Issue: 36 September 2015
46th M&A Source Fall Conference Registration 
NOW OPEN!
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Registration is now open for the 2015 M&A Source Fall Conference and Dealmakers Expo, to be held November 9-12 at the Hyatt Regency in Albuquerque, New Mexico, USA. Register now to take advantage of the early bird discount - rates increase after September 16!

The 2015 M&A Source Fall Conference will offer formal educational opportunities - including three all new courses - as well as workshops and discussions focused on Challenges, Opportunities, and Winning Strategies. Courses range in topic from negotiation skills to private equity deals - and everything in between. Additionally, conference attendees will have access to interactive workshops, daily networking opportunities, and the M&A Source Dealmakers Expo where Private Equity Groups (PEGs) are ready to meet face-to-face and make deals happen!

For more information on the Fall Conference, visit: 

Interested in participating in the M&A Source Dealmakers Expo? Contact sales@masource.org
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In This Issue
2015 M&A Source Fall Conference 
November 9 -12 Albuquerque, NM

Click Here for more information
Product or Price: Which is More Important?
Joe Lindsey, M&AMI, CBI
M&A Source Chairman  
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In the December 17, 2014 edition of Harvard  Business School's Working Knowledge Carmen Nobel contributed an article entitled "How Our Brain Determines if the Product is Worth the Price."  Early in the article the author writes "By the time you decided to buy a product, you knew both what you were buying and how much it cost."
 
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Avoid These Four Mid-Market Deal Killers
Peter Alternative 

Takeway: Few experiences in business are more harrowing than having a deal to sell your company fall apart. While the ups and downs of a deal are inevitable, having your transaction get permanently derailed is not.
When a deal crashes and burns, the repercussions on your business can be significant and long lasting. Company performance may suffer as management takes its eye off of day-to-day operations. Key employees get spooked and leave because of the anticipated change of control. 

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New M&A Course! 
Presentation Skills for M&A Professionals Course #600

This engaging three-day program, offered February 19-21, 2016, will enhance your personal presentation skills. Topics covered include how to:
  • Plan, design and write a program/presentation
  • Determine realistic timing so that everything is covered to the level desired in the time available
  • Set the desired group environment and maintain control
  • Use presentation methods other than lecture
  • Design and professionally use visual aids and Power Point tips
  • Develop effective personal delivery skills
  • Develop effective group facilitation skills and the proper use of questions
  • Overcome nervousness/butterflies associated with speaking in front of a live audience or a video camera
  • Actively engage and hold your audience's attention
  • Use humor in presentations and training
  • Create a checklist and tips for M&A Source conference presentations
  • Organize and prepare panelists and successfully moderate panel discussions
Dates:  February 19-21, 2016
Location:  Kennesaw State University (greater Atlanta metro area)
Credits: Attendees will receive 24 credits
Cost: $500 (available to members only)
Registration:  Seating is limited; please register early.

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Bylaws Announcement
This announcement is to inform the members of The M&A Source of a change to the Bylaws of the M&A Source, specifically article 2.01 (b) regarding Corporate members.   
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Welcome New Members
July and August
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Ben Barnes
Victor Barsoum
Russ Bieber
Ron Chromey
Jonathan Cochran
Roland Davis
Ronald Edmonds
Don Hicks
Katrina Loftin Winkel

David McCready
Roger Murphy
Wayne Patterson
Edward Pratesi
James Quinn
Blayne Rush
Jeff Sackman
Alexander Sams
Lynne Silva
Jason Tuzinkewich

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Five Things You Can Do to Build Value
Ron Stacey
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Simply put, value (and price) can be maximized by 1)
 Improving cash flow, 2) Reducing risk and 3) Growth (the buyer buys the future.) Here are five areas to address for building value.
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1) Diversify: concentrations of any kind are bad. Diversify the customers, suppliers, and the product or service offerings. Also, eliminate any key dependencies in operations, including those "indispensable" employees. Size usually helps in this area so see item 5.

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Top Wealth Manager Tells Business Owners "Don't Dawdle"
Gary W. Ampulski

There has been much talk about the strength of the current seller's market over the next six to twelve months. But how do business owners know that these market conditions will last? Most qualified M&A advisors, however, will tell you that to maximize the value of your company, you have to consider three factors: business optimization, personal readiness, and the state of the capital markets.

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Selling Troubled Companies
Stuart W. Cohen

When selling a troubled company you are faced with two apparently conflicting objectives: getting rid of a headache as quickly as possible while at the same time maximizing the price you get for it. Making the achievement of these objectives even more difficult is that you most likely will be dealing with potential buyers who want to purchase the company for a price and terms that give them more than a fighting chance at successfully achieving a turnaround. Striking a mutually acceptable deal under this scenario is a complex and challenging process that takes the commitment of both buyer and seller. The following is the process I've successfully employed in selling troubled companies. 

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Certified M&A Professional Program
September 28 - October 2, 2015

Register  today for M&A Source's
Certified M&A  Professional Program.   A five-day program conducted  on the campus of Kennesaw State University in the greater Atlanta area offered to M&A Source members and guests. The program is an adaptation of the educational/certification offerings of the  Coles College M&A Academy , which focuses on the unique aspects of middle market M&A activity. It is ideal for M&A intermediaries and other professionals serving this sector, as well as senior management and business owners of the companies they serve. Additionally, completing this 5-day program satisfies all of the educational requirements for the prestigious M&AMI designation. 
 
Dates:  September 28 - October 2, 2015
Location:  Kennesaw State University, Coles College of Business  
Registration:  Seating is limited; please register early.

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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 300 M&A dealmakers including intermediaries, investment bankers, attorneys, accountants, financial planners and others involved in the M&A process.