This is the Program Archive for the Vancouver Business Transitions Forum.
Pierre Cléroux was appointed Vice President, Research and Chief Economist at BDC in 2012. Pierre leads a team of experts... Read More
Constantine Hatzipanayis is Partner, Growth Equity Partners in our Vancouver office. Constantine aims to support Canadian entrepreneurs through their growth... Read More
As Managing Director and Head of Roynat Equity Partners, Mark is responsible for leading all aspects of the investment process,... Read More
David leads MT+Co.’s Business Law Group and Mergers + Acquisitions Team. Prior to founding MT+Co., he worked in the business... Read More
Julie Afanasiff’s experience in corporate finance, accounting and transaction engagements spans over 14 years. In that time, Julie has led... Read More
Kristi has been providing mid-market businesses with relationship-focused, strategic financing for over twenty years. As National Managing Director, Kristi leads First West Capital across Canada and delivers tailored subordinated-debt, mezzanine and equity financing solutions for growth, acquisitions and transitions. Prior to First West Capital, Kristi spent ten years with Vancity Capital, another B.C.-based subordinated debt fund. She has also worked with the Canadian Imperial Bank of Commerce and the Small Enterprise Equity Fund of the European Bank for Reconstruction and Development.
Don’s deep and passionate belief that he has the opportunity to positively impact and change people’s lives by providing a... Read More
Having grown up in a family that ran a business, I understand the importance of helping business owners achieve success,... Read More
Rob is President of SeaFort Capital, a private equity firm based in Halifax. Prior to co-founding SeaFort in May 2012,... Read More
Relay Transition Partners is dedicated to the sale of small and medium businesses in Canada (SMBs). Our partners understand the... Read More
Deep consideration and inquiry at the heart of success and leadership Leading with lovingkindness, and her playful spirit, you will... Read More
As CEO of The Forum, Paulina leads a national organization that educates, mentors and connects women entrepreneurs to be wildly... Read More
Debby Carreau is a proven leader helping businesses become inspired workplaces. She is highly regarded globally as a human capital... Read More
Alroy has 20+ years of experience in progressively senior leadership roles. Most recently, Alroy grew and led the M&A function at... Read More
Jacoline Loewen is an investment banker, advisor, author, and speaker based in Toronto, Canada. She is the founder and CEO... Read More
Jim Crooks is a Corporate Finance Partner and Managing Director at PwC Canada working in the Vancouver office. Jim has... Read More
Phil is the owner-operator of Joto Paper which he recently acquired. He is an entrepreneur at heart having worked for... Read More
Overseeing the daily operations of my family’s commercial real estate holdings, my expertise is in all aspects of real estate... Read More
Janet Davie brings a unique mixture of academic and practical knowledge to her role as a senior financial executive and... Read More
Derrick Emsley, named Forbes Top 30 Under 30 and Canada’s Top 40 Under 40, has been actively involved in environmental... Read More
Grant Foster is a corporate/commercial Partner and member of the Private M&A group in Vancouver. He advises clients in a... Read More
Discount Retail Entrepreneur: Developing Big Box Outlet Store into 16 stores with 13 locations in BC, 2 in Washington, and... Read More
Christian Gauthier is a Partner of Bennett Jones LLP based in Vancouver and Toronto who advises local and international clients... Read More
Cindy Huang joined Leith Wheeler in February 2012. She is responsible for managing discretionary investment portfolios for Private Clients and... Read More
Calle Johnson is a Partner and Managing Director with PricewaterhouseCoopers Corporate Finance Inc. offering investment banking advice to private companies.... Read More
Prentice’s practice involves advising entrepreneurs at any stage, from start-up and early growth to large-scale established businesses, in a wide variety... Read More
Steve is passionate about creating long-term relationships with our clients and helping them to overcome barriers to growth. An entrepreneur... Read More
Tom acquired Smith Cameron Process Solutions in 2011 along with equity partner Krystal Growth Partners. Tom subsequently completed 6 strategic... Read More
Vladimir Kovacevic is co-founder and Chief Executive Officer of Inovatec Systems, a global provider of loan origination and loan management... Read More
Welcome to the 7th annual Business Transitions Forum in Vancouver. 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 achieved strategic growth and faced acquisition. 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.
Tara Landes has spent over two decades working directly with the leaders and managers of dozens of North American companies... Read More
Brian Lau joined Krystal Growth Partners in 2019. As Vice President, Brian’s responsibilities span the entire investment cycle to include... Read More
Samuel Li is a part of the firm’s Securities and Technologies Practice Group. Samuel advises public and private clients on... Read More
Mike is an entrepreneur at heart. He has built, acquired and sold his own private businesses and guided 100+ entrepreneurs... Read More
Cameron has been a partner with the law firm Lindsey MacCarthy LLP since 2016 and the firm’s co-managing partner since... Read More
EXECUTIVE SUMMARY Located in Edmonton, Adam is a Managing Director with BDO Canada Transaction Advisory Services focusing on Mergers &... Read More
Mackenzie Regent is the Co-Founder & Managing Partner of Kalos LLP, an internationally recognized financial due diligence and valuation CPA... Read More
Kleo Landucci is the CEO & President of CrescentView Investments Ltd. (CVI), a familyinvestment company. In 2004, Ms. Landucci joined... Read More
Serial entrepreneur Diana Noble stumbled into the world of entrepreneurship by accident at the tender age of 24. Since then,... Read More
Gerry Bellerive joined Regimen Partners in December 2014. Prior to joining, Gerry was a partner and one of three founding... Read More
Charles Chang is a born entrepreneur with a passion for innovation, active living and mentoring. Prior to starting Lyra Growth... Read More
For the past 15 years I have been the owner of Total Restoration Services, Penticton. A 24/7 restoration company.
