M&A Archives - Business RadioX ®

Secrets to a Successful Business Sale, with Bob Tankesley, Exit Teams

January 16, 2025 by John Ray

Family Business Radio

Secrets to a Successful Business Sale, with Bob Tankesley, Exit Teams

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Secrets to a Successful Business Sale, with Bob Tankesley, Exit Teams (Family Business Radio, Episode 61)

In this episode, Family Business Radio kicks off 2025 with Anthony Chen hosting m&a advisor and author Bob Tankesley. They discuss the intricacies of exit planning for family businesses, including common misconceptions, the importance of thinking like a buyer, and the value of building a strong advisory team. Bob shares insights from his book Exit Teams and highlights the critical factors that can either discount or drive a premium for a business during a sale. They explore the necessity of early strategic planning, the impact of family dynamics, and the rising relevance of human capital in business valuation.

Anthony concludes the show with thoughts on how to find the best advisor.

This episode is essential for any business owner contemplating an exit strategy or seeking to maximize their business value.

Family Business Radio is underwritten and brought to you by Anthony Chen with Lighthouse Financial Network. The show is produced by John Ray and the North Fulton affiliate of Business RadioX®.

Bob Tankesley, Exit Teams

Bob Tankesley is a fourth-generation entrepreneur, an MBA, and a CPA with a keen insight into and understanding of the business owner mindset. As an M&A advisor, he uses his 27 years of experience to sell companies grossing up to $75,000,000 in revenue throughout the southeast U.S., as well as the commercial real estate associated with such holdings. When a company is not ready to sell, Bob regularly partners with advisors of all types to optimize it throughout the ownership lifecycle and is a frequent speaker/educator to owners and their various advisors.

‍Bob’s experience ranges from a division of a Fortune 500 corporation to a Big Four accounting firm to multiple micro-cap and lower mid-market closely held businesses. He also ran his own tax and financial advisory firm for over a decade. For the past 22 years, he has advised over 150 business owners and executives on valuation, market readiness, and proven methods to engage in proper financial management.

Bob’s formal education includes both a BS degree in Accounting (cum laude) from UNC Asheville and an MBA in Finance from Appalachian State University, as well as multiple industry certifications. He is also a co-founder and board member of the Exit Planning Exchange (XPX) Atlanta Chapter.

Exit Teams: Build a Team of Advisors for Your Business Sale to Get a Higher Price

You’ve got one shot to sell your business right!

The American Dream fulfilled! You are a business owner, and it’s time to cash in on the sale of your business. Except the buyers on the other side of the table are prepared with a team of experts ready to lower your price.

Enter Exit Teams. This book won’t give you tactics that don’t pertain to your situation, and it won’t promise you beach chairs and Caribbean sunsets. This book will tell you the truth, letting you know the psychological dangers that play into a business sale, and how buyers can use that psychology to acquire your business for far less than you, the owner, could have made.

Follow along with Dave, the owner of FineLine Manufacturing, who received notice of a health scare, forcing him to think about selling before he’s ready. Dave makes many of the typical business seller moves, getting advice from seemingly logical but misaligned resources. Pressures mount from his employees, his customers, his friends, and his family as he juggles a business sale while maintaining secrecy.

When Dave finally gets an offer, it’s for far less than he had hoped. This sends Dave on a whirlwind of choices that pull him in many directions. Will Dave learn the lessons required to give him the best chance at business sale success before he loses his largest customer?

Exit Teams will:

Alert you to the emotional roller coaster that arises during a business sale.
Educate you to the common pitfalls business owners fall into, often of their own making.
Explain what an Exit Team is, and why they are necessary for the ultimate business sale success.
Warn you of some of the strategies buyers employ to pressure business sellers to lower their price.
Caution you about lifting expectations according to a colleague’s experience (hint: it may not be all he says it is).
Counsel you on how to handle family dynamics during a business sale.
Present you with common decisions made by inexperienced business sellers so you won’t make the same choices.
Display the challenge of secrecy among employees and customers.
Address health challenges and how they often impact the business owner while trying to sell.
Stress the need to understand your company’s value on an ongoing basis.
Provide you with a business selling experience without your having to learn the hard way from real life at the cost of millions of dollars

To order the book, follow this link.

Anthony Chen, Host of Family Business Radio

Family Business Radio is sponsored and brought to you by Anthony Chen with Lighthouse Financial Network. Securities and advisory services are offered through OSAIC, member FINRA/SIPC. RAA is separately owned, and other entities and/or marketing names, products, or services referenced here are independent of OSAIC. The main office address is 575 Broadhollow Rd., Melville, NY 11747. You can reach Anthony at 631-465-9090, ext. 5075, or by email at anthonychen@lfnllc.com.

Anthony Chen started his career in financial services with MetLife in Buffalo, NY, in 2008. Born and raised in Elmhurst, Queens, he considers himself a full-blooded New Yorker while now enjoying his Atlanta, GA, home. Specializing in family businesses and their owners, Anthony works to protect what is most important to them. From preserving to creating wealth, Anthony partners with CPAs and attorneys to help address all of the concerns and help clients achieve their goals. By using a combination of financial products ranging from life, disability, and long-term care insurance to many investment options through Royal Alliance, Anthony looks to be the eyes and ears for his client’s financial foundation. In his spare time, Anthony is an avid long-distance runner.

