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Program Archives

Mark Brodkin

Mark Brodkin
Private Equity National Head, Roynat Capital

As Managing Director and Head of Roynat Equity Partners, Mark is responsible for leading all aspects of the investment process,... Read More

Axel Christiansen

Axel Christiansen
Partner, Relay Transition Partners

Relay Transition Partners is dedicated to the sale of small and medium businesses in Canada (SMBs). Our partners understand the... Read More

Julie Afanasiff

Julie Afanasiff
Managing Partner, Sequeira Partners

Julie Afanasiff’s experience in corporate finance, accounting and transaction engagements spans over 14 years. In that time, Julie has led... Read More

Pierre Cléroux

Pierre Cléroux
Vice President Research & Chief Economist, BDC

Pierre Cléroux was appointed Vice President, Research and Chief Economist at BDC in 2012. Pierre leads a team of experts... Read More

Constantine Hatzipanayis

Constantine Hatzipanayis
Partner, Growth Equity Partners, BDC

Constantine Hatzipanayis is Partner, Growth Equity Partners in our Vancouver office. Constantine aims to support Canadian entrepreneurs through their growth... Read More

Kleo Landucci

Kleo Landucci
CEO & President, CrescentView Investments Ltd. & Former Managing Director, Ashcroft Terminal

Kleo Landucci is the CEO & President of CrescentView Investments Ltd. (CVI), a familyinvestment company. In 2004, Ms. Landucci joined... Read More

Michael Bains

Michael Bains
Managing Director, Transactions, Grant Thornton LLP

Having grown up in a family that ran a business, I understand the importance of helping business owners achieve success,... Read More

Judy Brooks

Judy Brooks
Executive Chair, SmartSweets

Deep consideration and inquiry at the heart of success and leadership Leading with lovingkindness, and her playful spirit, you will... Read More

Paulina Cameron

Paulina Cameron
CEO, The Forum

As CEO of The Forum, Paulina leads a national organization that educates, mentors and connects women entrepreneurs to be wildly... Read More

Debby Carreau

Debby Carreau
CEO & Founder, Inspired HR Ltd

Debby Carreau is a proven leader helping businesses become inspired workplaces. She is highly regarded globally as a human capital... Read More

Alroy Chan

Alroy Chan
Director, Finance Special Projects, Westland Insurance Group Ltd.

Alroy has 20+ years of experience in progressively senior leadership roles.  Most recently, Alroy grew and led the M&A function at... Read More

Jim Crooks

Jim Crooks
Managing Director & Partner, PwC

Jim Crooks is a Corporate Finance Partner and Managing Director at PwC Canada working in the Vancouver office. Jim has... Read More

Phil DeSerres

Phil DeSerres
President, Joto Imaging Supplies

Phil is the owner-operator of Joto Paper which he recently acquired. He is an entrepreneur at heart having worked for... Read More

DJ Devries

DJ Devries
Former President & General Manager, Dozyn Dezyn Properties

Overseeing the daily operations of my family’s commercial real estate holdings, my expertise is in all aspects of real estate... Read More

Prentice Durbin

Prentice Durbin
Partner, Harper Grey LLP

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

Derrick Emsley

Derrick Emsley
CEO, Co-Founder, Tentree

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

Grant Foster
Partner, Fasken

Grant Foster is a corporate/commercial Partner and member of the Private M&A group in Vancouver. He advises clients in a... Read More

Mark Funk

Mark Funk
President, Big Box Outlet Store

Discount Retail Entrepreneur: Developing Big Box Outlet Store into 16 stores with 13 locations in BC, 2 in Washington, and... Read More

Christian Gauthier

Christian Gauthier
Partner, Bennett Jones LLP

Christian Gauthier is a Partner of Bennett Jones LLP based in Vancouver and Toronto who advises local and international clients... Read More

Cindy Huang

Cindy Huang
Portfolio Manager, Leith Wheeler Investment Counsel

Cindy Huang joined Leith Wheeler in February 2012. She is responsible for managing discretionary investment portfolios for Private Clients and... Read More

Calle Johnson

Calle Johnson
Managing Director & Partner, Corporate Finance, PwC

Calle Johnson is a Partner and Managing Director with PricewaterhouseCoopers Corporate Finance Inc. offering investment banking advice to private companies.... Read More

Andrew Kemper

Andrew Kemper
Partner, Capital West Partners

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.

Jacoline Loewen

Jacoline Loewen
CEO, Loewen Capital Partners

Jacoline Loewen, Head of Business Development for UBS Bank (Canada), is an expert on wealth management, family office, philanthropy, legacy... Read More

Steve Chen

Steve Chen
VP & Head, First West Capital

Steve is passionate about creating long-term relationships with our clients and helping them to overcome barriers to growth. An entrepreneur... Read More

Tom Kramer

Tom Kramer
President & CEO, Smith Cameron Group

Tom acquired Smith Cameron Process Solutions in 2011 along with equity partner Krystal Growth Partners.  Tom subsequently completed 6 strategic... Read More

Vladimir Kovacevic

Vladimir Kovacevic
CEO, Inovatec

Vladimir Kovacevic is co-founder and Chief Executive Officer of Inovatec Systems, a global provider of loan origination and loan management... Read More

Tara Landes

Tara Landes
Founder & President, Bellrock Benchmarking Inc.

Tara Landes has spent over two decades working directly with the leaders and managers of dozens of North American companies... Read More

David Allardice

David Allardice
Managing Principal, Miller Titerle + Company

David is one of the founders of Miller Titerle + Company LLP, ranked in 2016 by Canadian Lawyer as one... Read More

Brian Lau

Brian Lau
Vice President, Krystal Growth Partners

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

Samuel Li
Partner, Fasken

Samuel Li is a part of the firm’s Securities and Technologies Practice Group. Samuel advises public and private clients on... Read More

Kristi Miller

Kristi Miller
Managing Partner, Krystal Growth Partners

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.

Mike McIsaac

Mike McIsaac
CEO & Managing Director, Baker Tilly Canada Corporate Finance

Mike is an entrepreneur at heart. He has built, acquired and sold his own private businesses and guided 100+ entrepreneurs... Read More

Cameron MacCarthy

Cameron MacCarthy
Partner, Lindsey MacCarthy LLP

Cameron has been a partner with the law firm Lindsey MacCarthy LLP since 2016 and the firm’s co-managing partner since... Read More

Adam Mallon

Adam Mallon
Managing Director, Transaction Advisory Services, BDO Canada LLP

EXECUTIVE SUMMARY Located in Edmonton, Adam is a Managing Director with BDO Canada Transaction Advisory Services focusing on Mergers &... Read More

Don Montgomery

Don Montgomery
President, M&A Advisor, True North Mergers & Acquisitions

Don’s deep and passionate belief that he has the opportunity to positively impact and change people’s lives by providing a... Read More

Natalie Michael

Natalie Michael
CEO Coach & Succession Advisor, Waterfront Partners

Natalie Michael is a CEO and Executive Coach and CEO Succession Advisor.  She advised Boards, and CEOS on how to... Read More

Diana Noble

Diana Noble
Business Coach & Consultant, Noble Choice Coaching

Serial entrepreneur Diana Noble stumbled into the world of entrepreneurship by accident at the tender age of 24. Since then,... Read More

Gerry Bellerive

Gerry Bellerive
Managing Director, Regimen Partners

Gerry Bellerive joined Regimen Partners in December 2014. Prior to joining, Gerry was a partner and one of three founding... Read More

Charles Chang

Charles Chang
President & Founder, Lyra Growth Partners Inc.

Charles Chang is a born entrepreneur with a passion for innovation, active living and mentoring. Prior to starting Lyra Growth... Read More

Rob Nazer

Rob Nazer
Owner, Total Restoration

For the past 15 years I have been the owner of Total Restoration Services, Penticton. A 24/7 restoration company.

Nick Boyd

Nick Boyd
Principal & Founder, Fusion Projects Management Ltd.

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 Bright

Kathy Bright
Family Enterprise Consultant, Telos Group

Kathy has worked with enterprising families for nearly twenty years. As a consultant, educator and board director, she works with... Read More

Rob Normandeau

Rob Normandeau
President, SeaFort Capital

Rob is President of SeaFort Capital, a private equity firm based in Halifax. Prior to co-founding SeaFort in May 2012,... Read More

Cameron Burke

Cameron Burke
Partner, Technology, Fort Capital Partners

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

Kathy Butler
Managing Director and Head, BC, Technology & Innovation Global Investment Banking, CIBC Capital Markets Inc,

Kathy Butler joined CIBC Capital Markets 25 years ago and has been involved in a number of mergers and acquisitions... Read More

Steve Duyvewaardt

Steve Duyvewaardt
President & CEO, Westminster Management Corporation

As a founding principal of SDM Realty Advisors with Dale Mumford in 1994, Stephen focuses on all leasing aspects of... Read More

Catherine Dahl

Catherine Dahl
CEO, Beanworks by Quadient

Catherine Dahl is the co-founder and CEO of Beanworks, the industry-leading accounting automation software company that is trailblazing modern accounting... Read More

Jay Dargatz

Jay Dargatz
Former President, Canstar Restoration

David Diebolt

David Diebolt
Partner, Manning Elliott LLP

David provides accounting, assurance, taxation (Canadian and US), general business advisory services and estate planning in the Vancouver marketplace. The... Read More

Mackenzie Regent

Mackenzie Regent
Partner | Transaction Diligence, Kalos LLP

Mackenzie Regent is the Co-Founder & Managing Partner of Kalos LLP, an internationally recognized financial due diligence and valuation CPA... Read More

Shane King

Shane King
National Leader, Succession Services, MNP LLP

Shane King, CPA, CA, is the National Leader for MNP’s Succession Services practice and a member of the Assurance team.... Read More

Chad Garrod

Chad Garrod
CEO, Bluewater

Amir Ghahreman

Amir Ghahreman
Associate Counsel, Richards Buell Sutton LLP

Amir is a member of the firm’s Business Transactions, Business Law and Employment and Human Rights Practice Groups. Prior to... Read More

Gary Powers

Gary Powers
President, Promac Group

With a background in mechanical engineering, project management and entrepreneurship, I am very suited to leading a diverse company like... Read More

Rick Gendemann

Rick Gendemann
Partner, Manning Elliott LLP

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

Chris Hardwick
President & CEO, Chris Hardwick Inc. & TEC Canada Chair

Chris Hardwick is an Executive Business Coach who takes on the toughest challenges and delivers them successfully. He is appreciated... Read More

Robyn Hooper

Robyn Hooper
Family Enterprise Consultant, Telos Group

A chartered professional accountant with more than a decade of experience supporting families, Robyn handles the unique and complex needs... Read More

Ryan Norton

Ryan Norton
Managing Director, Grant Thorton LLP

As a Managing Director with Grant Thornton, Ryan advises clients on transactions in a variety of intricate and dynamic situations... Read More

Emily Savage

Emily Savage
Lawyer, Miller Titerle + Company

Emily is a lawyer in Miller Titerle + Company’s business law and transactions group. Prior to joining MT +Co., Emily... Read More

Ilan Jacobson

Ilan Jacobson
Founding Partner & CEO, FirePower Capital

Ilan Jacobson is responsible for leading FirePower Capital in all its endeavours, setting its strategic direction and providing top-level guidance... Read More

Kevin Shaw

Kevin Shaw
President & Managing Director, Baker Tilly Canada Corporate Finance

Negotiating a successful merger or acquisition takes more than expertise and experience. It also requires deep focus, serious goal-setting and... Read More

Derek Strong

Derek Strong
Regional Director, Roynat Capital

Derek is a 25 year veteran of the Pacific Northwest financial community, having spent the last 20 years with Roynat... Read More

Keith Brown

Keith Brown
Business Family Advisor and Founder, Financial Confidence Advisors

Keith’s passion is creating financially confident family businesses that are set up to successfully, and harmoniously transition to the next... Read More

Dylan Brown

Dylan Brown
Financial Advisor, Financial Confidence Advisors

Dylan’s passion is helping families and their businesses stay together and prepare themselves against hardships. When he was just a... Read More

Victoria Brown

Victoria Brown
Business Family Facilitator and Founder, 10X Business Builder

Within every family business is a unique, secret weapon that when leveraged properly, ensures success, longevity and an invincible competitive... Read More

Delna Bhesania

Delna Bhesania
CEO & Co-Founder, Bardel Entertainment

Emmy Award winning Executive Producer and CEO with a passion for start ups and growing high preforming business’s. Familiar with... Read More

Mike Burtch

Mike Burtch
Partner, Fort Capital Partners

Julie Campbell

Julie Campbell
Principal, SSDG Interiors Inc.

