Conference Program

Conference Program

2024 CONFERENCE CHAIR

Polly Craik

Co-Founder & Principal, Vexxit Inc (Sold FineLine Solutions)

Welcome to the 3rd annual Business Transitions Forum in Winnipeg.

"Join us this Fall at The Delta Hotel Winnipeg as we unite entrepreneurs and experts to share invaluable insights and stories on the journey of business growth and transition. Whether you're in the early phases of consideration or well-advanced through the process, you'll have the opportunity to learn from industry professionals and connect with like-minded peers who can provide valuable guidance for your transition strategy."

Enjoy the conference!

All Days VIP Welcome Reception Conference Entrepreneur Workshop

OCTOBER 15, 2024 | VIP WELCOME RECEPTION - BY INVITATION ONLY

OCTOBER 16, 2024 | CONFERENCE PROGRAM

7:15AM - 8:00AM

Registration, Networking & Continental Breakfast

8:00AM – 8:10AM

Forum Overview by Conference Chair

8:10AM - 8:40AM

The Big Picture: Economic Outlook For Entrepreneurs Over The Next 12-24 Months

The decisions you make today will ultimately impact your business in the future. 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. What are the economic factors that will impact the next 12 months? You will walk away with:

An overview of the current and future economic conditions and market trends that business owners need to consider when thinking about your business.
The impacts on the changing cost of capital – is relief finally on the way?
An understanding of how these trends impact your business.
Insights into the current M&A environment, such as industry consolidations, leading acquirers and other factors which might affect the future of your business.

8:35AM – 9:20AM

You Gotta Let Me Know: Should I Sell Or Should I Grow

Factors business owners should consider for the best long-term value for their business

As a business owner, it is important to have a plan to maximize the overall return you achieve on the capital, time and energy you invest in your business. Deciding whether and when to sell all or a portion of your business will help determine your success. Key considerations include (i) the number of years you are willing to commit to the future management of the business; (ii) the depth of your management team; (iii) your personal appetite for risk; and (iv) the marketability and scalability of your business. During this session we will explore each of these topics and review:

Alternative transaction structures and approaches, including sales to a strategic buyer, management buy-outs, and private equity sponsored deals
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
How the current environment (economic uncertainty, supply chain issues, talent shortages, high interest rates, etc.) might affect your analysis and the potential timing of each alternative transaction structure.

9:20AM – 10:05AM

Value Drivers & Deal Killers

Delve into the heart of business transitions as we explore the critical elements that influence the value of your transition and identify common deal-breakers. Whether you’re a buyer or seller, this session provides a strategic roadmap to navigate the intricate landscape of business transitions and pitfalls to avoid.

Key Takeaways:

Due Diligence Beyond Your Financials: Learn common stumbling blocks beyond your financials and focus on key operational and strategic aspects of a business. Uncover the essential elements that drive and sustain value during the transition process.
Risk Mitigation Strategies: Explore proactive strategies to identify and mitigate potential deal killers. Understand the common pitfalls and challenges that businesses face during transitions and develop a robust risk management plan to safeguard the value of your deal.
Optimizing Operational Efficiencies: Discover tactical approaches to enhance operational efficiencies before and during the transition. Identify opportunities for cost savings, process improvements, and performance optimization to increase the overall value of your business.
Negotiation Mastery: Hone your negotiation skills by understanding how value drivers and deal killers influence the bargaining table. Acquire practical negotiation tactics to secure favourable terms, a timely process and navigate potential obstacles during the deal-making process.

10:05AM – 10:45AM

Networking & Coffee Break

10:45AM – 11:45AM

Concurrent Breakout Sessions on Business Growth

Selling A Business 101: Exploring The Basic ‘Who, When, What & How’ Of Transition

You’ve decided to sell, now what?