The complete show archive of Family Business Radio can be found by following this link.

The Current State of the M&A Market, with Don Bravaldo, Bravaldo Capital Advisors

August 28, 2024 by John Ray

Don Bravaldo, Bravaldo Capital Advisors, as heard on ProfitSense with Host Bill McDermott

North Fulton Studio

The Current State of the M&A Market, with Don Bravaldo, Bravaldo Capital Advisors

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The Current State of the M&A Market, with Don Bravaldo, Bravaldo Capital Advisors

Don Bravaldo: When it costs more to buy a business, the M&A activity will slow, especially for larger transactions, which involve a lot more debt and banks being more cautious or less willing to lend into those markets. Thankfully, our marketplace of a couple hundred million or less. is characterized with a lot of private equity activity.

And many of those private equity groups are executing on what’s called a buy and build strategy where they’ll buy a platform company and then continue to add onto it by buying smaller businesses. Banks are much more willing to lend to that existing platform business, knowing that there’s another business that’s easy to tuck in.

So the financing is available, and whether a bank actually got interested in funding that or not, there’s been a rise in proliferation of non-bank lending and that’s really supported the M& A market, especially the lower M&A market, and corporations have remained active. It’s difficult to go before the board and justify a billion dollar M& A transaction in this environment.
Maybe by the end of the year those headline-type transactions will start to occur again, but it’s a lot easier to go before the board and get a $50 million or $100 million deal passed that’s strategic in nature.

Listen to Don’s full ProfitSense with Bill McDermott interview here.

Don Bravaldo, Bravaldo Capital Advisors

Don Bravaldo is the founder and President of Bravaldo Capital Advisors, a boutique investment banking firm based in Atlanta, Georgia, which he established in 2006. As a Certified Public Accountant (CPA) with a strong background in finance and accounting, Don has developed a particular passion for mergers and acquisitions. His firm specializes in serving privately held and closely held companies, typically those with revenues between $10 million and $300 million, primarily located in the Southeastern United States.

Under Don’s leadership, Bravaldo Capital Advisors offers a comprehensive range of transaction and advisory services, including sell-side transactions, exit strategy planning, growth through acquisition, debt restructuring, and corporate recapitalization. The firm has developed extensive expertise across various industries, including industrials, information technology, healthcare, and general business services.

Don’s approach to investment banking emphasizes providing independent economic and financial advice, coupled with execution services. His firm’s engagements have a broad geographical scope, ranging from national to international. In addition to his role at Bravaldo Capital Advisors, Don serves as a Board Member for Pandea Global M&A, further extending his influence in the mergers and acquisitions field.

Website | LinkedIn

The “One Minute Interview” series is produced by John Ray and the North Fulton studio of Business RadioX® in Alpharetta. You can find the full archive of shows by following this link.

Renasant Bank has humble roots, starting in 1904 as a $100,000 bank in a Lee County, Mississippi, bakery. Since then, Renasant has grown to become one of the Southeast’s strongest financial institutions, with over $13 billion in assets and more than 190 banking, lending, wealth management, and financial services offices in Mississippi, Alabama, Tennessee, Georgia, and Florida. All of Renasant’s success stems from each of their banker’s commitment to investing in their communities as a way of better understanding the people they serve. At Renasant Bank, they understand you because they work and live alongside you every day.

Dr. Robert Matheny, Corvivo Cardio, and Don Bravaldo, Bravaldo Capital Advisors

July 16, 2024 by John Ray

Dr. Rob Matheny, Corvivo Cardio, and Don Bravaldo, Bravaldo Capital Advisors

North Fulton Studio

Dr. Robert Matheny, Corvivo Cardio, and Don Bravaldo, Bravaldo Capital Advisors

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Dr. Robert Matheny, Corvivo Cardio, and Don Bravaldo, Bravaldo Capital Advisors (ProfitSense with Bill McDermott, Episode 59)

On this episode of ProfitSense, host Bill McDermott delves into the stories of two influential Atlanta businessmen. The first guest, Dr. Robert Matheny of Corvivo Cardio, discusses his transition from a cardiovascular surgeon to an entrepreneur, pioneering groundbreaking extracellular matrix technology for heart tissue regeneration. The second guest, Don Bravaldo, President of Bravaldo Capital Advisors, provides expert insights into the mergers and acquisitions landscape, highlighting recent success stories and advising business owners on how to best prepare for sale.

Bill concludes the show with a commentary on how to de-risk your decisions and ensure you’re making the best choices for your company.

ProfitSense with Bill McDermott is sponsored and presented by Bill McDermott, The Profitability Coach, and the show is produced by John Ray and the North Fulton Studio of Business RadioX® in Alpharetta.