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

Scott Bodie
Partner, Tax, Bennett Jones LLP

Scott Bodie advises on tax issues relating to corporate reorganizations, mergers, acquisitions and dispositions, public market debt and equity transactions,... Read More

Janet Davie

Janet Davie
Master Chair, TEC Canada

Janet Davie brings a unique mixture of academic and practical knowledge to her role as a senior financial executive and... Read More

Nicholas Drake

Nicholas Drake
Director, Growth & Transition Capital, BDC Capital

Nicholas Drake is a Director in BDC Capital’s Growth & Transition Capital group in Vancouver where he focusses on providing... Read More

Darrell Ert

Darrell Ert
Founder & President, Evolution Strategies

Founded of a deep commitment to redefine the delivery of Legacy Planning advice, Darrell relaunched Evolution Strategies Ltd. After a... Read More

Silvana Facchin

Silvana Facchin
Partner, Richards Buell Sutton LLP

Silvana is a Partner, Practice Leader of the Business Law Group, and Manager of the Corporate Services Department at Richards... Read More

Brendan Le Nobel

Brendan Le Nobel
Director, M&A, BDO Canada

Brendan is based in BDO’s Vancouver office and advises clients across Western Canada in divestiture, financing and due diligence engagements.... Read More

Taylor Gemmel

Taylor Gemmel
Owner, Anita's Organic Mills

Ryan Giles

Ryan Giles
Partner, TriWest Capital Partners

Ryan Giles joined TriWest in 2006. Prior to joining TriWest, Ryan was an Associate with Onex Corporation, where he was... Read More

Brad Hill

Brad Hill
Brad Hill, Managing Director, Consulting & Deals, PwC

Brad Hill is a managing director with PricewaterhouseCoopers Corporate Finance Inc. based in Vancouver. His primary focus is assisting privately... Read More

Dave Bustos

Dave Bustos
Managing Partner, Fort Capital Partners

Dave Bustos is a partner with Fort Capital Partners, an investment bank that provides public companies and private companies, as... Read More

Steve Lukas

Steve Lukas
Associate Counsel, Harper Grey LLP

Known for his innovative and “out of the box” thinking and client focused solutions, Steven works closely with many entrepreneurs... Read More

Peter J. Mogan

Peter J. Mogan
Founder and Senior Partner, Mogan Daniels Slager LLP

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 Pocock

Jeff Pocock
Partner, Transactions National M&A and Private Equity Leader, Grant Thornton LLP

Jeff is a partner in our advisory services practice based in Toronto specializing in corporate finance and mergers & acquisitions... Read More

Julie McGill

Julie McGill
Managing Partner, Fulmer Capital Partners Inc.

Julie McGill is Chartered Accountant and Chartered Business Valuator with a stellar track record of financial management, business leadership and... Read More

Bill Tucker

Bill Tucker
CEO & President, Omicron

I am the Chief Executive Officer of Omicron Canada Inc., a 200-person integrated development, design and construction firm with offices... Read More

Vic Marks

Vic Marks
Founder, Hartley and Marks

Manu Varma

Manu Varma
External Relations, Uncommon Purpose

Manu is a senior leader having worked in the information technology and services industry, financial services and telcom for the... Read More

Dave Mason

Dave Mason
Director, Senior Private Wealth Manager, UBS Bank (Canada)

Dave Mason has been in the investment industry for over 30 years.  His career began in 1988 as an investment... Read More

Jonathan Piurko

Jonathan Piurko
President & CEO, Monarch Bridge Financial Inc.

Jonathan Piurko is the Co-Founder and CEO of Monarch Bridge Financial Corp.  Mr. Piurko is responsible for all executive functions... Read More

Sushil Arora

Sushil Arora
CEO, Danica Imports

Gary Benson

Gary Benson
Vice President Operations, Danica Imports

Rodney Benson

Rodney Benson
Board of Director - Chairman, Danica Imports

Jeremy Billan

Jeremy Billan
Director, Growth Equity, BDC Capital

Stephane Bourque

Stephane Bourque
Co-Founder & CEO, Incognito Software Inc.

Jeremy Braude

Jeremy Braude
Board of Director - Director, Danica Imports

Jonathan Braude

Jonathan Braude
Vice President Product, Danica Imports

Jonathan Braude is the Vice President for Product at Danica Imports, a Vancouver-based company that designs and distributes kitchen textiles,... Read More

Deena Chochinov

Deena Chochinov
Family Enterprise Advisor and Management Consultant

For over 20 years, Deena has worked as a consultant, coach and counsellor with people and organizations seeking meaningful change.... Read More

Cindy David

Cindy David
President, Cindy David Financial Group

With 24 years of financial planning expertise, Cindy David, CFP, CLU, FEA, TEP, is the President of Cindy David Financial... Read More

Tracey McVicar

Tracey McVicar
Managing Partner, CAI Capital Partners

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

Shannon Walker
Founder & President, WhistleBlower Security Inc.

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

Ronnie De Zen
Partner, PwC

Ronnie De Zen is a partner in the Tax Services practice of PricewaterhouseCoopers LLP working in the Vancouver office. He... Read More

Graham Flater

Graham Flater
Principal, Fulcrum Capital

Graham is a Principal at Fulcrum Capital, a mid-market Canadian private equity firm currently investing out of its fifth private... Read More

Karen Flavelle

Karen Flavelle
CEO, Purdys Chocolates

Terry Holland

Terry Holland
Managing Partner, Krystal Growth Partners

Terry Holland has been involved in the Canadian private equity market for over 25 years. A commerce graduate of the... Read More

Bruce Partridge

Bruce Partridge
Former CEO, Shearwater Research

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

Paul Hemsley
Founder and President, Hemmera

Paul Hemsley is the founder and President of Hemmera. Since 1994, Paul has worked with his partners and employees to... Read More

Blair Horn

Blair Horn
Partner M&A, Fasken

Blair Horn is a partner in Fasken Martineau’s Securities & Mergers and Acquisitions Group.  Blair advises public and private technology,... Read More

Mike McKee

Mike McKee
Director of Real Estate and Finance, JAK’s Beer Wine & Spirits

Maheb Nathoo

Maheb Nathoo
CEO, Agrifoods International Co-operative and Earth's Own Food Company

Anthony Nicalo

Anthony Nicalo
Entrepreneur in Residence, HIGHLINE Beta

James Knight

James Knight
Director, Transaction Advisory, RSM Canada

James Knight, director, transaction advisory, specializes in providing financial due diligence services to a diverse client base including private equity... Read More

John Nicola

John Nicola
Chairman & CEO, Nicola Wealth

A veteran of the financial services industry since 1974, John provides strategic leadership to Nicola Wealth, exercising his passion for... Read More

Bruce MacKenzie

Bruce MacKenzie
Owner, Chapman & Associates

For 25 years Bruce has supported both small companies and large corporations with human element challenges: building management teams |... Read More

Bob Lawrence

Bob Lawrence
Value Enhancement and Exit Readiness, VEER Business Advisors Ltd.

After earning his CA designation in 1987, and since leaving public practice accounting in 1992, Bob has served in executive... Read More

Kevin McElroy

Kevin McElroy
Former CEO & President, Nuheat

Natalie Michael

Natalie Michael
CEO & Executive Coach, Waterfront Partners

Tea Nicola

Tea Nicola
Co-Founder & CEO, WealthBar

Tea pioneered the robo-advisor model in Canada in 2014, making WealthBar the first of its kind in the country. Today,... Read More

James Pratt

James Pratt
CEO, Rhema Health Products Limited

After graduating from the Richard Ivey School of Business at Western University with an MBA, Jim became an investment banker... Read More

Trevor Parry

Trevor Parry
Senior Tax and Estate Planning Advisor Raymond James Ltd.

Trevor holds an undergraduate degree in History from Trinity College at the University of Toronto, a Master’s Degree in History... Read More

Danvir Roopra

Danvir Roopra
Partner, Transaction Tax, BDO Canada LLP

Danvir is a Tax Partner at BDO Canada with over 12 years of experience in public practice. He works closely... Read More

Paul Rowe

Paul Rowe
Partner, Fulcrum Capital Partners

Paul is involved in a wide range of investing activities at Fulcrum Capital. He has an extensive background in merchant... Read More

Tina Osen

Tina Osen
President, HUB International

Tina Osen is President of HUB International Canada, the largest insurance broker in Canada. As President of HUB’s Canadian operations,... Read More

Michal Pisarek

Michal Pisarek
Co-Founder, Dynamic Owl Consulting

Jesse Ahuja

Jesse Ahuja
Partner, MEP Business Counsel

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

Melisa Attisha
Executive Vice President and COO at TAG Alliances

Melisa Attisha qualified as a member of the Canadian Institute of Chartered Accountants in 1994. During her eight years of... Read More

Neil Atchison

Neil Atchison
Principal, Analytica Advisors Inc.

Neil Atchison, P.Eng., founded Analytica Advisors Inc. in 2009 and is its Managing Director. He has over 25 years of... Read More

Michael J. Beninger

Michael J. Beninger
Counsel, Bennett Jones LLP

Michael Beninger has practised taxation law and provided strategic personal and corporate planning advice in Alberta and British Columbia for... Read More

Holly Castle

Holly Castle
Director, Tax Planning, BMO Wealth Management

Holly provides tax and estate planning expertise to high net worth families and business owners, as part of an integrated... Read More

Leon Salvail

Leon Salvail
Managing Director, Gevity

In 1995, Leon Salvail and two associates formed the partnership that became Gevity Consulting Inc. (formerly known as Global Village... Read More

Duncan White

Duncan White
President, Seaside Paper Products Ltd.

Prior to joining Seaside in 2004, Duncan spent 18 years in the private investment and distribution industries. As President of... Read More

Anthony Yates

Anthony Yates
Vice President, Business Development, Mainroad Group

Anthony Yates holds a BEng (Hons) in Civil Engineering from Coventry University, UK. Mr. Yates brings an extensive background in... Read More

Todd Coleman

Todd Coleman
Vice President, Business Advisory & Succession Planning, BMO Wealth Management

As Vice President, Business Advisory & Succession Planning, Todd Coleman advises high net worth private business owners in transition with... Read More

Kellie Manchester

Kellie Manchester
Partner, Sequeira Partners Inc.

Kellie has over 14 years experience advising clients in BC and Alberta on mergers, acquisitions, divestitures, financings and buyouts in... Read More

Mike De Pfyffer

Mike De Pfyffer
Former Director, Thunderbird Marine Corp

Michael de Pfyffer is a Director of Totem Cove Holdings Inc., the former owner of Thunderbird Marine Corp., which owned... Read More

David Frost

David Frost
Partner, McCarthy Tétrault LLP

David S. Frost* is a partner in our Business Law Group in Vancouver and Co-Chair of our National Life Sciences... Read More

Matt Switzer

Matt Switzer
Partner, Northwest Capital Partners

16 years experience buying & building companies BSc. from Western University, & MBA from University of Toronto’s Rotman School of... Read More

Deborah Graystone

Deborah Graystone
Partner, BDO Canada LLP

With over 25 years of experience, Deborah works with clients to develop strategies to minimize the tax burden on business... Read More

Arthur Griffiths

Arthur Griffiths
Former owner of the Vancouver Canucks and Orca Bay Sports & Entertainment

Gary Powroznik

Gary Powroznik
Founder and Managing Director, G-Force Group

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 Klassen-Parkes

Erin Klassen-Parkes
CFO, Klassen Business Group

Erin Parkes grew up in the family business as the eldest grandchild of generation 3. She followed in her grandmother... Read More

Merv Klassen

Merv Klassen
Senior Partner, Klassen Business Group

Merv has worked in the family business founded by his parents Neil and Rita since he was a little boy.... Read More

Reg Klassen

Reg Klassen
Senior Partner, Klassen Business Group

Reg has worked in the trucking business founded by his father, Neil, for well over four decades; previously he served... Read More

Travis Klassen

Travis Klassen
CEO, Klassen Business Group

Travis Klassen has been working within the framework of family enterprise for as long as he can remember. Travis entered... Read More

Steve Kleinschmidt

Steve Kleinschmidt
Director, Good Insights Strategy Inc

Steve Kleinschmidt is the Co-Founder and a Director at Good Insights Strategy Inc.  The Company provides advisory services across a... Read More

Shafeen Mawani

Shafeen Mawani
COO, The Western Investment Company of Canada Ltd.

Shafeen serves as Chief Operating Officer for Western Investment Company of Canada. He has over ten years of experience advising... Read More

Tricia McIver

Tricia McIver
Business & Family Wealth Specialist, Scotia Wealth Management

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

Doug Ryder
Partner, Transactions / Valuation, Grant Thornton LLP

Doug Ryder joined Grant Thornton LLP as a Partner in the Vancouver Transactions Practice in 2016. Prior to joining Grant... Read More

Alan Oishi

Alan Oishi
Business Strategist & Facilitator, Alan Oishi Inc.

