Conference Program

Conference Program

2023 CONFERENCE CHAIR

Mark Brodkin

Managing Director & Head, Roynat Equity Partners

Welcome to the 6th annual Business Transitions Forum in Toronto. We are bringing together entrepreneurs and experts sharing their insights and stories about the process of growing, and transitioning businesses. 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!

All Days VIP Welcome Reception Conference Workshop

MAY 8, 2023 | VIP WELCOME RECEPTION FOR BUSINESS OWNERS

MAY 9, 2023 | CONFERENCE PROGRAM

7:15AM - 8:00AM

Networking & Continental Breakfast

7:15AM - 8:00AM

Registration

8:00AM – 8:10AM

Welcome & Forum Overview by Conference Chair

8:10AM - 8:40AM

Opening Keynote: Economic Outlook and Impacts for Entrepreneurs

What do economic conditions and market trends look like in a world recovering from COVID? How will a post-pandemic future impact supply chains? What are the outlooks for interest rates, unemployment, recessionary impacts and more? 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 – 9:30AM

Your Guide to Creating a Saleable Business

These strategies will help you operate a better business that is more attractive to buyers in the future.

As a business owner or leader, your goal is to create shareholder value while keeping your options open to sustain, grow, and protect your organization and the choices available to you. While you may have no plan to sell in the near term – operating and growing your business as if you are getting ready for an acquirer will help you add considerable value AND reveal a multitude of options you may not have considered. You never know if, or when, there may come a knock on your door.

This session will help you understand the areas in your business that can make it more interesting to acquirers and identify which growth strategies will yield the highest ROI We’ll also help you understand risk areas – allowing you to prioritize which parts of your business need attention now. You will walk away with:

The most common ‘value-add’ factors that acquirers will be looking for
Tips for increasing financial sustainability for the long term (for you or a future buyer) through diversification, greater market share, and potential synergies and cost reductions
Red flags that will set potential investors or partners running
Compare different “textbook” growth strategies and help you surface which ones are the best and most practical for you

9:40AM – 10:20AM

The Impact of People on Growth and the Value of Your M&A Deal

The one thing you need to get right whether you are buying, selling, or growing your business is the human factor. Do you have the optimal number of staff and the right people in key roles? Do you need to hire external advisors and if so who do you need and how do you evaluate the right fit? Are you able to trust your team and create a business that can run without you? Is your culture and team loyalty strong enough to stick with you during a transition or growth plan.

People are the core of any business and this session will help put your business on the track to optimize your team and internal reporting structure.

You will learn:

What advisors do you need, how do you find a good fit, and how much it will cost
How to preserve culture and productivity during growth or M&A
Strategies for retaining key staff

10:20AM – 10:50AM

Networking & Coffee Break

10:45AM – 11:45AM

Concurrent Sessions: 1A – 1C

1A: Taking (Some) Chips Off The Table

Exploring Management Buyouts, Partnerships with Minority Investors and Partial Divestitures

COVID has prompted a surge in non-traditional M&A deal structures, accelerated deals and rapid changes in business needs and opportunities. After this rollercoaster ride – perhaps you want to de-risk your business, while still maintaining control?

There are a number of transition options that aren’t reliant on a large amount of cash, and can take a variety of different forms, such as a management buyout or buy-in (MBO/MBI), acquiring minority stakes or entering cooperative arrangements through joint ventures, alliances, or partnerships as a success strategy.

This session will cover topics such as:

Strategies for MBO/MBI or minority investments
Different types of financing options to increase cash flow and growth opportunities
Factors to consider if an alternate financing structure can help you grow
Trends in alternative deal structures that don’t require a total sale of your business

1B: Growth By Acquisition: Considerations for 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 processis 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

1C: Determining the Value of Your Company and How to Increase It

Do you really know what your business is worth? What do buyers or investors look for when considering a deal and how are the COVID years factored into the valuation? Where can you add the most value to your organization? What areas of growth will provide the greatest return? Most business owners don’t get nearly what they should because they weren’t prepared or didn’t focus on the things that are most important to buyers. 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.

Popular methodologies to establish the value of your company
Common (and uncommon) value drivers
Understanding why future growth strategies impact valuations more than past sales

11:45AM – 12:45PM

Networking Lunch

12:45PM – 1:15PM

Luncheon Keynote: Lessons from Seasoned Buyers

As a potential buyer what do you need to look for? Growth prospects, financial health, management team, and strategic fit are just a few of the considerations.

This panel of serial acquirers will share the metrics that matter most to them, lessons they have learned along the way, red flags and common pit falls. Whether your reasons for an acquisition are diversification, greater market share, increased synergy, cost reductions, or new niche offerings there are common factors that should be considered.

1:20PM – 2:10PM

Concurrent Sessions: 2A – 2C

2A: Structuring a Deal and Negotiation Tactics

Top Things You Need to Know Before Buying or Selling a Business

The structure of a deal is as or more important than the price paid for the business. The structure specifies the conditions, financial terms, and process for successfully completing the transaction – and everything is up for negotiation! This panel will also 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 and key negotiating tactics and techniques to maximize value.

Key takeaways include:

Why price isn’t always the most important thing and which other deal terms have the greatest impact on the results of a transaction
Walking through the basics of an M&A process
Key negotiation tactics and techniques

2B: Are You Ready to Sell?

