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By Jayne Gest
Vertical farming is capital intensive, which is why Fifth Season co-founder and CEO Austin Webb relies on his financial analyst and investment banking background to help manage the funding for the startup, which has raised over $35 million to date.
October 22, 2019
The preparation with Myonexus pays off for Michael Triplett
Selling can be emotionally exhausting, but Michael Triplett knows extensive preparation was critical for the successful sale of Myonexus Therapeutics to Sarepta Therapeutics earlier this year. He looks back on the $165 million deal.
October 21, 2019
Harry Cendrowski: Take Steps To Ensure You Have A Comprehensive M&A Strategy
Any time you rush into M&A activity, the likelihood is that you’re not going to do very well, says Harry Cendrowski.
October 21, 2019
Huron Capital’s Gretchen Perkins: You Don’t Have To Walk Away After You Sell
Business owners have numerous options as they explore the sale of their business, explains Gretchen Perkins.
October 18, 2019
Always on the lookout for opportunities, Rhett Ricart sees talent as key
Rhett Ricart, who has bought and sold a number of dealerships over the years for Ricart Automotive, shares his M&A strategies and how the family business is tackling succession planning.
October 18, 2019
Buddy Flerl on today’s hectic and fatiguing deal market
Veteran dealmaker Buddy Flerl talks about what he’s seeing in the market and his approach to dealmaking.
October 17, 2019
MAI Capital’s Rick Buoncore: Acquisitions Drive Opportunity As Firm Nears $7B
Acquisitions have MAI Capital poised to top $7 billion in assets under management, says Rick Buoncore, with more deals and more growth to come.
October 17, 2019
Martyn Babitz offers owners tips on personally maximizing their returns post-liquidity
BNY Mellon Wealth Management's Martyn Babitz offers tips for business owners on how to get their post-deal finances in order well before a transaction begins to maximize their post-liquidity returns.
October 16, 2019
Savorfull’s Stacy Goldberg: Don’t Make A Deal If It Doesn’t Serve Your Needs
Dealmaking can be exciting, but it can also be a pathway to uncertainty if you’re not prepared, says Savorfull CEO Stacy Goldberg.
October 16, 2019
Sphera’s Paul Marushka: A Little Conversation Can Go A Long Way In Dealmaking
One M&A transaction can lead to another, if you take the right approach. Paul Marushka explains how dealmaking is driving his vision at Sphera.
October 15, 2019
MC Group’s Tim Eippert: Lack Of Customer Overlap Facilitates MC Group/Icon Merger
In dealmaking, you don’t grow just to double, says Tim Eippert. You want more. The CEO of MC Group explains how integration will play a key role in maximizing the benefits of its merger with Icon.
October 10, 2019
Fyllo’s Chad Bronstein: Pitch Investors With Confidence, Not Arrogance
Chad Bronstein shares tips on how he engaged investors and helped Fyllo raise $18 million in seed funding.
October 10, 2019
Jeremy Falendysz: Sellers Are Often Their Own Worst Enemy In Maximizing Deal Value
Sellers who want to boost value ahead of a potential sale often do more harm than good, says UHY Corporate Finance’s Jeremy Falendysz.
October 10, 2019
Jeremy Flack: Dealmaking Isn’t Supposed To Be Painless
You'll never get a deal done if you’re unwilling to compromise at the negotiating table, says Flack Global Metals CEO Jeremy Flack.
October 10, 2019
Ted Lentz talks transaction preparedness when selling Lentz Milling
Ted Lentz, now CFO and Chief Analytics Officer at JM Swank, reveals the steps he took to prepare his family’s business, Lentz Milling, for the auction block.
October 10, 2019
These sisters roll up their sleeves for the nitty gritty hard work of growing The W Nail Bar
Manda Mason and Lauren Hunter share the story behind their rapidly growing nail salon business, which includes a unique store-within-a-store partnership deal with DSW.
October 10, 2019
Tecum Capital’s Matt Harnett: Investors should work on the business, not in it
The PE firm’s founding partner shares his insights into how Tecum Capital manages the investments in makes in its more than 40 portfolio companies.
October 4, 2019
How TPC Training's Ty Field Sizes Up Acquisitions
Ty Field, brought in by Frontenac to build up TPC Training, talks about his approach to making acquisitions.
October 4, 2019
Key Deals Propel Gent Machine To Steady Growth
Rich Gent talks about two pivotal deals in Gent Machine Co.’s history that have set the business up for a bright future.
October 3, 2019
Serial Entrepreneur Dan Pries On Financial Vs Strategic Buyers
Serial entrepreneur Dan Pries, who is currently running OptivityX, talks about selling businesses and what he’s learned about the differences in strategic and financial buyers.
October 3, 2019
TriPower Capital's Robert Sharpe: Capitalizing on Underserved Markets
The TriPower founding partner talks about his eye for making deals in the food and beverage space and one of the most common problems with today’s business landscape.
October 3, 2019
Safelite's Tom Feeney: Speed, Focus Are Keys To Integration
After 100 deals during his time at Safelite, the CEO says he may have slowed the number of acquisitions, but he won't slow the pace of integrating the companies he does buy.
October 2, 2019
Ohio Basement Systems Finds Growth Foundation In Sale To Groundworks
Mike Rusk talks about how the sale of his Ohio Basement Systems to Groundworks will give the company an even stronger support structure for the future growth of the business he and his wife Gayle started in 1998.
October 2, 2019
Angel Investing: The Power Of Group Intelligence
Former American Eagle President Don Morrison, who now mentors entrepreneurs as chairman of deal flow for BlueTree Allied Angels, talks about angel investing, scaling startups and what entrepreneurs should be looking for when it comes to investors.
September 27, 2019
How DNS Capital Finds The Right Deals
DNS Capital's Elizabeth Browne talks about the importance of good management and the challenges of finding the right company in which to invest.