Explore the key considerations and tactical steps to ensure a successful transition as you navigate this critical phase of your entrepreneurial journey. Do you hire an advisor or banker, and what are the pros and cons of different approaches? How do you best prepare for the process (e.g., getting a data room set up, gathering information, building a forecast model, preparing a pitch deck, aligning your senior executive etc.)? How do you find potential buyers or create a bidding process? What are the pros and cons of pursuing a strategic buyer versus financial buyer? In this session you will learn:

Identifying the Right Buyer: Understand the various types of potential buyers, from strategic investors to private equity firms, and learn how to strategically identify the right buyer for your business.
Optimal Timing for Sale: Gain insights into market trends and economic indicators that can help you determine the ideal timing for selling your business. Learn how to align your exit strategy with market conditions for maximum value.
Crafting a Robust Transition Plan: Develop a comprehensive transition plan that goes beyond the sale, covering aspects like employee retention, client relationships, and brand continuity. Learn how to minimize disruptions during the transition phase.
Negotiation Strategies and Deal Structuring: Master the art of negotiations by understanding deal structures and terms that can enhance the overall value of your business. Discover effective negotiation strategies to secure the best possible outcome for your exit.

Growth By Acquisition: What You Need To Know Before Buying A Business

Considerations For Acquisitive Entrepreneurs

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 process that will improve M&A outcomes.

Identifying and comparing acquisition strategies for your business
Financing acquisitions
Examples of successful and failed acquisitions

Planning For Life After The Close

Are you ready to take full advantage of the time and resources your life’s work has afforded you? The day after the close is the first day of the rest of your life, but strategies for dealing with the social, emotional, physical, and financial elements of adapting to being ‘out of the business’ is a pivotal part of the entrepreneurial journey that is often overlooked. In this engaging session you’ll learn how to plan for your family legacy (and navigate the potentially difficult conversations that may inspire), achieve your philanthropic goals, identify fulfilling ways to spend your time, and set yourself up for ongoing financial success.

Session Takeaways:

Exploring areas of your family dynamics and the importance of discussions around legacy, wealth transfer and estate planning
Lifestyle considerations and the importance of creating a plan for how you’ll spend your time post-transition
Evaluate your financial situation and future goals by optimizing your investment portfolio, managing tax implications, and diversifying your assets for long-term financial security and growth.
Strategies for impactful giving and clarifying your philanthropic goals

11:45AM – 12:45PM

Networking Lunch

12:45PM – 1:15PM

LUNCHEON KEYNOTE

Reflections – 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.

1:25PM – 2:15PM

Concurrent Breakout Sessions on Planning for Transition

The Art Of Transitioning A Family Business

Family businesses are unique in that transitioning them to the next generation is a complex, often deeply emotional, endeavor. As a young family owner, aspiring to one day take the reins, how do you prepare for such a monumental responsibility. As an exiting parent (or other family member), how do you impart years of experience and knowledge and ensure younger family members are successful, yet able to chart their own path? For all parties, the goal is to create a business that is resilient, while keeping the legacy 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 second generation business owners will share their recent experiences and perspectives in taking over the family business.

Money Talk: 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
Buying out partners
Management buyouts
Search Funds
Other recapitalization options

Growth & Scaling Strategies With The Highest ROI

Receive hands-on advice from a panel of accomplished business owners and knowledgeable financial experts to help you expand your business. Walk away feeling armed you with top strategies for effective scaling quickly and efficiently while also helping you navigate the challenges of growth. You’ll walk away with immediately actionable tips to prepare your business for substantial growth – even amidst the uncertainties of a tightening economy!

In this panel discussion, you will:

Assess your readiness for expansion and determining the right time is to scale up.
Explore the most time and cost-effective ways to expand your business and make it more attractive for acquisition.
Learn proven growth strategies that will drive significant business growth in real-world scenarios.
Get insights into common mistakes business owners make when scaling (and learn how to avoid them).

