April 2018
MidMarket Talk: April 2018
New Members
Please join us in welcoming our
New Members   to The Alliance community!


Visit our Member Directory to find Alliance Members near you! 

We Moved!
Visit Us At Our New Office
33 W. Monroe Street
Suite 28-001
Chicago, IL 60603
CM&AA 2018

2018 Training & Certification 
Registration Open!

Obtain the most advanced credential illustrating the highest recognized standards of professional excellence for middle market corporate finance, advisory, and transaction service professionals in a collaborative, peer-driven learning environment. 

Accepting Applications Now
***April 23 - 27, 2018 ***
Robert H. Smith School of Business
Washington, DC 

May 21 - 25, 2018 
DePaul University
Chicago, IL 

September 24 - 28, 2018
DePaul University
Chicago, IL 

October 22 - 26, 2018
Pepperdine University
Malibu, CA

Mike Nall and Tim Carstens, 2017 Chapter Leader of the Year, at CM&AA Thunderbird.

Calling All Tombstones
Have a completed deal you want featured?
Attend a Chapter Event Near You!
Long Island
Wednesday, April 11, 2018

Thursday, April 12, 2018

Wednesday, April 18, 2018

Thursday, April 26, 2018

Thursday, April 26, 2018

Thursday, April 26, 2018

Central PA
Tuesday, May 1, 2018

Tuesday, May 8, 2018

New England
Monday, May 14, 2018
Partner Events

Additional Events
***Special  CM&AA  Pricing***

Join Today!
-Gain access to valuable 

Member Benefit 

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 Alliance  Events


Dealmakers Planning for a Successful Integration: The M&A Roadmap for Success
By: Gary W. Craig, Managing Partner & COO, Vector Group, Inc. 

Last month In MidMarket Talk, Dealmakers Planning for a Successful Integration: Performing Cultural Due Diligence (CDD) focused on providing better understanding the concept of Cultural Due Diligence (CDD). Now we can turn our attention to some of its nuts and bolts and how the process of CDD might look like as it plays out in the real world of mergers and acquisitions.
Not to beat a dead horse here but we keep asking the question of whether Dealmakers or intermediaries care (strategically or personally) how the deal goes after it closes. Once again, our contention is that Dealmakers can ensure the long-term success of their deals by including CDD which will build their credibility and enhance their reputation by making deals successful in the longer-term.
What we are finding, however, is that many dealmakers/intermediaries really do not appear to care or figure the cost to deal with human capital issues is too high and they simply walk away from potentially lucrative deals based on that fear or concern. Maintaining that posture might be safer but what about the potential lost benefits? Our quest here is to make Dealmakers more effective in what they do. Dealmakers and intermediaries are quite accustomed with financial due diligence and a look at how CDD might rollout could be very beneficial. Continue Reading>>
Social Media and MidMarket Alliance
Social media is a huge part of our personal and professional life. With over 330 million active users on Twitter and nearly 500 million on LinkedIn, leverage your Alliance member platform to engage with members and potential customers. Like Alliance Member, Katharine Halpin, add your social media icons onto your profile. Include articles that you have published. Post deals. Be found.

How To Log In
  • Go to www.midmarketalliance.org
  • Click on the Login button, found in the upper right hand corner of the page
  • Click on the Reset Your Password tab
  • Enter your email address (the one we have on file at the Alliance)
  • You will receive an email with instructions to establish your password
  • Follow the instructions in the email, and log in to the site with your new credentials
Six M&A Lessons That Even Experienced Pros Forget Sometimes
By: Frank Williamson, Founder, Oaklyn Consulting 

Being an M&A advisor is an experience of constant learning. No matter how long I work in this profession - and I've been doing it for more than 20 years - I never cease to encounter situations that present unforeseen challenges.
I recently participated in a forum with five other experienced M&A professionals in which we talked through our experiences of managing risk in the mergers and acquisitions process. By exchanging stories of deals gone wrong, we touched on some common points about the work we do.
We settled on six keywords to sum up the lessons we learned. Continue Reading>>
Member Spotlight