September 27, 2019
Studio B’s Bonnie Smith: Think Before You Bootstrap
Brand agency founder Bonnie Smith talks about the key questions you need to ask before you try to bootstrap your business and her role as a pioneer for other African-American female entrepreneurs.
September 27, 2019
Deal Outlook: Corporate Divestitures Offer Opportunity, Risks
Tom Zucker of M&A advisory firm EdgePoint Capital talks about the effect interest rates typically have on M&A activity and the continued rise of corporate divestitures in the dealmaking space.
September 27, 2019
Seasoned Operator Gerry Giudici On How To Achieve Synergies Through Acquisitions
Seasoned operating partner Gerry Giudici shares some of the key factors to consider when looking to achieve synergies through M&A.
September 27, 2019
2019 Columbus Dealmaker Of The Year Awards
The Smart Business Dealmakers Conference brought together hundreds of entrepreneurs, investors and advisers at the Hilton Columbus Downtown on Sept. 25. During the conference, Smart Business
September 27, 2019
Pitfalls And Best Practices For A Successful Acquisition
S&T Bank's Brian Dobis shares his perspective on three pitfalls and best practices when acquiring companies.
September 26, 2019
How Ted Karkus sold Cold-EEZE for $50 million
ProPhase Labs CEO Ted Karkus shares the strategy behind the 2017 sale of Cold-EEZE to Mylan for $50 million.
September 24, 2019
Family Offices Are On The Rise in Pittsburgh
Ann Dugan, who founded and led the Institute for Entrepreneurial Excellence at the University of Pittsburgh for 30 years says more Pittsburgh-area families putting together a family office.
September 24, 2019
Deal Veteran Mike Sayre Pulls Back Curtain With Lessons Learned
Innovative Leadership Institute President Mike Sayre shares lessons learned from decades of dealmaking.
September 20, 2019
Selling A Business Is All About Focus
Sun Acquisitions President Domenic Rinaldi talks about a seller whose lack of focus killed a deal, tips on identifying the right buyer and the problem with selling to a competitor.
September 20, 2019
ScaleCo Strives To Change The PE Model
Brendan Anderson launched ScaleCo to be more of a partner in scaling lower-middle-market businesses, using a permanent capital investment model to develop sustainable growth platform companies.
September 20, 2019
Gregory Cessna On Why Due Diligence Drives Post-Deal Synergies
The CEO of Consumer Fresh Produce says the work that’s done before the deal paperwork is signed is often the most critical to long-term success.
September 20, 2019
Hugh Cathey: Smart Fundraising Requires Monitoring Market
Serial entrepreneur Hugh Cathey, now on his ninth startup with genetic testing company ChromoCare, shares his best practices for raising capital.
September 19, 2019
How Blockchain Could Impact Commercial Real Estate Investing
The future of dealmaking, specifically in the commercial real estate market, is in blockchain technology, says Inveniam Capital Partners’ Patrick O’Meara.
September 19, 2019
Frank Lordi On The Ins And Outs Of Selling His Consulting Firm
Founder Frank Lordi discusses the factors that drove him to sell AC Lordi, and offers an inside look at the firm’s acquisition by BDO last May.
September 19, 2019
Foundation’s David Wood On Management Transitions
Foundation Investment Partners founder David Wood talks about his approach to minimizing trouble when making acquisitions.
September 19, 2019
As Gus Gear grows, Sarah Palya eyes taking on investors
Sarah Palya had limited business experience when she started Gus Gear. She’s had to learn as she goes, and now she feels her medical device startup is ready to jump to the next level, including possibly taking on investors.
September 13, 2019
VillageMD’s Tim Barry: Investors Want To Give You Money
The co-founder and CEO of the healthcare management services company talks about his strategy when raising capital and the importance of establishing an ongoing dialogue with potential investors.
September 13, 2019
John McInerney On Finding The Right Deal Partners
M&A veteran John McInerney talks about his experience selling Keystone Printed Specialties and what it taught him about the value of good advisors.
September 13, 2019
Ikove Takes High Risks For Big Returns In Tech Commercialization
Ikove Capital Partners keeps a low profile, investing at the founder level in companies that commercialize technologies in partnership with Midwest research institutions like Ohio State. By the end of next year, it expects to have 20-plus companies in a portfolio that already includes Nikola Labs, ParaGen Technologies and Cognovi Labs.
September 12, 2019
TPA Stream's Jacob Sheridan: Find A Problem, Then Start A Business
Don’t try to start a business, advises TPA Stream CEO Jacob Sheridan. Try to find a big problem and come up with a creative way to solve it. That's your business.
September 12, 2019
Three keys to an effective recapitalization strategy
Greenwich Capital Group's Andrew Dickow shares what you need to consider when building an effective recapitalization strategy.
September 11, 2019
Mill 19 Opens As Manufacturing Innovation Hub
Mill 19 recently celebrated its grand opening as the new home to key leaders in Pittsburgh’s manufacturing industry, including Carnegie Mellon University’s Manufacturing Futures Initiative, the Advanced Robotics for Manufacturing Institute and Catalyst Connection.
September 11, 2019
How Chuck Mattera Transformed II-VI With Acquisitions
Since Chuck Mattera joined II-VI Inc. in 2004, the manufacturer has completed more than 20 acquisitions. And he’s embarking on the largest deal yet as he works to close the acquisition of Finisar Corp. — a similar-sized company with annual revenues of $1.3 billion.
September 10, 2019
How MCM Capital Looks At Acquisitions
Senior Managing Partner Mark Mansour takes us inside his approach for evaluating investment opportunities at MCM Capital.
September 6, 2019
Svoboda Capital's Jeff Piper: Culture, Leadership Are Keys
Managing Director Jeff Piper about Svoboda Capital Partners' formula for identifying good investment opportunities and what entrepreneurs can do to capture the eye of investors.
