Issue: 37 October 2015
2015 M&A Source Fall Conference Regular Rate Ends on October 26

The 2015 M&A Source Fall Conference & Dealmakers Expo will take place November 9-12, 2015 in Albuquerque, New Mexico.
The conference will feature three new courses in addition to workshops, networking events, and The M&A Source Dealmakers Expo, allowing you to meet face-to-face with Private Equity Groups who are ready to make deals happen. Regular registration ends on October 26, so register today! We look forward to seeing you in Albuquerque! Don't forget to book your hotel room  too - rates go up after October 16 .

In This Issue
The 2015 M&A Source Fall Conference. We'll see you in November! 
November 9 -12 Albuquerque, NM

Click Here for more information
Exceeding Expectations
Joe Lindsey, M&AMI, CBI
M&A Source Chairman  

Exceeding the expectations of your customers is a worthwhile goal, and it is uppermost in the minds of M&A Source leadership.  I first learned this in 2011 when I volunteered to serve on the M&A Source membership committee chaired by Dora Lanza.  In virtually every meeting she asked:
  • Consider "What's in it for me?" through the eyes of our members and potential members.
  • How can we offer more and better benefits that will enhance the practices of our members?
  • Does this or that action serve to meet the needs of our members?
  • If we take this or that action, what is the value proposition to our members?
Market Pulse Q2 2015 
Results Available ! 

The quarterly IBBA and M&A Source Market Pulse Q2 survey  was completed by 249 business brokers and M&A advisors, representing 37 states. More than half of the respondents (60%) had at least 10 years of experience.  Except when noted, this report represents the Main Street portion of the report, highlighting IBBA members active in this sector.

8 Things To Know (or Do) Before The "For-Sale" Shingle Goes Up"
Prospect Partners

A thoughtful approach to the sales process can pay dividends. These 8 tips can help owners make the most of the financial opportunity for their company.

1. Understand the reason for the sale: Sounds obvious, but owners sometimes need help recognizing their true motivation and how much they want to stay involved with the business after the transaction closes. After all, there are different types of sales - recapitalizations, transitions, and exits. Each requires a different way of preparing and positioning the company, ideally several years in advance. Which direction to pursue may depend on such factors as:

6 Guiding Principles to Successful Strategy Management
Dick Albu

It is a well-documented fact that 80% of strategic plans fail to realize their value. If you've invested in developing a strategy and wondered why it is not producing the results you expected, you might consider some of these guiding principles to put you back on track.
Transforming an Owner into a Seller is a Team Sport
Kerri Salls

M&A advisors and M&A attorneys are transaction driven. They have a process, checklists, and know who else they need to close a deal. For that process to work well and for an M&A practice to work at full capacity requires qualified sellers when they start the engagement.  

Four Strategies for Making Concessions
Deepak Malhotra  s

"Concessions are often necessary in negotiation," says HBS professor Deepak Malhotra. "But they often go unappreciated and unreciprocated." Here he explains four strategies for building good will and reciprocity. From Negotiation.
Most people understand that negotiation is a matter of give-and-take: You have to be willing to make concessions to get concessions in return.

New Members
Kevin Berson
Ryan Clark
Matt Cobb
Bob Grewal
Ric Hepburn
Mark Holland
Robert Howells
Lee James
Richard Leal
Nate Liebler
Joe MacGuire
Steven Smith
Jim Snodgrass
Scott Swim
Brad VanderBrug

About Us  M&A Logo
The association is organized and operated to promote members' professional development to better serve their clients' needs, and to maximize public awareness of services performed by intermediaries and ancillary advisors who facilitate solutions available for lower middle market merger and acquisition transactions.

The M&A Source was established in 1992 to address the challenges faced by merger and acquisition professionals. This international organization currently has more than 350 M&A dealmakers including intermediaries, investment bankers, attorneys, accountants, financial planners and others involved in the M&A process.