Brent S. Solomon, MSF, CPA/ABV, CFF, CM&AA
Strategic Financial Advisory LLC

Brent has been a CM&AA and active AM&AA member since 2003. Brent was regularly part of the conference planning committees for several years and was AMAA's Conference Chair for the Summer 2014 and Winter 2015 conferences. In January 2015, AMAA's Advisory Board awarded Brent the Leadership/Founders Circle Award. Also during 2015, Brent joined forces with several other DC based AMAA members to form a DC/MD/VA chapter for AM&AA. In the three years since it formation, the Chapter has evolved 10 sponsors, dozens of new members, six or seven events per year, and regular chapter event attendance in the 80 to 100 person range. Along with another DC/MD/VA founding partner, Brent was awarded member of the year in 2017.

Brent's career began as a traditional CPA, then moved to corporate finance as a CFO for public and private companies, then Brent returned to public accounting & consultancy with a focus on valuation and transaction advisory services. Brent founded the valuation and transaction advisory practice at Reznick Group (now CohnReznick ), which grew to 30 professionals in three locations. Brent spent 17 years at CohnReznick as National Director of Valuation and Transaction Advisory services and retired from CohnReznick in early 2016.

Since retiring from CohnReznick , Brent operates independently to provide valuation and transaction advisory services, with a focus on Private Equity/Venture Capital and the fair value measurements required for their net asset value reporting to investors. Brent helps design policy and processes as well as assists or reviews the valuation measurements under what has become more rigorous demands of investors, regulators and auditors. Brent also provides valuation services for transaction, tax and financial reporting needs of the portfolio companies, and functions as a technical and policy advisor to CFOs.

Also post large firm career, Brent began working on a homecoming of sorts.   Brent is a proud alum of the University of Maryland, Robert H. Smith School of Business. Brent had always given thought to some day teaching - and in particular advancing education in private capital markets and fair value measurement and financial reporting. Brent pitched adding a fair value course to the curriculum. While waiting for approval for the new course, Brent accepted an offer to teach financial statement analysis, that is taught with a focus on business and valuation analysis of equity security investments. Last year, the fair value course was approved, and this Spring, Brent developed and taught the Smith School's first fair value measurement, reporting and auditing course.

As the Executive Education department at the Smith school heard about the new offerings, they expressed an interest in execution education for valuation, middle market merger and acquisition, and private markets.   And Brent had another idea, why not bring the CM&AA program to the Smith school as an executive education program? Brent helped coordinate discussions with AM&AA and the Smith school, and a Partnership agreement was executed to offer the CM&AA program at the UMD's DC campus. This will be an exciting offering including teaching from local experts from the DC/MD/VA leadership.   
Five Ways Sell-Side Customer Diligence Can Maximize Sale Prices
By: Anthony Bahr, Vice President, VOC Strategic Practice, Strategex 

Over the past few years, the adoption of rigorous, third-party customer due diligence has rapidly increased on the buy-side. Acquirers have come to understand that an objective validation of the strength and stability of a target's customer relationships is essential to validate their investment hypotheses and determine the long-term growth potential of a company.
In today's environment of long holding periods and record-high multiples, the use of third-party sell-side customer diligence has also been increasing, as sellers are under increasing pressure from discerning buyers to justify purchase prices.
Based on our experience conducting these types of engagements, we tend to find there are five ways pre-sale diligence can help maximize and justify sale prices. Continue Reading>>
Member Benefit Highlight: PEI Services
PEI Services  is available to members free of charge! Private Equity Info provides an in-depth corporate finance research database which tracks private equity firms, mezzanine lenders, investment banks and more. Quickly build exportable lists and create industry specific transaction alerts. Expand your network and close more deals. Alliance members receive PEI for free. Join The Alliance and you too can enjoy a savings of $1,680.00!
Click here for a short video overview of PEI.
Contact Catleah Capuli at 312.856.9590 to activate your access to PEI.
Thank You to Our Partners

Contact Us
33 W. Monroe, Suite 28-001
Chicago, IL 60603
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 investors and advisors, the Alliance's 1100+ 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.