September 6, 2019
How to prep for a recapitalization
iPipeline's Kevin Kemmerer talks about how to prepare for a recapitalization — what to do and what to avoid when gearing up for an investment.
September 6, 2019
Mark Kovacevich: Culture Is King In Acquisitions
For Improving's Mark Kovacevich, the critical component to acquisitions has always been culture. “If the culture doesn’t work, the transaction is just not [going to work],” he says.
September 6, 2019
Dawn Fuchs Coleman On Selling The Family Business
Former Weavertown Environment Group CEO Dawn Fuchs Coleman talks about selling the family business and her journey from executive to coach and investor.
September 6, 2019
Before Buying, Consider Challenges As Well As Opportunities
Chris Gabrelcik always sees potential opportunities when looking to buy a company. But the CEO of Lubrication Specialties has to remind himself to bring a critical eye to the deal.
September 5, 2019
Warren Anderson: Early McDonald's Deal Built Distribution Powerhouse
Warren Anderson admits his approach to dealmaking is less refined than that of many entrepreneurs. “I'm kind of like a cowboy,” the founder of The Anderson-DuBose Co. says.
September 4, 2019
Why You Should Prepare To Sell, Even If You Don't
You never know when an opportunity is going to come along that you just can’t afford to pass up, says Vistage Michigan’s David Alden.
August 30, 2019
MBF Therapeutics’ Tom Tillett On Raising Capital And Keeping Control
The animal health biotech company's founder and CEO talks about raising capital to fuel your organization’s growth and how to plan to pay back your investors. Here are some of the lessons he shared.
August 30, 2019
Debt Advisor Tom Lesch On Financing Riskier Deals
Livingstone Partners' Tom Lesch talks about his approach helping companies get the capital they need, as well as a recent trend that has seen borrowers become less willing to take risks.
August 29, 2019
Innkeeper Ellen Grinsfelder Finds The Right Buyer Second Time Around
The first time Ellen Grinsfelder tried to sell the Inn & Spa at Cedar Falls was a bust. Three years later, she sold it without ever having to list it. Here's how she did it.
August 29, 2019
Peninsula Capital's Ty Clutterbuck
Peninsula Capital Partners' Ty Clutterbuck talks about his approach to making and assessing acquisition opportunities.
August 28, 2019
Winding River Consulting's Gary Shamis
Gary Shamis, who has spent a lifetime in business making deals and growing companies, talks about his skills as a deal negotiator and lessons he’s learned as an investor.
August 28, 2019
How Krystal Biotech went from founding to IPO in 18 months
CEO Krish Krishnan is an experienced biotech executive. But even he didn’t expect to go from self-funding Krystal Biotech to IPO in 18 months.
August 28, 2019
Ilya Bodner blazes insuretech trail with Bold Penguin
Serial entrepreneur Ilya Bodner says every startup needs an idea, capital and great people. That's become the lens through which he makes all his decisions in building Bold Penguin, his fast-growing insuretech business.
August 23, 2019
Circonus’ Bob Moul: How to reduce the pain of due diligence
Serial tech CEO Bob Moul talks about how to prepare — and protect — yourself before and during the due diligence process.
August 23, 2019
Park Place's Entuity Deal Marks Shifting Strategy
On his way to shifting Park Place Technologies' M&A strategy with a tricky deal to buy Britain's Entuity, Chris Adams takes a lesson from Microsoft’s Satya Nadella
August 23, 2019
John Rowady's rEvolution Accelerates Growth Through Deals
John Rowady, founder and president at marketing agency rEvolution discusses his passion for M&A and the strategy he follows to identify the right acquisition targets.
August 22, 2019
ACG's John Grabner: Recession Talk Not Slowing Down Pace Of Dealmaking
The president of the Cleveland Chapter of the Association for Corporate Growth talks about some of the trends affecting dealmaking activity in Northeast Ohio.
August 22, 2019
How To Optimize Capital To Support Growth
Veteran deal adviser Joseph Valentic walks through the process of determining your capital needs and how to find the best source to fund your growth.
August 21, 2019
Pitt's Big Idea Center guides first-time entrepreneurs
Babs Carryer, director of Pitt's Big Idea Center talks about Pittsburgh’s startup ecosystem, raising capital and the Big Idea Center.
August 21, 2019
How Advanced Drainage Systems Fast-Tracked Infiltrator Acquisition
CEO Scott Barbour grabbed the pole position, and never let his foot off the gas in his bid to close the $1 billion deal.
August 16, 2019
Buying a business? Better have a plan
Companies preparing themselves for their first acquisition might appreciate Don Caldwell’s advice: “The plan comes first.”
August 16, 2019
Cinderella Story: How Michael Blair Built Deka Lash
When Michael Blair and his wife Jennifer founded Deka Lash in 2011, the reaction from Pittsburgh was raised eyebrows and roadblocks. Today, he has 60 franchise locations across the country.
August 16, 2019
VentureOhio’s Tabs Top 50 Startups To Watch
Columbus’ startup culture is bustling, with 24 Central Ohio companies called out by VentureOhio in its 2019 list of Ohio’s top 50 most promising startups. Northeast Ohio has 10 startups on the list.
August 16, 2019
Communication Planning Is A Must When Making A Deal
Shannon Stucky Pritchett of FTI Consulting discusses the importance of a solid communications strategy upon the close of a transaction.
August 16, 2019
Investors Seek Startup CEOs Who Are Willing To Take Risks
Early-stage entrepreneurs who are willing to put it all on the line to build a business are held in high regard by investors — even if they ultimately fail, says StartInCLE founder Ed Buchholz.
August 15, 2019
GhostWave's Dean Zody pinpoints route to commercialization
GhostWave founder Dean Zody discusses his company, which grew out of research at The Ohio State University, and its progress toward scale and commercialization.