Dr. Robert Matheny, Corvivo Cardio (formerly CorMatrix Cardiovascular, Inc)

Dr. Rob Matheny, Corvivo Cardio — **Dr. Robert Matheny, Corvivo Cardio**

Dr. Robert Matheny is a highly experienced cardiothoracic surgery specialist based in Atlanta, GA, with over 41 years in the medical field. He graduated from the University of Louisville School of Medicine and has since dedicated his career to cardiovascular medicine and medical technology innovation.

As the founder and Chief Medical Officer of CorMatrix Cardiovascular, Inc., Dr. Matheny has been instrumental in developing extracellular matrix (ECM) biomaterials for cardiac and vascular tissue repair. His work has led to the creation of innovative products that have been used in over 160,000 cardiovascular procedures across more than 975 hospitals in the United States.

Dr. Matheny’s commitment to advancing regenerative medicine in the cardiovascular field is evident through his extensive research and development efforts. He has overseen numerous studies, including more than 50 at T3 Labs, contributing significantly to the improvement of patient outcomes in the treatment of heart failure and various cardiovascular conditions.

Don Bravaldo, Bravaldo Capital Advisors

Website | LinkedIn

Topics Discussed in this Episode

00:00 Introduction to ProfitSense
01:05 Meet Dr. Robert Matheny of Corvivo Cardio
01:26 The Journey from Surgeon to Entrepreneur
05:00 Groundbreaking ECM Technology
09:54 Clinical Trials and Future Prospects
12:51 Meet Don Bravaldo of Bravaldo Capital Advisors
13:38 The Genesis of Bravaldo Capital Advisors
17:53 Current M&A Market Insights
21:37 Success Stories in M&A
27:36 Advice for Business Owners Considering an Exit
30:43 Bill McDermott’s Entrepreneurial Journey
32:49 Closing Remarks and How to Stay Connected

About ProfitSense and Your Host, Bill McDermott

ProfitSense with Bill McDermott dives into the stories behind some of Atlanta’s successful businesses and business owners and the professionals that advise them. This show helps local business leaders get the word out about the important work they’re doing to serve their market, their community, and their profession.

Follow this link to find the show archive.

The show is presented by The Profitability Coach. The Profitability Coach helps business owners improve cash flow and profitability, find financing, break through barriers to expansion, and financially prepare to exit their business.

Bill McDermott is the Founder and CEO of The Profitability Coach. When business owners want to increase their profitability, they don’t have the expertise to know where to start or what to do. Bill leverages his knowledge and relationships from 32 years as a banker to identify the hurdles getting in the way and create a plan to deliver profitability they never thought possible.

Bill currently serves as Treasurer for the Atlanta Executive Forum and has held previous positions as a board member for the Kennesaw State University Entrepreneurship Center, Gwinnett Habitat for Humanity, and Treasurer for CEO NetWeavers. Bill is a graduate of Wake Forest University, and he and his wife, Martha, have called Atlanta home for over 40 years. Outside of work, Bill enjoys golf, traveling, and gardening.

Connect with Bill on LinkedIn and Instagram and follow The Profitability Coach on LinkedIn.

Navigating Corporate Development and M&A Strategy, with Tim Christie, CorpDev Consulting, LLC

May 20, 2024 by John Ray

North Fulton Business Radio

Navigating Corporate Development and M&A Strategy, with Tim Christie, CorpDev Consulting, LLC

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Navigating Corporate Development and M&A Strategy with Tim Christie, CorpDev Consulting, LLC (North Fulton Business Radio, Episode 772)

In this episode of North Fulton Business Radio, host John Ray interviews Tim Christie, founder of CorpDev Consulting, to introduce his expertise in corporate development and mergers and acquisitions. Tim explains how his consultancy focuses on marrying strategy with corporate development, aiding companies to understand processes and drive successful outcomes in M&A activities. He elaborates on the importance of integrating strategy throughout the M&A process, from considering acquisitions to post-merger integration, emphasizing the role of human resources and organizational alignment in ensuring the success of M&A deals. Tim shares insights on how small to medium-sized companies can strategically approach M&A, the advantages of engaging a corporate development consultant early in the process, and the importance of aligning M&A activities with overall business strategy. The conversation also covers the challenges and common pitfalls in M&A deals and how Tim’s expertise helps companies navigate these complex processes effectively.

John Ray is the host of North Fulton Business Radio. The show is recorded and produced from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta.

Timothy A. Christie, CFA, Managing Partner, CorpDev Consulting, LLC

Tim has over 25 years experience across a wide variety of industries and disciplines. His focus is on helping companies make the right strategic decisions and creating a framework for greatly increasing the probability of success. His experience across the broad sector of M&A (including organic growth, alliances, joint ventures, partnerships and venture investment) comes through when evaluating opportunities for clients.

Tim’s previous experience includes corporate development roles with RBC Bank (Royal Bank of Canada) and First Data, as well as consulting experience in fintech, financial services, payments, industrial products and non-profits. An excellent facilitator, he has spoken at numerous conferences and seminars on topics ranging from international business to mergers & acquisitions.

