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Most business owners will be involved in an M&A related transaction at some point in their life.

Are you prepared to make the most of it?   

If you own or run a business, odds are that you will seek to make a profitable exit from your company at some point or need to orchestrate a partial liquidity event. 

If you are like most successful business operators, you will also seek to acquire companies to augment your organic growth strategy to accelerate growth and take your business to the next level. 

These strategic transactions can be mystifying, extremely time consuming and mis-steps can be costly.

During this two-day seminar, a range of professionals who are recognized as the best in their field, will arm you with the tools and insight you need to successfully prepare for and navigate these strategic transaction journeys. 

Topics include:


Don’t miss out on meeting and hearing from experts on M&A, life transition and wealth management best practices. Plus, you will have the opportunity to network with peers going through similar journeys!

The D.E.A.L. Playbook Seminar is intended for business owners / CEOs / Founders with limited knowledge of the M&A process.  

Day One Agenda


8:00 - 9:00 AMRegistration and Breakfast Networking


9:00 AMWelcome and Program Overview


9:30 AMPlanning for the Next Chapter in Life

As you start to explore and plan for a liquidity event, you might ponder on what could be next for you and your family. Afterall, your company has been your core focus for years, so how do you mentally prepare yourself when planning an exit? What are your options after a transaction? How can you best prepare yourself to start thinking about an exit? Who can you leverage in this emotional journey?

Scott Robinson will outline the necessary steps to appropriately prepare for success as one transitions from the business owner world to the next chapter. This process takes time, effort, and advance preparation as one re-directs their time, energy and passions. We will demonstrate how to establish a mission, vision and strategic plan for the next chapter in life.

Speaker: Scott Robinson, Founder and CEO, Robinson Resource Group


10:30 AMCoffee Break


10:45 AMM&A 101 - The Basics

Learn key concepts and terms used in transactions, including enterprise value, EBITDA, adjusted EBITDA, valuation multiples, methods of valuation (at a high level) and the value drivers that influence deal pricing and structure.

Understand the different types of Sellers and Buyers, and how to determine what they’re aiming to achieve in the deal.

Speaker: Mark Herbick, Founder & CEO, Pursant LLC


11:45 AMPreserving Wealth After a Liquidity Event

When an exit is involved, many business owners and CEOs would ask “How much do I need to live my best life after I exit my company? Which deal structure gives me the best long-term outcome? What strategies and vehicles will help me retain the most after-tax proceeds? How do I preserve and grow my wealth? What are best practices for creating a family office?”

Jay and Richard will be able to answer any questions you may have as you explore and plan your M&A journey.

Speakers:
Jay Leonard, Managing Director, Bernstein Private Wealth Management
Richard Weaver, Senior National Director - Executive Services, Bernstein Private Wealth Management


12:45 PMLunch Networking


1:30 PMThe Buyer’s Playbook

Best practices Buyers deploy to source acquisitions, qualify targets and identify the true acquisition gems.

Speaker: Alyssa Rap, CEO, Empower Aesthetics


2:30 PMBuilding Your Deal Dream Team

What type of experts should be on your team to guide you through the transaction process? What are their roles and what should you expect from them? How can they add value to make the company more attractive to Buyers?

Speaker: Mark Herbick, Founder & CEO, Pursant LLC


3:30 PMCoffee Break


4:00 PMPreparing, Packaging and Marketing

With your deal team selected, it’s time to prepare for the process and launch. We will discuss the importance of completing a Quality of Earnings Review, preparing the dataroom, creating marketing materials that highlight the real value of the acquisition or investment opportunity, and marketing best practices that create optimal competitive tension.

Speaker: Scott Glickson, Managing Director, Pursant LLC


5:00 PMConclude Day One and Free Time


6:00 - 9:00 PMWine Pairing Dinner Networking Event

Enjoy an exclusive wine pairing dinner experience at one of Chicago's finest restaurants near River North. This networking opportunity will be one of a kind!


