Conference Program - Business Transitions Forum : Business Transitions Forum

Conference Program — DRAFT

2022 CONFERENCE CHAIR

Claude Miron

Managing Partner, Growth Equity Partners

Welcome to the 6th annual Business Transitions Forum in Toronto. 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!

All Days VIP Welcome Reception Conference Workshop

MAY 3, 2022 | VIP WELCOME RECEPTION FOR BUSINESS OWNERS

MAY 4, 2022 | CONFERENCE PROGRAM

7:15AM-8:00AM

Registration

7:15AM - 8:00AM

Networking & Continental Breakfast

8:00AM – 8:05AM

Welcome & Forum Overview by Conference Chair

8:05AM - 8:35AM

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.

8:35AM – 9:25AM

The Golden Egg: The Impact of People on the Value of Your M&A Deal

Both buyers and sellers recognize that human capital is one of the most important assets in a company, but will it be preserved during the transition of a merger or acquisition? Strategies for talent retention, HR due diligence, structuring deals to keep people post deal, communication to staff, surviving general HR trends (like the Great Resignation) should be addressed long before a deal hits the table. It takes time to build a strong corporate culture and an acquirer wants to know that it is resilient enough to fit into a new mother ship and talent won’t peel off with a sale?

This session will cover issues such as:

Retention strategies
Timing: when/ how to tell staff re: transition
Building a resilient culture and trust on your team when an M&A deal is on the table.
The importance of integration and instilling an agile mindset in leaders and their teams after a merger.
Accessing senior management for due diligence

9:25AM – 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 (ie, you just want to take some cash off the table).

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

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”

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 session presenters will share their unique tools and perspectives so that you can successfully plan for your own family business transition.

11:50AM – 12:50PM

Networking Lunch

12:50PM – 1:20PM

Luncheon Keynote: Finding the Right Strategic Partner

In this Fireside Chat you will hear the stories from a business owner who has gone through a transition of their business and now have the opportunity to reflect on the deal in the rear-view mirror. How has the transition affected their personal and professional life? What would they change if they were to do it all again, if anything? Would they negotiate differently, work with different strategic advisors or would they second guess their decision to exit? The discussion will help build and broaden your frame of reference by sharing war stories.

1:30PM – 2:20PM

Concurrent Sessions: 2A – 2C

2A: Alternative Transition Structures: Exploring if an MBO or Minority Equity Investor Could be a Good Fit for Your Business

COVID has prompted a surge in non-traditional M&A deal structures and accelerated deals. There are a number of transaction structures 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:

When should you begin your succession planning and prepare your senior management team for transition and potential shifts in their leadership roles
Strategies for partner buyouts
Different types of financing to increase cash flow
Implementing your post-closing transition plan
Factors to consider in an alternate financing structure is right for you

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

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 session will explore 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.

2:20PM - 2:40PM

Coffee Break

2:45PM – 3:20PM

What’s Your Company Really Worth?

Do you really know what your business is worth? Has COVID affected your company’s valuation? 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 salability of your business.

3:20PM - 4:00PM

Exit 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.

4:00PM – 5:00PM

Cocktails & Conversation Networking Reception + Meet the Experts

Program, Schedule, and Speakers Subject to Change Without Notice

MAY 5, 2022 | 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 4, 2022 | CONFERENCE PROGRAM

7:15AM-8:00AM

Registration

7:15AM - 8:00AM

Networking & Continental Breakfast

8:00AM – 8:05AM

Welcome & Forum Overview by Conference Chair

8:05AM - 8:35AM

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

8:35AM – 9:25AM

The Golden Egg: The Impact of People on the Value of Your M&A Deal

This session will cover issues such as:

Retention strategies
Timing: when/ how to tell staff re: transition
Building a resilient culture and trust on your team when an M&A deal is on the table.
The importance of integration and instilling an agile mindset in leaders and their teams after a merger.
Accessing senior management for due diligence

9:25AM – 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.

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

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”

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?

In this session presenters will share their unique tools and perspectives so that you can successfully plan for your own family business transition.

11:50AM – 12:50PM

Networking Lunch

12:50PM – 1:20PM

Luncheon Keynote: Finding the Right Strategic Partner

1:30PM – 2:20PM

Concurrent Sessions: 2A – 2C

2A: Alternative Transition Structures: Exploring if an MBO or Minority Equity Investor Could be a Good Fit for Your Business

This session will cover topics such as:

When should you begin your succession planning and prepare your senior management team for transition and potential shifts in their leadership roles
Strategies for partner buyouts
Different types of financing to increase cash flow
Implementing your post-closing transition plan
Factors to consider in an alternate financing structure is right for you

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

2C: Scaling Your Business in Preparation for Transition

2:20PM - 2:40PM

Coffee Break

2:45PM – 3:20PM

What’s Your Company Really Worth?

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

3:20PM - 4:00PM

Exit Stories: The Good, The Bad & The Different

4:00PM – 5:00PM

Cocktails & Conversation Networking Reception + Meet the Experts

Program, Schedule, and Speakers Subject to Change Without Notice

MAY 5, 2022 | 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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Conference Program — DRAFT