Tim completed his MBA at Duke University’s Fuqua School of Business and his Undergraduate Degree in Political Science and Economics at Queen’s University (Canada). He is a Charterholder of the CFA Institute and serves on the Technology Association of Atlanta (TAG) Corporate Development Society Board.

Website | Company LinkedIn | Tim on LinkedIn

Topics Discussed in this Episode

00:00 Welcome to North Fulton Business Radio
01:23 Introducing Tim Christie and CorpDev Consulting
01:31 The Philosophy and Approach of CorpDev Consulting
04:59 Tim Christie’s Background and Expertise
06:45 Understanding M&A Challenges and Solutions
16:20 The Role of a Fractional Corporate Development Officer
26:13 Success Stories and How to Connect
30:38 Closing Remarks

Renasant Bank and Casa Nuova Italian Restaurant support North Fulton Business Radio

Renasant Bank has humble roots, starting in 1904 as a $100,000 bank in a Lee County, Mississippi, bakery. Since then, Renasant has become one of the Southeast’s strongest financial institutions, with over $13 billion in assets and more than 190 banking, lending, wealth management, and financial services offices in Mississippi, Alabama, Tennessee, Georgia, and Florida. All of Renasant’s success stems from each of their banker’s commitment to investing in their communities as a way of better understanding the people they serve. At Renasant Bank, they understand you because they work and live alongside you every day.

Casa Nuova is a proud family-owned and operated restaurant, serving classic, authentic and traditional Italian cuisine and top tier hospitality since 1998.

Casa Nuova is a cook-to-order kitchen, serving traditional fare including pasta, chicken, seafood, veal, vegetarian and gluten-free options, plus daily specials. They are a farm-to-table establishment, meaning that in the summertime, they cultivate their own vegetables in their garden, steps away from the restaurant, including tomatoes, corn, peppers, zucchini, sunflowers and more!

Celebrating more than 25 years, Casa Nuova has become a true staple in the Alpharetta area, serving more than three generations of families, including friends old and new, visiting near and far from all over the metro Atlanta area and beyond.

Website | LinkedIn | Facebook | Instagram

About North Fulton Business Radio and host John Ray

With over 770 shows and having featured over 1,200 guests, North Fulton Business Radio is the longest-running podcast in the North Fulton area, covering business in our community like no one else. We are the undisputed “Voice of Business” in North Fulton!

The show welcomes a wide variety of business, non-profit, and community leaders to get the word out about the important work they’re doing to serve their market, their community, and their profession. There’s no discrimination based on company size, and there’s never any “pay to play.” North Fulton Business Radio supports and celebrates business by sharing positive business stories that traditional media ignore. Some media leans left. Some media leans right. We lean business.

John Ray, Business RadioX - North Fulton, and Owner, Ray Business Advisors — **John Ray, Business RadioX – North Fulton, and Owner, Ray Business Advisors**

John Ray is the host of North Fulton Business Radio. The show is recorded and produced from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta. You can find the full archive of shows by following this link. The show is available on all the major podcast apps, including Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, and many others.

The studio address is 275 South Main Street, Alpharetta, GA 30009.

John Ray also operates his own business advisory practice. John’s services include advising solopreneurs and small professional services firms on their value, their positioning and business development, and their pricing. His clients are professionals who are selling their expertise, such as consultants, coaches, attorneys, CPAs, accountants and bookkeepers, marketing professionals, and other professional services practitioners.

John is the national bestselling author of The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices.

Nathan Miller, Atlantic Consulting Solutions, and Carl Nicpon, Marsh Creek Advisors

March 19, 2024 by John Ray

Anthony Chen, Lighthouse Financial, Nathan Miller, Atlantic Consulting Services, and Carl Nicpon, Marsh Creek Advisors

Family Business Radio

Nathan Miller, Atlantic Consulting Solutions, and Carl Nicpon, Marsh Creek Advisors

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Nathan Miller, Atlantic Consulting Solutions, and Carl Nicpon, Marsh Creek Advisors (Family Business Radio, Episode 55)

Family Business Radio host Anthony Chen was joined on this episode by business consultant Nathan Miller and M&A advisor Carl Nicpon. Nathan Miller, Atlantic Consulting Solutions, talked about the routes to business growth that strategic consulting and culture development create. He shared his journey into business consulting and emphasized the importance of investing in people, structuring for growth, and developing a clear company culture. Carl Nicpon of Marsh Creek Advisors focused on the process of preparing for and executing a successful business exit or sale. He shared his personal experience with selling a family business, explained common misconceptions about business valuation, and introduced the concept of a “second bite of the apple.” The episode underscores the value of seeking expert guidance early on for both achieving sustainable business growth and navigating the intricacies of selling or transitioning a business.

Anthony closed the show with a commentary on why it’s vital that you not be afraid to ask for help.

Family Business Radio is underwritten and brought to you by Anthony Chen with Lighthouse Financial Network.

Nathan Miller, Atlantic Consulting Solutions

Nathan Miller is a global leader with over 25 years of international experience across 11 countries and fluency in four languages. He holds licentiate degrees from universities in Europe.