August 12, 2019
Selling Your Business Can Be An Exhausting Process
For founder Howard Lewis, the act of selling Family Heritage Life was ultimately positive as it gave him the opportunity to pursue other passions in his life. But it was also exhausting.
August 9, 2019
Joy Taylor On The Keys To Good Deal Prep
TayganPoint Consulting co-founder Joy Taylor talks about how she prepared to sell her business to Grant Thornton, and what she would do differently if she had it to do all over again.
August 8, 2019
How Andrew Lefkowitz Ferments Deals
Andy Lefkowitz is an experienced dealmaker, having two major exits from one business. He also knows what he doesn’t know. That's his formula for success at his latest business, Locus Fermentation Solutions.
August 8, 2019
GovQA's Growth Equity Deal: It's About Insight, Not Money
John Dilenschneider didn’t need money. He wanted a partner that could help GovQA capitalize on its leadership position in the growing market of enterprise workflow software.
August 8, 2019
Structuring Your Own Deal: 'They Thought We Were Nuts'
When the co-owners of Two Men and A Truck – Columbus came up with a unique plan to sell their franchise to an employee, their lawyers were skeptical. Very skeptical. But after two false starts, Gail and John Kelley sold the moving company's No. 2 franchise.
August 7, 2019
Mobility Startups Ride Wave Of Momentum
Ann Arbor SPARK’s Komal Doshi is working to create more mobility deal opportunities for companies like May Mobility, which has raised more than $33 million for its autonomous shuttles.
August 7, 2019
Dominic DiPuccio: Keep Your Eyes On The Prize
Deal attorney Dominic DiPuccio talks about prioritizing what's important and what's not when buying or selling a company.
August 7, 2019
CMU’s Farnam Jahanian on talent development and regional investment
Carnegie Mellon President Farnam Jahanian is a glass half full kind of guy. But that doesn’t mean he doesn’t see challenges ahead for those who want to leverage entrepreneurship and innovation to create wealth in the Pittsburgh region.
August 6, 2019
Collaboration, corporates draw Heartland Ventures to Columbus
South Bend, Ind.-based Heartland Ventures, which focuses on connecting startups to corporations, picked Columbus out of 15 Midwest cities for expansion because of the corporate involvement in the city's collaborative early-stage community.
August 2, 2019
Stuart Sorkin: No Secret Equation For Right Time To Exit
Stuart Sorkin talks about his journey rejuvenating Affy Tapple and the difficulty he faced making the decision to exit the business.
August 2, 2019
Thaddeus Bartkowski Took Control To Make Deals Work For Catalyst Outdoor
Thaddeus Bartkowski shares how taking deal matters into his own hands ultimately paid off for Catalyst Outdoor Advertising.
August 1, 2019
Family Offices: Education And Focus Are Critical To Success
As family offices take an increased interest in direct investing, focus and education are keys to success, says Ann Dugan of the Family Office Exchange.
August 1, 2019
COHatch's Matt Davis Seeks To Connect Startups To Investors
The founder of COhatch discusses how it fits — or doesn’t — into the coworking space, and how he hopes to leverage the business to strengthen startup communities.
July 30, 2019
The Behavioral Side Of Investing
AdCap Management Chief Investment Officer Chaya Slain explores the human side of investing and shares what she has learned to minimize mistakes.
July 30, 2019
Windsor Industrial's David Costa: Buyers Should Always Be Closing
David Costa prefers to move fast when making acquisitions, moving form LOI to purchase agreement within 10 days. It’s an approach built out of hard lessons learned putting in the time and effort and walking away without a deal.
July 30, 2019
Tom Ferkovic: Assessing Deal Opportunities In Health Care
Thomas Ferkovic, CEO of Medic Management Group, talks about dealmaking in health care, both from the perspective of the physician and the potential investor.
July 26, 2019
What Tom Bonney Learned From Selling Two Businesses
After selling his first consulting business, Tom Bonney built CMF Associates from the ground up with a clear goal of selling to the right buyer. Here's what he learned.
July 26, 2019
Harry Cendrowski: Due Diligence Critical To Successful Acquisitions
Harry Cendrowski, founding member and managing director at Cendrowski Corporate Advisors, discusses the evolving approach to due diligence in dealmaking.
July 26, 2019
Collaboration Drives Momentum In Cleveland’s Startup Community
JumpStart CEO Ray Leach has been focused on urgency of late in his assessment of Northeast Ohio’s startup community.
July 25, 2019
Kassel Equity Shifts Buying From Properties To Businesses
After cutting his teeth on real estate investing, Kassel Equity found it could create more value in buying businesses than properties, says Managing Partner Brett Motherwell.
July 24, 2019
Stephen Polk On Buying, Selling And The Power Of Data
Former R.L. Polk CEO Stephen Polk talks about the sale of the business, his Highgate family office investing platform and his continuing love for data-driven processes.
July 23, 2019
Mark DeSantis steers RoadBotics through rapid growth
RoadBotics CEO Mark DeSantis shares his experience building RoadBotics from the ground up, including rapid two-year growth since it got its first customers.
July 23, 2019
Selling Your Business: Take Time To Do It Right
Spectrum Diversified Designs founder Sheldon Goodman talks about the process he followed to find the right buyer and the importance of having industry experts in your corner who can guide you to a more informed decision.
July 19, 2019
How To Leverage Your Banker, Even Without Using Debt
Wes Gillespie, ErieBank’s regional president for the Cleveland market, talks about the bank’s role in the acquisitions process and how lenders can be a valuable M&A partner, even if you’re not using debt to finance your acquisition.
July 18, 2019
Gabriela Rodil: Best Practices For Selling Your Business
The experienced dealmaker talks about best practices when putting your company on the market and the keys to optimizing its value.
July 18, 2019
BioAdvance’s Rick Jones: Look Beyond The Dollars When Investing In Biotech
Rick Jones, an internist-turned-entrepreneur who is now a partner at the VC firm BioAdvance, offers cautionary advice to investors who would let dollar signs block a more practical insight into biotech investing.