As Founder of Vancouver-based Fusion Projects, Nicholas Boyd has built the Fusion team into Vancouver’s premier interior contractors and project... Read More
Kathy has worked with enterprising families for nearly twenty years. As a consultant, educator and board director, she works with... Read More
Cam is an experienced venture capitalist, operator and advisor. He combines knowledge of operations, to go market strategies, M&A, and... Read More
Kathy Butler joined CIBC Capital Markets 25 years ago and has been involved in a number of mergers and acquisitions... Read More
As a founding principal of SDM Realty Advisors with Dale Mumford in 1994, Stephen focuses on all leasing aspects of... Read More
Catherine Dahl is the co-founder and CEO of Beanworks, the industry-leading accounting automation software company that is trailblazing modern accounting... Read More
Natalie Michael is a CEO and Executive Coach and CEO Succession Advisor. She advised Boards, and CEOS on how to... Read More
David provides accounting, assurance, taxation (Canadian and US), general business advisory services and estate planning in the Vancouver marketplace. The... Read More
Shane King, CPA, CA, is the National Leader for MNP’s Succession Services practice and a member of the Assurance team.... Read More
Amir is a member of the firm’s Business Transactions, Business Law and Employment and Human Rights Practice Groups. Prior to... Read More
With a background in mechanical engineering, project management and entrepreneurship, I am very suited to leading a diverse company like... Read More
Rick Gendemann is one of the firm’s lead partners, overseeing and advising on business transition, business advisory, tax planning and... Read More
Chris Hardwick is an Executive Business Coach who takes on the toughest challenges and delivers them successfully. He is appreciated... Read More
A chartered professional accountant with more than a decade of experience supporting families, Robyn handles the unique and complex needs... Read More
As a Managing Director with Grant Thornton, Ryan advises clients on transactions in a variety of intricate and dynamic situations... Read More
Emily is a principal lawyer in Miller Titerle + Company’s business law and transactions group. Prior to joining MT +Co.,... Read More
David has created or acquired small businesses in a range of industries including golf courses, tennis clubs, oil field services,... Read More
Ilan Jacobson is responsible for leading FirePower Capital in all its endeavours, setting its strategic direction and providing top-level guidance... Read More
Erin has over 20 years of professional event management experience, and a passion for conferences and tradeshows. Her creativity, attention... Read More
Keith’s passion is creating financially confident family businesses that are set up to successfully, and harmoniously transition to the next... Read More
Dylan’s passion is helping families and their businesses stay together and prepare themselves against hardships. When he was just a... Read More
Within every family business is a unique, secret weapon that when leveraged properly, ensures success, longevity and an invincible competitive... Read More
Emmy Award winning Executive Producer and CEO with a passion for start ups and growing high preforming business’s. Familiar with... Read More
Julie has focused on commercial design for 20 years and is a co-owner of Vancouver-based SSDG Interiors, one of BC’s... Read More
Scott Bodie advises on tax issues relating to corporate reorganizations, mergers, acquisitions and dispositions, public market debt and equity transactions,... Read More
Negotiating a successful merger or acquisition takes more than expertise and experience. It also requires deep focus, serious goal-setting and... Read More
Nicholas Drake is a Director in BDC Capital’s Growth & Transition Capital group in Vancouver where he focusses on providing... Read More
Founded of a deep commitment to redefine the delivery of Legacy Planning advice, Darrell relaunched Evolution Strategies Ltd. After a... Read More
Silvana is a Partner, Practice Leader of the Business Law Group, and Manager of the Corporate Services Department at Richards... Read More
Brendan is based in BDO’s Vancouver office and advises clients across Western Canada in divestiture, financing and due diligence engagements.... Read More
Ryan Giles joined TriWest in 2006. Prior to joining TriWest, Ryan was an Associate with Onex Corporation, where he was... Read More
Brad Hill is a managing director with PricewaterhouseCoopers Corporate Finance Inc. based in Vancouver. His primary focus is assisting privately... Read More
Dave Bustos is a partner with Fort Capital Partners, an investment bank that provides public companies and private companies, as... Read More
Known for his innovative and “out of the box” thinking and client focused solutions, Steven works closely with many entrepreneurs... Read More
Known as a leading mid-market M&A legal advisor in British Columbia, Peter Mogan, founder and senior partner of Mogan Daniels... Read More
Jeff is a partner in our advisory services practice based in Toronto specializing in corporate finance and mergers & acquisitions... Read More
Derek is a 25 year veteran of the Pacific Northwest financial community, having spent the last 20 years with Roynat... Read More
Julie McGill is Chartered Accountant and Chartered Business Valuator with a stellar track record of financial management, business leadership and... Read More
I am the Chief Executive Officer of Omicron Canada Inc., a 200-person integrated development, design and construction firm with offices... Read More
Manu is a senior leader having worked in the information technology and services industry, financial services and telcom for the... Read More
Dave Mason has been in the investment industry for over 30 years. His career began in 1988 as an investment... Read More
Jonathan Piurko is the Co-Founder and CEO of Monarch Bridge Financial Corp. Mr. Piurko is responsible for all executive functions... Read More
Jonathan Braude is the Vice President for Product at Danica Imports, a Vancouver-based company that designs and distributes kitchen textiles,... Read More
For over 20 years, Deena has worked as a consultant, coach and counsellor with people and organizations seeking meaningful change.... Read More
With 24 years of financial planning expertise, Cindy David, CFP, CLU, FEA, TEP, is the President of Cindy David Financial... Read More
Tracey McVicar is Partner at CAI Capital Partners, a mid-market private equity firm. She is a former investment banker (RBC... Read More
Shannon Walker is the founder and president of WhistleBlower Security Inc. (WBS) which was launched in 2005. She frequently speaks... Read More
Ronnie De Zen is a partner in the Tax Services practice of PricewaterhouseCoopers LLP working in the Vancouver office. He... Read More
Graham is a Principal at Fulcrum Capital, a mid-market Canadian private equity firm currently investing out of its fifth private... Read More
Terry Holland has been involved in the Canadian private equity market for over 25 years. A commerce graduate of the... Read More
Bruce started working in the computer business in the 70’s representing Gandalf Technologies. After selling a computer consulting business in... Read More
Paul Hemsley is the founder and President of Hemmera. Since 1994, Paul has worked with his partners and employees to... Read More
Blair Horn is a partner in Fasken Martineau’s Securities & Mergers and Acquisitions Group. Blair advises public and private technology,... Read More
James Knight, director, transaction advisory, specializes in providing financial due diligence services to a diverse client base including private equity... Read More