Leveraging his background in strategic management, organizational development, leadership coaching, and training, Nathan has served in diverse leadership roles, including business management in full-service marketing agencies, management roles in construction companies, and also as a National Director for a global non-profit organization and editor-in-chief of a website in Rome, Italy. He also brings experience in education, counseling, and real estate.

Nathan is passionate about applying his global perspective and diverse expertise to help business owners grow and thrive.

Outside of work, Nathan enjoys basketball, woodworking, and hiking with his wife.

Atlantic Consulting Solutions

Atlantic Consulting Solutions (ACS) provides strategic business consulting tailored to the needs of small businesses that are growing or seek to grow. With over 20 years of experience, their team of MBAs and former executives has assisted over 250 businesses across nearly 40 industries. They understand the real complexities a small business owner goes through and are experts and masters of overcoming those challenges.

Their holistic approach and methodology set us apart. They offer complete guidance, from developing your vision to implementing it successfully. This includes strategy, management, financial, and organizational consulting. They have expertise across all aspects of business, including strategy, finance, operations, HR, and more.

ACS has helped clients raise over $145 million in capital, negotiate major deals, restructure organizations, improve culture, and provide effective transition leadership.

As your trusted advisor, ACS provides in-depth strategic advice to support important decisions. Your success as a business owner and leader is theirs as a company. They understand the complexities organizations at this stage face and draw from real executive experience to provide tailored solutions.

ACS has worked on business model improvements, financial structuring, organizational restructuring, raising capital and obtaining large credit lines and loans. They have also significantly improved company cultures in toxic environments, trained executives/managers to become great leaders, helped companies merge, helped companies acquire others and sell themselves for double the original offer, transitioned COOs, created successful revenue models, and helped negotiate large deals. Finally, they are bilingual consultants who understand the complexities of cultures and approaches.

Website | LinkedIn | Instagram | Facebook | YouTube

Carl Nicpon, Managing Director, Marsh Creek Advisors

Carl Nicpon is an entrepreneur at heart. He was the third-generation owner of a wedding services provider with 14 locations and 200 employees. Carl led the effort to sell the 50-year-old business in a private equity roll-up of the industry, and his first-hand experience gives him an unparalleled understanding of what it’s like for a business owner to bring their company to market and negotiate a successful exit.

Carl is also an Adjunct Professor in the Executive MBA program at the University of Georgia and serves on the Board of the Shore Entrepreneurship Center at Kennesaw State University. He is the Founder of Brio Business Academy, dedicated to guiding business owners as they launch and grow their businesses. He is passionate about education because he believes that business owners make better decisions when they know how and why things work (or don’t!).

Carl graduated from the University of Notre Dame, holds an MA from the University of Chicago, an MBA from the University of Georgia, and an M.Ed. from the University of Loyola. He and his wife live in Dunwoody and have two sons who attend the Georgia Institute of Technology.

Marsh Creek Advisors

Marsh Creek is an M&A and business brokerage firm helping lower middle market business owners sell with confidence. Our typical clients are business owners with annual revenue between $5 and $75 million. While we are based in the Southeast, we proudly serve clients nationwide.

Marsh Creek is proud to partner with the Bristol Group, a network of over 20 advisors from across the country. While leveraging this broad pool of experienced advisors, we remain committed to providing you with a high-touch, high-service approach that is customized to your unique needs. We firmly believe that teamwork is essential to ensuring a successful and fulfilling sales experience for our clients.

The Marsh Creek team is comprised of former business owners who are honored to partner with you on your path to sale. It’s our goal to ensure the largest financial transaction of your life is done right.

Website | LinkedIn

Topics Discussed in this Episode

00:00 Welcome to Family Business Radio
00:39 Nathan Miller’s Journey: From Nonprofit to Business Consulting
03:21 The Role and Impact of Business Consulting
05:22 Cultivating a Successful Business Culture
12:19 Strategic Planning and Organizational Structure for Growth
16:16 Recruiting the Right Team: Mission, Vision, and Values
17:12 Navigating Financial Challenges and Planning for the Future
22:37 Transitioning to Exit Planning: Carl Nicpon’s Story and Insights
28:40 The Pitfalls of a Single Buyer in Business Sales
29:29 Exploring the ‘Second Bite of the Apple’ Strategy
31:30 When to Consider the ‘Third Route’ for Your Business
33:44 Maximizing Business Value for Sale: Strategies and Mistakes
40:31 Enhancing Business Value: Positive Strategies and Practices
46:25 Expert Insights: Common Mistakes and Missed Opportunities in Business
52:00 Closing Thoughts: The Importance of Seeking Help and Building a Team

Anthony Chen, Host of Family Business Radio

This show is sponsored and brought to you by Anthony Chen with Lighthouse Financial Network. Securities and advisory services are offered through Royal Alliance Associates, Inc. (RAA), member FINRA/SIPC. RAA is separately owned, and other entities and/or marketing names, products, or services referenced here are independent of RAA. The main office address is 575 Broadhollow Rd., Melville, NY 11747. You can reach Anthony at 631-465-9090, ext. 5075, or by email at anthonychen@lfnllc.com.