Effectively Structuring your Business, and Preparing for the Emotional Rollercoaster, of Transition

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

2C: Your Closet, Your Skeletons

Common pitfalls during the due diligence phase when buying or selling a business

Mergers and acquisitions typically have extensive due diligence by the buyer. Tackling due diligence during an M&A transaction can be an overwhelming task, but essential for closing a successful, equitable and efficient deal. Before committing to the transaction, the acquirer will want to ensure that it knows what it is buying and what obligations it is assuming, litigation risks and intellectual property issues, liabilities, problematic contracts, and more.

Understand what buyers will be looking for, and what sellers need to have prepared for the due diligence process and the key information a company must uncover from their target before moving forward with a deal:

Legal (intellectual property, compliance and regulatory matters, contracts, licensing, EH&S, etc.)
Financial (including taxes, company’s financial statements & projections, working capital, etc.)
Human Resources (HR) (outstanding stock options, retention plans, employee agreements, culture, bonus structures, benefits etc)

2:10PM - 2:40PM

Afternoon Networking & Coffee Break

2:40PM – 3:15PM

Optimizing the Most Valuable Asset and Liability in Your Business: Your Team!

People are the core of any business and this session will help put your business on the track to optimize your team and internal reporting structure.

You will learn:

What advisors do you need, how do you find a good fit, and how much it will cost
How to preserve culture and productivity during growth or M&A
Strategies for retaining key staff

3:20PM - 4:00PM

Closing Keynote: 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? How much growth did their business experience prior to selling? These business owners will help build and broaden your frame of reference by sharing their own stories and tales from the M&A trenches.

4:00PM – 5:00PM

Cocktails & Conversation Networking Reception

Program, Schedule, and Speakers Subject to Change Without Notice

MAY 10, 2023 | 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

MAY 9, 2023 | CONFERENCE PROGRAM

7:15AM - 8:00AM

Networking & Continental Breakfast

7:15AM - 8:00AM

Registration

8:00AM – 8:10AM

Welcome & Forum Overview by Conference Chair

8:10AM - 8:40AM

Opening Keynote: Economic Outlook and Impacts for Entrepreneurs

8:40AM – 9:30AM

Your Guide to Creating a Saleable Business

These strategies will help you operate a better business that is more attractive to buyers in the future.

The most common ‘value-add’ factors that acquirers will be looking for
Tips for increasing financial sustainability for the long term (for you or a future buyer) through diversification, greater market share, and potential synergies and cost reductions
Red flags that will set potential investors or partners running
Compare different “textbook” growth strategies and help you surface which ones are the best and most practical for you

9:40AM – 10:20AM

The Impact of People on Growth and the Value of Your M&A Deal

People are the core of any business and this session will help put your business on the track to optimize your team and internal reporting structure.

You will learn:

What advisors do you need, how do you find a good fit, and how much it will cost
How to preserve culture and productivity during growth or M&A
Strategies for retaining key staff

10:20AM – 10:50AM

Networking & Coffee Break

10:45AM – 11:45AM

Concurrent Sessions: 1A – 1C

1A: Taking (Some) Chips Off The Table

Exploring Management Buyouts, Partnerships with Minority Investors and Partial Divestitures

This session will cover topics such as:

Strategies for MBO/MBI or minority investments
Different types of financing options to increase cash flow and growth opportunities
Factors to consider if an alternate financing structure can help you grow
Trends in alternative deal structures that don’t require a total sale of your business

1B: Growth By Acquisition: Considerations for 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

1C: Determining the Value of Your Company and How to Increase It

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.

Popular methodologies to establish the value of your company
Common (and uncommon) value drivers
Understanding why future growth strategies impact valuations more than past sales

11:45AM – 12:45PM

Networking Lunch

12:45PM – 1:15PM

Luncheon Keynote: Lessons from Seasoned Buyers

As a potential buyer what do you need to look for? Growth prospects, financial health, management team, and strategic fit are just a few of the considerations.

1:20PM – 2:10PM

Concurrent Sessions: 2A – 2C

2A: Structuring a Deal and Negotiation Tactics

Top Things You Need to Know Before Buying or Selling a Business

Key takeaways include:

Why price isn’t always the most important thing and which other deal terms have the greatest impact on the results of a transaction
Walking through the basics of an M&A process
Key negotiation tactics and techniques

2B: Are You Ready to Sell?

Effectively Structuring your Business, and Preparing for the Emotional Rollercoaster, of Transition

This session will look at real-world examples:

How to structure your company well in advance of a potential sale or recapitalization
Tips for shifting from an entrepreneur mindset
Wealth management tips and managing former business expenses post-transition

2C: Your Closet, Your Skeletons

Common pitfalls during the due diligence phase when buying or selling a business

Legal (intellectual property, compliance and regulatory matters, contracts, licensing, EH&S, etc.)
Financial (including taxes, company’s financial statements & projections, working capital, etc.)
Human Resources (HR) (outstanding stock options, retention plans, employee agreements, culture, bonus structures, benefits etc)

2:10PM - 2:40PM

Afternoon Networking & Coffee Break

2:40PM – 3:15PM

Optimizing the Most Valuable Asset and Liability in Your Business: Your Team!

People are the core of any business and this session will help put your business on the track to optimize your team and internal reporting structure.

You will learn:

What advisors do you need, how do you find a good fit, and how much it will cost
How to preserve culture and productivity during growth or M&A
Strategies for retaining key staff

3:20PM - 4:00PM

Closing Keynote: Transition Stories The Good, The Bad & The Different

4:00PM – 5:00PM

Cocktails & Conversation Networking Reception

Program, Schedule, and Speakers Subject to Change Without Notice

MAY 10, 2023 | 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

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