A veteran of the financial services industry since 1974, John provides strategic leadership to Nicola Wealth, exercising his passion for... Read More
For 25 years Bruce has supported both small companies and large corporations with human element challenges: building management teams |... Read More
After earning his CA designation in 1987, and since leaving public practice accounting in 1992, Bob has served in executive... Read More
Tea pioneered the robo-advisor model in Canada in 2014, making WealthBar the first of its kind in the country. Today,... Read More
After graduating from the Richard Ivey School of Business at Western University with an MBA, Jim became an investment banker... Read More
Trevor holds an undergraduate degree in History from Trinity College at the University of Toronto, a Master’s Degree in History... Read More
Danvir is a Tax Partner at BDO Canada with over 12 years of experience in public practice. He works closely... Read More
Paul is involved in a wide range of investing activities at Fulcrum Capital. He has an extensive background in merchant... Read More
Tina Osen is President of HUB International Canada, the largest insurance broker in Canada. As President of HUB’s Canadian operations,... Read More
Jesse Ahuja is a Partner at MEP Business Counsel. Jesse’s practice focuses on mergers, acquisitions and dispositions, private equity and... Read More
Melisa Attisha qualified as a member of the Canadian Institute of Chartered Accountants in 1994. During her eight years of... Read More
Neil Atchison, P.Eng., founded Analytica Advisors Inc. in 2009 and is its Managing Director. He has over 25 years of... Read More
Michael Beninger has practised taxation law and provided strategic personal and corporate planning advice in Alberta and British Columbia for... Read More
Holly provides tax and estate planning expertise to high net worth families and business owners, as part of an integrated... Read More
In 1995, Leon Salvail and two associates formed the partnership that became Gevity Consulting Inc. (formerly known as Global Village... Read More
Prior to joining Seaside in 2004, Duncan spent 18 years in the private investment and distribution industries. As President of... Read More
Anthony Yates holds a BEng (Hons) in Civil Engineering from Coventry University, UK. Mr. Yates brings an extensive background in... Read More
As Vice President, Business Advisory & Succession Planning, Todd Coleman advises high net worth private business owners in transition with... Read More
Kellie has over 14 years experience advising clients in BC and Alberta on mergers, acquisitions, divestitures, financings and buyouts in... Read More
Michael de Pfyffer is a Director of Totem Cove Holdings Inc., the former owner of Thunderbird Marine Corp., which owned... Read More
David S. Frost* is a partner in our Business Law Group in Vancouver and Co-Chair of our National Life Sciences... Read More
16 years experience buying & building companies BSc. from Western University, & MBA from University of Toronto’s Rotman School of... Read More
With over 25 years of experience, Deborah works with clients to develop strategies to minimize the tax burden on business... Read More
Gary D. Powroznik, FCPA, FCA, CIRP is the Founder and Managing Director of G-Force Group http://www.g-forcegroup.ca/, a Vancouver-based professional service... Read More
Erin Parkes grew up in the family business as the eldest grandchild of generation 3. She followed in her grandmother... Read More
Merv has worked in the family business founded by his parents Neil and Rita since he was a little boy.... Read More
Reg has worked in the trucking business founded by his father, Neil, for well over four decades; previously he served... Read More
Travis Klassen has been working within the framework of family enterprise for as long as he can remember. Travis entered... Read More
Steve Kleinschmidt is the Co-Founder and a Director at Good Insights Strategy Inc. The Company provides advisory services across a... Read More
Shafeen serves as Chief Operating Officer for Western Investment Company of Canada. He has over ten years of experience advising... Read More
Tricia leads Scotia Wealth Management’s Business and Family Advisory Services in British Columbia. She advises accomplished business owners and affluent... Read More
Doug Ryder joined Grant Thornton LLP as a Partner in the Vancouver Transactions Practice in 2016. Prior to joining Grant... Read More
Since 2010, Alan has been providing strategic advisory services to purpose-led organizations across a diverse set of industry sectors. He... Read More
Eric Termuende is the co-founder of NoW Innovations, a bestselling author, and an international speaker. His work has been featured... Read More
Trained as a classical French chef, Yves Potvin has dedicated his culinary career to creating healthy, tasty, convenient foods found in major... Read More
Bruce recently joined BDC Capital’s Growth and Transition Capital team to offer flexible and patient junior debt to fuel growth... Read More
Matt Price is a Managing Director, Growth & Transition Capital in our Vancouver office. Before joining BDC, Matt has spent... Read More
Ashley Cooper is the President & CEO of Paladin Security Group Ltd, one of Canada’s largest full service security companies... Read More
Mike Cordoba is a highly active and driven entrepreneur and a founding partner of Empresario Capital Partners. His experience includes... Read More
Justin is CEO of Royalty North Partners based in Vancouver. Royalty North is a public company (RNP.V) that provides non-dilutive... Read More
David has been working in the technology space for more than thirty years in a variety of roles including scientist,... Read More
As a Managing Director at Tricor Pacific Founders Capital Inc., Richard acts as Executive Chairman of each portfolio company, focuses... Read More
Barry Hubich is Vice-President, BDC Capital for the Western Canadian region. Barry has more than thirty years of experience working... Read More
Until recently Brian Hurl was the President and CEO of Foleys Candies Ltd., a privately held manufacturer of chocolate and... Read More
Aileen obtained a Bachelor of Arts degree from the University of British Columbia in 2000 and graduated from Dalhousie Law... Read More
Steve began his entrepreneurial career early, founding his first major business at the age of 19 in Vancouver BC while... Read More
Jim McGuigan is a Chartered Accountant and a Chartered Business Valuator. He is an Incorporated Partner and a Managing Director... Read More
Ivor is the Partner in charge of the Financial Advisory Group in British Columbia and also leads the M&A Transaction... Read More
Tony Scott learned restoration work on the job working for his stepfather beginning in 1979. He attended BCIT in 1984... Read More
In 2006, I entered the underwriting side of the insurance industry, through the purchase of Sports-Can Insurance Consultants. Previously I... Read More
Davis has been involved in the produce industry for almost 30 years. Davis learned various parts of the business in... Read More
Prior to launching TTG Canada, TTG Partnerships (TwentyTen Group) and TORQUE Strategies, Andrea was Vice President of Sponsorship, Sales and Marketing... Read More
Bruno has held various roles at BDO, most recently as Manager, Financial Advisory Services. Bruno has spent the past several... Read More
Kam is a senior manager in BDO’s Canadian tax department with over 10 years of public practice experience. He specializes... Read More
While still in grad school, Basil co-founded Nexus Engineering. Nexus grew to seven companies with over 300 employees with operations... Read More