The complete show archive of Family Business Radio can be found by following this link.

Navigating the Future: AI’s Impact on Mergers and Acquisitions

January 16, 2024 by Karen

BRX National

Navigating the Future: AI's Impact on Mergers and Acquisitions

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Navigating the Future: AI’s Impact on Mergers and Acquisitions

In a recent episode of Phoenix Business RadioX, host Karen Nowicki engaged in a conversation with Rabie Zahri, CEO of Positon AI, and Craig Lilly, a partner at Reed Smith LLP, shedding light on the transformative impact of AI on mergers and acquisitions (M&A). Zahri discussed Positon AI’s innovative approach, leveraging AI to enhance the efficiency of M&A processes. He emphasized the crucial role of AI in due diligence, citing specific examples such as AI-assisted question platforms and bluff reports for streamlined information summarization. Zahri underlined the need for human oversight in critical decision-making, while also touching upon the future potential of quantum computing.

Craig contributed valuable insights into the current dynamics of the M&A market, highlighting pricing misalignments between buyers and sellers. He explored creative solutions, including earnouts, M&A insurance, and minority investments, to address these challenges. Craig also emphasized the significance of alignment in goals, values, and equity ownership for successful post-closing integration. Looking ahead, Zahri outlined Positon’s focus on improving deal execution governance and performance management, aiming to create a business network facilitating companies to be investment-ready. In contrast, Lilly anticipated increased M&A activity for Reed Smith LLP, particularly in AI, cybersecurity, sustainability, and healthcare, preparing for a potential surge in IPOs in 2024.

This episode illuminated the multifaceted landscape of AI’s role in M&A, addressing trust, data privacy, and the need for innovative strategies to navigate the evolving market dynamics. The discussions underscored the collaborative efforts of technology-driven firms and legal experts to adapt and thrive in the changing landscape of business acquisitions.

Positon AI is dedicated to revolutionizing the Mergers and Acquisitions space with our SaaS-based, AI-powered platform, addressing the complexities of M&A workflow and data management. We offer an innovative, secure, and efficient solution that transcends traditional tools, setting new standards in the industry

Rabie Zahri is an acclaimed entrepreneur and business trailblazer, currently steering the helm as Co-Founder and CEO of Positon AI, an AI-powered SaaS venture shaking up the world of M&A and investment. Rooted in a potent blend of curiosity and intellect, Rabie is widely known for his solution-oriented approach, which he applies to the creation and market delivery of innovative products.

Educated at Arizona State University and Thunderbird School of Global Management, Rabie possesses a profound grasp of computer engineering and international business, making him a unique combination of tech-savvy and business-minded.

Rabie’s career journey is a diverse tapestry of roles, from software engineering and consulting at companies like On-Semiconductor and Hypercom (Verifone) to leadership positions at Hewlett Packard Enterprise. His latest venture, Positon AI, leverages AI and data analytics to revolutionize M&A and investment processes.

Known for his effective collective leadership style, Rabie has an innate ability to navigate ambiguity, lead by example, and drive his teams towards exceptional outcomes. A captivating speaker, Rabie is a regular feature on panels and keynotes, where he shares his insights, ignites ideas, and inspires audiences. His enthusiasm for solving complex problems and fostering innovation is not just infectious but also deeply transformative, making him a sought-after figure for any thought-provoking event.

Connect with Rabie on LinkedIn and X.

Reed Smith is a leading international law firm with more than 1,800 lawyers in 32 offices throughout the United States, Europe, the Middle East, and Asia. Founded in 1877, the firm represents leading international and US businesses, from Fortune 100 corporations to mid-market and emerging enterprises.

Its lawyers execute the full range of merger and acquisition transactions, litigation and regulatory compliance. Reed Smith is a preeminent advisor to industries including technology, AI, health care, life sciences, telecommunications, entertainment, energy and financial services.

Craig Lilly is a leading legal advisor for strategics and private equity sponsors on domestic and cross-border technology acquisitions, mergers, divestitures, recapitalizations, consolidations, auctions, leveraged buyouts, and minority investments.

Craig’s practice includes advising emerging technology companies on venture capital financings, debt financings, corporate governance, public offerings and joint ventures. He also represents fund sponsors in connection with structuring and organizing investment funds.

Craig frequently writes and lectures on legal and business issues regarding mergers and acquisitions, private equity investments and corporate finance. He has been quoted in, or contributed to, articles and features in Bloomberg, The Wall Street Journal, The Deal Magazine, Reuters, Financier Worldwide, CFO.com and other major publications.

Craig is a member of the Board of Directors of The Association for Corporate Growth and Financial Executives International (Silicon Valley chapters).

Follow Reed Smith on LinkedIn, Facebook, X and Instagram.