Since 2010, Alan has been providing strategic advisory services to purpose-led organizations across a diverse set of industry sectors. He... Read More

David Simpson

David Simpson
Director, Ivey Business Families Centre, Ivey Business School, Western University

David Simpson is a Lecturer in the Entrepreneurship group and the founding director of the Business Families Centre at the... Read More

John Rose

John Rose
Former CEO & President, Nuheat

Eric Termuende

Eric Termuende
Co-Founder, NoW Innovations

Eric Termuende is the co-founder of NoW Innovations, a bestselling author, and an international speaker. His work has been featured... Read More

Yves Potvin

Yves Potvin
Founder, Gardein and President, Pacific Institute of Culinary Art

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 Townson

Bruce Townson
Director, Growth and Transition Capital - Tech Sector, BDC Capital

Bruce recently joined BDC Capital’s Growth and Transition Capital team to offer flexible and patient junior debt to fuel growth... Read More

Steve Saville

Steve Saville
Partner M&A, Fasken

Matt Price

Matt Price
Managing Director, Growth & Transition Capital, BDC Capital

Matt Price is a Managing Director, Growth & Transition Capital in our Vancouver office. Before joining BDC, Matt has spent... Read More

Ashley Cooper

Ashley Cooper
President and CEO, Paladin Security Group

Ashley Cooper is the President & CEO of Paladin Security Group Ltd, one of Canada’s largest full service security companies... Read More

Mike Cordoba

Mike Cordoba
Founding Partner, Empresario Capital Partners

Mike Cordoba is a highly active and driven entrepreneur and a founding partner of Empresario Capital Partners. His experience includes... Read More

Justin Currie

Justin Currie
CEO, Royalty North Partners

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 Raffa

David Raffa
President, Valeo Corporate Finance Ltd.

David has been working in the technology space for more than thirty years in a variety of roles including scientist,... Read More

Richard Harris

Richard Harris
Managing Director, Tricor Pacific Founders Capital Inc.

As a Managing Director at Tricor Pacific Founders Capital Inc., Richard acts as Executive Chairman of each portfolio company, focuses... Read More

Barry Hubich

Barry Hubich
Vice President, Growth & Transition Capital, BDC Capital

Barry Hubich is Vice-President, BDC Capital for the Western Canadian region.  Barry has  more than thirty years of experience working... Read More

Brian Hurl

Brian Hurl
Former CEO & Owner, Foley’s Candies

Until recently Brian Hurl was the President and CEO of Foleys Candies Ltd., a privately held manufacturer of chocolate and... Read More

Aileen La Borie

Aileen La Borie
Business Owner Specialist, High Net Worth Planning Services, RBC Wealth Management Services

Aileen obtained a Bachelor of Arts degree from the University of British Columbia in 2000 and graduated from Dalhousie Law... Read More

Steve Thorp

Steve Thorp
Co-Founder & Managing Director, Postmark Brewing

Steve began his entrepreneurial career early, founding his first major business at the age of 19 in Vancouver BC while... Read More

Jim McGuigan

Jim McGuigan
Partner, Pricewaterhouse Coopers LLP

Jim McGuigan is a Chartered Accountant and a Chartered Business Valuator.  He is an Incorporated Partner and a Managing Director... Read More

Ivor Luk

Ivor Luk
BC Financial Advisory Managing Partner, Mergers & Acquisitions, Deloitte LLP

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

Tony Scott
President, Platinum Pro-Claim

Tony Scott learned restoration work on the job working for his stepfather beginning in 1979. He attended BCIT in 1984... Read More

Mark Woodall

Mark Woodall
Former President & CEO, Special Risk Insurance Managers Ltd.

In 2006, I entered the underwriting side of the insurance industry, through the purchase of Sports-Can Insurance Consultants. Previously I... Read More

Davis Yung

Davis Yung
President & CEO, Fresh Direct Produce

Davis has been involved in the produce industry for almost 30 years. Davis learned various parts of the business in... Read More

Andrea Shaw

Andrea Shaw
Founder & Managing Partner, TTG Canada

Prior to launching TTG Canada, TTG Partnerships (TwentyTen Group) and TORQUE Strategies, Andrea was Vice President of Sponsorship, Sales and Marketing... Read More

Bruno Suppa

Bruno Suppa
Partner, Financial Advisory Services, BDO Canada LLP

Bruno has held various roles at BDO, most recently as Manager, Financial Advisory Services. Bruno has spent the past several... Read More

Kam Nat

Kam Nat
Senior Tax Manager, BDO Canada LLP

Kam is a senior manager in BDO’s Canadian tax department with over 10 years of public practice experience. He specializes... Read More

Dr. Basil Peters

Dr. Basil Peters
CEO, Strategic Exits Corp

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

Genevieve Pinto
Partner, McCarthy Tetrault LLP

Genevieve Pinto is a partner in our Business Law Group in Vancouver. Her areas of practice include corporate finance, mergers... Read More

John Warrillow

John Warrillow
Founder, The Value Builder System™

John Warrillow has been helping companies understand and market to the SME segment for more than two decades. He has... Read More

Bruno Bertocci

Bruno Bertocci
Senior Portfolio Manager & Managing Director, UBS Global Asset Management

Bruno Bertocci is a Managing Director and Senior Portfolio Manager with UBS Global Asset Management, based in Chicago. He has... Read More

Brian Begert

Brian Begert
Managing Partner, Yellow Point Equity Partners

Brian is a co-founder of Yellow Point. He is primarily involved in sourcing and assessing prospective partnerships, as well as... Read More

Gordon Smith

Gordon Smith
Owner & President, Smithrite Disposal Ltd.

Joseph Calvano

Joseph Calvano
Former Partner & Founder, Dollar Giant

Joe, like many senior and executive Retailers in Canada today, started out his retail career as a Management Trainee at... Read More

Eric Carlson

Eric Carlson
Core Founder & CEO, Anthem Properties & CEO, United Communities

Eric Carlson is the core founder and CEO of Anthem Properties – a Vancouver based real estate investment, development and... Read More

Mike Wick

Mike Wick
Director, North Delta Seafoods

Donald M. Spence

Donald M. Spence
Managing Partner, SVG Capital Group

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

John Robinson
President & CEO, Strategic Succession

John Robinson is President & CEO of Strategic Succession, an independent advisory firm that has been helping business owners build... Read More

Brent Cunningham

Brent Cunningham
Partner, Sequoia Mergers & Acquisitions Corp.

Brent is a seasoned entrepreneur, having started, operated and sold two sizeable companies before co-founding Sequoia Mergers & Acquisitions in... Read More

John Stout

John Stout
Co-Founder, President and Head of Sales, SNAP Financial Group

John has extensive experience as a senior executive particularly seasoned in design, development, management and implementation of automated credit-underwriting systems... Read More

Wendy Sage-Hayward

Wendy Sage-Hayward
Adjunct Professor, Sauder School of Business at UBC and Senior Consultant, Family Business Consulting Group

Wendy is a senior consultant at the Family Business Consulting Group, working closely with business leaders, family firms, and boards.... Read More

Neil de Gelder

Neil de Gelder
Executive Vice President, Stern Partners Inc.

Andrew Strang

Andrew Strang
Co-Founder & CEO, FlyOver Canada/ FlyOver America

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

Brett Hodson
Former CEO, Corix

Brett Hodson is the former President, Chief Executive Officer and Board Director of the Corix Group of Companies and was... Read More

Cliff Harper

Cliff Harper
Managing Director & Former Partner, Certified Coatings Specialists Inc.

John (Cliff) Harper is a corporate leader and goal oriented strategic planner who has been involved with the development of... Read More

Brent Twist

Brent Twist
CEO, Encore Business Solutions

Brent is responsible for overall corporate strategy and business direction at Encore Business Solutions. His visionary thinking and leadership style... Read More

Rod Senft

Rod Senft
Managing Director, Tricor Pacific Capital

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 Jacques

Dan Jacques
Partner, Headwater Equity Partners

Dan has over eighteen years’ experience in private equity, investment banking and accounting. Prior to forming Headwater Equity Partners Inc.,... Read More

Richard Swann

Richard Swann
Founder and President, LOKI Systems Inc.

Niels Veldhuis

Niels Veldhuis
President, The Fraser Institute

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 Vincent

Olivier Vincent
President & CEO, Co-founder, LocalSphere

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

Iain Mant
Partner, Fasken Martineau DuMoulin LLP

Iain Mant is a partner in Fasken Martineau’s Securities & Mergers and Acquisitions Group. Iain advises clients on public equity... Read More

John McDonald

John McDonald
Principal, Rampworth Capital Services Inc.

McDonald is the founder and President of Rampworth Capital Services Inc., a boutique strategy firm with a decade of success,... Read More

Greg McDougall

Greg McDougall
CEO, Harbour Air Ltd.

Greg McDougall is CEO and founder of Harbour Air Seaplanes, the world’s largest seaplane airline. Starting with two planes in... Read More

Trevor Thomson

Trevor Thomson
Partner, Taxation Services, BDO Canada LLP

Trevor is a partner in BDO’s west region, with over 22 years of professional experience providing taxation and business advisory... Read More

Brad Miller

Brad Miller
Former CEO, IMW Industries & CEO, Advantec Group of Companies

Harry Watson

Harry Watson
Founder, President & CEO, CCMET Group

Harry Watson is the Founder and President of Canadian Construction Materials Engineering and Testing Inc. (CCMET) In 1987, Harry saw... Read More

Pirooz Pourdad

Pirooz Pourdad
Senior Advisor, Pricewaterhouse Coopers LLP.

In the last 28 years in the corporate finance area, Pirooz has assisted numerous owners in the sale of their... Read More

Ken Tarry

Ken Tarry
Partner, Sequeira Partners Inc.

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

Kari Yuers
President & CEO, Kryton International Inc.

Kari Yuers, FACI, is the President and CEO of Kryton International Inc., a concrete waterproofing manufacturer based out of Vancouver,... Read More

Perry Yuen

Perry Yuen
Partner, Taxation Services, BDO Canada LLP

Perry has over 16 years of public practice experience exclusively in Canadian taxation matters including personal, corporate, and estate taxation.... Read More

John Zaplatynsky

John Zaplatynsky
Founder and Chairman of the Board of Canada, GardenWorks

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

Don Sihota
Partner, Clark Wilson LLP

Don Sihota is a Partner with the law firm of Clark Wilson LLP. He provides legal advice on mergers and... Read More

Michael Stephens

Michael Stephens
Partner, Denton’s Canada LLP

Mike Stephens practices corporate finance and securities law, with an emphasis on securities offerings including stock exchange listings, mergers &... Read More

Murray Shapiro

Murray Shapiro
BA, LL.B., TEP Vice President, Business Owner Specialist, High Net Worth Planning Services, RBC Wealth Management Services

His expertise encompasses both domestic and international family circumstances, and covers planning applicable to many countries around the world. His... Read More

Marco Tomassetti

Marco Tomassetti
Partner, Corporate Finance, KPMG

Marco has a Bachelor of Business Administration from Simon Fraser University and is a Chartered Accountant and Chartered Business Valuator.... Read More

Mark Wardell

Mark Wardell
President, Wardell International

Founder and President of Wardell Professional Development, Mark Wardell has developed a reputation as a leader in business advisory by... Read More

Rob V. Wildeman

Rob V. Wildeman
Managing Director, Parallel49 Equity

Rob is a Managing Director of Tricor Pacific Capital which he joined in 2006. Tricor is a leading private equity... Read More

Kevin Wong

Kevin Wong
CPA, CA, Regional Tax Leader, Partner, MNP LLP

Kevin is a Partner and MNP’s Leader for Taxation Services in the Vancouver region. Kevin has more than 19 years... Read More

This is the Program Archive for the Vancouver Business Transitions Forum.

2015 2016 2017 2018 2019 2020 2021 2022
2015 Vancouver Program: Day 1
7:30AM - 8:15AM
 
Registration, Networking, & Continental Breakfast
8:15AM - 8:20AM
 
Forum Overview by Conference Chairman

TerryHolland

Chairman: Terry Holland, Managing Partner, Krystal Growth Partners
8:50AM - 9:15AM
 
Your Roadmap to a Successful Transition

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.

Speaker: Jim McGuigan, Partner, Pricewaterhouse Coopers LLP
8:20AM - 8:50AM
 
Today’s Market Environment: The Big Picture

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?

Speaker: Bruno Bertocci, Senior Portfolio Manager & Managing Director, UBS Global Asset Management
9:50AM - 10:15AM
 
Networking and Coffee Break
9:20AM - 9:50AM
 
How Much Will Your Company Sell For? – Understanding the Valuation Process

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.”