July 18, 2019
Dave Zilko On Selling Garden Fresh Gourmet
Dave Zilko talks about how the Garden Fresh Gourmet deal got done, the emotional toll that dealmaking can take and the move Campbell’s made earlier this year to sell the business.
July 17, 2019
Ice Miller’s Michael Jordan: Investor Appetite For Alternatives Remains High
Michael Jordan didn’t expect to become an expert in investor-side representation for alternative investments. He stumbled into the niche 22 years ago. Here's what he's seeing in the marketplace.
July 17, 2019
IPEG Industrial: Lessons from a strategic mid-market buyer
John Erkert has helped IPEG Industrial Group buy three industrial companies and sell another over the course of six years to build a global business in the plastics-processing, waste recycling and industrial heat-transfer markets.
July 16, 2019
Michael Canty: Quit Whining And Go Make Some Money
Turnaround CEO Michael Canty talks about his approach to making deals in tough situations and the value of staying true to your convictions.
July 12, 2019
Analytics, Not Your Gut, Are Best Judge Of Management
To figure out who’s the right fit for post-acquisition management, Tim Kardish relies not on gut instinct, but contemporary tools designed to assess the skillset, expertise and adaptability of the leadership team.
July 10, 2019
At DNS Capital, Management Talent Drives Investment
The family office for Gigi Pritzker and Michael Pucker follow Jay Pritzker's mantra of investing in exceptional management teams to drive success, says Elizabeth Browne, the firm's head of business development.
July 10, 2019
Rachel Angel Preps Peerro For Growth
Founder Rachel Angel discusses how she wants to grow Peerro by helping create stronger employment connections between companies and young adults.
July 9, 2019
Planning Is Timeless; So Is Change
Sequoia Financial Group's Tom Haught and Cohen & Co.'s Randy Myeroff talk about the value provided and the risks that need to be considered when planning for M&A activity.
July 9, 2019
Don Nystrom On Dealmaking Pitfalls
Don Nystrom, CEO of Dynamic Aerospace and Defense, shares his insights into the common mistakes to avoid in the dealmaking process.
July 8, 2019
Get your house in order long before a sale
Gordon & Rees Scully Mansukhani partner Craig Heryford discusses what business owners need to do to have their company ready to sell — before an offer comes in the door.
July 8, 2019
Find Investors Who Fit Your Startup's Business Model
It often takes some time for early-stage entrepreneurs to learn the value of authenticity in their pitches to investors. That has certainly been the case for Laura Adiletta and Cullen Naumoff, co-founders of Farm Fare.
July 3, 2019
Carl Grassi: Keys To Better Dealmaking
McDonald Hopkins Chairman Carl Grassi shares some of the key issues he thinks business owners need to factor into their approach to dealmaking.
July 3, 2019
Zebra Technologies Keeps $4 Billion Business Growing With M&A
Dealmaking has played a key role in Zebra Technologies becoming a $4.2 billion company and will continue to be critical to the company’s growth, says CFO Olivier Leonetti.
July 2, 2019
Buying in a frenzied market
PNC Mezzanine Capital's Doug Brosius Brosius shares his insights into what is driving these high valuations and how they are impacting his approach to deals.
July 2, 2019
Finance Fund plays vital investment role in local communities
Finance Fund connects underserved communities in Ohio with public and private sources of capital to improve access to healthy food, health care service, education and affordable housing.
July 1, 2019
Huron Capital Leverages Growing Number Of Independent Sponsors
Independent sponsors are a growing part of the M&A landscape, and Detroit’s Huron Capitalis taking advantage of the deal opportunities they provide, says Gretchen Perkins, business development partner.
July 1, 2019
H. Jack’s Plumbing’s John Langer: Culture Is Key In Service Acquisitions
H. Jack’s Plumbing President John Langer talks about the role acquisitions can play in helping companies in the service industry maintain their reputation for top-notch customer satisfaction.
June 28, 2019
Michael Araten: When PE backing isn’t about the money
How former K'NEX CEO Michael Araten chose the best private equity partner to back his international expansion — before his business became collateral damage in the Toys 'R' Us bankruptcy and was sold.
June 28, 2019
Guaranteed Rate’s Victor Ciardelli: Don't Panic When A Deal Goes Bad
Guaranteed Rate founder Victor Ciardelli talks about the steps he takes to avoid difficult acquisitions and the important role culture plays in determining the success of a deal.
June 28, 2019
Raising Capital: Three Things Every Investor Wants To Know
When you’re an investor being asked to provide millions of dollars in capital to a growing business, you want a lot of details about how that money will be used.“I would bet 90 percent of the
June 27, 2019
Be Sure You Can Manage Your Capital Before You Take It
Competition is strong among financial institutions engaged in M&A activity, which creates risk for companies looking to make a deal, says says Richard C. Hampson, state president and head of commercial banking at Citizens Bank, Michigan.
June 26, 2019
Aggressive buyers fast-track due diligence in seller’s market
It’s a seller’s market, and large strategic buyers are being very aggressive — in some cases, short-cutting due diligence processes, says Wade Kozich, senior advisor with boutique investment bank Footprint Capital and senior director at GBQ Partners.
June 25, 2019
For Stonewood's Kenn Moritz, patience, flexibility drive success
The PE firm's president talks about the importance of staying flexible during dealmaking and why the fewer owners in a deal, the better.
June 21, 2019
Philadelphia ASPIRE Dealmakers Event Photos
The Philadelphia 201 Hotel was the site of Philadelphia's biggest CEO-focused M&A conference on June 12. Check out the event photos.
June 21, 2019
Selling an ESOP: How Remington Products Sold To Private Equity
We take an inside look at how CEO Rhonda Newman worked with investment bank Cascade Partners to sell the ESOP company to Gridiron Capital.
