, Private Bank Senior Investment Strategist, Bank of America Private Bank

8:40AM – 9:10AM

You Gotta Let Me Know: Should I Sell Or Should I Grow

Factors business owners should consider for the best long-term value for their business

Alternative transaction structures and approaches, including sales to a strategic buyer, management buy-outs, and private equity sponsored deals
Tips for increasing financial sustainability for the long term (for you or a future buyer) through diversification, greater market share, potential synergies and cost reductions
Red flags that will set potential investors or partners running
How the current environment (economic uncertainty, supply chain issues, talent shortages, high interest rates, etc.) might affect your analysis and the potential timing of each alternative transaction structure.

9:10AM – 10:00AM

The Roadmap To Transition: How To Build A Saleable Business

i) the number of years you are willing to commit to the future management of the business;

(ii) the depth of your management team;

(iii) your personal appetite for risk; and

(iv) the marketability and scalability of your business. During this session we will explore each of these topics and review:

A step-by-step overview 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
· How the current environment (economic uncertainty, supply chain issues, talent shortages, high interest rates, etc.) might affect your analysis and the potential timing of each alternative transaction structure.

10:00AM – 10:45AM

Networking & Coffee Break

10:45AM – 11:45AM

Concurrent Breakout Sessions on Business Growth

GROWTH STRATEGIES THAT PROVIDE THE GREATEST ROI

Strategies to Quickly Expand Your Business

The best time start growing your company was yesterday. Every entrepreneur has dreams and ideas to expand their business, but the big question is knowing the right time to jump… where and how high?

This session will:

Compare different “textbook” growth strategies and help you surface which ones are the best and most practical for you
Help you understand the difference between business growth and scaling
Help you create objectives as part of developing a strategy for growth

Growth By Acquisition: What You Need To Know Before Buying A Business

Identifying and comparing acquisition strategies for your business
Various forms of capital to finance acquisitions
Real life lessons learned from both successful and failed acquisitions

UNDERSTANDING YOUR LIQUIDITY OPTIONS – WHAT’S BEST FOR YOUR BUSINESS?

Strategic buyers
Private equity
Going public
Buying out partners
Management buyouts
Other recapitalization options

11:45AM – 12:45PM

Networking Lunch

12:45PM – 1:15PM

Luncheon Keynote: Mastering Executive Health: Five Essential Areas for Thriving Leadership

Speaker:
Josh Hotsenpiller, Founder, Crowd Hub, Wisdom Capture, JUNO, CEO Life

1:25PM – 2:15PM

Concurrent Sessions On Planning for Transition

YOU’VE DECIDED TO SELL, NOW WHAT? – UNDERSTANDING THE NEXT STEPS

MAXIMIZING VALUE – UNDERSTANDING BUYERS AND HOW TO NEGOTIATE WITH THEM

This session will focus on exploring the different types of potential buyers for your company and how you can increase the value of your business even before the negotiation process begins.

You will learn:

Strategies to build the “Value” that buyers are seeking before entering the market
Techniques to protect the value you’ve built during the selling and/or exiting process
How to decide on the breadth and nature of a sale process 
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.

Structuring Your Business To Sell: Are You Ready?

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 common post-sale surprises (… and unexpected tax bills)
Preparing for the emotional rollercoaster of transition

2:15PM - 2:45PM

Afternoon Networking & Coffee Break

2:45PM – 3:20PM

SECRETS FROM THE OTHER SIDE: A BUYERS PERSPECTIVE

Key Takeaways:

Challenges Faced by the Buyer: Understand the unique challenges that buyers encounter as they navigate the investment process. From identifying the right opportunities to conducting thorough due diligence, we’ll uncover the hurdles that can make or break a deal.
Keys to Closing a Transaction: Gain actionable insights into the strategies and tactics that buyers employ to successfully close deals. Learn what it takes to secure the best possible terms and ensure a seamless transition.
Pitfalls to Avoid: Explore the common pitfalls that buyers must be vigilant against. Discover how to steer clear of costly mistakes and protect your investment from potential risks.

3:15PM - 4:00PM

DONE DEAL: A ROUNDTABLE DISCUSSION WITH ENTREPRENEURS WHO HAVE SOLD

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: Dana Rosenberg, Managing Partner, CQL Capital

Panel:
Marie Pfau, Founder, 10Sense
Travis Rue, Operating Partner, CQL Capital
Chris Yount, Former CEO, Fortifiber Corporation

4:00PM – 5:00PM

Cocktails & Conversation Networking Reception

Program, Schedule, and Speakers Subject to Change Without Notice

SEPTEMBER 25, 2024 | ENTREPRENEUR WORKSHOP (ADD-ON OPTIONAL)

Masterclass Workshop – A Deeper Dive

(add-on, half day workshop for entrepreneurs)

“How to Maximize The Selling Price of Your Business and Protect Yourself In The Process”

A not-to-be-missed educational workshop for business owners who are serious about maximizing the proceeds of an eventual sale.

(Only 50 seats available. Business owners only. Workshop is an additional charge.)

8:00AM - 8:30AM

Continental Breakfast

8:30AM – 9:15AM

Creating & Working Through the Transition Checklist

Some general key points to include:

Define overarching goals – Self-assessment of primary reasons for transition: When is the right time to transition or otherwise exit?
Plan for successors
Explore tax opportunities and maximize retirement income
Effectively communicate your succession plan
Build a contingency plan

9:15AM – 10:00AM

Value Creation for your Business

Value assessment: What is your company worth? Common methods of assessing value will be addressed.
Operational and financial bootcamp. What areas of your business should you focus on to increase value + surprising areas of your business that can destroy value.
What buyers are looking for and why some businesses are considerably more attractive than other businesses.
The competitive sale process: Learn how a competitive sale process works, and why it is the best way to maximize price and terms of an eventual sale.

10:00AM – 10:30AM

Refreshment Break – Network With Other Business Owners

10:30AM – 11:15AM

Do I need an Exit Team and Why?

11:15AM – 12:00 PM

The Due Diligence Process & Why Sellers Should Care

Program, Schedule, and Speakers Subject to Change Without Notice

Nicolas Biancamano

Baie Netzer

Jeanne Cummings

Stephen M. LaFata

Colin Parker

Josh Hotsenpiller

Anna Peterson Macsalka

Marie Pfau

Mackenzie Regent

Inge Carr

Keith Collins

Shamil Hargovan

Peter Hurme

Karen Jordan

Mike Kim

Matthew Langsford

Steve Laver

Nick Olsen

Jared Roberts

Dana Rosenberg

Travis Rue

Chris Yount

Mark Stephenson

Jenny Tran

Welcome to the 1st Business Transitions Forum in San Diego