Genevieve Pinto is a partner in our Business Law Group in Vancouver. Her areas of practice include corporate finance, mergers... Read More
John Warrillow has been helping companies understand and market to the SME segment for more than two decades. He has... Read More
Bruno Bertocci is a Managing Director and Senior Portfolio Manager with UBS Global Asset Management, based in Chicago. He has... Read More
Brian is a co-founder of Yellow Point. He is primarily involved in sourcing and assessing prospective partnerships, as well as... Read More
Joe, like many senior and executive Retailers in Canada today, started out his retail career as a Management Trainee at... Read More
Eric Carlson is the core founder and CEO of Anthem Properties – a Vancouver based real estate investment, development and... Read More
Mr. Spence has been involved exclusively in business valuations, mergers and acquisitions, financial litigation support and related matters since 1985. Mr. Spence has... Read More
John Robinson is President & CEO of Strategic Succession, an independent advisory firm that has been helping business owners build... Read More
Brent is a seasoned entrepreneur, having started, operated and sold two sizeable companies before co-founding Sequoia Mergers & Acquisitions in... Read More
John has extensive experience as a senior executive particularly seasoned in design, development, management and implementation of automated credit-underwriting systems... Read More
Wendy is a senior consultant at the Family Business Consulting Group, working closely with business leaders, family firms, and boards.... Read More
Andrew is the Co-Founder and CEO of the FlyOver® group of visitor attractions. Andrew holds a law degree from UBC.... Read More
Brett Hodson is the former President, Chief Executive Officer and Board Director of the Corix Group of Companies and was... Read More
John (Cliff) Harper is a corporate leader and goal oriented strategic planner who has been involved with the development of... Read More
Brent is responsible for overall corporate strategy and business direction at Encore Business Solutions. His visionary thinking and leadership style... Read More
As a Managing Director at Tricor Pacific Founders Capital Inc., Rod contributes to portfolio company strategy, is a sounding board for human... Read More
Dan has over eighteen years’ experience in private equity, investment banking and accounting. Prior to forming Headwater Equity Partners Inc.,... Read More
Niels Veldhuis is President of the Fraser Institute, Canada’s top ranked think-tank and among the top 20 globally, according to... Read More
Olivier is a Vancouver based serial tech-entrepreneur. He created over 9 companies and startups. He was the founder and CEO... Read More
Iain Mant is a partner in Fasken Martineau’s Securities & Mergers and Acquisitions Group. Iain advises clients on public equity... Read More
McDonald is the founder and President of Rampworth Capital Services Inc., a boutique strategy firm with a decade of success,... Read More
Greg McDougall is CEO and founder of Harbour Air Seaplanes, the world’s largest seaplane airline. Starting with two planes in... Read More
Trevor is a partner in BDO’s west region, with over 22 years of professional experience providing taxation and business advisory... Read More
Harry Watson is the Founder and President of Canadian Construction Materials Engineering and Testing Inc. (CCMET) In 1987, Harry saw... Read More
In the last 28 years in the corporate finance area, Pirooz has assisted numerous owners in the sale of their... Read More
As a co-founder of Sequeira Partners in British Columbia, Ken is a respected authority on middle market corporate finance transactions.... Read More
Kari Yuers, FACI, is the President and CEO of Kryton International Inc., a concrete waterproofing manufacturer based out of Vancouver,... Read More
Perry has over 16 years of public practice experience exclusively in Canadian taxation matters including personal, corporate, and estate taxation.... Read More
John is a the Chairman of the Board of Canada GardenWorks Ltd. GardenWorks is a privately-owned and operated retail garden... Read More
Don Sihota is a Partner with the law firm of Clark Wilson LLP. He provides legal advice on mergers and... Read More
Mike Stephens practices corporate finance and securities law, with an emphasis on securities offerings including stock exchange listings, mergers &... Read More
His expertise encompasses both domestic and international family circumstances, and covers planning applicable to many countries around the world. His... Read More
Marco has a Bachelor of Business Administration from Simon Fraser University and is a Chartered Accountant and Chartered Business Valuator.... Read More
Founder and President of Wardell Professional Development, Mark Wardell has developed a reputation as a leader in business advisory by... Read More
Rob is a Managing Director of Tricor Pacific Capital which he joined in 2006. Tricor is a leading private equity... Read More
Kevin is a Partner and MNP’s Leader for Taxation Services in the Vancouver region. Kevin has more than 19 years... Read More
Many business owners dream of cashing out and retiring but the process of selling a business can be complicated, costly and uncertain. This presentation will provide a high-level overview of the process of selling a business so that you can prepare yourself, mitigate risk and secure the reward you deserve for your hard work.
The investment world is undergoing a paradigm shift and the way analysts research and value companies is changing. Gone are the days of number crunching the tangible assets of a company while plugging in a “goodwill” number for the rest. In 1975, tangible assets made up over 80% of a firm’s market value – fast forward 40 years to 2015 and this has dropped to 20%. Today, up to 80% of a firm’s value can be associated with intangible assets, such as brand, reputation, culture, customer satisfaction, human capital, risk management, R&D pipelines and a company’s social license to operate. These “assets” rarely leave a clear imprint on financial statements.
The way companies control risks and create value has changed. Your ability to reduce risk and maximize value is tied directly to a “new normal” of “sustainable best practices.”
Does the current market environment favour business owners that are selling? Can you insulate yourself from market cycles by improving your “sustainable best practices,” making your business the leader in its class?
The price you’ll receive for your company is determined by the fundamentals of your business, the current mergers & acquisitions market for companies like yours, and the skill of your advisory team. This session will demystify the valuation process, describing typical “value drivers,” while providing insights into other fundamentals that determine the value.
This session is also a good introduction to the Day II Workshop: “How to Finish Big – Tactics to Maximize Your Selling Price.”
The purchase price for your company can vary greatly depending on who you are selling to and what type of buyer are you looking for. How will you find one without compromising your position in the market? In this session, a panel of experts will help you learn what distinguishes different classes of buyers. You will learn proven strategies to assist you in finding the right prospects, marketing your business under the radar, and managing the complexity of a confidential sale process. Several common scenarios will be specifically addressed: Selling to competitors or strategic buyers, selling to management, selling all or a portion of the business to financial buyers as well as dual track processes (marketing to strategic and financial buyers concurrently).