2:15PM - 2:45PM

Afternoon Networking & Coffee Break

2:45PM – 3:15PM

Secrets From The Other Side: Value From A Buyers Perspective

This keynote promises to provide a fresh perspective on the intricate dynamics of business transactions from the buyer’s side of the table. The art of buying a business is a complex dance of strategy, diligence, and foresight. Come with us and explore the fundamental differences in perspective between buyers and sellers, uncover what buyers are looking for and the learn about the challenges they strive to avoid (and look for).

Key Takeaways:

Challenges Faced by the Buyer: Understand the unique challenges that buyers encounter as they navigate the investment process. From identifying the right opportunities to conducting thorough due diligence, we’ll uncover the hurdles that can make or break a deal.
Keys to Closing a Transaction: Gain actionable insights into the strategies and tactics that buyers employ to successfully close deals. Learn what it takes to secure the best possible terms and ensure a seamless transition.
Pitfalls to Avoid: Explore the common pitfalls that buyers must be vigilant against. Discover how to steer clear of costly mistakes and protect your investment from potential risks.

3:15PM - 4:00PM

Tales From The Trenches: Hear The Good, Bad & Ugly Sides Of Selling A Business From Entrepreneurs Who Have Been There

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.

What they wish they had known at the beginning of their transition journey and what would they have done differently
Did they get the price they asked for based on timing and deal terms
Key learnings they have brought into their next endeavours
The personal side of post-transition

4:00PM – 5:00PM

Cocktails & Conversation Networking Reception

Program, Schedule, and Speakers Subject to Change Without Notice

OCTOBER 17, 2024 | ENTREPRENEUR WORKSHOP (ADD-ON OPTIONAL)

Masterclass Workshop – A Deeper Dive

(add-on, half day workshop for entrepreneurs)

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

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

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

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

8:00AM - 8:30AM

Continental Breakfast

8:30AM – 9:15AM

Creating & Working Through the Transition Checklist

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

Some general key points to include:

Define overarching goals – Self-assessment of primary reasons for transition: When is the right time to transition or otherwise exit?
Plan for successors
Explore tax opportunities and maximize retirement income
Effectively communicate your succession plan
Build a contingency plan

9:15AM – 10:00AM

Value Creation for your Business

Value assessment: What is your company worth? Common methods of assessing value will be addressed.
Operational and financial bootcamp. What areas of your business should you focus on to increase value + surprising areas of your business that can destroy value.
What buyers are looking for and why some businesses are considerably more attractive than other businesses.
The competitive sale process: Learn how a competitive sale process works, and why it is the best way to maximize price and terms of an eventual sale.

10:00AM – 10:30AM

Refreshment Break – Network With Other Business Owners

10:30AM – 11:15AM

Do I need an Exit Team and Why?

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

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

11:15AM – 12:00 PM

The Due Diligence Process & Why Sellers Should Care

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

Program, Schedule, and Speakers Subject to Change Without Notice

OCTOBER 16, 2024 | CONFERENCE PROGRAM

7:15AM - 8:00AM

Registration, Networking & Continental Breakfast

8:00AM – 8:10AM

Forum Overview by Conference Chair

8:10AM - 8:40AM

The Big Picture: Economic Outlook For Entrepreneurs Over The Next 12-24 Months

An overview of the current and future economic conditions and market trends that business owners need to consider when thinking about your business.
The impacts on the changing cost of capital – is relief finally on the way?
An understanding of how these trends impact your business.
Insights into the current M&A environment, such as industry consolidations, leading acquirers and other factors which might affect the future of your business.

8:35AM – 9:20AM

You Gotta Let Me Know: Should I Sell Or Should I Grow

Factors business owners should consider for the best long-term value for their business

Alternative transaction structures and approaches, including sales to a strategic buyer, management buy-outs, and private equity sponsored deals
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
How the current environment (economic uncertainty, supply chain issues, talent shortages, high interest rates, etc.) might affect your analysis and the potential timing of each alternative transaction structure.