Speaker: Dr. Basil Peters, CEO, Strategic Exits Corp
10:20AM - 11:15AM
 
Who Will Buy Your Business? Proven Strategies to Find The Right Buyer

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).

Moderator: Andrew Kemper, Partner, Capital West Partners
Panel:
Kathy Butler, Managing Director and Head, BC, Technology & Innovation Global Investment Banking, CIBC Capital Markets Inc,
Brent Cunningham, Partner, Sequoia Mergers & Acquisitions Corp.
Kellie Manchester, Partner, Sequeira Partners Inc.
Paul Rowe, Partner, Fulcrum Capital Partners
Bruno Suppa, Partner, Financial Advisory Services, BDO Canada LLP
12:10PM - 1:00PM
 
Networking Lunch (tabletop trade show)
11:20AM - 12:10PM
 
Session A1: All in the Family: Strategic Continuity Planning for Every Owner-Managed Business (CE Credit Applicable)

(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.

Speaker: Wendy Sage-Hayward, Adjunct Professor, Sauder School of Business at UBC and Senior Consultant, Family Business Consulting Group
11:20AM - 12:10PM
 
Session A2: Getting Your Best Deal: Negotiation and Process Strategies

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.

Moderator: Peter J. Mogan, Founder and Senior Partner, Mogan Daniels Slager LLP
Panel:
Brett Hodson, Former CEO, Corix
Dan Jacques, Partner, Headwater Equity Partners
Brad Miller, Former CEO, IMW Industries & CEO, Advantec Group of Companies
Pirooz Pourdad, Senior Advisor, Pricewaterhouse Coopers LLP.
1:00PM - 1:30PM
 
Luncheon Keynote: Charles Chang, President & Founder of Vega

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.

CharlesCheng

Speaker: Charles Chang, President & Founder, Lyra Growth Partners Inc.
1:35PM - 2:25PM
 
Session B1: Taxation – Effectively Structuring Your Company for Transition

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.

Moderator: Neil de Gelder, Executive Vice President, Stern Partners Inc.
Panel:
Deborah Graystone, Partner, BDO Canada LLP
Mike McIsaac, CEO & Managing Director, Baker Tilly Canada Corporate Finance
Murray Shapiro, BA, LL.B., TEP Vice President, Business Owner Specialist, High Net Worth Planning Services, RBC Wealth Management Services
Kevin Wong, CPA, CA, Regional Tax Leader, Partner, MNP LLP
2:55PM - 3:45PM
 
Advisory & Finance Options – Build Your Winning Team

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.

Moderator: John McDonald, Principal, Rampworth Capital Services Inc.
Panel:
Brian Begert, Managing Partner, Yellow Point Equity Partners
Jim Crooks, Managing Director & Partner, PwC
Bob Lawrence, Value Enhancement and Exit Readiness, VEER Business Advisors Ltd.
Iain Mant, Partner, Fasken Martineau DuMoulin LLP
Matt Price, Managing Director, Growth & Transition Capital, BDC Capital
1:35PM - 2:25PM
 
Session B2: The Due Diligence Process & Why Sellers Should Care (a lot!)

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.

Moderator: David Raffa, President, Valeo Corporate Finance Ltd.
Panel:
Gerry Bellerive, Managing Director, Regimen Partners
Ivor Luk, BC Financial Advisory Managing Partner, Mergers & Acquisitions, Deloitte LLP
Michael Stephens, Partner, Denton’s Canada LLP
Marco Tomassetti, Partner, Corporate Finance, KPMG
3:45PM - 4:10PM
 
Wealth Management and Preservation– What to do with All That Money?

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.

Speaker: Aileen La Borie, Business Owner Specialist, High Net Worth Planning Services, RBC Wealth Management Services
2:30PM - 2:55PM
 
Are You Strapped In? The Emotional Rollercoaster (CE Credit Applicable)

(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.

Speaker: Deena Chochinov, Family Enterprise Advisor and Management Consultant
4:10PM - 5:00PM
 
Reflections – A Closing Discussion

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.

Moderator: Dave Bustos, Managing Partner, Fort Capital Partners
Panel:
Joseph Calvano, Former Partner & Founder, Dollar Giant
Eric Carlson, Core Founder & CEO, Anthem Properties & CEO, United Communities
Cliff Harper, Managing Director & Former Partner, Certified Coatings Specialists Inc.
Greg McDougall, CEO, Harbour Air Ltd.
5:00PM
 
Closing Comments
5:05PM
 
Wine & Cheese Networking Reception
2015 Vancouver Program: Day 2
8:05AM - 10:00AM
 
How to Finish Big – Tactics to Maximize Your Selling Price

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

You’ll learn why:

  • 75% of saleable companies are not sold successfully
  • “Riding it over the top” is the most heartbreaking mistake owners make
  • Companies should be sold – not bought
  • It’s critically important to have multiple bidders
  • Excellent advisors will consistently sell companies for more
Speaker: Dr. Basil Peters, CEO, Strategic Exits Corp
8:00AM - 8:05AM
 
Overview of the Workshop
7:15am – 8:00am
 
REGISTRATION & BREAKFAST
10:00AM - 10:20AM
 
Coffee Break
10:20AM - 12:15PM
 
The Definitive Guide to Building A Successful Exit Team

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.”

Moderator: Jacoline Loewen, CEO, Loewen Capital Partners
Panel:
Adam Mallon, Managing Director, Transaction Advisory Services, BDO Canada LLP
John Robinson, President & CEO, Strategic Succession
Don Sihota, Partner, Clark Wilson LLP
Mark Wardell, President, Wardell International
Rob V. Wildeman, Managing Director, Parallel49 Equity
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Conference - November 29
7:15AM - 8:00AM
 
Registration, Networking & Continental Breakfast

MillerTiterle

8:00AM - ­8:05AM
 
Forum Overview by Conference Chairman

Chairman: Rod Senft, Managing Director, Tricor Pacific Capital
8:05AM - 8:35AM
 
The Big Picture and Today’s Economy

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.

Speaker: Niels Veldhuis, President, The Fraser Institute
8:35AM - 9:05AM
 
How to Build A Saleable Business: Your Roadmap to a Successful Transition

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.

Speaker: Jim McGuigan, Partner, Pricewaterhouse Coopers LLP
10:15AM - 11:10AM
 
Strategies to Maximize Your Price & Negotiate Terms

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:

  • Why companies should be sold, not bought
  • How to decide on the breadth and nature of a sale process
  • Why timing and deal tension matters, and how to create it
  • Which terms have an impact on price, and which do not
  • The roles an advisor can play through the sale process, and when and how to manage them
Moderator: Dave Bustos, Managing Partner, Fort Capital Partners
Panel:
Mike Cordoba, Founding Partner, Empresario Capital Partners
Kellie Manchester, Partner, Sequeira Partners Inc.
Genevieve Pinto, Partner, McCarthy Tetrault LLP
Gary Powroznik, Founder and Managing Director, G-Force Group
John Stout, Co-Founder, President and Head of Sales, SNAP Financial Group
9:05AM - 9:50AM
 
The Secret Sauce: How To Maximize the Value of Your Business

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:

  • The surprising impact recurring revenue has on the value of your business
  • The three hidden benefits of creating recurring revenue
  • The 9 subscription models you can choose from to create recurring revenue in any industry
  • The one ratio that will determine if your company is sellable and how much a buyer will pay

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.

Speaker: John Warrillow, Founder, The Value Builder System™
9:50AM - 10:15AM
 
Networking and Coffee Break

FortCapital

11:10AM - 12:05PM
 
Understanding Your Liquidity Options

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

  • Strategic buyers
  • Private equity
  • Going public
  • Buying out partners
  • Management buyouts
  • Other recapitalization options
Moderator: Peter J. Mogan, Founder and Senior Partner, Mogan Daniels Slager LLP
Panel:
Justin Currie, CEO, Royalty North Partners
Barry Hubich, Vice President, Growth & Transition Capital, BDC Capital
Tracey McVicar, Managing Partner, CAI Capital Partners
Jeff Pocock, Partner, Transactions National M&A and Private Equity Leader, Grant Thornton LLP
Derek Strong, Regional Director, Roynat Capital
Olivier Vincent, President & CEO, Co-founder, LocalSphere
12:05PM - 1:00PM
 
Networking Lunch

bdc-horizontal

1:00PM - 1:25PM
 
Luncheon Keynote

RodSenft    Brian Hurl

Join Conference Chairman Rod Senft in a “fireside” chat with Brian Hurl, as they discuss the unique sale of Foley’s Candies.

1:30PM - 2:20PM
 
Session A1 Understanding Generational Perspectives to Successfully Navigate your Transition – Case studies to be presented here.

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.

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This session runs at the same time as Session A2.

Speaker: Wendy Sage-Hayward, Adjunct Professor, Sauder School of Business at UBC and Senior Consultant, Family Business Consulting Group
1:30PM - 2:20PM
 
Session A2 The Due Diligence Process & Why Sellers Should Care

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

This session runs at the same time as Session A1.

Moderator: Blair Horn, Partner M&A, Fasken
Panel:
Christian Gauthier, Partner, Bennett Jones LLP
Constantine Hatzipanayis, Partner, Growth Equity Partners, BDC
Ivor Luk, BC Financial Advisory Managing Partner, Mergers & Acquisitions, Deloitte LLP
John Robinson, President & CEO, Strategic Succession
2:25PM - 3:15PM
 
Session B1­ Can You Afford To Sell? Effectively Structuring Your Company for Transition

When you sell or transition your business you may face a significant tax bill – 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.

Panel:
Kam Nat, Senior Tax Manager, BDO Canada LLP
Perry Yuen, Partner, Taxation Services, BDO Canada LLP
2:25PM - 3:15PM
 
Session B2 ­ F​rom Entrepreneur to Wealth Manager

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.

Moderator: Richard Harris, Managing Director, Tricor Pacific Founders Capital Inc.
Panel:
Todd Coleman, Vice President, Business Advisory & Succession Planning, BMO Wealth Management
Deborah Graystone, Partner, BDO Canada LLP
Aileen La Borie, Business Owner Specialist, High Net Worth Planning Services, RBC Wealth Management Services
Dave Mason, Director, Senior Private Wealth Manager, UBS Bank (Canada)
3:15PM - 3:30PM
 
Refreshment Break
3:30PM - 4:15PM
 
How to Build the Best Exit Team (& What It Will Cost)

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.

Moderator: Axel Christiansen, Partner, Relay Transition Partners
Panel:
David Allardice, Managing Principal, Miller Titerle + Company
Andrew Kemper, Partner, Capital West Partners
Bob Lawrence, Value Enhancement and Exit Readiness, VEER Business Advisors Ltd.
Dr. Basil Peters, CEO, Strategic Exits Corp
4:15PM - 5:00PM
 
Done Deal: A Roundtable Discussion with Entrepreneurs Who Have Sold

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.

Moderator: Rod Senft, Managing Director, Tricor Pacific Capital
Panel:
Ashley Cooper, President and CEO, Paladin Security Group
Harry Watson, Founder, President & CEO, CCMET Group
John Zaplatynsky, Founder and Chairman of the Board of Canada, GardenWorks
5:00PM
 
Closing Comments, followed by Wine & Cheese Networking Reception

BMO    sponsor-dentons

Program, Schedule, and Speakers Subject to Change Without Notice
Value Builder Workshop - November 30
7:15AM - 8:00AM
 
Networking and Continental Breakfast
8:00AM - 12:15PM
 
Built to Sell: 8 Ways To Improve The Value Of Your Company

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:

  • Increase your score on each of the eight drivers of company value
  • Maximize your company’s overall value
  • Find strategic buyers for your business
  • Structure your business to maximize its value
  • Accelerate the pace of positive word­-of-­mouth for your business using the same technique as companies like Intuit, Google and Apple
  • Boost your company’s cash flow in the same way Harley Davidson finances its business
  • Differentiate your business using the same methodology Warren Buffet looks for in companies he invests in
  • Minimize your company’s reliance on your personal involvement by implementing strategies used by author Tim Ferriss that reduced his time “in the office” to just four hours a week

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

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Speaker: John Warrillow, Founder, The Value Builder System™
Program, Schedule, and Speakers Subject to Change Without Notice
NOVEMBER 14 – WELCOME RECEPTION
5:30PM-7:00PM
 
VIP WELCOME RECEPTION FOR BUSINESS OWNERS – BY INVITATION
NOVEMBER 15 – 2017 VANCOUVER PROGRAM
7:15am-8:00am
 
Registration, Networking & Continental Breakfast

 

8:10am-8:40am
 
Today’s M&A Activity and The Big Picture

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.