(1 FEA CE Credit)
Transitioning a family business to the next generation comes with its own unique set of challenges and the statistics are not encouraging given the failure rate of family succession. Why do countless family business transitions fail while some of the world’s most successful companies perform admirably as multi-generational family businesses? If your vision is to transition your family business to the next generation, how do you do so in such a way that harnesses and expands your family’s human and social capital to ensure both the family’s as well as each individual’s dreams and aspirations are achieved? In this session you will learn a framework for reflecting on the risks and possibilities of succession including making a distinction between the transfer of ownership and the transfer of management. We will also present an approach for the family to discuss who, within our outside the family, is best suited to grow the company. The goal of this session is to help you assess the risks of family succession and provide you with resources to plan for your legacy.
This session runs at the same time as Session A2.
In every business sale, there are a number of key terms (including selling price but much more) that are at stake. As much of your bargaining power will diminish when you go “exclusive” with a prospective buyer, it is important for you – as the business owner – to be well prepared and know in advance what are the desired outcomes on a number of fronts. This session will explore what needs to be negotiated, how to gain leverage in the negotiation process, how to maximize leverage and bargaining power while you have it and how to hold value from the letter of intent to closing. Senior negotiators and sellers who have had great exits will share their experiences and wisdom. This session is a must for anyone about to engage in selling their business or bringing in a private equity partner.
This session runs at the same time as Session A1.
Join Conference Chairman, Terry Holland in a “fireside” chat with Charles Chang, President & Founder of Vega, as they discuss the recent sale of the Burnaby company to Denver’s WhiteWave Foods Company.
When you sell your business you may face a significant tax bill, in fact, if you’re not careful, you could find yourself with less than half of the purchase price in your pocket. Fortunately, there are multiple opportunities to reduce or even eliminate tax, with the right preparation and enough time to implement. The moral of the story? Structure your company well in advance of a potential sale and reap the benefits; or fail to plan ahead of time and pay the price – literally. The presenters will discuss real-world examples of properly versus improperly structured companies and resulting tax assessments so you can avoid the pitfalls. This session will also review the U.S. planning implications where one or more children of a Canadian business owner has moved to the U.S. – details that you need to be aware of!
This session runs at the same time as Session B2.
The creation of a strong advisory team is critical to the success of any financial offering, but where do you start? In this session, our panel of experts identifies what matters, what doesn’t, what it costs and what you get in return. A strong team of advisors with your best interests in mind can tilt the scales in your favour. You’ll learn what you need to know to ensure that you have the right team.
In this session, various financing scenarios will also be discussed – your knowledge of the different finance options available to buyers will allow you to be more hands-on while dictating terms.
While the idea of providing unfettered access to confidential information pertaining your business may sound scary, it is standard operating procedure when it comes to transitioning your business to an outsider. While you will only go through this process with a buyer who is qualified, committed and has agreed in writing, many deals collapse at the due diligence stage. The buyer will be on the lookout for red flags or trouble spots, this is your opportunity to learn about the major deal-breakers so that you can prepare for them and maintain momentum during this crucial phase.
This session runs at the same time as Session B1.
Many business owners dream of cashing out, retiring and running off into the sunset, others wish to ensure that their financial legacy continues into future generations. This session will discuss, by way of a case study, the preservation of capital, including some of the challenges associated with having a big pay-out. Moreover, hear some unique scenarios relating to the investment of proceeds generated by the sale of a business. Getting paid is one thing, managing it effectively and efficiently is a completely different game.
(1 FEA CE Credit)
This Session is The personal and emotional considerations surrounding a liquidity event can distract or even destroy the most savvy entrepreneur. The challenges associated with giving up control and transitioning into a new role as “ex-entrepreneur” requires reflection about one’s identity and legacy. You may feel like you’re selling your baby, especially if it is a family business. In this session you will hear from an expert that understands the stress and anxiety you’re about to experience and can offer perspectives to assist you with your transition.
Hear from a panel of business owners who have sold their businesses for millions and now have the opportunity to reflect on the deal in the rear view mirror. What would they change if they were to do it all again, if anything? Would they negotiate differently, would they identify different strategic consultants or would they second guess their decision to sell? Panelists will help build and broaden your frame of reference by sharing their own war stories and tales from the trenches.
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.
You’ll learn 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 – practical advice will help you select the best professionals to sell your company while ensuring that you get you the best price and terms. In this session, you’ll learn tactics to select the best advisors and importantly, you’ll learn what your team will cost and how they will get paid. You’ll leave this workshop with an understanding of what the ideal exit team looks like and why every good transaction needs a great “bad guy.”
While the Canadian economy fared relatively well through the great global economic upheaval of 2008 and its aftermath, the recent precipitous drop in commodity prices has deeply impacted the Canadian economy. Unfortunately, Canadians seem to have been lulled into a sense of complacency about Canada’s economic competitiveness and the federal government and many provinces have not pursued sound economic policies. With the resource boom over, what is the outlook for the Canadian economy? What proven pro-growth economic policies are needed? What are the global risks (in Europe, China and the United States) and how do they impact Canada? This macro view of the economy and the M&A environment will put things into perspective so that you can plan for successful succession.
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 presentation will provide a high-level overview of the process of selling a business so that you can start preparing, mitigate risk, improve upside and ultimately secure the reward you deserve when the time is right.
Unlike selling a share on the stock exchange or a home in the residential real estate market, the values available in the negotiation of the sale of your business will 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. Economists described this as an “inefficient” market, and it is fundamental to understand that the selling process will have a major impact on 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:
Recurring revenue is the holy grail for an acquirer and the secret sauce for driving up the value of your business. If you can demonstrate that your sales will continue long after you’re gone, an acquirer will pay more to buy your business today.
In this ground-breaking session, John Warrillow, the Author of The Automatic Customer and Founder of The Value Builder System™ will reveal:
If you’re keen to maximize the value for your business, don’t miss this unique opportunity to see how you can create automatic customers no matter what industry you’re in.
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.
Join Conference Chairman Rod Senft in a “fireside” chat with Brian Hurl, as they discuss the unique sale of Foley’s Candies.
Transitioning a family business can be a complicated process, with many issues to address and dynamics to overcome. It can be a minefield of unforeseen obstacles and challenges. In fact, for the first time in history, there could be up to four (4) different generations in the workplace at the same time! In this session, the speaker will help bring order to chaos by providing tools and perspectives to successfully navigate your family business transition. Is an intergenerational transition right for your business or would a management buyout or sale to a third party be a better route? The speaker will help owners uncover the best options in light of individual circumstances. Examples of real life situations will be highlighted to illustrate what business owners and their families have done to effectively prepare for the biggest transition of their lives.
This session runs at the same time as Session A2.
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.
This session runs at the same time as Session A1.