Day Two Agenda


8:00 AMBreakfast Networking


9:00 AMWelcome and Review of Day One


9:15 AMStrategies for Tax Optimization in M&A Transactions

What are relevant tax considerations when planning for a potential liquidity event? Topics include pre-sale tax planning, deal structuring (asset vs. stock), earnouts, rollovers and tax efficient key employee compensation.

Speakers: Ignacio Mendez and Steven Yarger, CPA & Principal, Miller Cooper & Co LLP


10:15 AMDefinitive Agreements and Closing

This session will focus on the issues in transaction documents that impact value and how to successfully navigate these issues. It will also focus on protecting business owners and management from liability, including through the use of representation and warranty insurance.

We will also cover the biggest impediments to a successful closing and common reasons why deals die. You will walk away with a better understanding of the key terms and managing the risks in NDAs, LOIs, Purchase Agreements, Shareholder/Operating Agreements, Non-Competes and other legal agreements and crossing the closing finish line.

Speaker: Steven Weiss and Kevin Slaughter, Partner, Levenfeld Pearlstein


11:15 AMCoffee Break


11:30 AMSurviving Due Diligence

The demands of the due diligence process can make or break a deal. You will learn key steps for preparing your company for sell-side diligence (i.e., cleaning house) and best practices Buyers deploy to evaluate risk and discover additional value.


12:30 PMLunch Networking


1:15 PMA Backstage Pass to Private Equity

What are the different types of Private Equity Investment? What should I seek (and avoid) in a Private Equity Partner? What are the most common pitfalls when selling to Private Equity?

Speaker: Tom Turmell, Managing Director, TMT Capital Partners and Senior Director, Kellogg School of Management


2:15 PMDeal Negotiations (Part 1)

Negotiation is the art and science of securing agreements between two or more interdependent parties seeking to maximize their outcomes. Negotiations are an ever-present part of work, perhaps especially for those dealing with M&A transactions. Still, most of us have little formal training in the strategy and psychology of effective negotiations. Why do we sometimes get our way, while other times we walk away feeling frustrated by our inability to achieve the agreement we desire? How can we maintain strong long-term relationships and a stellar reputation while ensuring optimal economics?

In this session, attendees will learn to recognize, analyze, and implement essential concepts and strategies in negotiations (including e.g., BATNAs, reservation prices, target prices, and ZOPAs); improve their ability to understand and predict the behavior of others in negotiation settings; and overcome habitual responses and revise flawed assumptions in their approach to negotiations.

Speaker: Nour Kteily, Professor, Kellogg School of Management


3:00 PMCoffee Break


3:15 PMDeal Negotiations (Part 2)

Speaker: Nour Kteily, Professor, Kellogg School of Management


5:00 PMSummary and Wrap-up


5:15 - 6:30 PMClosing Cocktail Reception

Join us for a closing toast as we conclude the two-day event of meeting new friends and learning D.E.A.L. best practices.



Speakers

Alyssa Rapp CEO, Empower Aesthetics

Alyssa Rapp is the Chief Executive Officer Empower Aesthetics, a portfolio company of Shore Capital Partners, a platform for which she has served on the board of directors since inception. Previous to her current role, she served as the:

• Chief Executive Officer and Director of Healthwell Acquisition Corp. I, a $250MM special purpose acquisition corporation that IPO’d on the NASDAQ in August 2021.

• Chief Executive Officer of Surgical Solutions from 2018-2021, a B2B healthcare services business providing non-clinical surgical services to hospitals, owned by Chicago-based private equity firm, Sterling Partners. There, Alyssa led a successful turnaround of the enterprise, driving 21% sales growth with 90% customer retention.

• Independent director of Together Women’s Health, a portfolio company of Shore Capital Partners, since October 2020, and Health Data Movers, a healthcare technology company.

• Founder & CEO of Bottlenotes, Inc., a leading interactive media company.

• Managing Partner of A JR Ventures, a strategic advisory firm for family offices and private equity firms on digital, e-commerce and go to market strategies.

