August 2017
MidMarket Talk:
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


CM&AA Classes
Now Enrolling!

September 11-15
DePaul University
Chicago, IL
October 23-27
Pepperdine University
Malibu, CA

The Certified Merger & Acquisition Advisor (CM&AA) Certification has become the "Gold Standard" for Middle Market Corporate Financial Advisors. The 5-day program builds on your existing skills providing you with the necessary framework--and network--to further advance your professional and financial goals as well as those of the clients you serve.

Attend a Chapter Meeting Near You!
Tuesday, August 22, 2017

Rocky Mountain
Wednesday, August 23, 2017

Gulf Coast
Wednesday, September 6, 2017

Wednesday, September 13, 2017

Thursday, September 28, 2017
New England
Thursday, September 28, 2017

Save the Date for These Upcoming Chapter Events!
Mid-Atlantic Philadelphia
Wednesday, September 27, 2017
South Florida-Miami
Wednesday, September 27, 2017
Long Island
Wednesday, September 27, 2017

Wednesday, September 27, 2017

St. Louis
Wednesday, October 4, 2017

Mid-Atlantic Central PA
Tuesday, October 10, 2017
Tampa - Inaugural Meeting
Tuesday, October 17, 2017
And We're Still Growing!
The following chapters are in the development stages:
Central Valley
Northern California
Southern California
New Jersey
Puerto Rico

Want to be more involved with a new chapter in your area? 
Contact Kathleen Hoke 
Partner Event

Private Debt Investor New York Forum
September 27-28
Convene Conference Center
Bringing together 300+ senior professionals driving the private debt industry in North America and beyond, the Private Debt Investor New York Forum enters its fourth successful year as the leading gathering for investors to discuss their private credit strategies. The Forum is committed to helping advance private credit markets by providing the highest quality analysis and reporting along with convening the market to accelerate its development. The New York Forum provides the region's investors the opportunity to assess the global product spectrum and meet the world's leading asset managers.
AM&AA members receive a 15% discount off the prevailing rate.  Use code PDI17_AM&AA upon registering. 
At the Conference - Supersizing the Pie
By: Martha Sullivan, Partner, Honkamp, Krueger & Co, P.C. 
& Chuck Mohler, Principal, Eagle Corporate Advisors

At the Summer Conference, attendees were introduced to the AM&AA's New Standards for Collaboration.  The standards include the launch of the Alliance's New Center for Excellence Platform and the new "Learn, Improve, Deal" framework to help members convey the value proposition of collaborative engagements to peers as well as business owners.  (Watch for more information on the "Learn, Improve, Deal" framework in the next newsletter!)
We had a lively discussion around the fears, obstacles and concerns surrounding collaboration between intermediaries, private equity groups (PEGs), value growth and other advisors.  The panel, comprised of investment bankers, private equity principals and value growth advisors, tackled the biggest obstacle head-on - the issue of trust.  The reasons members share for resisting collaboration are all rooted in trust, including fears that the referred-in party will:
  • Slow the deal down
  • Steal the deal
  • Never reciprocate
  • Go rogue on me
The panel discussed how they overcame these concerns.  Continue Reading >>
Creating Corporate Value in the Business Productivity Industry
By: Thomas Schinkel, CM&AA, President, Thomas Schinkel & Associates

With Staples and Office Depot shedding large chunks of their global operations, last year was a tipping point for an industry that is changing fast. Business valuations in this industry have dropped down to less than 20 percent of revenues and market conditions are far from ideal right now. Numerous reasons can be given for this condition. One of the first reasons that comes to mind  is everyone's favorite bogeyman, Amazon. Another oft-repeated reason is that the digital age has reduced the demand for office products in those offices that have embraced digital age technologies in all aspects of their work processes.

The difference in performance is stark. Most of the companies that can be labeled as sales-centric tend to generate an EBITDA that hovers around the 3% range at best, often less. By contrast, the business-model centric ones achieve EBITDA's in excess of 7-8%, with some passing the threshold into double digits.  Continue Reading >>

2017 Mid-Year Check-In: A Good Time To Be A Buyer And Seller
By: Lloyd Bell, CM&AA, Director of the Corporate Finance Group, Meaden & Moore

Like many of you, I recently uttered the phrase "I can't believe it's July already." Well, it is. So I thought I'd make a list of the things that I've learned over the first six months of 2017:
  • We recently completed our study of our clients' financial performance for 2016. The total value of all goods and services of our clients, what I call the GMMP or Gross Meaden & Moore Product, fell 5% in 2016  after a drop of 0.3% in 2015. Healthcare companies fared the best while metals manufacturers suffered their second consecutive year of sales declines.
  • It is still a very good time to be a seller if your company is performing well and it is prepared for a transition. Purchase price multiples have remained at a high level due to the continued access to capital. Continue Reading >>
Conga Acquires CRMCulture:  
An Example of Successful Advisor Collaboration Which Led to a Superior Outcome for the Client
By: Chris Blees, CPA/ABV, CM&AA, Managing Partner, BiggsKofford
& Bill McCalprin, CEO, Eagle Capitalize Network

The Client's Situation
CRMCulture, owned by Steve Roch, was a consulting company that provided SalesForce implementation and administration services. In addition to the consulting services, CRMCulture had also developed an app for the SalesForce app exchange that brought in recurring revenue. The app was in the early stages of deployment and growth which pulled financial and manpower resources from the consulting business.
Unfortunately, Steve Roch experienced a serious health issue that made him re-evaluate his priorities and ultimately the decision to sell his business.  Continue Reading >>  

Do You Know a Middle Market Thought Leader?
Do you know someone leading efforts in the Middle Market to improve the industry or elevate the body of knowledge that supports our financial community? Ensure their efforts and achievements do not go unnoticed. The Thought Leader of the Year Award is the platform to share their accomplishments with the industry!

This prestigious award recognizes the leaders and innovators of the Private Middle Market Financial Community. These individuals champion and promote higher standards of excellence and performance by creating and advocating for new ideas that add value to the marketplace. Their contributions often include the publication of works that promote research and challenge the status quo with original ideas and concepts. It is these contributions that add to the body of knowledge that serves as the foundation for The Alliance's education and credentialing programs, paving the way to a brighter and progressive future.

Who Should You Nominate?
Executives, clients, advisors, or partners who are Middle Market Thought Leaders in the M&A profession are ideal candidates. These are professionals who create and advocate new ideas which add value to the marketplace. Examples include research studies, white papers, articles, e-communications books and e-books.

Submitted publications must have been released and/or published within the period Aug 1, 2015 to July 31st 2017.

Self-Nominations Are Encouraged!
Submissions Close November 11, 2017

Congratulations to Michael Nall and The Alliance of M&A Advisors!
The Alliance of M&A Advisors and its founder and CEO, Michael Nall, have been named as the winners of the 2017 M&A Promotion Award, which will be awarded during the 14th China M&A Annual Conference and 5th Asia M&A Annual Forum China M&A Specialist Award Ceremony and Gala on Friday, August 11th. The M&A Promotion Award honors M&A leaders who have documented successes in advocating and progressing the industry forward.  Continue Reading >>

Recognizing Members
With over 33,000 subscribers, MidMarket Talk is a great place for Alliance members to be featured! 
Members, submit your articles to  Kathleen Hoke and media trades to  Ronnie Lyall
  • Send us your completed deal tombstones
  • Tell us about your speaking engagements
  • Send us your articles or white paper summaries
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 David Belew at (312) 856-9590 or
Thank You to Our Parners

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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.