Speaker: Pierre Cléroux, Vice President Research & Chief Economist, BDC
8:00AM-8:10AM
 
FORUM OVERVIEW BY CONFERENCE CHAIRMAN
8:40am-9:10am
 
A Roadmap – Planning Your 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.

Speaker: David Simpson, Director, Ivey Business Families Centre, Ivey Business School, Western University
9:10am-9:40am
 
How to Maximize the Value of Your Business

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.

 

Speaker: Alan Oishi, Business Strategist & Facilitator, Alan Oishi Inc.
9:40am-10:10am
 
Networking and Coffee Break

 

10:15am-11:10am
 
Who Are Your Buyers? Understanding your Liquidity Options

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).

  • Strategic buyers
  • Private equity
  • Buying out partners
  • Management buyouts
  • Other recapitalization options
Moderator: Terry Holland, Managing Partner, Krystal Growth Partners
Panel:
Blair Horn, Partner M&A, Fasken
Kristi Miller, Managing Partner, Krystal Growth Partners
Doug Ryder, Partner, Transactions / Valuation, Grant Thornton LLP
Ken Tarry, Partner, Sequeira Partners Inc.
11:15am-12:15pm
 
A1: Selling Your Business To a Third Party For the Best Price and Terms

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:

  • Which types of third party buyers are potential suitors
  • Why companies should be sold, not bought
  • How to decide on the breadth and nature of a sale process
  • Why timing and deal tension matters, and how to create it
  • Which terms have an impact on price, and which do not
  • The roles an advisor can play through the sale process, and how to manage them
Moderator: Axel Christiansen, Partner, Relay Transition Partners
Panel:
David Frost, Partner, McCarthy Tétrault LLP
Andrew Kemper, Partner, Capital West Partners
Jonathan Piurko, President & CEO, Monarch Bridge Financial Inc.
Richard Swann, Founder and President, LOKI Systems Inc.
11:15am-12:15pm
 
A2: Selling to Insiders – A Management Buyout Deep Dive

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:

  • Management Buyout (MBO) and Leveraged Management Buyout (LMBO)
  • What buyers will need to ensure that the venture is profitable
  • The impact and strategies to increase cash flow
  • Different types of financing
  • Strategies for partner buyouts
  • Opportunities and risks
Moderator: Matt Price, Managing Director, Growth & Transition Capital, BDC Capital
Panel:
Jesse Ahuja, Partner, MEP Business Counsel
Melisa Attisha, Executive Vice President and COO at TAG Alliances
Tony Scott, President, Platinum Pro-Claim
Derek Strong, Regional Director, Roynat Capital
11:15am-12:15pm
 
A3: Family Business: Is an Intergenerational Transition Right for Your Business?

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

Moderator: Deena Chochinov, Family Enterprise Advisor and Management Consultant
Panel:
Erin Klassen-Parkes, CFO, Klassen Business Group
Merv Klassen, Senior Partner, Klassen Business Group
Reg Klassen, Senior Partner, Klassen Business Group
Travis Klassen, CEO, Klassen Business Group
1:15pm–1:45pm
 
Luncheon Keynote – “Details Matter”

 

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.

12:15pm-1:15pm
 
Networking Lunch

1:50pm-2:40pm
 
B1: Taxation: Effectively Structuring your Company for Transition

When you sell or transition your business you may face a significant tax bill. If you’re not careful, you could find yourself with less than half of the purchase price in your pocket. Fortunately, with the right preparation and enough time to implement, there are a number of opportunities to limit or even eliminate tax. 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.

Moderator: Tricia McIver, Business & Family Wealth Specialist, Scotia Wealth Management
Panel:
Michael J. Beninger, Counsel, Bennett Jones LLP
Holly Castle, Director, Tax Planning, BMO Wealth Management
Janet Davie, Master Chair, TEC Canada
Deborah Graystone, Partner, BDO Canada LLP
1:50pm-2:40pm
 
B2: Risky Business: 8 Areas of Risk To Address Before Any Transition

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.  

Moderator: Gary Powroznik, Founder and Managing Director, G-Force Group
Panel:
Neil Atchison, Principal, Analytica Advisors Inc.
Steve Kleinschmidt, Director, Good Insights Strategy Inc
1:50pm-2:40pm
 
B3: Understanding the Benefits and Costs of an Advisory Team

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.

Moderator: Dave Mason, Director, Senior Private Wealth Manager, UBS Bank (Canada)
Panel:
David Allardice, Managing Principal, Miller Titerle + Company
Tracey McVicar, Managing Partner, CAI Capital Partners
David Raffa, President, Valeo Corporate Finance Ltd.
Kari Yuers, President & CEO, Kryton International Inc.
2:40pm-3:00pm
 
Afternoon Refreshments
3:00pm - 3:50pm
 
COMMON DEAL CHALLENGES & HOW TO ADDRESS AND AVOID THEM

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:

  • Working capital and tax structure issues
  • Common omissions not dealt with in an LOI
  • Declining company or economic performance during process
  • Unsophisticated legal counsel
  • “Busted” auctions and breaches of confidentiality
  • Delays obtaining third-party consents
  • Buyer financing difficulties
  • “Deal fatigue”
Moderator: Peter J. Mogan, Founder and Senior Partner, Mogan Daniels Slager LLP
Panel:
Jim Crooks, Managing Director & Partner, PwC
Shafeen Mawani, COO, The Western Investment Company of Canada Ltd.
Yves Potvin, Founder, Gardein and President, Pacific Institute of Culinary Art
Donald M. Spence, Managing Partner, SVG Capital Group
3:50pm-4:40pm
 
Reflections – A Closing Discussion

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.

Moderator: Dave Bustos, Managing Partner, Fort Capital Partners
Panel:
Mike De Pfyffer, Former Director, Thunderbird Marine Corp
Gordon Smith, Owner & President, Smithrite Disposal Ltd.
Andrew Strang, Co-Founder & CEO, FlyOver Canada/ FlyOver America
John Stout, Co-Founder, President and Head of Sales, SNAP Financial Group
4:40pm
 
Cocktails & Conversation Networking Reception

Program, Schedule, and Speakers Subject to Change Without Notice
NOVEMBER 6, 2018 | VIP WELCOME RECEPTION FOR BUSINESS OWNERS
5:30PM - 7:00PM
 
VIP WELCOME RECEPTION FOR BUSINESS OWNERS – BY INVITATION
NOVEMBER 7, 2018 | CONFERENCE PROGRAM
 

**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.

7:15AM - 8:00AM
 
Registration, Networking & Continental Breakfast
8:00AM-8:10AM
 
Forum Overview by Conference Chair

Introduction by Matthew Kellow, Vice President, Growth and Transition Capital, BDC Capital

Chair: Tracey McVicar, Managing Partner, CAI Capital Partners
8:10AM - 8:40AM
 
The 30,000-foot Perspective: How Will the Economy Impact Your Business Today & in the Future?

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.

Speaker:
Pierre Cléroux, Vice President Research & Chief Economist, BDC
8:40AM - 9:15AM
 
The Long Game: Grow before You Let Go

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.

Speaker:
Eric Termuende, Co-Founder, NoW Innovations
9:15AM - 10:15AM
 
The Buying Journey: A Purchaser’s Perspective

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).

Moderator: Kristi Miller, Managing Partner, Krystal Growth Partners
Panel:
Graham Flater, Principal, Fulcrum Capital
Blair Horn, Partner M&A, Fasken
Jeff Pocock, Partner, Transactions National M&A and Private Equity Leader, Grant Thornton LLP
Brent Twist, CEO, Encore Business Solutions
10:15AM - 10:45AM
 
Networking & Coffee Break
10:45AM - 11:45AM
 
Concurrent Sessions: A1 – A3
 
A1: Strategic Partners & Private Equity Purchasers

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:

  • Which types of third party buyers are potential suitors
  • How to decide on the breadth and nature of a sale process
  • Why timing and creating deal tension matters
  • Terms that affect price and those that don’t
  • How to prepare your management team for transition
  • Building and managing an advisory team
Moderator: Peter J. Mogan, Founder and Senior Partner, Mogan Daniels Slager LLP
Panel:
Julie Afanasiff, Managing Partner, Sequeira Partners
Jeremy Billan, Director, Growth Equity, BDC Capital
Anthony Nicalo, Entrepreneur in Residence, HIGHLINE Beta
Andrew Kemper, Partner, Capital West Partners
 
A2: Management Buyouts & the Leadership Team

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:

  • When should you begin your succession planning
  • How to prepare your management team for transition and the shift in leadership roles
  • How to ensure your management team has the right guidance and independent advice
  • Strategies for partner buyouts
  • Different types of financing and strategies to increase cash flow
  • ESOP
  • Implementing your post-closing transition plan
Moderator: Prentice Durbin, Partner, Harper Grey LLP
Panel:
Mike McKee, Director of Real Estate and Finance, JAK’s Beer Wine & Spirits
Bob Lawrence, Value Enhancement and Exit Readiness, VEER Business Advisors Ltd.
Shane King, National Leader, Succession Services, MNP LLP
Derek Strong, Regional Director, Roynat Capital
 
A3: Professionalizing Your Family Business

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.

Moderator: Deena Chochinov, Family Enterprise Advisor and Management Consultant
Panel:
Sushil Arora, CEO, Danica Imports
Gary Benson, Vice President Operations, Danica Imports
Rodney Benson, Board of Director - Chairman, Danica Imports
Jeremy Braude, Board of Director - Director, Danica Imports
Jonathan Braude, Vice President Product, Danica Imports
11:45AM - 1:00PM
 
Networking Lunch
1:50PM - 2:40PM
 
Concurrent Sessions: B1 – B3
1:00PM - 1:30PM
 
Luncheon Keynote: Fireside Chat: The CEO Succession Handoff: The Nuheat Story

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.

Moderator: Natalie Michael, CEO & Executive Coach, Waterfront Partners
Panel:
Kevin McElroy, Former CEO & President, Nuheat
John Rose, Former CEO & President, Nuheat
 
B1: Taxation: Effectively Structuring Your Company for Transition

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:

  •    How to structure your company well in advance of a potential sale or recapitalization
  •    Help you consider all of your business options to reap the benefits and avoid pitfalls
  •    Tactics to avoid major post-sale surprises
  •    Options for how to manage your what are no longer business expenses in your life post-transition
 
B2: HOW TO BUILD THE BEST EXIT TEAM (& WHAT IT WILL COST)

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.

Moderator: Axel Christiansen, Partner, Relay Transition Partners
Panel:
David Allardice, Managing Principal, Miller Titerle + Company
Rick Gendemann, Partner, Manning Elliott LLP
James Knight, Director, Transaction Advisory, RSM Canada
Michal Pisarek, Co-Founder, Dynamic Owl Consulting
Gary Powroznik, Founder and Managing Director, G-Force Group
 
B3: The 100-Day Post-Closing Plan

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:

  •       Expert insights on operational change management
  •       Best practices for transitioning culture
  •       Strategies for communicating to customers and vendors about change in ownership
  •       Suggestions on how to plan for significant shifts in personal wealth
Moderator: Dave Mason, Director, Senior Private Wealth Manager, UBS Bank (Canada)
Panel:
Stephane Bourque, Co-Founder & CEO, Incognito Software Inc.
Cindy David, President, Cindy David Financial Group
Silvana Facchin, Partner, Richards Buell Sutton LLP
Bruce MacKenzie, Owner, Chapman & Associates
2:40PM - 3:30PM
 
Fireside Chat: Overcoming Business Transitions Challenges

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.

Moderator: Jim Crooks, Managing Director & Partner, PwC
Speaker:
Maheb Nathoo, CEO, Agrifoods International Co-operative and Earth's Own Food Company
3:30PM - 4:15PM
 
Exit Stories: The Good, The Bad & The Ugly

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.

Moderator: Tracey McVicar, Managing Partner, CAI Capital Partners
Panel:
Dave Bustos, Managing Partner, Fort Capital Partners
Karen Flavelle, CEO, Purdys Chocolates
Christian Gauthier, Partner, Bennett Jones LLP
Paul Hemsley, Founder and President, Hemmera
Tina Osen, President, HUB International
4:15PM – 5:30PM
 
Cocktails & Conversation Networking Reception
Program, Schedule, and Speakers Subject to Change Without Notice
NOVEMBER 8, 2018 | WORKSHOP — ADD ON
 

“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.)