Alyssa served as a lecturer-in-management at Stanford University’s Graduate School of Business from 2014-2022 and has served as an Adjunct Professor of Entrepreneurship at the University of Chicago’s Booth Business School since 2019. She earned a B.A. in Political Science and the History of Art from Yale University in 2000 and an M.B.A. from Stanford University’s Graduate School of Business in 2005. She is the author of Amazon Bestseller, Leadership and Life Hacks: Insights from a Mom, Wife, Entrepreneur & Executive (ForbesBooks, October 2019).


Ignacio Mendez Principal & CPA, Miller Cooper & Co

Ignacio Mendez is a Tax Principal and heads the Firm’s tax practice. His career of more than 20 years includes middle market-focused CPA firms and the “Big 4.” This unique blend has provided the technical skills and experience to serve many industries, including companies in the technology sector, plus service organizations, retail, manufacturing, real estate, distribution, publishing and financial services. Ignacio has developed a concentration in servicing venture capital and privately held businesses and has experience with the full business cycle from due diligence and start up to exit strategies and mergers. His experience includes mergers and acquisitions, state and local taxation, federal consulting and compliance, financial planning and tax provision reviews.


Jay Leonard Managing Director, Bernstein Private Wealth Management

Jay Leonard is the Managing Director in Bernstein Private Wealth Management’s Chicago office where he oversees Bernstein’s strategy and growth in Chicago and the Midwest markets. As a Senior Principal of the firm & co-leader of the business owner and entrepreneur task force, he also advises clients and their professional advisors regarding asset allocation, investment strategy, tax & estate planning, cash management, business transactions and charitable giving plans. In advising the complex needs of business owners, entrepreneurs and corporate executives, Jay and his team are fully supported by the breadth and expertise of Bernstein’s wealth strategies group and family engagement team.

Prior to joining Bernstein in 2009, Jay was a private wealth advisor at Morgan Stanley Private Wealth Management, advising the firm’s largest private clients. Earlier, he was a strategy consultant with Marsh & McLennan, and before that, a research & trading analyst with the global equity derivatives group at Credit Suisse. Jay earned an MBA from Kellogg School of Management at Northwestern University and a BA in finance and economics from Bucknell University, where he also competed as a Division I swimmer.

Jay serves on the board of directors for YPO Chicago-Windy City Chapter and on the membership engagement committee for the Economic Club of Chicago. Additionally, he serves on the board of Entrepreneurial Youth Experience (E.Y.E) at Chicago Hope Academy and is chairman emeritus for the Boy Scouts of America, National Eagle Scout Association (NESA)-Chicago.

He lives in Wilmette, IL, with his wife, Tyra, and their two children. Jay is an avid triathlete, cyclist and loves to surf the oceans whenever offered the opportunity outside of the Midwest. Despite his Chicago ties, Jay can often be found rooting for Philadelphia sprots teams, his hometown.


Kevin Slaughter Partner, Levenfeld Pearlstein

Kevin Slaughter is a partner in the Corporate Practice Group. He focuses on representing clients in complex commercial transactions, including mergers and acquisitions, financing agreements, joint ventures, private offerings, supply/service agreements, distribution agreements, development and licensing agreements, and manufacturing agreements. Kevin has particular experience representing Fortune 500 companies in middle market transactions.

Additionally, Kevin is a go-to attorney for clients in the cannabis industry, advising them on a range of issues including license applications, corporate governance and funding. He also assists cannabis clients with organizational structure, real estate matters, branding and licensing agreements and supply agreements.

Clients appreciate Kevin’s practical advice, his effective communication skills, and his knack for problem-solving. Relying on his extensive experience and strong interpersonal skills, Kevin has achieved exceptional results for his clients. Above all, he listens to his clients to understand their needs, goals, and objectives. Kevin earns their trust and confidence by employing an analytical yet pragmatic approach that is centered around accomplishing the business objectives of his clients in a responsive, efficient, and effective manner.

In 2018, Kevin was recognized as a “Notable Minority Lawyer" by Crain's Chicago Business.


Mark Herbick Founder & CEO, Pursant LLC

Mark has more than 30 years experience starting, buying, building, operating and selling businesses in numerous sectors. His businesses have employed as few as 5 people and as many as 1500. To Pursant, he brings both experiential knowledge as well as an academic background that provides a foundation for the often business-critical strategic initiatives with which clients entrust the firm.