When you sell or transition your business you may face a significant tax bill – in fact, if you’re not careful, you could find yourself with less than half of the purchase price in your pocket. But, if you ultimately want to sell and today is not the optimal time, there are also strategies to recapitalize in order to take some chips off the table in a tax preferred manner. The recapitalization strategy is an opportunity to bring the concepts of cash flow financing, business valuation, and due diligence together, along with tax minimization and corporate structure planning. Fortunately, there are a number of opportunities to reduce or even eliminate tax, with the right preparation and enough time to implement. The moral of the story? Structure your company well in advance of a potential sale or recapitalization, and consider all of your business options to reap the benefits; or fail to plan ahead of time and pay the price. The presenters will discuss real world examples of proper versus improper planning related to the transition of your business so that you can avoid pitfalls.
This session runs at the same time as Session B2.
You’ve spent all your time and energy on building and selling your business and now it’s time for the hard part. That is, ensuring your family, legacy and financial success remains intact and continues to prosper. Our assembled panel has worked with business owners and family offices around the globe and will share positive experiences, some common challenges, your endless options, and immediately actionable best practices one must undertake before and after selling their life’s work.
This session runs at the same time as Session B1.
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 session, 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.
Hear from a panel of business owners who have sold their businesses for millions and now have the opportunity to reflect on the deal in the rear view mirror. What would they change if they were to do it all again, if anything? Would they negotiate differently, would they identify different strategic consultants or would they second guess their decision to sell? Panelists will help build and broaden your frame of reference by sharing their own war stories and tales from the trenches.
This unique Workshop is an opportunity for you to work shoulder-to-shoulder on your business with John Warrillow, one of the world’s leading thinkers on building a sellable business.
Warrillow is the bestselling author of Built to Sell and The Automatic Customer, books both Forbes and Inc. Magazine have rated as their top picks for business owners. The host of what Forbes calls one of the top 5 business podcasts of our time, Warrillow will lead you through eight unique strategies for driving up the value of your business.
If you’re like a lot of owners, you use your Profit & Loss statement as your report card at the end of the year. You may even use your P&L to figure out what your company is worth by applying a multiple to your profit. Having worked with more than 20,000 entrepreneurs, Warrillow has seen examples of companies that fetch up to three times more than the average price for companies in their industry. On the contrary, he’s seen cases where companies are worth less than half the average multiple of their peer group.
Why would one company be worth two or three times more than a comparable company in the same industry?
Warrillow has discovered that there are eight factors that actually impact your company’s value more than the industry you’re in or the revenue your company generates.
During this informative and engaging Workshop, you’ll learn how to:
Testimonials:
“I’d already read John’s book, “Built to Sell” (which is extraordinarily good) so I was expecting a great Keynote at the National Accountants Conference. It wasn’t great… it was outstanding. I was fascinated by his ideas on building automatic customers and building business value. If you care about the value of your business you must go and see John live.” – Mark Wickersham
“As a business owner, I like speakers who give me ideas I can put to work right away. John delivers this take-home value in spades.” – Greg De Koker
“John is a superb speaker who combines his personal passion for small business with critical thinking and real-world examples. For entrepreneurs […] John is a compelling thought leader.” – Elizabeth Williams
What trends will impact the biggest transaction of your life? How does the current economic trend impact business owners that are thinking of transitioning in the coming years? How will financial markets, interest rates and/or the Canadian dollar impact deal terms and multiples? This macro view of the economy and the M&A environment will put things into perspective so that you can plan for a successful transition.
The process of selling or transitioning a business is complicated and uncertain. This session provides a bird’s-eye view of the transition process so that you can build your own roadmap when the time is right to exit your business. You will learn where to start, and what areas of the process provide the most opportunity and risk so you can successfully exit your business with confidence.
Do you really know what your business is worth? Many business owners are disappointed when they don’t receive the valuations they expect. 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. This session will outline a number of value drivers that require immediate attention in order to maximize the saleability and value of your business.
It took years to build your business and now you are ready to turn your hard work into cash, but what are your options? Should you look to your senior management team as potential investors? Should you look outside your firm for strategic buyers? What is the best option for you and your business? In this session, a panel of experts will discuss a variety of liquidity options and what distinguishes different classes of buyers based on your type and size of business. This session will help attendees prioritize which of the following breakouts to attend (A1, A2, A3).
There are many reasons to look outside the ranks of your firm or family to find a potential suitor for your business. Depending on the size and type of business you operate and your own personal circumstances – marketing your company to strategic, financial or other buyers, including private equity, might be your most lucrative exit strategy.
That said, the values discussed in any potential offer for your business will vary significantly depending on the type of potential third party buyers approached; and even moreso, by how potential buyers are approached.
The panel will elaborate on best practices that will help you optimize and strategize a 3rd party transition – with the goal of ultimately finding and securing a buyer at a fair price. Through an interactive discussion you’ll learn:
For many business owners, a management buyout is the best transition option available. While a transition within the senior ranks of your business or to a business partner may be the best option, there are risks and potential missteps to avoid. The panel will identify opportunities that could impact your successful MBO, as well as diverse ways to finance the transaction. They will cover:
Transitioning a business can be a complicated process – especially when family is involved. The Klassen Business Group is a third-generation family enterprise, now run by the children and grandchildren of the original founders. In this session, you will hear first-hand experiences related to the growth and evolution of this family enterprise, which now employs over 100 people. The presenters will share their unique tools and perspectives so that you can successfully plan for your own family business transition.
1 FEA CE credit available for this session
Join Andrea Shaw, Founder & Managing Partner, TTG Canada in a “fireside” chat with Arthur Griffiths, Former owner of the Vancouver Canucks and Orca Bay Sports & Entertainment.
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. We will look at real-world examples, how to structure your company well in advance of a potential sale or recapitalization so you have consider all of your business options to reap the benefits and avoid pitfalls.
In order to attract a wide range of financial and/or strategic buyers, you must identify and address 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 lurk within your business so that you and your advisors can prepare. The panel will discuss priority issues that owners should address two or more years prior to selling to obtain the greatest value on sale. Specific strategies to de-risk your business will be discussed, such as dealing with underperforming people, assets (including real estate that may be core to the business) and other internal and external risks. The panel will also provide tips on how to demonstrate value as a final step in obtaining maximum price.
The sale process of a business involves many complicated moving parts. To successfully sell or transition your company, the right team of professionals will get you the best price, terms and most importantly and ensure that the transaction closes.
