Entrepreneur Workshop


A not-to-be-missed educational workshop for business owners who are looking for a deeper dive in transitioning their business. 

In the four distinct sessions this half-day workshop we’ll take a more detailed look 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 buyer’s value most (and why), and explain how to manage personal and corporate risk. 

The sessions will focus on case studies to provide real life situations to assist you with your transition discussions.

Business Transitions Forum Toronto Workshop Sponsors
8:00am - 8:05am
8:05am - 8:55am
Part 1 – Negotiation & Deal Dynamics

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.

Danish Jamal, Director, Corporate Finance, MNP
Kevin Tremblay, Managing Director, MNP
8:55am - 9:45am
Part 2 – Strategies to Maximize Price

It’s often possible to sell your business for 50% more if you do everything right. Unlike selling a share on the stock exchange or a home in the residential real estate market, the process of selling your business is deemed “inefficient” by economists. In an efficient market like the ones listed above, the price of your asset is not significantly affected by the actual selling process. Contrarily, in the M&A market, the selling process itself can have a major impact on the price of your company. Plan and execute the process correctly and you could increase the price of your company by upwards of 50%. The speaker will elaborate on industry myths, and misconceptions to provide you with the knowledge and tools to sell your company for a higher price.

Alan Chettiar, Partner, Investment Banking, FirePower Capital
Ilan Jacobson, Founding Partner & CEO, FirePower Capital
9:45am - 10:05am
Networking Break
10:05am - 10:55am
Part 3 – Managing Unintended Consequences
  • How to protect yourself from unexpected business risk prior to a transaction
  • How to prepare your company (and you personally) for a successful sale.
  • Learn what risks should be addressed, including subtleties of legal agreements, non-compete clauses, wills that misalign with shareholder’s agreements, powers of attorney and more
  • There are several ways to structure the sale your company (including how and when you get paid). What are your options?
  • Learn how to manage confidentiality and protect yourself against rogue competitors, suppliers, employees or customers.
  • Tactics to avoid major post-sale surprises
  • Shrewd buyer tactics that you need to know about
11am - 11:50am
Part 4 – Understanding a Private Equity Buyout

Private equity is a daunting and often mis-understood industry.  This session will simplify the industry and show, through examples, how private equity can provide liquidity solutions for your business.   Whether it is a Leveraged Buyout or a Management Buyout, the structure is very similar.    A management buyout is an elegant, private equity solution and this session will show you how it helps the business owner and the management team, together.

Dan Lioutas, Managing Director, Transactions, Grant Thornton LLP
Jeff Pocock, Partner, Transactions National M&A and Private Equity Leader, Grant Thornton LLP
11:50am - 12:00pm
Closing Comments
Program, Schedule, and Speakers Subject to Change Without Notice