Mark is a Certified M&A Advisor through the AM&AA and a Harvard Business School alumni. He is a member of the Young Presidents Organization (YPO), serving in numerous governance roles including Central US Region Chairman, Chair of the YPO Deal Global Business network and Chapter Chair for the Chicago Windy City and Heartland Chapters.

Mark is an active public speaker, presenting on a variety of M&A and Strategic Transaction related topics. He serves on many private company and charitable boards. When not steering the direction of the firm, Mark enjoys spending time with his wife and four children. He is a competitive CrossFit athlete and also enjoys auto racing, mountain climbing and high adrenaline adventures.


Nour Kteily Professor, Kellogg School of Management

Nour Kteily is a Professor of Management and Organizations at Northwestern University, where he co-directs both the Center for Enlightened Disagreement and the Dispute Resolution Research Center. He specializes in negotiation, conflict resolution, and inter-group relations. His research investigates how and why conflict emerges between groups in society, and how to productively resolve it. His work spans conflict between racial and ethnic groups, conflict between political parties and ideological opponents, and international conflicts such as the conflict in the Middle East.

Professor Kteily's research has been published in leading academic journals such as Proceedings of the National Academy of Sciences, and been featured in popular press outlets such as The New York Times, The Washington Post, and Harvard Business Review. In recognition of his research, Kteily has awards including the SAGE Young Scholar Award from the Foundation for Personality and Social Psychology and the Janet Taylor Spence Award for Transformative Early Career Contributions from the Association for Psychological Science.

In recognition of his teaching, Kteily was voted as Faculty Member of the Year by the Kellogg Masters in Management Studies graduating classes in two consecutive years. In 2018, Kteily was named as one of the best 40 business school professors under 40 years of age by Poets & Quants.


Richard Weaver Senior National Director, Executive Services - Institute for Business Owners and Corporate Executive, Bernstein Private Wealth Management

Richard Weaver is a Senior National Director of Executive Services at the Institute for Business Owners and Corporate Executives. Richard counsels private business owners, public corporate executives and holders of concentrated equity positions. He provides wealth planning solutions that address the complexities of business sales, stock and option compensation, and equity risk management. Previously, he was a senior portfolio manager, responsible for communicating the firm’s capital markets outlook, investment strategy and rationale for current positioning in global equity, fixed income and alternative asset portfolios.

Richard joined Bernstein in January 2004 from Prudential Securities, where he headed the Private Wealth Management effort and managed the firm’s Executive Services and Strategies Group. His extensive career in capital markets includes roles in investment banking, risk arbitrage, equity derivatives and structured products.

Richard earned a BS in economics from the Wharton School at the University of Pennsylvania and an MBA from New York University.


Scott Glickson Managing Director, Pursant LLC

Scott is a Managing Director with Pursant, responsible for guiding business owners through strategic transaction events, including acquisitions and exits/divestitures.

He is a seasoned financial executive and M&A advisor, spending the first decade of his career at Ernst & Young, the second decade working within private equity organizations including American Capital (NASDAQ: ACAS), Sterling Partners and Access Holdings and the last decade with Pursant.

Both prior to and while with Pursant, Scott has built and led teams focusing on; executing strategic transactions, pre-acquisition diligence, performing enterprise/equity valuations, enhancing portfolio company governance, processes, human capital and financial reporting and preparing for financing, liquidity and exit events.

Scott also held Board of Director positions and operating positions as part of executive management teams. In these roles, Scott designed and executed strategic operating and value creation plans, managed all aspects of the financial, accounting, and treasury functions as well as drove all financing and M&A processes.


Scott Robinson C-Suite & Board Advisor, Robinson Resource Group

Scott Robinson is a high-energy, results-oriented talent leader with a reputation for successfully coaching the nation’s leading C-suite executives to peak performance. With 35+ years of experience in the human capital industry and a background in psychology, he is expertly qualified to develop and implement custom programs that drive measurable personal and professional growth. Worldwide, he is one of fewer than 1,000 talent leaders certified as a Registered Corporate Coach™, and believes that the meaningful long-term relationships he establishes with his clients are a direct reflection of the care he puts into each partnership, as well as the positive impact he is able to make on their careers and lives.