When Selling Your Business, Think Like a Buyer, with Bill McDermott, Host of ProfitSense

October 3, 2023 by John Ray

North Fulton Studio

When Selling Your Business, Think Like a Buyer, with Bill McDermott, Host of ProfitSense

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When Selling Your Business, Think Like a Buyer, with Bill McDermott, Host of ProfitSense

In this commentary from a recent episode of ProfitSense, Bill McDermott discussed how to think like a buyer when preparing to sell your business.

Bill’s commentary was taken from this episode of ProfitSense.

ProfitSense with Bill McDermott is produced and broadcast by the North Fulton Studio of Business RadioX® in Alpharetta.

TRANSCRIPT

[00:00:00] Bill McDermott: So I want to take a moment and talk to my business owner audience on if you’re selling your business or transitioning ownership whether it be to coworkers or a potential strategic or financial buyer,
[00:00:16] Bill McDermott: we have to think like buyers. Every business owner has a big dream to sell their business, achieve financial freedom, and live life on their terms. But recent studies show that business owners have a concept of the value of their business, but less than half of those have obtained an independent valuation.
[00:00:35] Bill McDermott: How do we know our value corresponds with the market value to a buyer? Selling our business is a lot like selling a home, except the business values are usually much higher. Everyone knows that kitchens and bathrooms sell houses. Location is also critical. Typically to maximize the value, we don’t sell our house ourselves,
[00:00:57] Bill McDermott: we hire a professional agent. They come up with a listing price based on comparable sales and run a process. In the same way, when selling our business, it’s important to think like a buyer. This means understanding what buyers are looking for in a business and how we can position our business to be attractive to potential buyers.
[00:01:18] Bill McDermott: Number one, identify your ideal borrower. Who is our ideal borrower and what are their goals or pain points? Knowing who we’re selling to, we can tailor our marketing materials to appeal to them. Second, Prepare a business for sale. This means cleaning up our financials, updating our marketing materials, and getting our business in top shape.
[00:01:40] Bill McDermott: Many business owners don’t know where to start or what to do in these areas, so hiring a professional to help you is critical. Third, hire a business broker or an M& A advisor. Best to have an independent advisor to handle the marketing of our business, finding potential buyers, and negotiating deal points.
[00:02:03] Bill McDermott: By following these steps, you can increase the chances of selling your business for a fair price and to a buyer who is a good fit for the company.

About ProfitSense and Your Host, Bill McDermott

ProfitSense with Bill McDermott dives into the stories behind some of Atlanta’s successful businesses and owners and the professionals that advise them. This show helps local business leaders get the word out about the important work they’re doing to serve their market, their community, and their profession. The show is presented by McDermott Financial Solutions. McDermott Financial helps business owners improve cash flow and profitability, find financing, break through barriers to expansion, and financially prepare to exit their business. The show archive can be found at profitsenseradio.com.

Bill McDermott is the Founder and CEO of McDermott Financial Solutions. When business owners want to increase their profitability, they don’t have the expertise to know where to start or what to do. Bill leverages his knowledge and relationships from 32 years as a banker to identify the hurdles getting in the way and create a plan to deliver profitability they never thought possible.

Bill currently serves as Treasurer for the Atlanta Executive Forum and has held previous positions as a board member for the Kennesaw State University Entrepreneurship Center and Gwinnett Habitat for Humanity and Treasurer for CEO NetWeavers. Bill is a graduate of Wake Forest University and he and his wife, Martha have called Atlanta home for over 40 years. Outside of work, Bill enjoys golf, traveling, and gardening.

Connect with Bill on LinkedIn and Twitter and follow McDermott Financial Solutions on LinkedIn.

Enjoy the Journey E2

July 26, 2023 by Karen

Financial Footsteps

Enjoy the Journey E2

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Enjoy the Journey E2

On this episode of Behind the Balance Sheet, host Chad Dean talks with Dan Johnson, Phoenix-based CFO of ONE (Open Network Exchange). Dan goes into detail about his educational background in Accounting and how it has been the foundation for a highly successful career in Finance. He discusses important personality traits and skillsets that are important for a leadership role in Finance.

Dan details his journey through his career filled with enviable positions that prepared him for the title of CFO. His advice he would give to young people beginning a career in Public Accounting is well said and truly something we should all strive for. But it’s easier said than done. Listen in for the details!

Anyone who has an interest in growing their knowledge of a career in finance – Students, anyone junior to senior in accounting and finance.

ONE is a high-growth organization that provides next generation, technology-based sales, marketing and fulfillment services to businesses across the travel, hospitality, vacation ownership, retail and financial markets globally. ONE has approximately 600 employees across operations in the US (AZ & FL), UK, and Asia Pacific.

Dan Johnson is Chief Financial Officer of ONE with proven track record at building and leading strong finance organizations. I have extensive experience in corporate finance, strategic planning, governance, restructuring, M&A, divestitures, and valuation. My expertise includes driving change and value enhancement through bold actions aimed at unlocking operational and financial efficiencies and new sources of growth.

Throughout my career, I have worked for, or advised private equity-backed and public companies in a multitude of industries including technology, consumer, ecommerce, energy, business services and manufacturing. Furthermore, I have served as a CFO and CEO for private-equity and VC backed companies throughout a transformation and/or restructuring process.