June 20, 2019
UPMC Enterprises invests in its own disruption
Officially created five years ago to create health care innovations that improve the lives of patients in meaningful ways, UPMC Enterprises encompasses the $130 million a year that UPMC lays out for corporate venture investments and R&D.
June 20, 2019
James Tolston’s handshake deal pays off big
How the Detroit entrepreneur took a handshake deal to build North American Assemblies and then buy it from 14 stockholders — 13 of whom didn't want to sell.
June 20, 2019
2019 Chicago Dealmaker Of The Year Awards
The ASPIRE Dealmakers Conference brought together hundreds of dealmakers, investors and entrepreneurs at the Palmer House Hilton Hotel in Chicago on June 19. During the conference, Smart Business Dealmakers recognized a few top deals and dealmakers in the Chicago region.
June 19, 2019
Non-control Capital Offers Liquidity Option For Family-Held Companies
Many family-held businesses don't realize there are minority investors out there, says Nicholas Stone, managing director at Cyprium Partners.
June 19, 2019
For Allison Finkelstein, cap tables play critical role in investing
Startup founders should focus on how to achieve reasonable growth to get the next round of funding, the experience angel investor says.
June 18, 2019
Keys to developing a strong capital structure
Candlewood Partners founder Glenn Pollack discusses restructuring transactions, building strong capital structures and the risk of selling to private equity.
June 14, 2019
Brett Lindsey: Inside Everstream's Sale to AMP Capital
After receiving 16 bids, Everstream CEO Brett Lindsey completed a deal in September 2018 to sell the fiber network for more than $330 million to a surprising buyer: Australia’s AMP Capital. Here’s an inside look at how the deal got done and Lindsey’s takeaways from the process.
June 14, 2019
2019 Dealmaker of the Year Awards
During the ASPIRE Dealmakers Conference on June 12, Smart Business Dealmakers recognized some of the top deals and dealmakers in the Philadelphia region.
June 13, 2019
Cellar Tech's Jim Rose: Selling is a painful process
The founder of the oil and gas industry business knew he needed help moving his company forward. But nothing prepared him for what's involved in selling a business.
June 13, 2019
Hickory Farms CEO Diane Pearse's keys to successful dealmaking
Hickory Farms CEO Diane Pearse talks about gaining dealmaking expertise and the best strategies to follow when your company is being targeted by potential buyers and/or investors.
June 13, 2019
Woodward Angels Ready To Spark Entrepreneurial Growth
Lauren Hoffman of Woodward Angels and Tim Parker of Grand Angels talk about their effort to make connections and spark more early-stage entrepreneurial growth in Southeast Michigan.
June 12, 2019
Family offices grow in number and sophistication
Private banker Reese Fields discusses how family offices operate, including balancing privacy with connecting to potential investments.
June 11, 2019
Dale Buckwalter on buying and selling companies with high valuations
3 Rivers Capital co-founder Dale Buckwalter shares his thoughts on how to make returns in the current market of high valuations.
June 10, 2019
SeventySix Capital’s Wayne Kimmel leverages social capital of athletes to rise above noise
SeventySix Capital Managing Partner Wayne Kimmel discusses how celebrity can help investors and startups stand out in a noisy media landscape to create opportunities for all parties involved.
June 7, 2019
Cars.com Keeps An Open Mind When It Comes To M&A
Chief Strategy Officer Matthew Gold talks about the company’s M&A strategy and some of the challenges that come up in the effort to get deals done.
June 7, 2019
Drips Ponders Best Path To Continued Growth, Liquidity
Co-founder and CEO A.C. Evans talks about lessons learned building a business without outside investors, and why it may be time to change that approach.
June 6, 2019
Braxton Miller learns the Xs and Os of investing
Braxton Miller isn’t just putting time in on a football field these days. He’s turned to business — investing in and endorsing several brands.
June 6, 2019
Arsenal’s Maria Thompson: Investors Want Businesses That Solve Problems
Investors aren’t looking for unique business opportunities, says Arsenal venture partner Maria Thompson. They want business models that solve problems, preferably big ones.
June 5, 2019
Quantum Health’s Kara Trott on raising capital without losing control
How the CEO of the health care company brought on three rounds of investors, while keeping control of the business she founded.
June 4, 2019
Federated’s Chris Donahue expects active investing to only grow stronger
After buying the smaller Hermes Investment Management, the Federated Investors CEO quickly moved to adopt Hermes' investment strategy of factoring in environment, social and governance criteria.
June 4, 2019
Multifamily Real Estate Assets Prove Lucrative for Citymark Capital
The real estate investor is realizing healthy returns for investors from its platform that invests in value-add apartments with operating partners.
May 31, 2019
Hyland's acquisition strategy fuels march to $1B in sales
CEO Bill Priemer and M&A chief Justin Torkelson talk about the software company’s acquisition strategy and the role dealmaking has played in putting Hyland on the cusp of being a $1 billion business.
May 31, 2019
Dan Silberberg: Pick an M&A strategy and plan your exit
The founder at DIGINTEL taps his 45 years of experience of M&A experience to discuss M&A strategy and building a business architecture that's sellable.
May 30, 2019
RSM'S Mike Dingwall: Why You Need Professional Sell-Side Due Diligence
RSM's Mike Dingwall discusses sell-side strategies that can set you up for positive outcome in the sale of your business.
May 29, 2019
Ryan and Hoa McManus go full throttle with microtransit startup SHARE
After quietly raising $5 million, the microtransit business is expanding into Cleveland, Cincinnati, Detroit, Indianapolis and Dallas, with more cities on the way.
May 28, 2019
How to set up the right capital structure for each acquisition
Andrew Wiechkoske has never had the unfortunate experience of having a deal fall apart at or near the finish line, even though he’s worked at PNC since 2008 and completed more than $1 billion
May 24, 2019
Chris McKenna: How to get the most value from selling your business
The Carleton McKenna managing partner talks about pre-transaction strategy and how it can lead to a more lucrative exit for the seller.
