Registration and Breakfast
How to Grow Your Firm Through Acquisitions
Speaker: Greg Lindberg, Vice Chairman, ZweigWhite, and Founder & CEO, Eli Global
Are you looking for growth? Ever wish you could listen to someone who has built a company through M&A? Here is your chance to hear the lessons of Greg Lindberg, who built a business he founded at Yale into a successful holding company that has made 24 acquisitions on the path to over $100 million in revenue. Greg will describe how he entered into new businesses and new markets through acquisitions. Through his experience you will learn what worked, what didn’t, what he would do differently, and what is necessary to make deals work for you and your firm.
How M&A Is Shaping The Future of The Design and Construction Industry
Speaker: Jeff Clark, Managing Director & Principal, ZweigWhite Investment Banking
Mergers and Acquisitions are changing the competitive dynamics of our industry. The highly competitive North American market is seeing more foreign firms enter through acquisition, and large public firms continue to grow by acquisition and merger. Jeff Clark will break down the recent history and let you know how the changing landscape will affect your firm and the industry as a whole.
Refreshment Break
Goals, Objectives and M&A Options
Speakers: Jeff Clark and Hobson Hogan, Principal, ZweigWhite Investment Banking
Are you considering acquisition as a means of growing your firm or expanding into a new geographic region, or to diversify your service offerings? Are your trusted lieutenants pushing you to begin an ownership transition plan? Are you a buyer or a seller? There are different transactions to satisfy a variety of circumstances as well as individual or organizational goals. This session will explore a range of deal structures and will help you understand how each will-- or will not-- help you achieve your objectives. The discussion will also examine the motivations of sellers, how to understand them, and what to appeal to in each case as well as how to make your firm more desirable to buyers.
Negotiation Workshop
M&A negotiations can be stressful events with charged emotions. In an industry built on people, it is necessary to maintain trust throughout the negotiations. In this session, attendees will be divided into small groups and will be given specific negotiation scenarios to enact. Working with a ZweigWhite facilitator, and using actual case studies, individuals in each group will assume roles as buyers or sellers and will have an opportunity to explore strategies for keeping the deal on track.
Lunch
Deal Process – The Ins & Outs of Buying & Selling a Firm
Speakers: Greg Lindberg & Jeff Clark
How long does an M&A transaction take? Who needs to be involved? What outside advisors will my firm need? These are all questions that every buyer or seller asks at one time or another. Jeff Clark will outline the process for buying or selling a firm and will give you a structured approach for setting a timeline and tasking resources inside and outside your firm to support your M&A efforts.
Valuation – What Drives Valuations in M&A
Speakers: Tracey Jeffers, Principal, ZweigWhite Valuation Services & Hobson Hogan
Forward EBITDA multiples, terminal values, sustainable earnings, addbacks – what does it all mean? This session will delve into the mechanism of valuation in M&A settings and look at how the firm size, redundant costs, economic forecasts, interest rates, energy markets and inflation expectations affect valuations in M&A. In many cases, an acquiring firm will require third party capital to make an acquisition, we will also explore the capital markets to understand the current pricing of capital and how it affects value.
Refreshment Break
Integration
Here is where the real test of deal outcome resides. This session will outline the most common mistakes firms make when they attempt to make one blended company out of two or more previously independent ones. Find out how to avoid these pitfalls and have a greater chance of success.
Concluding remarks
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