9:20AM – 10:05AM

Value Drivers & Deal Killers

Key Takeaways:

Due Diligence Beyond Your Financials: Learn common stumbling blocks beyond your financials and focus on key operational and strategic aspects of a business. Uncover the essential elements that drive and sustain value during the transition process.
Risk Mitigation Strategies: Explore proactive strategies to identify and mitigate potential deal killers. Understand the common pitfalls and challenges that businesses face during transitions and develop a robust risk management plan to safeguard the value of your deal.
Optimizing Operational Efficiencies: Discover tactical approaches to enhance operational efficiencies before and during the transition. Identify opportunities for cost savings, process improvements, and performance optimization to increase the overall value of your business.
Negotiation Mastery: Hone your negotiation skills by understanding how value drivers and deal killers influence the bargaining table. Acquire practical negotiation tactics to secure favourable terms, a timely process and navigate potential obstacles during the deal-making process.

10:05AM – 10:45AM

Networking & Coffee Break

10:45AM – 11:45AM

Concurrent Breakout Sessions on Business Growth

Selling A Business 101: Exploring The Basic ‘Who, When, What & How’ Of Transition

You’ve decided to sell, now what?

Identifying the Right Buyer: Understand the various types of potential buyers, from strategic investors to private equity firms, and learn how to strategically identify the right buyer for your business.
Optimal Timing for Sale: Gain insights into market trends and economic indicators that can help you determine the ideal timing for selling your business. Learn how to align your exit strategy with market conditions for maximum value.
Crafting a Robust Transition Plan: Develop a comprehensive transition plan that goes beyond the sale, covering aspects like employee retention, client relationships, and brand continuity. Learn how to minimize disruptions during the transition phase.
Negotiation Strategies and Deal Structuring: Master the art of negotiations by understanding deal structures and terms that can enhance the overall value of your business. Discover effective negotiation strategies to secure the best possible outcome for your exit.

Growth By Acquisition: What You Need To Know Before Buying A Business

Considerations For Acquisitive Entrepreneurs

Identifying and comparing acquisition strategies for your business
Financing acquisitions
Examples of successful and failed acquisitions

Planning For Life After The Close

Session Takeaways:

Exploring areas of your family dynamics and the importance of discussions around legacy, wealth transfer and estate planning
Lifestyle considerations and the importance of creating a plan for how you’ll spend your time post-transition
Evaluate your financial situation and future goals by optimizing your investment portfolio, managing tax implications, and diversifying your assets for long-term financial security and growth.
Strategies for impactful giving and clarifying your philanthropic goals

11:45AM – 12:45PM

Networking Lunch

12:45PM – 1:15PM

LUNCHEON KEYNOTE

Reflections – Life After The Close

1:25PM – 2:15PM

Concurrent Breakout Sessions on Planning for Transition

The Art Of Transitioning A Family Business

What measures do you need to be taking to professionalize your family owned and operated firm?
How are you supporting a shift in leadership?
How do you ensure you have the right governance in place? In this session second generation business owners will share their recent experiences and perspectives in taking over the family business.

Money Talk: Understanding Your Liquidity Options

Strategic buyers
Private equity
Buying out partners
Management buyouts
Search Funds
Other recapitalization options

Growth & Scaling Strategies With The Highest ROI

In this panel discussion, you will:

Assess your readiness for expansion and determining the right time is to scale up.
Explore the most time and cost-effective ways to expand your business and make it more attractive for acquisition.
Learn proven growth strategies that will drive significant business growth in real-world scenarios.
Get insights into common mistakes business owners make when scaling (and learn how to avoid them).

2:15PM - 2:45PM

Afternoon Networking & Coffee Break

2:45PM – 3:15PM

Secrets From The Other Side: Value From A Buyers Perspective

Key Takeaways:

Challenges Faced by the Buyer: Understand the unique challenges that buyers encounter as they navigate the investment process. From identifying the right opportunities to conducting thorough due diligence, we’ll uncover the hurdles that can make or break a deal.
Keys to Closing a Transaction: Gain actionable insights into the strategies and tactics that buyers employ to successfully close deals. Learn what it takes to secure the best possible terms and ensure a seamless transition.
Pitfalls to Avoid: Explore the common pitfalls that buyers must be vigilant against. Discover how to steer clear of costly mistakes and protect your investment from potential risks.