 

  

7:30AM - 8:00AM
 
CONTINENTAL BREAKFAST
8:00AM - 9:45AM
 
PART I – ENHANCING THE VALUE OF YOUR BUSINESS
  • Value assessment: What is your company worth? Common methods of assessing value will be addressed.
  • Operational and financial bootcamp.  What areas of your business should you focus on to increase value + surprising areas of your business that can destroy value.
  • What buyers are looking for and why some businesses are considerably more attractive than other businesses.
  • The competitive sale process: Learn how a competitive sale process works, and why it is the best way to maximize price and terms of an eventual sale.
Workshop Leaders:
Jim Crooks, Managing Director & Partner, PwC
Ronnie De Zen, Partner, PwC
9:45AM - 10:15AM
 
REFRESHMENT BREAK – NETWORK WITH OTHER BUSINESS OWNERS
10:15AM - NOON
 
PART II – MANAGING UNINTENDED CONSEQUENCES
  • How to protect yourself from unexpected business risk prior to a transaction
  • How to prepare your company (and you personally) for a successful sale.
  • Learn what risks should be addressed, including subtleties of legal agreements, non-compete clauses, wills that misalign with shareholder’s agreements, powers of attorney and more
  • There are several ways to structure the sale your company (including how and when you get paid). What are your options?
  • Learn how to manage confidentiality and protect yourself against rogue competitors, suppliers, employees or customers.
  • Tactics to avoid major post-sale surprises
  • Shrewd buyer tactics that you need to know about
Workshop Leaders:
Steve Saville, Partner M&A, Fasken
Blair Horn, Partner M&A, Fasken
Program, Schedule, and Speakers Subject to Change Without Notice
November 5, 2019 | VIP WELCOME RECEPTION FOR BUSINESS OWNERS
5:30 PM - 7:00 PM
 
VIP WELCOME RECEPTION FOR BUSINESS OWNERS – BY INVITATION
NOVEMBER 6, 2019 | CONFERENCE PROGRAM
 

*The conference has been approved for the following professional continuing education credits:

  • CPAs may include this content as verifiable CPD credits.
  • FEA designates may earn 7 hours of CE for the entire conference.
  • BC Law Society has approved up to 5.75 hours of CPD credit for BC lawyers. Credit hours for each session follow the session description in red.
7:15 AM – 8:00 AM
 
Registration
7:15 AM – 8:00 AM
 
Networking & Continental Breakfast
8:00 AM – 8:10 AM
 
Forum Overview by Conference Chair

Introductions: Matt Price, Growth & Transition Capital, BDC Capital

Chair: Kristi Miller, Managing Partner, Krystal Growth Partners
8:10 AM – 8:40 AM
 
The 30,000-foot Perspective: How Will the Economy Impact Your Business

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.

Speaker:
Pierre Cléroux, Vice President Research & Chief Economist, BDC
8:40 AM – 9:15 AM
 
The Roadmap to Transition: How to Build a Saleable Business

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.

  • A step-by-step overview of the mechanics of selling and/or transitioning a business
  • At what stage should you be considering hiring advisors or other transition experts 
  • How to mitigate risk to maximize reward and successfully exit your business with confidence
Speaker:
David Simpson, Director, Ivey Business Families Centre, Ivey Business School, Western University
9:15 AM – 10:15 AM
 
Here’s One for the Books: Lessons from Seasoned Buyers

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).

Moderator: Ilan Jacobson, Founding Partner & CEO, FirePower Capital
Panel:
Charles Chang, President & Founder, Lyra Growth Partners Inc.
Jim Crooks, Managing Director & Partner, PwC
Julie McGill, Managing Partner, Fulmer Capital Partners Inc.
Jeff Pocock, Partner, Transactions National M&A and Private Equity Leader, Grant Thornton LLP
10:15 AM – 10:45 AM
 
Networking & Coffee Break
10:45 AM – 11:45 AM
 
Concurrent Sessions: A1 – A3
 
A1: Strategies to Maximize Price & Negotiate Deal Terms

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:

  • Why companies should be sold, not bought
  • How to decide on the breadth and nature of a sale process
  • Why timing and deal tension matters, and how to create it
  • Which terms have an impact on price, and which do not
  • The roles an advisor can play through the sale process, and when and how to manage them
Moderator: Dave Mason, Director, Senior Private Wealth Manager, UBS Bank (Canada)
Panel:
Darrell Ert, Founder & President, Evolution Strategies
Grant Foster, Partner, Fasken
Chris Hardwick, President & CEO, Chris Hardwick Inc. & TEC Canada Chair
Andrew Kemper, Partner, Capital West Partners
Don Montgomery, President, M&A Advisor, True North Mergers & Acquisitions
 
A2: Common Deal Challenges: How to Address & Avoid them

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:

  • Working capital and tax structure issues
  • Declining company or economic performance during the process
  • Unsophisticated legal counsel
  • Delays in obtaining third-party consents
  • Tactics to avoid major post-sale surprises
  • “Deal fatigue”
Moderator: Peter J. Mogan, Founder and Senior Partner, Mogan Daniels Slager LLP
Panel:
Mike Burtch, Partner, Fort Capital Partners
Ryan Giles, Partner, TriWest Capital Partners
Tea Nicola, Co-Founder & CEO, WealthBar
Paul Rowe, Partner, Fulcrum Capital Partners
 
A3: Lessons Learned In Building A Successful Multi-Generational Business

Family businesses are unique in that transitioning them to the next generation is a complex, often deeply emotional, endeavour. How do you prepare for a generational business that is resilient, while keeping the legacy you have built intact. Building capacity in the next generation needs to begin early on, and you may also need to consider outside, non-family executives.

  • What measures do you need to be taking to professionalize your family owned and operated firm?
  • How are you supporting a shift in leadership? 
  • How do you ensure you have the right governance in place?

In this session, 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.

Speaker:
Dylan Brown, Financial Advisor, Financial Confidence Advisors
Keith Brown, Business Family Advisor and Founder, Financial Confidence Advisors
Victoria Brown, Business Family Facilitator and Founder, 10X Business Builder
11:45 AM – 12:50 PM
 
Networking Lunch
12:55 PM – 1:25 PM
 
Luncheon Keynote: Fireside Chat – Life After The Close

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.

Host: Shane King, National Leader, Succession Services, MNP LLP
In discussion with:
Mike Wick, Director, North Delta Seafoods
1:30 PM – 2:20 PM
 
Concurrent Sessions: B1 – B3
 
B1: Executing An Effective Management Buyout

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:

  • When should you begin your succession planning
  • How to prepare your senior management team for transition and the shift in leadership roles
  • How to ensure your management team is well-advised and independently advised.
  • Strategies for partner buyouts
  • Different types of financing and strategies to increase cash flow
  • Implementing your post-closing transition plan
Moderator: Steve Chen, VP & Head, First West Capital
Panel:
Julie Campbell, Principal, SSDG Interiors Inc.
Silvana Facchin, Partner, Richards Buell Sutton LLP
Taylor Gemmel, Owner, Anita's Organic Mills
Derek Strong, Regional Director, Roynat Capital
 
B2: Can You Afford to Sell? Effectively Structuring Your Company for Transition

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:

  • How to structure your company well in advance of a potential sale or recapitalization
  • Help you consider all of your business options to reap the benefits and avoid pitfalls
  • Tactics to avoid major post-sale surprises
  • Options for how to manage what are no longer business expenses in your life post-transition
Moderator: Scott Bodie, Partner, Tax, Bennett Jones LLP
Panel:
Trevor Parry, Senior Tax and Estate Planning Advisor Raymond James Ltd.
Danvir Roopra, Partner, Transaction Tax, BDO Canada LLP
 
B3: Scaling Your Business in Preparation for Transition

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.

Moderator: Kevin Shaw, President & Managing Director, Baker Tilly Canada Corporate Finance
Panel:
Nicholas Drake, Director, Growth & Transition Capital, BDC Capital
Rick Gendemann, Partner, Manning Elliott LLP
Steve Lukas, Associate Counsel, Harper Grey LLP
Doug Ryder, Partner, Transactions / Valuation, Grant Thornton LLP
Steve Thorp, Co-Founder & Managing Director, Postmark Brewing
2:20 PM - 2:40 PM
 
Coffee Break
2:45 PM – 3:20 PM
 
The Valuation Levers – What’s your company really worth?

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.

Speaker:
Tracey McVicar, Managing Partner, CAI Capital Partners
3:25 PM – 4:15 PM
 
Exit Stories: The Good, The Bad & The Ugly

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. 

Moderator: Kristi Miller, Managing Partner, Krystal Growth Partners
Panel:
Delna Bhesania, CEO & Co-Founder, Bardel Entertainment
Vic Marks, Founder, Hartley and Marks
John Nicola, Chairman & CEO, Nicola Wealth
4:15 PM – 5:30 PM
 
Cocktails & Conversation Networking Reception
Program, Schedule, and Speakers Subject to Change Without Notice
NOVEMBER 7, 2019 | BUSINESS OWNERS WORKSHOP (ADD-ON OPTIONAL)
 

“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.)

7:30AM - 8:00AM
 
CONTINENTAL BREAKFAST
8:00AM - 9:45AM
 
PART I – ENHANCING THE VALUE OF YOUR BUSINESS
  • Value assessment: What is your company worth? Common methods of assessing value will be addressed.
  • Operational and financial bootcamp.  What areas of your business should you focus on to increase value + surprising areas of your business that can destroy value.
  • What buyers are looking for and why some businesses are considerably more attractive than other businesses.
  • The competitive sale process: Learn how a competitive sale process works, and why it is the best way to maximize price and terms of an eventual sale.
Workshop Leaders:
Jim Crooks, Managing Director & Partner, PwC
Brad Hill, Brad Hill, Managing Director, Consulting & Deals, PwC
9:45AM - 10:15AM
 
REFRESHMENT BREAK – NETWORK WITH OTHER BUSINESS OWNERS
10:15AM - NOON
 
PART II – MANAGING UNINTENDED CONSEQUENCES
  • How to protect yourself from unexpected business risk prior to a transaction
  • How to prepare your company (and you personally) for a successful sale.
  • Learn what risks should be addressed, including subtleties of legal agreements, non-compete clauses, wills that misalign with shareholder’s agreements, powers of attorney and more
  • There are several ways to structure the sale your company (including how and when you get paid). What are your options?
  • Learn how to manage confidentiality and protect yourself against rogue competitors, suppliers, employees or customers.
  • Tactics to avoid major post-sale surprises
  • Shrewd buyer tactics that you need to know about
Workshop Leaders:
Samuel Li, Partner, Fasken
Grant Foster, Partner, Fasken
Program, Schedule, and Speakers Subject to Change Without Notice
OCTOBER 21, 2020 | CONFERENCE PROGRAM
8:30AM - 8:35AM
 
Welcome Remarks from Conference Chair
Chair: Axel Christiansen, Partner, Relay Transition Partners
8:35AM - 9:10AM
 
Opening Keynote: Paving the Road to Recovery? How to Restart Your Business in the Wake of COVID-19

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.

Speaker:
Pierre Cléroux, Vice President Research & Chief Economist, BDC
9:20 AM - 9:45 AM
 
From Survival to Growth – Your Roadmap to Transition
Speaker:
Tracey McVicar, Managing Partner, CAI Capital Partners
9:55 AM - 10:40 AM
 
Valuations of Yesterday and Tomorrow – How Will 2020 Value Drivers Be Different in the Post COVID World

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.

Speaker:
Steve Chen, VP & Head, First West Capital
Aleem Bandali, Managing Director, MNP
Simone Brunton, Principal, Transactions, Grant Thornton LLP
Don Montgomery, President, M&A Advisor, True North Mergers & Acquisitions
10:50 AM - 11:25 AM
 
Concurrent Breakout Sessions
 
The Advisory Team – Why Lawyers, Accountants, and Succession Planners are Now More Important Than Ever. How Has the Role of an Investment Banker Changed Post COVID?

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.

Speaker:
Kristi Miller, Managing Partner, Krystal Growth Partners
Lynne Fisher, National Team Leader, ExitSmart, MNP
Rick Gendemann, Partner, Manning Elliott LLP
 
Are MBO’s/MBI’s more attractive going forward? Why?

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?

Speaker:
David Wan, Director, Growth & Transition Capital, BDC Capital
Glenn Jacques, Dealer Principal & VP of Sales, Rocky Mountain Phoenix
Alf Sailer, Managing Director, Investment Banking, AltaCorp Capital
Derek Strong, Regional Director, Roynat Capital
 
What Does Your Business Look Like Going Forward?

 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.   

Speaker:
Carolyn de Voest,
Candace Giesbrecht, Strategic HR Consultant, Better Your Best, Business Performance Specialists
11:35 AM - 12:20 PM
 
Who are the Buyers & Investors in the Post COVID Era?

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?