After attending this session, you will understand what the ideal exit team looks like, how to select the best advisors for your business, what your exit team will cost and how they’ll be paid and what your post transition plan will look like.
The LOI is signed. Great – but challenges lie ahead that must be carefully navigated to avoid collapse or changes to the negotiated deal. Buyers and Sellers often have differing needs and objectives – and the idea of providing unfettered access to your confidential business information is scary. This panel discussion will highlight key areas of tension and risk for sellers after the letter of intent is signed. You’ll learn ways to maintain control and momentum without impeding the success of the sale process.
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 well in advance.
Common challenges that will be discussed include:
Hear from a panel of business owners who have gone through a transition with their businesses and now have the opportunity to reflect on the process in the rear view mirror. What would they change if they were to do it all again, if anything? Would they negotiate differently, would they identify different strategic consultants or would they second guess their decision to sell? Panelists will help build and broaden your frame of reference by sharing their own war stories and tales from the trenches.
**The conference has been approved for the following professional continuing education credits:
– The BC Law Society has approved up to 4.5 hours of CPD credit for BC lawyers. Credit hours for each session follow the session description in red.
– FEA designates may earn 7 hours of CE for the entire conference.
– CPAs may include this content as verifiable CPD credits.
Introduction by Matthew Kellow, Vice President, Growth and Transition Capital, BDC Capital
The decisions you make today will ultimately impact your business in the future. What are the current economic conditions and market trends that business owners need to consider when thinking about transition? How will the current political climate impact the economy? How will interest rates and/or the Canadian dollar impact Canadian businesses? This macro view of the economy and the M&A environment will put things into perspective so that you can plan for the biggest transaction of your life.
Performance, leadership and culture are key factors to consider in order to increase the valuation of your business. Understanding how strength in these areas drive value is critical. This session will outline a number of factors that require attention in order to maximize growth, professionalization and saleability, even if you have no plans to sell.
Eligible for 1 CPD BC Law Society credits.
There are different types of buyers: strategic, private equity, management and family among them. Understanding your potential buyer universe will help clarify your objectives for selling and what you want success to look like. In learning about the different classes of buyers and capitalization options, you will quickly see that it isn’t a one size fits all game. It’s about the best fit for your type and size of business. In this session you will hear from different buyers and what influences their purchasing decisions. This session will help attendees prioritize which of the following breakouts to attend (A1, A2, A3).
Eligible for 1 CPD BC Law Society credits.
There are many reasons involved in looking outside the ranks of your firm or family to find a potential suitor for your business. Depending on the size and type of business that you operate and your own personal circumstances, positioning your company to strategic, financial or other types of buyers including private equity, might be your most lucrative exit strategy. This session will dive into the mechanisms of selling your business to a third party for the best price and terms.
Through an interactive discussion you’ll learn:
Eligible for 1 CPD BC Law Society credit.
When considering a Management Buyout (MBO), how do you equip your management team to become a potential purchaser 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:
If intergenerational transition is right for your business how are you professionalizing a family owned and operated firm? How are you supporting this shift in leadership? How are you putting governance in place? Professionalizing your family business is perhaps one of the most complicated change-over options emotionally, as it often involves tough conversations. Building capacity in the next generation needs to begin early on, and you may also need to consider outside, non-family executives.
In this session presenters will share their unique tools and perspectives so that you can successfully plan for your own family business transition.
Dealing with the highs and lows of selling your business will undoubtedly push you to the limits of your own capacity. Focusing on operations, performance, potential deal breaker challenges, relationships and expectations; the list grows longer the tasks more overwhelming. The reality is you worked 24-7 to build your business and equally as hard now at transitioning it. The burnout can be massive. What are some of the coping strategies you can put in place now to help manage the pressures of most monumental decision in your company’s lifecycle.
Eligible for 0.25 CPD BC Law Society credits.
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:
Eligible for 0.25 CPD BC Law Society credits.
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 session, 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.
Eligible for 0.25 CPD BC Law Society credits.
Long-term thinking about your business is an enormous endeavor, the process of a sale can throw that thinking into chaos. One of the most important elements that gets lost is what happens after the deal is signed. Having a post-closing plan to ensure that team, customers, vendors and operational systems are integrated into the new regime is essential so as not to disrupt the company’s performance and integrity.
Through an interactive discussion you’ll gain:
Maheb Nathoo, is the CEO of Agrifoods International Co-operative and Earth’s Own Food Company which also owns Happy Planet and Organic Meadow amongst other brands. Maheb’s career started in the corporate world before becoming an entrepreneur starting with the founding of Soyaworld in 1995. Maheb has been through numerous transactions in his career both as a buyer, investor and seller.
Join Jim Crooks, Managing Director & Partner with PwC as he sits down with Maheb to discuss how transactions impact the business owner, executive team and staff.
Eligible for 0.75 CPD BC Law Society credits.
Hear from a panel of business owners and experts who have gone through transition with their businesses and now have the opportunity to reflect on the process in the rear view mirror. The panel will share insights on what they wish they had known at the beginning of their transition journey and key learnings they have taken into their next endeavours. What would they change if they were to do it all again, if anything? Panelists will help build and broaden your frame of reference by sharing their own war stories and tales from the trenches.
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.
*The conference has been approved for the following professional continuing education credits:
Introductions: Matt Price, Growth & Transition Capital, BDC Capital
The decisions you make today will ultimately impact your business in the future. What are the current economic conditions and market trends that business owners need to consider when thinking about your business? How might these trends impact your business? 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. You will also get an understanding of the current M&A environment and factors which might impact it in the future.
Eligible for 1 CPD BC Law Society credit
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.
Eligible for 1 CPD BC Law Society credits.
What do buyers look for when assessing a potential acquisition? Growth prospects, financial health, management team 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).
Eligible for 1 CPD BC Law Society credit
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:
Eligible for 1 CPD BC Law Society credit
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:
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.
In this session, the presenter will share their unique tools and real life case study perspectives so that you can successfully plan for your own family business transition.
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.
A management buyout can be an excellent succession strategy and an opportunity for senior managers to become owners. When considering a Management Buyout (MBO), 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:
Eligible for 0.5 CPD BC Law Society credit
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:
Eligible for 0.5 CPD BC Law Society credit
Putting an emphasis on systematically growing your business could be your trojan horse to attracting 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 strategies, tactics, and metrics you can put to work right away that will have both immediate impact as well as set your company up for greater future success.