In addition to serving as a trusted advisor to C-suite executives, he is an active member of several Boards and many business organizations including The Executives’ Club of Chicago (ECC) and the Young President’s Organization (YPO Gold), where he previously served as Chapter Chairman and Chapter Education Chairman.


Steven Weiss Partner, Levenfeld Pearlstein

Steven Weiss is a partner in Levenfeld Pearlstein’s Corporate Group and has spent the duration of his legal career with the firm.

Steven’s practice focuses on representing a wide range of clients – including closely held businesses, sophisticated private investors, family offices, financial sponsors, real estate investors, entrepreneurs, start-ups and emerging companies – in complex business transactions. He also serves as “outside general counsel” for a number of his clients.

Steven has particular experience representing national and regional insurance brokers, including retail, wholesale, and specialty brokers, program administrators, and third-party administrators, in M&A and other strategic transactions.

Because he understands how a single transaction fits into the larger organization, Steven takes a big-picture approach when advising clients on business transactions and he approaches his work with pragmatism and diligence.


Steven Yarger Principal & CPA, Miller Cooper & Co

Steven has been with Miller Cooper for over 12 years and works directly with clients to facilitate consulting services and compliance. He serves a variety of clients in the technology, professional services, and manufacturing industries in the closely held business market. In servicing his clients, he provides tax structuring consulting as well as federal, state, and local tax compliance. In addition to serving the closely held business market, Steven specializes in mergers and acquisitions and equity-based compensation.


Tom Turmell Managing Director, TMT Capital Partners and Senior Director, Kellogg School of Management

Tom is a senior member of the Executive Education team at the Kellogg School of Management where he designs, delivers, serves as academic director, and teaches in executive education programs for entrepreneurs and senior leaders of well-known, established companies. His areas of expertise include private equity, capital markets, finance, strategic planning, growth strategies, organizational structure, and entrepreneurship.

He is a seasoned business professional with over 30 years of experience providing various capital and advisory services to middle market, lower-middle market and high growth-potential companies, primarily in the manufacturing, distribution, physician practice, and business to business service sectors. Tom founded TMT Capital Partners, LLC, a private investment and advisory firm that works closely with companies and their management teams to achieve profitable business growth.

Prior to founding TMT Capital, he held the position of Principal at Golub Capital, providing senior debt, junior debt, and equity capital to middle market companies. He joined the firm in 2004 to establish and build the firm’s Chicago office, make new investments, and participate in portfolio management. Before Golub Capital, he was a Vice President with Pfingsten Partners, L.L.C., an operationally–oriented, middle market private equity firm focused on making control investments in middle market companies in the manufacturing, distribution, and publishing sectors. Before Pfingsten, he was a Vice President at LaSalle Bank, N.A., providing credit and non–credit financial solutions to middle market manufacturing, distribution and service businesses.

In addition to serving on multiple for-profit and not-for-profit Boards, he is actively engaged with organizations and activities that promote economic development and profitable business growth. He is a past-president and former Executive Committee Member of the Chicago Chapter of the Association for Corporate Growth (“ACG”), and remains involved various leadership roles within the Chapter.



Contact

If you have any questions about the event, please contact us at [email protected].


Location Information

  • Convene
  • 333 N Green St,, Chicago, IL, 60607 US

Registration

  • Registration includes:
    1) Two days of sessions and workshops
    2) Networking breakfasts, lunches and coffee breaks with M&A experts and peers
    3) Exclusive wine tasting experience paired with dinner at one of Chicago's finest restaurant on the border of River North on October 9th.
    4) Cocktail networking social on October 10th.

$0.00


Cancellation Policy Individual Cancellations received in writing to [email protected] by September 20, 2024 will be refunded. There are no refunds for cancellations received after September 20, 2024. If you are unable to attend, you can transfer your registration.

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