Speaker:
Peter J. Mogan, Founder and Senior Partner, Mogan Daniels Slager LLP
Gerry Bellerive, Managing Director, Regimen Partners
Charles Chang, President & Founder, Lyra Growth Partners Inc.
Andrew Kemper, Partner, Capital West Partners
George Rossolatos, CEO, Canadian Business Growth Fund (CBGF)
12:20PM - 1:00PM
 
Meet & Greet
Program, Schedule, and Speakers Subject to Change Without Notice
OCTOBER 22, 2020 | CONFERENCE PROGRAM
8:30AM - 8:35AM
 
Welcome Remarks from Conference Chair
Chair: Axel Christiansen, Partner, Relay Transition Partners
8:35AM - 9:10AM
 
Morning Keynote: Leadership in the Post COVID Era

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.

Speaker:
Matthew Gould, Co-Founder & President, MORECO Ltd.
9:20 AM - 9:55 AM
 
Fireside Chat – Life After the Close

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?

Speaker:
Darcy Kernaghan, Founder, Securiguard Services Ltd.
Nancy MacKay, CEO, MacKay CEO Forums
10:05 AM - 10:40 AM
 
How to Get a Deal Done During COVID-19?

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.

Speaker:
Bryan Haynes, Partner, Bennett Jones LLP
Duncan Adams, Principal, TriWest Capital
Julie Afanasiff, Managing Partner, Sequeira Partners
10:50 AM - 11:25 AM
 
Concurrent Breakout Sessions
 
Family Business Post COVID

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.

Speaker:
Allison Maher, Co-founder, Family Wealth Coach Planning Services Inc.
Dean Koeller, President, Calvert Home Mortgage Investment Corporation
Naim Ali, Chief Executive Officer, SM2 Capital
 
Negotiation Skills Post COVID – How to Maximize Price (and Terms)

Negotiating the sale of your business can vary significantly, not only between bidders but also with any particular potential buyer. The process selected and terms dictated by the seller in a transaction will impact the “price” paid. It is fundamental to understand how the selling process will impact what you receive for your company. The panel will discuss and elaborate on best practices, industry myths and misconceptions, and alternatives for consideration in designing a process to structure your transaction for a fair price.

Speaker:
Mackenzie Regent, Partner | Transaction Diligence, Kalos LLP
Dave Sparrow, President, Trailwise Capital
Alina Martin, Co-Founder & CEO, The Harvest Hub
David Allardice, Managing Principal, Miller Titerle + Company
11:40AM - 12:20PM
 
Survival Stories – And Why They Worked!

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.

Speaker:
Axel Christiansen, Partner, Relay Transition Partners
Kristin Delwo, Founder and CEO, Stacks
Andy Fraser, President and CEO, NCSG Crane & Heavy Haul
Jason Zanatta, President & CEO, Novo Textiles Co.
12:20PM - 1:00PM
 
Networking Reception
Program, Schedule, and Speakers Subject to Change Without Notice
NOVEMBER 24, 2021 | CONFERENCE PROGRAM
7:15AM-8:00AM
 
Registration
7:15AM - 8:00AM
 
Networking & Continental Breakfast
8:00AM – 8:05AM
 
Welcome & Forum Overview by Conference Chair
Chair: Axel Christiansen, Partner, Relay Transition Partners
8:05AM - 8:35AM
 
Opening Keynote: The Big Picture-Overview of Canadian Business Going Forward and the Impacts of COVID 19

What do economic conditions and market trends look like in a world recovering from COVID? How has the pandemic affected your business and will the economy rebound to pre pandemic numbers? This session will provide insights into both a macro view of the economy, as well as provide insights on regional and industry sector differences. You will also get an understanding of the current mergers and acquisitions environment and factors which might impact it in the future. 

8:35AM – 9:25AM
 
The Golden Egg: The Impact of People on the Value of Your M&A Deal

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

This session will cover issues such as: 

  • Retention strategies 
  • Timing: when/ how to tell staff re: transition 
  • Building a resilient culture and trust on your team when an M&A deal is on the table.  
  • The importance of integration and instilling an agile mindset in leaders and their teams after a merger.  
  • Accessing senior management for due diligence
Moderator: Debby Carreau, CEO & Founder, Inspired HR Ltd
In discussion with:
Jim Crooks, Managing Director & Partner, PwC
Shane King, National Leader, Succession Services, MNP LLP
9:25AM – 10:15AM
 
Lessons (and Ideas) from Seasoned Buyers

What do buyers look for when assessing a potential acquisition? Growth prospects, financial health, management team, COVID impacts and strategic fit are just a few of the considerations. 

In this panel strategic buyers and private equity purchasers will discuss the metrics that matter most to them, lessons they have learned along the way and what to consider if you are just looking for liquidity options (ie, you just want to take some cash off the table). 

Eligible for 0.50 CPD BC Law Society credits

Moderator: Kristi Miller, Managing Partner, Krystal Growth Partners
Panel:
Mark Brodkin, Private Equity National Head, Roynat Capital
Don Montgomery, President, M&A Advisor, True North Mergers & Acquisitions
Davis Yung, President & CEO, Fresh Direct Produce
10:15AM – 10:45AM
 
Networking & Coffee Break
10:50AM – 11:50AM
 
Concurrent Sessions: 1A – 1C
 
1A: Strategies to Negotiate the Best Deal & Terms

Negotiating the sale of your business can vary significantly, not only between bidders but also with any particular potential buyer. The process selected and terms dictated by the seller in a transaction will impact the “price” paid. It is fundamental to understand how the selling process will impact what you receive for your company. 

The panel will discuss and elaborate on best practices, industry myths and misconceptions, and alternatives for consideration in designing a process to structure your transaction for a fair price.  Through an interactive discussion you’ll learn: 

  • Why companies should be sold, not bought 
  • How to decide on the breadth and nature of a sale process 
  • Why timing and deal tension matters, and how to create it 
  • Which terms have an impact on price, and which do not 
  • The roles an advisor can play through the sale process, and when and how to manage them 

Eligible for 1.00 CPD BC Law Society credits

Moderator: Mackenzie Regent, Partner | Transaction Diligence, Kalos LLP
Panel:
Grant Foster, Partner, Fasken
Andrew Kemper, Partner, Capital West Partners
Mark Woodall, Former President & CEO, Special Risk Insurance Managers Ltd.
 
1B: Common Deal Challenges: How to Address & Avoid them

In order to attract a wide range of financial and/or strategic buyers, you must identify the areas of risk within your business well in advance. Potential buyers and their advisors will be on the lookout for red flags and trouble spots once an offer is on the table; this is your chance to learn about “deal breakers” that work within your business so that you and your advisors can prepare. Common challenges that will be discussed include: 

  • Working capital and tax structure issues 
  • Declining company or economic performance during the process 
  • Unsophisticated legal counsel 
  • Delays in obtaining third-party consents 
  • Tactics to avoid major post-sale surprises 
  • “Deal fatigue” 

Eligible for 1.00 CPD BC Law Society credits

Moderator: Ryan Norton, Managing Director, Grant Thorton LLP
Panel:
Chad Garrod, CEO, Bluewater
Rick Gendemann, Partner, Manning Elliott LLP
James Pratt, CEO, Rhema Health Products Limited
Bruce Townson, Director, Growth and Transition Capital - Tech Sector, BDC Capital
 
1C: Lessons Learned in Building a Successful Multi-generational Business

Family businesses are unique in that transitioning them to the next generation is a complex, often deeply emotional, endeavour. How do you prepare for a generational business that is resilient, while keeping the legacy you have built intact. Building capacity in the next generation needs to begin early on, and you may also need to consider outside, non-family executives and advisors. 

  • What measures do you need to be taking to prepare your  family owned and operated firm?  
  • How are you supporting a shift in leadership?  
  • How do you ensure you have the right structure and processes in place? 

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

speakers:
Kathy Bright, Family Enterprise Consultant, Telos Group
Robyn Hooper, Family Enterprise Consultant, Telos Group
11:50AM – 12:50PM
 
Networking Lunch 
12:50PM – 1:20PM
 
Luncheon Keynote: Finding the Right Strategic Partner

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.

Moderator: Tracey McVicar, Managing Partner, CAI Capital Partners
In discussion with:
Kleo Landucci, CEO & President, CrescentView Investments Ltd. & Former Managing Director, Ashcroft Terminal
1:30PM – 2:20PM
 
Concurrent Sessions: 2A – 2C
 
2A: Alternative Transition Structures: Exploring if an MBO or Minority Equity Investor Could be a Good Fit for Your Business

COVID has prompted a surge in non-traditional M&A deal structures and accelerated deals. There are a number of transaction structures that aren’t  reliant on a large amount of cash, and can take a variety of different forms, such as a management buyout or buy-in (MBO/MBI), acquiring minority stakes or entering cooperative arrangements through joint ventures, alliances, or partnerships as a success strategy. 

This session will cover topics such as:

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

Eligible for 0.50 CPD BC Law Society credits

Moderator: Steve Chen, VP & Head, First West Capital
Panel:
David Allardice, Managing Principal, Miller Titerle + Company
Derek Strong, Regional Director, Roynat Capital
Matt Switzer, Partner, Northwest Capital Partners
 
2B: Can You Afford to Sell? Effectively Structuring Your Company for Transition

When you sell or transition your business you may face a significant tax bill. If you’re not careful, you could find yourself with less than half of the purchase price in your pocket. Fortunately, with the right preparation and enough time to implement, there are a number of opportunities to limit or even eliminate tax. 

This session will look at real-world examples: 

  • How to structure your company well in advance of a potential sale or recapitalization 
  • Help you consider all of your business options to reap the benefits and avoid pitfalls 
  • Tactics to avoid major post-sale surprises 
  • Options for how to manage what are no longer business expenses in your life post-transition 

Eligible for 0.50 CPD BC Law Society credits

Moderator: Chris Hardwick, President & CEO, Chris Hardwick Inc. & TEC Canada Chair
Panel:
Nick Boyd, Principal & Founder, Fusion Projects Management Ltd.
Brendan Le Nobel, Director, M&A, BDO Canada
Amir Ghahreman, Associate Counsel, Richards Buell Sutton LLP
Leon Salvail, Managing Director, Gevity
 
2C: Scaling Your Business in Preparation for Transition

Putting an emphasis on systematically growing your organization could be your secret weapon when looking to attract the right type of buyer for your business. Increasing revenues, market share or scaling operations will help make your business that much more attractive to potential acquirers. 

This session will explore the necessary steps to maximizing business value before you engage the sale process including strategies, tactics and metrics you can put to work right away that will have immediate impact as well as set your company up for greater future success. 

Moderator: Prentice Durbin, Partner, Harper Grey LLP
Panel:
Cameron Burke, Partner, Technology, Fort Capital Partners
Tom Kramer, President & CEO, Smith Cameron Group
Tara Landes, Founder & President, Bellrock Benchmarking Inc.
2:20PM - 2:40PM
 
Coffee Break
2:45PM – 3:20PM
 
What’s Your Company Really Worth?

Do you really know what your business is worth? Has COVID affected your company’s valuation? Most business owners don’t get nearly what they should because they weren’t prepared, and this can gravely affect the value of your company. As a business owner, it’s imperative to focus on the specific areas of your business that drive value, even if you have no immediate intention of selling. Furthermore, a successful sale for your shareholders can be very different from what you, the business owner, defines as a success. From the get-go you should understand the levers you need to “push or pull” in order to optimize the results you are looking for.  

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

speaker:
Kathy Butler, Managing Director and Head, BC, Technology & Innovation Global Investment Banking, CIBC Capital Markets Inc,
3:20PM - 4:00PM
 
Exit Stories: The Good, The Bad & The Different

Hear from a panel of business owners who have gone through transition with their business and now have the opportunity to reflect on the process in the rear-view mirror.  This panel will share insights on what they wish they had known at the beginning of their transition journey and their key learnings for their next endeavours.  What would they change, if anything, if they were to do it all again? These business owners will help build and broaden your frame of reference by sharing their own war stories and tales from the trenches.   

Eligible for 0.50 CPD BC Law Society Credits

Moderator: Axel Christiansen, Partner, Relay Transition Partners
In discussion with:
Catherine Dahl, CEO, Beanworks by Quadient
Jay Dargatz, Former President, Canstar Restoration
Steve Duyvewaardt, President & CEO, Westminster Management Corporation
Bruce Partridge, Former CEO, Shearwater Research
4:00PM – 5:00PM
 
Cocktails & Conversation Networking Reception
Program, Schedule, and Speakers Subject to Change Without Notice
NOVEMBER 25, 2021 | BUSINESS OWNERS WORKSHOP (ADD-ON OPTIONAL)
 
Masterclass Workshop – A Deeper Dive

(add-on, half day workshop for entrepreneurs) 

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

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

In this two-part, half-day workshop we’ll take a deep dive into operational and financial engineering that can take years to execute – guaranteed to increase the value of your business and improve the probability of finding buyers when the time is right.  We’ll show you which areas of your business buyers value most (and why), and explain how to manage personal and corporate risk. 

