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.

No plan to sell? No problem: These strategies will help you run a better business (that’s more acquirable)

As a business owner or leader, your goal is to create shareholder value while keeping your options open  to sustain, grow, and protect your organization and the choices available to you.  While you may have no plan to sell – 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.  We’ll also help you understand risk areas – allowing you to prioritize which parts of your business need attention now.  

Strategies to Quickly Expand Your Business

The best time start growing your company was yesterday. Every entrepreneur has dreams and ideas to expand their business, but the big question is knowing the right time to jump… where and how high? 

Business growth plans such as developing new products or services, expanding customer markets, increasing sales initiatives, opening new locations, increasing revenue streams, automating work processes and acquisitions are all exciting plans.  Before rushing into expansion, however, business owners need to assess if they are ready for growth. When business starts to scale up, systems can begin to crack under the pressure. Weaknesses can be exposed that can’t always fix them once the journey’s started.   

This session will: 

• Compare different “textbook” growth strategies and help you surface which ones are the best and most practical for you
• Help you understand the difference between business growth and scaling
• Help you create objectives as part of developing a strategy for growth

This session will address Management Buyouts and Partnerships with Minority Investors

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 re-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 investors 
• Different types of financing options to increase cash flow and growth opportunities 
• Factors to consider in an alternate financing structure can help you grow 
• Trends in alternative deal structures that don’t require a total sale of your 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 process is 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

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?

What a journey of growth, partnerships and transition is REALLY like for business owners

Selling your business needs a roadmap, and every entrepreneur knows that is not always easy to do. The strategic process is not a straight line. 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 value whatever stage your business is in.  Being organized and clarifying your key strategic objectives isn’t always straight forward for a founder run company.  There is a mountain of pieces to consider; what it’s like to work 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 want (and the list goes on!), are all challenging steps of the entrepreneurial journey.  There is no set process, it is up to the business owner to make the tough decisions and ensure the work is completed.  Hear from one entrepreneur’s journey through two transactions to understand some considerations that can help prepare you for the ups and downs of business growth & transition such as:

• 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 
• The psychology and human impact of the strategic process (whether it be for growth or transition)
• What it’s really like working with new partners

Buyers and sellers sit on the opposite side of the same coin but with the same goal of ‘getting the deal done’. Skillful negotiation of best deals and terms is an essential component of any deal process – its not just about the money.

Learn key negotiating tactics and techniques that can help any buyer or seller work towards success when trying to close a business investment, growth capital, or M&A transaction. 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.   

Through an interactive discussion you’ll learn: 

• Why price isn’t everything 
• 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 

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 with the right preparation and enough time to implement. 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
• Help you consider all of your business options to reap the benefits and avoid pitfalls
• Tactics to avoid major post-sale surprises
• Tips for shifting from an entrepreneur mindset

Wealth management tips and managing former business expenses post-transition

Mergers and acquisitions typically have extensive due diligence by the buyer. Tackling due diligence during an M&A transaction is 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 both buyers will be looking for, and what sellers need to have prepared in terms of: 

This panel will cover a 10 point due diligence checklist and the key information a company must acquire from their target before moving forward with a deal in terms of: 

• Legal 
• Commercial 
• Financial 
• Human Resources (HR) 
• Intellectual Property 
• Information Technology 
• Environmental, Health and Safety (EH&S) 
• Tax 
• Marketing 
• Compliance and Regulatory Matters 

Do you really know what your business is worth? What do buyers or investors look for when considering a deal and how are the COVID years calculated in the valuation? Where can you add the most value to your organization? What areas of growth will provide the greatest ROI?  Most business owners don’t get nearly what they should because they weren’t prepared or were focused on things that are not valued by buyers, 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.  

Mitch Tetrault, President & COO of Monarch Industries and Shane Dunn, a Strategy and Transactions Leader at EY, have a fireside chat on the theory vs. reality of valuation in a transaction and the non-financial factors that drive value and a successful outcome.

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 war stories and tales from the trenches.

(add-on, half day workshop for entrepreneurs) 

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

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

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

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

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

Some general key points to include: 

• 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 

• 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.

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

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

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

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. You will walk away with: 

• An overview of the current economic conditions and market trends that business owners need to consider when thinking about your business.   
• 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. 

Factors business owner 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. 

Strategies to Quickly Expand Your Business

The best time start growing your company was yesterday. Every entrepreneur has dreams and ideas to expand their business, but the big question is knowing the right time to jump… where and how high?  

Business growth plans such as developing new products or services, expanding customer markets, increasing sales initiatives, opening new locations, increasing revenue streams, automating work processes and acquisitions are all exciting plans.  Before rushing into expansion, however, business owners need to assess if they are ready for growth. When business starts to scale up, systems can begin to crack under the pressure. Weaknesses can be exposed that can’t always fix them once the journey’s started.    

This session will:  

• Compare different “textbook” growth strategies and help you surface which ones are the best and most practical for you 
• Help you understand the difference between business growth and scaling 
• Help you create objectives as part of developing a strategy for growth 

This session will address Management Buyouts and Partnerships with Minority Investors

The pandemic 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 re-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 investors 
• Different types of financing options to increase cash flow and growth opportunities 
• Factors to consider in an alternate financing structure can help you grow 
• Trends in alternative deal structures that don’t require a total sale of your 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 process is 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

Whether you want to sell some or all of your business, or simply step away from day-to-day business activities – you should be asking if your company can run by itself.  Furthermore, is it time to step aside to hire a CEO to replace yourself? 

Why would you want to do this? Understanding your strengths (and weaknesses) is the key to the success of your business.  This session will help you better understand the steps to ensuring your team and business can run by itself, and if it’s time to consider stepping out of the way of a new CEO to position your business for greater growth, a longer legacy and/or a more successful transition.

Pro-tip: A business that can run by itself is usually more appealing to acquirers.

Join Bob Tallman, Former Owner and CEO of Princess Auto discuss the growth, transition and success of Canada’s leading auto retailer. He will share specific details about some of their missteps and failures, along with the difficult challenges of running a family business.  Bob will also explain in simple terms how the people are the core of everything at Princess.

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  
• What options to consider to reap the benefits and avoid pitfalls 
• Tactics to avoid common post-sale surprises (… and unexpected tax bills) 
• Wealth management tips and managing former business expenses post-transition
• Preparing for the emotional rollercoaster of transition 

Discover the untapped potential of your business’s true value. Learn from an intimate fireside conversation where an experienced Owner/Seller and their M&A Advisor reflect on post-negotiation and post-sale experiences. Gain insights into the immediate value drivers essential for maximizing your business’s marketability, whether you’re planning to sell or secure future success. Moderated by Kristi Miller, this session is sure to provide some great insights that will result in having more in your pocket on the other side of the deal.

You will learn:

• Strategies to build the “Value” that buyers are seeking before entering the market
• Techniques to protect the value you’ve built during the selling and/or exiting process
• Why one buyer is (very often) “no buyer”
• How to respond if/when someone makes an unsolicited offer for your business

Understanding a 2^nd, 3^rd and 4^th generation perspective  

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. 

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.

Hear from a panel of business owners who have gone through transition with their business and now have the opportunity to share their tales from the trenches. This panel will share insights on:

• 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

(add-on, half day workshop for entrepreneurs) 

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

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

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

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

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

Some general key points to include: 

• 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 

• 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.

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

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

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