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Get the insiders’ take on mergers and acquisitions. M&A investment bankers Gina Cocking and Jeff Guylay of Colonnade Advisors discuss the technical aspects of and tactics used in middle market deals. This podcast offers actionable advice and strategies for selling your company and is aimed at owners of middle market companies in the financial services and business services sectors. Middle market companies are generally valued between $20 million and $500 million.
 
Why do Mergers and acquisitions happen? What are the factors that motivate companies to buy sell and incorporate other organisations? In these uncertain economic times it is of paramount importance for companies to be able to weather financial instability while maintaining a profitable business model. It has become common place in the modern business world to observe the union of two separate or even different businesses but what are the reasons behind these partnerships and how do they bene ...
 
Every day, you give it all to your business. You are willing to take chances, make mistakes, and try something different to make your vision a reality. Your daily schedule requires you to juggle customer service, finance, sales and marketing, product development, cash collection and business development. You are, Fully Invested. This podcast is for business owners and management teams looking for ways to grow and maximize the value of their businesses. You will learn from industry experts ab ...
 
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This is a special episode discussing how to build successful business relationships. In this episode, Gina Cocking, is joined by featured guest Willard Bunn, a managing director at Colonnade Advisors. Willard has previously served as chairman, chief executive, and director of several commercial banks. He has held numerous board positions and has ex…
 
In this episode, Gina Cocking and Jeff Guylay focus on valuation - determining what your company is worth. Key takeaways from this episode are: The right valuation methodology depends on the industry and the company Valuation should not be overly focused on the multiple. It also depends on what you to apply the multiple to Market price discovery th…
 
In this episode, Gina Cocking and Jeff Guylay continue their discussion on deal structuring. Today, the focus is on roll-ups. Key takeaways from this episode are: • Highly fragmented industries are ripe for roll-ups • A roll-up is an attractive exit alternative for companies that are subscale or have an incomplete management organization • Transpar…
 
In this episode, Gina Cocking and Jeff Guylay continue their discussion on deal structuring. Today, we explore reps and warranties ("R&W") insurance. In this episode, we cover: · What is R&W insurance? · What is the pricing of R&W insurance? · What is the process to obtain R&W insurance? Key takeaways from this episode: · R&W insurance is a tried a…
 
In this episode, Gina Cocking and Jeff Guylay continue their discussion on deal structuring. Today, we explore rollover equity, a form of contingent consideration in which the seller takes a portion of its proceeds as equity ownership of the new or acquiring company. In this episode, we cover: Why is rollover equity important? How often is it used?…
 
In this episode, Gina Cocking and Jeff Guylay continue their conversations around deal structure.  Today we explore earn outs, a form of contingent consideration in which the buyer and seller share both the risk and upside/reward based on the future performance of the business. Other episodes in our series about deal structure include price and ter…
 
In an M&A transaction, price is generally the most important part of the deal structure. However, there are several other essential components. In this episode, Gina Cocking and Jeff Guylay discuss various aspects of a deal structure, including deal form, transaction consideration, contingent consideration, the importance of the employee issues and…
 
In this episode, Gina Cocking and Jeff Guylay conclude their discussion around the due diligence process related to the sale of a company. This episode is part of a four-episode series exploring the due diligence process that began with 003 on the business aspects of the due diligence process. EP003: Business aspects of due diligence EP004: Legal a…
 
In this episode, Gina Cocking and Jeff Guylay continue their discussion around the due diligence process related to the sale of a company. This episode is part of a four-episode series exploring the due diligence process that began with 003 on the business aspects of the due diligence process. EP003: Business aspects of due diligence: https://colad…
 
Due diligence is a crucial component of any M&A transaction. In this episode, Gina Cocking and Jeff Guylay discuss the second topic in our due diligence series--legal due diligence. Jeff is joined by featured guest, Will Turner, a partner at Steptoe & Johnson, to discuss lessons learned and pitfalls that sellers can avoid as they think about gettin…
 
In this episode, Gina Cocking and Jeff Guylay discuss business due diligence. Due diligence is so important in any M&A transaction that we're devoting four episodes to the topic. Please stay tuned for upcoming episodes 004 through 006 about Due Diligence. In addition to business due diligence, we'll cover financial, legal, and technology-related as…
 
In this second episode of the Middle Market Mergers & Acquisitions podcast, Gina Cocking and Jeff Guylay continue their discussion of the four phases of selling your company. The process of selling your company can be neatly categorized into four phases, taking place roughly over a period of 16 weeks. The four phases are:1) Pre-Marketing2) Go to Ma…
 
The process of selling your company can be neatly categorized into four phases, taking place roughly over a period of 16 weeks. The four phases are:1) Pre-Marketing2) Go to Market3) Management Presentations / Buyer Due Diligence, and4) Exclusivity / Documentation. In this inaugural episode of the Middle Market Mergers & Acquisitions podcast, Gina C…
 
Achieve Faster Sales Growth When Sales and Marketing Collaborate, with Samantha Stone hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Achieve Faster Sales Growth When Sales and Marketing Collaborate, with Samantha Stone Even if you believe your sales and marketing teams are already aligned, you may be surprised …
 
Improve Your Profitability, with Andy Fauver hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Improve Your Profitability, with Andy Fauver Most business owners focus on cost control and efficiency in order to improve profitability. Although important, is that enough? In this week’s episode, Andy Fauver, VP of Bus…
 
Why You Need to Move Slowly AND Quickly as the Buyer hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Why You Need to Move Slowly AND Quickly as the Buyer As the buyer, you’ll need to be mindful of the pace at which you move through the M&A process. Your success rate and your reputation depend on it. In this week…
 