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

Workshop Leaders:
Jim Crooks, Managing Director & Partner, PwC
Calle Johnson, Managing Director & Partner, Corporate Finance, PwC
Grant Foster, Partner, Fasken
Samuel Li, Partner, Fasken
8:00AM - 8:30AM
 
Continental Breakfast
8:30AM – 9:15AM
 
Creating & Working Through the Transition Checklist

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

Some general key points to include: 

  • Define overarching goals – Self-assessment of primary reasons for transition: When is the right time to transition or otherwise exit? 
  • Plan for successors 
  • Explore tax opportunities and maximize retirement income 
  • Effectively communicate your succession plan 
  • Build a contingency plan 
9:15AM – 10:00AM
 
Value Creation for your Business
  • Value assessment: What is your company worth? Common methods of assessing value will be addressed.
  • Operational and financial bootcamp.  What areas of your business should you focus on to increase value + surprising areas of your business that can destroy value.
  • What buyers are looking for and why some businesses are considerably more attractive than other businesses.
  • The competitive sale process: Learn how a competitive sale process works, and why it is the best way to maximize price and terms of an eventual sale.

10:00AM – 10:30AM
 
Refreshment Break – Network With Other Business Owners
10:30AM – 11:15AM 
 
Do I need an Exit Team and Why?

The successful sale of a business involves many moving parts, making it the largest and possibly most complicated transaction of your life. You can’t do this alone. You will need a team of professionals to help you successfully sell your company. The right team will get you the best price, terms and most importantly, ensure that the transaction closes. 

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

11:15AM – 12:00 PM
 
The Due Diligence Process & Why Sellers Should Care

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

Program, Schedule, and Speakers Subject to Change Without Notice
NOVEMBER 23, 2022 | CONFERENCE PROGRAM
7:15AM - 8:00AM
 
Registration
7:15AM - 8:00AM
 
Networking & Continental Breakfast
8:00AM – 8:10AM
 
Welcome & Forum Overview by Conference Chair
Introduction by: Constantine Hatzipanayis, Partner, Growth Equity Partners, BDC
Chair: Andrew Kemper, Partner, Capital West Partners
8:10AM - 8:40AM
 
Opening Keynote: Economic Outlook and Impacts for Entrepreneurs

What do economic conditions and market trends look like in a world recovering from COVID? How will a post-pandemic future impact supply chains?  What are the outlooks for interest rates, unemployment, recessionary impacts and more?  This session will provide insights into both a macro view of the economy, as well as provide insights on regional and industry sector differences. You will also get an understanding of the current mergers and acquisitions environment and factors which might impact it in the future.

speaker:
Pierre Cléroux, Vice President Research & Chief Economist, BDC
8:40AM – 9:30AM
 
Your Guide to Creating a Saleable Business

These strategies will help you operate a better business that is more attractive to 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:

  • Tips for increasing financial sustainability for the long term (for you or a future buyer) through diversification, greater market share, potential synergies and cost reductions.
  • Red flags that will set potential investors or partners running
  • Practical tips for creating a saleable business in a turbulent economy and the best positioning to investors
  • How the current environment is impacting PEs approach to investing (supply chain issues, talent shortages, high interest rates, etc.) and how it may impact the future saleability of your business.
Moderator: Natalie Michael, CEO Coach & Succession Advisor, Waterfront Partners
Panel:
Michael Bains, Managing Director, Transactions, Grant Thornton LLP
Mark Brodkin, Private Equity National Head, Roynat Capital
Tom Kramer, President & CEO, Smith Cameron Group
9:40AM – 10:20AM
 
The Impact of People on Growth and the Value of Your M&A Deal

The one thing you need to get right whether you are buying, selling, or growing your business is the human factor.  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:

  • Strategies for recruiting and retaining key staff to maximize your human capital ROI
  • Assessing if you have the optimal number of staff and the right people in key roles to meet your ever changing business needs
  • How to create a business that can run without you
  • Why defining a company’s purpose can increase employee engagement, productivity and motivation while helping to reduce the costs and lack of efficiency associated with high employee turnover
Moderator: Debby Carreau, CEO & Founder, Inspired HR Ltd
Panel:
Manu Varma, External Relations, Uncommon Purpose
Derrick Emsley, CEO, Co-Founder, Tentree
10:20AM – 10:50AM
 
Networking & Coffee Break
10:50AM – 11:45AM
 
Concurrent Sessions: 1A – 1C
 
Taking (Some) Chips Off The Table

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: 

  • Strategies for MBO/MBI or minority investments
  • Different types of financing options to increase cash flow and growth opportunities 
  • Factors to consider if an alternate financing structure can help you grow 
  • Trends in alternative deal structures that don’t require a total sale of your business 
Moderator: Mike McIsaac, CEO & Managing Director, Baker Tilly Canada Corporate Finance
Panel:
Derek Strong, Regional Director, Roynat Capital
Vladimir Kovacevic, CEO, Inovatec
Cameron MacCarthy, Partner, Lindsey MacCarthy LLP
Duncan White, President, Seaside Paper Products Ltd.
 
Growth By Acquisition: Considerations for Buying a Business

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

  • Identifying and comparing acquisition strategies for your business
  • Various forms of capital to finance acquisitions
  • Real life lessons learned from both successful and failed acquisitions
Moderator: Diana Noble, Business Coach & Consultant, Noble Choice Coaching
Panel:
Rob Normandeau, President, SeaFort Capital
Alroy Chan, Director, Finance Special Projects, Westland Insurance Group Ltd.
Anthony Yates, Vice President, Business Development, Mainroad Group
Christian Gauthier, Partner, Bennett Jones LLP
 
Determining the Value of Your Company and How to Increase It

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: 

  • Common (and uncommon) value drivers 
  • How the most successful companies plan for growth 
  • Understanding why future growth strategies impact valuations more than past sales 
Moderator: Tara Landes, Founder & President, Bellrock Benchmarking Inc.
Panel:
Don Montgomery, President, M&A Advisor, True North Mergers & Acquisitions
Constantine Hatzipanayis, Partner, Growth Equity Partners, BDC
Rob Nazer, Owner, Total Restoration
11:45AM – 12:45PM
 
Networking Lunch 
12:45PM – 1:15PM
 
Luncheon Keynote: How Vancouver Based SmartSweets Landed One of the Sweetest Private Equity Deals of 2020!

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  

Moderator: Paulina Cameron, CEO, The Forum
In discussion with:
Judy Brooks, Executive Chair, SmartSweets
1:20PM – 2:10PM
 
Concurrent Sessions: 2A – 2C
 
Structuring a Deal and Negotiation Tactics

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

The structure of a deal is as or more important than the price paid for the business. The structure specifies the conditions, financial terms, and process for successfully completing the transaction – and everything is up for negotiation! This panel will also discuss and elaborate on best practices, industry myths and misconceptions, and alternatives for consideration in designing a process to structure your transaction for a fair price and key negotiating tactics and techniques to maximize value.

Key takeaways include: 

  • Why price isn’t always the most important thing and which other deal terms have the greatest impact on the results of a transaction
  • Walking through the basics of an M&A process
  • Key negotiation tactics and techniques
Moderator: Mackenzie Regent, Partner | Transaction Diligence, Kalos LLP
Panel:
Jim Crooks, Managing Director & Partner, PwC
Phil DeSerres, President, Joto Imaging Supplies
Grant Foster, Partner, Fasken
 
Are You Ready to Sell?

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

Knowing if you can afford to sell, and when you are ready to take the leap is the most difficult decision for many business owners. In addition to building a comprehensive succession plan and ensuring your organizational structure will not leave you with a giant tax bill, it is important to address the other factors to ensure a happy and prosperous life after the close. Have you considered what life looks like after the close?  The ability to shift from an entrepreneurial mindset to a capital management position requires planning and the right preparation and time to implement appropriate strategies. There are a number of opportunities to maximize the money in your pocket and ensure your financial success long after the close.

This session will look at real-world examples:

  • How to structure your company well in advance of a potential sale or recapitalization
  • Tips for shifting from an entrepreneur mindset
  • Wealth management tips and managing former business expenses post-transition
Moderator: Cindy Huang, Portfolio Manager, Leith Wheeler Investment Counsel
Panel:
Kevin Shaw, President & Managing Director, Baker Tilly Canada Corporate Finance
DJ Devries, Former President & General Manager, Dozyn Dezyn Properties
Prentice Durbin, Partner, Harper Grey LLP
 
Your Closet, Your Skeletons

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: 

  • Legal (intellectual property, compliance and regulatory matters, contracts, licensing, EH&S, etc.)
  • Financial (including taxes, company’s financial statements & projections, working capital, etc.)
  • Human Resources (HR) (outstanding stock options, retention plans, employee agreements, culture, bonus structures, benefits etc)
Moderator: Axel Christiansen, Partner, Relay Transition Partners
Panel:
Emily Savage, Lawyer, Miller Titerle + Company
Brian Lau, Vice President, Krystal Growth Partners
Mark Funk, President, Big Box Outlet Store
2:10PM - 2:40PM
 
Afternoon Networking & Coffee Break
2:40PM – 3:15PM
 
The Rollercoaster Ride of the Strategic Process

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: 

  • The psychology and human impact of the strategic process (whether it be for growth or transition) 
  • Identifying key barriers in your operations and processes that may be depleting value and need cleaning up (data room, shareholder loans, contracts, etc) 
  • How to find a buyer and determine what they will be looking for  
  • What it’s really like working with new partners  
speaker:
Kleo Landucci, CEO & President, CrescentView Investments Ltd. & Former Managing Director, Ashcroft Terminal
3:20PM - 4:00PM
 
Closing Keynote: Transition Stories The Good, The Bad & The Different

Hear from a panel of business owners who have gone through transition with their business and now have the opportunity to reflect on the process in the rear-view mirror.  This panel will share insights on what they wish they had known at the beginning of their transition journey and their key learnings for their next endeavours.  What would they change, if anything, if they were to do it all again? How much growth did their business experience prior to selling? These business owners will help build and broaden your frame of reference by sharing their own stories and tales from the M&A trenches.

Moderator: Andrew Kemper, Partner, Capital West Partners
Panel:
Gary Powers, President, Promac Group
Bill Tucker, CEO & President, Omicron
Shannon Walker, Founder & President, WhistleBlower Security Inc.
4:00PM – 5:00PM
 
Cocktails & Conversation Networking Reception
Program, Schedule, and Speakers Subject to Change Without Notice
NOVEMBER 24, 2022 | BUSINESS OWNERS WORKSHOP (ADD-ON OPTIONAL)
 
Masterclass Workshop – A Deeper Dive

(add-on, half day workshop for entrepreneurs) 

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

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

In this two-part, half-day workshop we’ll take a deep dive into operational and financial engineering that can take years to execute – guaranteed to increase the value of your business and improve the probability of finding buyers when the time is right.  We’ll show you which areas of your business buyers value most (and why), and explain how to manage personal and corporate risk. 

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

 
speakers:
Jim Crooks, Managing Director & Partner, PwC
Grant Foster, Partner, Fasken
Calle Johnson, Managing Director & Partner, Corporate Finance, PwC
Samuel Li, Partner, Fasken
8:00AM - 8:30AM
 
Continental Breakfast
8:30AM – 9:15AM
 
Creating & Working Through the Transition Checklist

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

Some general key points to include:  

  • Define overarching goals – Self-assessment of primary reasons for transition: When is the right time to transition or otherwise exit?  
  • Plan for successors  
  • Value assessment: What is your company worth? Common methods of assessing value will be addressed. 
  • Confidentiality and effectively communicate your succession plan  
  • Protecting shareholders 
  • Explore tax opportunities and maximize retirement income 
  • Build a contingency plan  
9:15AM – 10:00AM
 
Value Creation for your Business
  • Who would want your business and why – what differentiates you? 
  • Operational and financial bootcamp.  What areas of your business should you focus on to increase value + surprising areas of your business that can destroy value. 
  • What buyers are looking for and why some businesses are considerably more attractive than other businesses. 
  • Key management retention (involvement and ownership?) 

10:00AM – 10:30AM
 
Refreshment Break – Network With Other Business Owners
10:30AM – 11:00AM 
 
Do I need an Exit Team and Why?

The successful sale of a business involves many moving parts, making it the largest and possibly most complicated transaction of your life. You can’t do this alone. You will need a team of professionals to help you successfully sell your company. The right team will get you the best price, terms and most importantly, ensure that the transaction closes.  

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.  

11:00AM – 12:00 PM
 
The Due Diligence Process & Why Sellers Should Care

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

Program, Schedule, and Speakers Subject to Change Without Notice
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