Prior to ONE, I was a Managing Director in turnaround and restructuring services for two international consulting firms. Earlier, I was a Senior Vice President at Houlihan Lokey where I advised boards of directors, sponsors and management teams on complex transactions and valuation matters. I started my career at Deloitte in its audit and assurance practice and received a B.S. in Business Administration and M.S. in Accounting from the University of Colorado Boulder. I am a CFA Charterholder and CPA licensed in Colorado.

Connect with Dan on LinkedIn.

About Financial Footsteps

Financial Footsteps is dedicated to providing insider access to successful accounting and finance leaders thereby providing ideas, insights, and ‘secrets to success’ to those aspiring to be leaders themselves.

Interactive conversations with guests will reveal the genesis for a career in accounting and finance, the great (and not so great) decisions that were made along the way, and the advice that these leaders would give to their younger selves.

About Your Host

Chad Dean has been an executive recruiter since 1996. He currently is owner and CEO of a top-ranked national recruiting firm with a 33 year history servicing the Finance disciplines.

Chad Dean’s relaxed and authentic recruiting style combined with a relentless work ethic and dedication to ethical recruiting has propelled him to the highest levels of success in recruitment and career counseling. He has been sought after by CNBC, the Wall Street Journal, and numerous other publications for his expertise.

Chad Dean is a proud Arizona native, married for 21 years, with two second-generation native teenage sons. He has an MBA from Arizona State University and a BS in Biology from FHSU.

About Our Sponsor

Integrated Management Resources was founded in 1990 in Tempe Arizona. Starting with clients like Goldman Sachs (first client and still a client today) and top Wall Street hedge funds, IMR built a robust recruiting process that digs out the most desirable ‘passive’ candidates from our client’s competitors.

IMR’s Phoenix Accounting and Finance practice services large and medium sized organizations for mid-senior level full-time placement and interim staffing.

Jeff Hawkins, Carr, Riggs & Ingram

May 8, 2023 by John Ray

North Fulton Business Radio

Jeff Hawkins, Carr, Riggs & Ingram

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North Fulton Business Radio, Episode 659)

Jeff Hawkins, Partner with Carr, Riggs & Ingram, joined host John Ray on this episode of North Fulton Business Radio to discuss the current state of the M&A environment. Jeff discussed how and why buyer diligence is getting tighter, the impact of higher interest rates on risk premiums, what sellers need to do in reaction, how a quality of earnings report can bring a buyer and seller closer to a realized transaction, and much more.

North Fulton Business Radio is broadcast from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta.

CRI was formed in 1997 as a merger between two prominent firms that recognized the changes that the accounting industry was undergoing and decided to classify these changes as opportunities instead of hurdles.

Two years after this strategic alliance was formed, CRI cracked into the Top 100 Accounting Firms in the United States, thus cementing its legacy as a major player in the accounting industry.

Today, after 25 years of consistent growth since our formation, they have expanded to support the expansive relationship between technology, data, and accounting by incorporating data scientists and IT professionals into their scope of work. This has allowed CRI to grow into a Top 25 CPA firm, nationally, with no plans of slowing anytime soon.

Website | LinkedIn | Facebook | Instagram | Twitter

**Jeff Hawkins, Partner, Carr, Riggs & Ingram**

Jeff Hawkins is a Partner at Carr, Riggs & Ingram. He provides attest services for middle to lower-middle market, privately held companies. He also leads the Transaction Advisory Services team (TAS) in CRI’s Atlanta office for quality of earnings, target working capital, and other due diligence projects. He works closely with dealerships and provides consumer and business services.

Jeff’s clients enjoy working with him because of his experience working with businesses in varying industries and his willingness to stay involved in every engagement.

Questions and Topics in this Interview:

Predictions from a previous show in 2022
Today’s market
Interest rates impacting deals
Deal diligence
Seller preparedness

North Fulton Business Radio is hosted by John Ray and broadcast and produced from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta. You can find the full archive of shows by following this link. The show is available on all the major podcast apps, including Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, Stitcher, TuneIn, and others.

Renasant Bank has humble roots, starting in 1904 as a $100,000 bank in a Lee County, Mississippi, bakery. Since then, Renasant has become one of the Southeast’s strongest financial institutions with over $13 billion in assets and more than 190 banking, lending, wealth management, and financial services offices in Mississippi, Alabama, Tennessee, Georgia, and Florida. All of Renasant’s success stems from each of their banker’s commitment to investing in their communities as a way of better understanding the people they serve. At Renasant Bank, they understand you because they work and live alongside you every day.

Since 2000, Office Angels® has been restoring joy to the life of small business owners, enabling them to focus on what they do best. At the same time, we honor and support at-home experts who wish to continue working on an as-needed basis. Not a temp firm or a placement service, Office Angels matches a business owner’s support needs with Angels who have the talent and experience necessary to handle work that is essential to creating and maintaining a successful small business. Need help with administrative tasks, bookkeeping, marketing, presentations, workshops, speaking engagements, and more? Visit us at https://officeangels.us/.