May 23, 2019
Phil Alexander: Give Potential Investors A Reason To Believe
The founder of ConceptDrop and Nexus A.I. talks about the role personality can play in making better connections with potential investors.
May 23, 2019
Pittsburgh deal activity hit new high in 2018
The 340 publicly announced deals in 2018 upends the previous record of 308 back in 2007, which was the first year the Allegheny Conference began tracking the 10-county region’s economic data.
May 23, 2019
A good M&A strategy starts with a compelling story
M&A advisor Joseph Valentic explains why a good M&A strategy starts with a good story, but also needs a solid team and attention to detail.
May 22, 2019
Stonehenge's Peter Davies: How to buy in a peak market
The managing partner of Stonehenge Partners shares his approach to buying with multiples approaching a peak, and how buying strategies have changed in the current environment.
May 21, 2019
Diamond Kinetics swings for the fences with sensor technology
CEO C.J. Handron talks about how he brought Diamond Kinetics from the lab to the ball diamond with the help of Pittsburgh’s early-stage community.
May 21, 2019
Ancora’s Brian Hopkins: Relationships Fuel Dealmaking Activity
The Ancora managing director talks about the role relationship-building plays in his dealmaking activity and the value of maintaining discipline.
May 17, 2019
Signal's Marc Kiven: An entrepreneur's approach to dealmaking
The founder of the groundbreaking digital marketing company talks about what he looks for in an investment opportunity and how he sets the stage for the company’s future.
May 17, 2019
Blue Olive’s Ed Weinfurtner takes hands-on approach to investing
Ed Weinfurtner is a dealmaker who likes to get his hands dirty. If the company is being marketed for sale or has a book that pitches the acquisition opportunity, he’s not interested. “I’m trying to find a diamond in the rough,” he says.
May 16, 2019
Ed Wethli: Kiva Han-Crazy Mocha deal took time to brew
A year into the Crazy Mocha acquisition, the benefits of the deal are finally falling into place for the coffee roaster that wanted a growing retail empire.
May 15, 2019
How to plan a successful recapitalization strategy
Recapitalization — the process of changing a company’s capital structure through the issuance of new debt or equity securities — is a popular way to fund acquisitions, growth strategies, partner
May 15, 2019
Ohio State builds momentum for innovation district development
For years, the future of The Ohio State University west campus has been up in the air. That’s changing with the first three buildings planned for an eventual innovation district.
May 14, 2019
Pipeline Angels: Driving change in Detroit’s angel investor community
Kerry Ann Rockquemore and Pipeline Angels bring needed guidance to help young entrepreneurs shape their vision and target markets that offer a better chance for success.
May 13, 2019
M&A Outlook: Steel Service Centers
Industry players are looking for acquisitive growth, targeting value-added processing as a way to enhance margin and better navigate demand volatility, investment bank Brown Gibbons Lang reports.
May 10, 2019
Wisr's Kate Volzer: Networking Makes Anything Possible For Your Startup
Kate Volzer, co-founder and CEO at Wisr, talks about her entrepreneurial journey that began as a student at the University of Chicago.
May 9, 2019
ASPIRE Dealmakers Conference Photos
The Renaissance Cleveland Hotel was the site of Northeast Ohio biggest CEO-focused dealmakers event on May 2. Check out 100+ photos from the event.
May 9, 2019
Charles Huebner Digs Deep To Make Investments Deals Work For Clients
The founder of Pointe Capital Management talks about the forces that drove the launch of his investment management firm and the value of being a dealmaking sleuth.
May 8, 2019
Delta Energy’s Sheri Tackett: A tale of Two Sales
Sheri Tackett wasn’t prepared when she sold Delta Energy in 2012. When it came time to sell Delta Energy Services three years later, she didn’t make the same mistake twice.
May 7, 2019
Yvonne Campos' Next Act Fund gives women seat at dealmaking table
Yvonne Campos is an accomplished businesswoman who built and sold a successful market research and strategy firm. In all her experiences, though, she was never asked to participate in a deal or invest
May 7, 2019
MCM's Mark Mansour: Stick To What You Know To Come Out Ahead
Mark Mansour was young, hungry and eager to establish his dealmaking credentials. Mal Mixon was an established entrepreneur who had already built a billion-dollar business at Invacare, but was always
May 3, 2019
Steven Santamaria: Getting To 'No' And Other Startup Secrets
The serial entrepreneur and CEO of Folio Photonics shares lessons learned from the business deals he’s made and explains why starting a business is a lot like going on vacation.
May 3, 2019
Mobility and technology are driving automotive M&A
EY's Brad Hehl assesses the dealmaking landscape in the automotive space and what lies ahead for M&A activity in 2019.
May 1, 2019
Joe DeLoss nearly got burned before making Hot Chicken Takeover a success
From nearly missing payroll to expanding too quick, the founder survived missteps on the way to building one of the area's hottest fast-casual restaurant chains.
April 30, 2019
Life after selling your business will never be the same
Michael Krol, head of wealth advisory at Waldron Private Wealth, discusses post-sale changes that catch many business owners off guard.
April 30, 2019
In Raising Capital, Who Invests Is As Important As How Big The Check Is
The serial entrepreneur and CEO of SPR Therapeutics talks about her process for raising capital, as well as the role non-dilutive capital has played in her fundraising formula.
April 25, 2019
How Don Nystrom Builds Dynamic Aerospace Through Acquisitions
The CEO explains how he found a company that wasn’t even on the market — and turned it into a great acquisition.