What I Learned about Acquisitions at the 2017 ASPIRE Conference hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice What I Learned about Acquisitions at the 2017 ASPIRE Conference For the second year running, Smart Business Magazine held the ASPIRE Conference here in Cleveland, Ohio. It is quickly becoming an invalu…
 
Getting More Value out of Your Advisor Relationships, with Marc Rosen hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Getting More Value out of Your Advisor Relationships, with Marc Rosen Every smart business owner knows there will be a transition at some point in their business. You’ll be more likely to sail th…
 
Growing Sales in a Slow Growth Economy, with Larry Goddard hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Growing Sales in a Slow Growth Economy, with Larry Goddard Growth is never easy and the recent economic climate has made it even more difficult for businesses to achieve it. Smart business owners know that …
 
Transitioning Out of a Business on Your Terms, with Don Matso hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Transitioning Out of a Business on Your Terms, with Don Matso It is inevitable that there will be a crucial transition in your business’ future. But how can you properly plan for that eventuality? What r…
 
How to Get an Acquisition Target to Call You Back hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice How to Get an Acquisition Target to Call You Back Everyone knows how frustrating it can be when you don’t get a call back from an acquisition prospect. If the competition is so great, how can you convince them that …
 
Selling Businesses in Bankruptcy and Financially Distressed Situations hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Selling Businesses in Bankruptcy and Financially Distressed Situations There are as many reasons a business would fall into a bankruptcy as there are businesses, but there are specific steps a b…
 
Why You Need to Treat an Acquisition Candidate Like a Customer hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Why You Need to Treat an Acquisition Candidate Like a Customer Buying a business involves much more than just bringing the right amount of money to the table. Making a good, first impression is a nice s…
 
The Owner’s Dilemma (To Sell or Not to Sell), with John Micklitsch and Howard Essner hosted by: David Mariano, Director...Western Reserve Partners LLC による
 
What Happens After the Sale of a Business? hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory...Western Reserve Partners LLC による
 
Why You Need an Experienced M&A Lawyer When Selling a Business hosted by: David Mariano, Director and head of the...Western Reserve Partners LLC による
 
A Roadmap to Closing the Deal When Selling a Business hosted by: David Mariano, Director and head of the firm’s...Western Reserve Partners LLC による
 
Buying a Business That Is Larger Than Yours hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory...Western Reserve Partners LLC による
 
How to Negotiate the Sale Price of a Business hosted by: David Mariano, Director and head of the firm’s Buy-Side...Western Reserve Partners LLC による
 
Using the Management Presentation to Wow a Buyer (Just as You Would A Customer) hosted by: David Mariano, Director and...Western Reserve Partners LLC による
 
The Unbreakable Link Between Business Value, Performance and Communication, with Leslie Ungar hosted by: David Mariano, Director and head of...Western Reserve Partners LLC による
 
How to Approach Potential Buyers During the M&A Process hosted by: David Mariano, Director and head of the firm’s Buy-Side...Western Reserve Partners LLC による
 
Getting into the Talent Mindset, with Stacy Feiner hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory...Western Reserve Partners LLC による
 
Why Your IT May Be Eroding Business Value, with Matt Sondag hosted by: David Mariano, Director and head of the...Western Reserve Partners LLC による
 
How Many Buyers Should You Approach When Selling a Business? hosted by: David Mariano, Director and head of the firm’s...Western Reserve Partners LLC による
 
How to Finance an Acquisition hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice How to...Western Reserve Partners LLC による
 
Why Some Companies Achieve Premium Valuations hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice Why...Western Reserve Partners LLC による
 
What the 2016 Federal Funds Rate Increase Means for Business Owners hosted by: David Mariano, Director and head of the...Western Reserve Partners LLC による
 
How to Identify and Cultivate the Right Buyers When Selling a Business hosted by: David Mariano, Director and head of...Western Reserve Partners LLC による
 
How to Prepare for a Meeting with a Potential Buyer of Your Business hosted by: David Mariano, Director and head...Western Reserve Partners LLC による
 
Attract Premium Buyers with Compelling Marketing Documents hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice...Western Reserve Partners LLC による
 
How to Find Better Deals With Written Acquisition Criteria hosted by: David Mariano, Director and head of the firm’s Buy-Side...Western Reserve Partners LLC による
 
Is Your Personal Value Detrimental to Your Business Value? hosted by: David Mariano, Director and head of the firm’s Buy-Side...Western Reserve Partners LLC による
 
Leading for Long-Term Value, with Alison Gerlach hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory practice...Western Reserve Partners LLC による
 
How to Build a Market-Leading Sales Organization, with Richard Higham hosted by: David Mariano, Director and head of the firm’s...Western Reserve Partners LLC による
 
11 Things to Consider Before Meeting with a Potential Buyer of Your Business hosted by: David Mariano, Director and head...Western Reserve Partners LLC による
 
Smarter Cultural Diligence & Acquisition Integration, with Levi Nieminen hosted by: David Mariano, Director and head of the firm’s Buy-Side...Western Reserve Partners LLC による
 
Achieve a Positive ROI on Your Marketing Spend by Finding the Right Agency, with Joe Koufman hosted by: David Mariano,...Western Reserve Partners LLC による
 
The Business Owner’s Secret Weapon, with Jason Treu hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory...Western Reserve Partners LLC による
 
Why Companies with Multiple Shareholders Need Buy-Sell Agreements hosted by: David Mariano, Director and head of the firm’s Buy-Side advisory...Western Reserve Partners LLC による
 
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