Do you really know what your business is worth? 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 saleability of your business.
Eligible for 0.75 CPD BC Law Society credits
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.
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.
The business decisions you make now during the COVID transition period will ultimately impact your business tomorrow and into the future. This opening session will provide real insights into a macro view of the economy while better understanding economic impact from this pandemic, how organizations can prepare for the future and how to mitigate risk. This session will also address the expected timeline for different sectors to recover.
Which critical steps should you take to achieve maximum value? With the global economy devastated by COVID-19 and related lockdowns, valuations are generally on a downward trajectory. However, not all businesses and industries are created equal. Widespread panic in markets can, more than ever, yield “gems” to the GP that “does their homework”. Modelling of the probable recovery of specific industries, lining up flexible lenders, detailed analysis of synergies, and forecasting possible “retooling” opportunities, amongst other things, can lead to returns that far outstrip what was possible in the previous bull market.
How has the role of an investment banker, lawyer and accountant changed post COVID? Will your advisory team help you streamline your business prior to selling and ultimately gain a bigger selling price at the finish line? This session will help you better understand the role each advisor plays and where they can make the difference as you look to transition.
A management buy-out can be an excellent succession strategy and likely a more common approach to succession post COVID. When considering a Management Buyout (MBO), how do you equip your management team to become a credible bidder for the business? How is your leadership positioned to perform going forward and engage in a potential MBO? When should you start looking at senior management team for potential transition?
How will the new normal post COVID work environment permanently affect how you run your business? This discussion will look at key considerations for optimizing your leadership, team, and business environment both today and in the future.
Private Equity, institutional and private money, is currently sitting on $1.2 trillion and looking to invest over the next 6 to 24 months. What is investment looking for today when looking for businesses to acquire and how does this compare to private or institutional investment?
COVID-19 has not just changed the world but also the DNA of our workplace ecosystem in many ways. What are the key steps you need to take to effectively adjust, re-build, and grow your team and business? How open and transparent have you been with your team during the pandemic? This session will address numerous questions that entrepreneurs are asking themselves today and provide practical and proven approaches for how they can be effective leading their teams to renewed success.
In this Fireside Chat, you will hear the stories from a business owner that has gone through a transition of their business and now has the opportunity to reflect on the deal. Nancy MacKay will join Darcy Kernaghan in discussion on how the sale affected their personal and professional life? What would Darcy change if he were to do it all again? Would he negotiate differently, work with different strategic advisors or have they second guessed the decision to sell?
While COVID-19 caused a dramatic slowdown to the deal making boom of the last several years as many businesses were forced to put transactions on hold and instead focus on shoring up operations, we expect to see a resurgence in M&A activity as dry-powder from financial sponsors searches for returns and strategic buyers look for opportunities to adapt, take market-share and take advantage of a new perspective on future prospects. How do buyers get comfortable completing deals in a non- face-to-face environment? How is due diligence being conducted? How are deals being financed? What technologies and solutions are being used to overcome logistical obstacles? This panel discussion will consider these questions and more on how to get a deal done during COVID-19.
How has the pandemic affected family business and what strategies has your family initiated to manage the heightened emotional rollercoaster? Family businesses can be challenging to manage at the best of times. Some see these difficult times to make the necessary structural changes to allow the business to prosper for many years to come. This session will discuss many strategies that should be considered to effectively position your business post COVID.
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.
Hear from a panel of business owners who have experienced COVID -19 but also previous business downturns including GFC and 9/11. The group will share real life experiences from the trenches and how they navigated through different market downturns. The panel will also share the personal side of how they managed themselves through 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.
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:
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).
Eligible for 0.50 CPD BC Law Society credits
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:
Eligible for 1.00 CPD BC Law Society credits
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:
Eligible for 1.00 CPD BC Law Society credits
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 and advisors.
In this session presenters will share their unique tools and perspectives so that you can successfully plan for your own family business transition.
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.
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:
Eligible for 0.50 CPD BC Law Society credits
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:
Eligible for 0.50 CPD BC Law Society credits
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.
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.
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.
Eligible for 0.50 CPD BC Law Society Credits
(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.)
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:
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.
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.
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.
These strategies will help you operate a better business that is more attractive to future buyers and investors – even in turbulent times!
One of a business leader’s goal’s is to create shareholder value while keeping 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 or potential investors 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 one thing you need to get right whether you are buying, selling, or growing your business is the human factor. The core of any successful business is innovation and building a team that is strong and agile enough to drive a business forward. This session will help put your business on the track to optimize your team to attract future investors, buyers or talent!
You will learn:
Eligible for 1 CPD BC Law Society credit
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:
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.
Every business owner should be building to maximize the value of the business. Most, however, spend too little time considering the true drivers of long-term value creation while operating in the firefighting day-to-day. Do you really know what your business is worth? What do buyers or investors look for when considering a deal? Where can you add the most value to your organization? What areas of growth will provide the greatest return? Every successful business will experience a transition of ownership at some point and most business owners don’t get nearly what they should because they weren’t prepared
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.
In this session you will learn:
Hear how Canadian low-sugar confectioner SmartSweets grew revenue to over $100 million per year before selling a majority of their stake to TPG Capital for $360 million in 2020.
Judy Brooks, Smartsweets Executive Chair and transaction lead, will take us through what was important to the team and Founder Tara Bosch as they navigated transaction, what the deal looked like and how SmartSweets continues to innovate on the mission to Kick Sugar
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:
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:
Eligible for 1 CPD BC Law Society credit
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:
The strategic process is a roadmap of specific objectives that will help meet the future goals of your business. While you may have no plan to sell – operating and growing your business as if you are getting ready for an acquirer will help add considerable value whatever stage your business is in. In order to do this entrepreneurs must solidify key strategic objectives and figure out how to get them done. Working with new partners, cleaning up your data room and finances, preparing for the psychological impact of disassociating yourself from daily operations, selecting your advisors, determining what potential buyers or investors will want to see in your business are all challenging steps of the entrepreneur journey. There is no set process that works for every business so at the end of the day, it is up to the business owner to make the tough decisions and ensure the work is completed. Hear from one entrepreneur to another considerations that can help prepare you for the ups and downs of business growth and transition such as:
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.
(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.)
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:
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.
Learn how a competitive sale process works, and why it is the best way to maximize price and terms of an eventual sale.
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.
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.