3:15PM - 4:00PM

Tales From The Trenches: Hear The Good, Bad & Ugly Sides Of Selling A Business From Entrepreneurs Who Have Been There

What they wish they had known at the beginning of their transition journey and what would they have done differently
Did they get the price they asked for based on timing and deal terms
Key learnings they have brought into their next endeavours
The personal side of post-transition

4:00PM – 5:00PM

Cocktails & Conversation Networking Reception

Program, Schedule, and Speakers Subject to Change Without Notice

OCTOBER 17, 2024 | ENTREPRENEUR WORKSHOP (ADD-ON OPTIONAL)

Masterclass Workshop – A Deeper Dive

(add-on, half day workshop for entrepreneurs)

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

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

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

8:00AM - 8:30AM

Continental Breakfast

8:30AM – 9:15AM

Creating & Working Through the Transition Checklist

Some general key points to include:

Define overarching goals – Self-assessment of primary reasons for transition: When is the right time to transition or otherwise exit?
Plan for successors
Explore tax opportunities and maximize retirement income
Effectively communicate your succession plan
Build a contingency plan

9:15AM – 10:00AM

Value Creation for your Business

Value assessment: What is your company worth? Common methods of assessing value will be addressed.
Operational and financial bootcamp. What areas of your business should you focus on to increase value + surprising areas of your business that can destroy value.
What buyers are looking for and why some businesses are considerably more attractive than other businesses.
The competitive sale process: Learn how a competitive sale process works, and why it is the best way to maximize price and terms of an eventual sale.

10:00AM – 10:30AM

Refreshment Break – Network With Other Business Owners

10:30AM – 11:15AM

Do I need an Exit Team and Why?

11:15AM – 12:00 PM

The Due Diligence Process & Why Sellers Should Care

Program, Schedule, and Speakers Subject to Change Without Notice

Don Montgomery

Cody Church

Pierre Cléroux

Mike McIsaac

Matt Flynn

Constantine Hatzipanayis

Mackenzie Regent

Tom Hamilton-Piercy

Axel Christiansen

Patrick Hibbitts

Mike Baker

Aynsley Cockshott

Grant Cockshott

Gary Coleman

Polly Craik

Silvia de Sousa

Mark Dufresne

Mike Fata

Kelly R. Ford

Barb Gamey

Peter Jessiman

Leilani Kagan, K.C.

Gabriel Katzen

John Kirkpatrick

Steve Kroft

Bradley Madison

Georgia Grundmanis

Kristi Miller

Kleo Landucci

Rob Normandeau

Duncan Adams

Sarah Anderson

Cheryl Baldwin

Dan Bockstael

John Bockstael

Daniel Bernard

Gary Brownstone

Steve Chen

Tracey Code

Jaimie Dawson

Andrew O’Dell

Shane Dunn

Jim Perchaluk

Geoff Garland

Amanda Haney

Calvin Polet

Andrew Ramsay

Grant Kook

Gaurav Anand

Tom Redl

Tabreez Lila

Darcy Richards

Adam Mallon

Chris Reichert

Martha Penner

Sean Pisarski

Kelly Nicolson

Kayla Shepard

Jamie B. Schwitzer

Vernon Sabeski

Joanne Sigurdson

Danny Spencer

Ken Talbot

Bob Tallman

Mark Stephenson

Eric Stutzman

Jon Spencer

Devin Wagner

Grant Wallace

Brett Weese

Mitch Tetrault

Cheryl Zealand

Steve Williams

Welcome to the 3rd annual Business Transitions Forum in Winnipeg.