February, 2017
MidMarket Talk:
Welcome
New Members
Please join us in welcoming our new members   to the Alliance community!

 

Visit our Member Directory to find Alliance Members near you! 

Join Today!
Why Become a 
Member of  The Alliance?
  • Gain access to valuable 
    MemberBenefit technology platforms
  • Gain a valuable network of M&A expert resources
  • Be featured in our Member Directory, accessible to the public
  • Receive discounted rates to AM&AA events

Attend a Chapter Meeting Near You!

DC/VA/MD Chapter Meeting
Tuesday, February 28th

New England Chapter Meeting
Tuesday, February 28th

Carolinas Chapter Meeting
Thursday, March 2nd

New York Chapter Meeting
Wednesday, March 8th

Gulf Coast Chapter Meeting
Wednesday, March 8th


The following chapters are in the development stages. Want to be more involved with a new chapter in your area?

Email  Ronnie Lyall to set up a call with our Director of Member Services, David Belew for more information:
  • Rocky Mountains (Denver)
  • Northern California
  • Central Valley California
  • Southern California
  • Brazil
  • China
  • Puerto Rico
Industry Event

Mergermarket Energy Forum
Date:  April 20th 2017
Location: Four Seasons, Houston, Texas

In the ninth edition of this event, attendees will gain access to an exclusive discussion on market dynamics and the future of the energy sector. In addition, industry-leading panelists will be covering M&A amongst oilfield service companies along with ongoing consolidations throughout the midstream space. Attend and take 30% off the traditional registration fee by using code AMAA30

Recognizing Members

With over 33,000 subscribers, MidMarket Talk is a great place for Alliance members to be featured! Members, s ubmit your articles and media trades to  Tracy Flack.
  • Send us your completed deal tombstones
  • Tell us about your speaking engagements
  • Send us your articles or white paper summaries

Thank You
For Attending the Winter Conference! 
 

Thank you for attending the Alliance 2017 Winter Conference. The event was a success, due to members like YOU! We hope you found the format engaging and educational, while affording you ample time and space to network! 

How to Identify Detractors in M&A Integrations and Transformations

Written by: Anirvan Sen

Every transformation and integration projects have detractors. Many people have reasons to oppose projects, however, detractors differentiate themselves by their constant opposition to projects. Their hostility, is often characterized by opposition for trivial reasons, scathing attacks on project team members for small mistakes, being extremely political and full of back-channel subtle maneuvers to negatively impact projects. Detractors can be within the project team, stakeholders, support functions, operations, or any other team.

Detractors with their actions, tactics and lack of collaboration contribute to delays in project with increased expenses and wasted time and effort; and in worse-case scenarios, failed or abandoned projects.  

What makes managing detractors challenging is the limited understanding amongst the project teams and sponsors to effectively detect specific detracting actions and covert tactics. Without specific evidence and behaviors, it is tricky to frame the problem and present a commanding argument. 

Read the full article here
 

To Insure or Not to Insure - 
Part 1: What You May Not Know

Written by: Jane Johnson

The term "life insurance" usually evokes strong feelings from business owners that range from "security and contingency plan" to "bad investment and waste of money." By the nature of what it is -- protection against financial loss that would result from the death of an insured -- life insurance also can be a reminder of our own mortality, which is something that many people prefer not to think about. We find in speaking with business owners that there is a lot of misunderstanding in the marketplace related to life insurance.

We believe that many owners simply may not know just how life insurance works and how it can be used to help protect their wealth and achieve their financial goals. In Part I of our of two-part article, we provide some useful information on some of the uses for life insurance and the types of coverage that are available.

Read the full article here

A Case Study of Rapid Post-Merger / 
Post-Acquisition Sales Force Integration

Written by: Walter Leicher

When it comes to integrating sales organizations Post-merger, the million-dollar question seems to revolve around how quickly the respective sales teams should be combined. While rapid assimilation leaves less time for employees and clients to fret over the proceedings, it forces a quick introduction between egos and corporate cultures that could benefit from a little finesse.

In order to avoid loss of sales momentum and the wilting of team morale, our team at BrainWare Consulting, in conjunction with Acquisition Integration, was engaged to help ensure a smooth transition between the merger of two software companies. The objective set by the Operating Partner of the acquiring firm: To present a unified sales force within two months of the merger.

This aggressive task would be accomplished by combing through accounts in excess of several hundred million dollars, along with the 40+ sales people who serviced them. It was an ambitious timeline, and one that called for the precise, methodical scrutiny of the revenue data belonging to the target company, along with the gaining of knowledge about eminent deal closures and the risks involved in the termination of certain sales people. 

Read the full article here



New Member Benefit: Refer.com


We're happy to announce that Refer.com is officially a member benefit provider of AM&AA. What does this mean for you?
 
Now you'll have access to the greatest referral platform in the world including education and training designed to empower you to gain the business growth you're seeking.
 
Mark your calendars and keep an eye out for an invite to our upcoming webinar with all the details you'll need to know on March 6th at 1PM CST. 


In Memory of Carlos Deupi

Carlos Deupi 
(1963 - 2017) 
Carlos Deupi,  a prominent Miami Corporate Securities Attorney & South Florida Chapter Board Member, passed away last week.

Carlos Deupi helped launched the Alliance of M&A Advisors South Florida 
Chapter"He was a critical player in making this chapter become a reality in this market," said Ygnacio Garcia-Saladrigas, the group's founding chair and a senior director at BNY Mellon Wealth Management. "His vision and contacts and extensive network in the AM&AA community contributed to our successful launch. Without him, we wouldn't have had the same level of success. He helped set the overall strategy, as well, for this chapter."

The Alliance extends its deepest sympathies to Carlos Deupi's family and friends. 



Interested in Becoming A Member?

Members of the Alliance of M&A Advisors (The Alliance) represent businesses ranging from $5 to $500 million in transaction value. Membership with The Alliance provides access to a worldwide network of 1,000+ Independent M&A Professionals, exclusive pricing on conferences, certification and training opportunities, special discounts on cutting edge software, as well as speaking and publishing opportunities. If you would like more information on membership with the Alliance, please contact Samantha Snelling at (877) 844-2535 or 


 
Thank You to Our Partners
 
  

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The Alliance of M&A Advisors┬« 
(The Alliance) is the premiere International Organization serving the educational and resource needs of the middle market M&A profession. Formed in 1998 to bring together CPAs, attorneys and other experienced corporate financial advisors, the Alliance's 1000+ professional services firms - including some of the most highly recognized leaders in the industry-draw upon their combined transactional expertise to better serve the needs of their middle market clients worldwide.