April 25, 2019
JumpStart's Cathy Belk: Plan Your Exit Before You Start Your Business
You can’t start a business these days without planning your way out.For early-stage entrepreneurs, thinking about a potential exit from the business starts before the company is even launched.“Many of
April 24, 2019
OTC's Philip Derrow: On ESOPs, culture and getting good advice
Ohio Transmission CEO Phil Derrow, talks about the challenges of ESOPs, openness during transactions and two important rules when making deals.
April 23, 2019
Honeycomb Credit expands crowd financing model beyond Pittsburgh
How CEO George Cook is blending crowd funding and community banking to change the way small businesses get loans.
April 23, 2019
TalentLaunch's Aaron Grossman eyes $1B business via acquisitions
The CEO talks about the role process and discipline will play in reaching the ambitious goal he has set for his growing stable of staffing firms.
April 19, 2019
Foundation’s David Wood: Understanding Seller’s Needs Drives Better Deals
Foundation Investment Partners' David Wood talks about making smart acquisitions and the discerning approach he takes to dealmaking.
April 19, 2019
Chris Rizik: Honesty Is The Best Policy When Pitching VCs
Chris Rizik shares his insight on how to make a better pitch to investors, as well as the growth opportunities that exist in Detroit’s VC community.
April 18, 2019
ASPIRE Dealmakers Conference Photo Gallery
The Westin Book Cadillac was the site of Detroit's biggest CEO-focused dealmakers event on April 11. The ASPIRE Dealmakers Conference featured panel discussions with some of Detroit's top dealmakers, as well as extensive networking opportunities to meet with entrepreneurs, investors and advisers who make deals happen in metro Detroit.
April 17, 2019
Leon Rubinov on Incline Equity’s M&A strategy and value creation
Leon Rubinov doesn’t like to play favorites with Incline Equity Partners investments. “All our kids are cute,” the senior partner says. “We don’t love one any more than the other. They’re all special."
April 16, 2019
Capital-raising tips from a CEO who bagged $9 million in 90 days
XaTek CEO John Zak shares his approach to raising capital and the advantage of doing it all at once.
April 12, 2019
How to manage a portfolio after selling your business
Investing is a good way to stay in the game after you’ve sold your business. But the transition from business owner to ‘investor’ can be jarring if you don’t adjust your expectations.
April 12, 2019
NEO bioscience companies landed $294M in 2018
Dealmaking is hot in Northeast Ohio’s biomedical community, with 71 regional companies receiving $294 million in funding in 2018. BioEnterprise’s Aram Nerpouni explains how this dealmaking trend could become the “new normal.”
April 11, 2019
Good Night Medical’s Alan Rudy beats the drum for integration
Before he closes any deal, Alan Rudy gets to work on his ‘integration checklist’ — a list of the hundreds of tasks his team will execute to ensure a smooth transition. Learn how the CEO puts integration front and center in every deal.
April 10, 2019
Acquisition strategy: Have discipline, retain talent and avoid dishonest negotiators
Investor Lee Zapis shares tips for making better acquisitions, lessons learned from mistakes and the evolving role of culture in the dealmaking process.
April 9, 2019
Corporates join VCs to fill pipeline for Pittsburgh tech investment
Pittsburgh’s tech startups attract the lion’s share of funding and attention, says Innovation Works’ Gary Glausser. We spoke with him about trends in tech investing, including highlights from Investment in Pittsburgh’s technology sector report, and the upcoming the AI & Robotics Venture Fair.
April 5, 2019
Ray Dalton: Good opportunity doesn’t always mean good fit
Focus drives results and results attract buyers, says A. Ray Dalton. This week, Ray discusses his approach to identifying the right investment opportunity and the importance of finding ways for your team to win in the dealmaking process.
April 5, 2019
Huron Capital’s Brian Demkowicz: Dealmaking is back in Detroit
The PE firm's co-founder explores the method that fuels his dealmaking productivity and the role Midwestern values play in the firm’s success.
April 3, 2019
FNB’s Boyd Pethel: How to invest with a flat yield curve, low interest rates
The economy may be slowing, but there’s good news for investors who are worried about rising interest rates, says First National Bank’s Boyd Pethel.
April 2, 2019
When selling a business, take talent development seriously
Sellers who pay lip service to talent development could be leaving millions of dollars on the table, says Solutions21’s Buddy Hobart. This week, Buddy explains why it’s past time for buyers and sellers to take talent development seriously.
April 1, 2019
First impressions matter when studying acquisition opportunities
The key to a successful acquisition is a well-planned, successful transition, achieved by working with the key customers, employees and suppliers to ensure that sales and operations continue smoothly.
March 29, 2019
Chip McClure finds deals in unloved world of Tier 2, Tier 3 suppliers
By founding Michigan Capital Advisors, he has created a private equity firm that addresses the lack of access to capital that prevents suppliers from keeping up with customer demand and diversifying beyond the auto sector.
March 29, 2019
Nordson's Anne Pombier: Creating value through acquisitions
Before joining Nordson, Anne Pombier led or participated in more than 100 transactions ranging from $500,000 to more than $1 billion in size. Now she helps identify and pursue M&A targets that can create value for Nordson on a global basis.
March 28, 2019
BrewDog USA’s crowdfunding model raises awareness along with money
Former CEO Tanisha Robinson explains how crowdfunding payed a key role in the beer maker's whirlwind growth in the U.S.
March 28, 2019
4 reasons you need an M&A lawyer
Whether you’re a buyer or a seller, dealmaking involves sharing some of your company’s most confidential information with the other side. Ulmer & Berne’s Howard Groedel explains how experienced legal counsel can guide you through the M&A process.
March 27, 2019
Quick Med Claims' Michael J. Lewis: A CEO's approach to M&A
In four years, the CEO of Quick Med Claims has gone through two sales and initiated five acquisitions. Now, he’s interested in passing along that knowledge.
March 22, 2019
M&A due diligence: Understanding cost, risk and liability
There are no mergers of equals, says Howard & Howard’s Joseph DeVito, Esq. But effective due diligence can help your business get the best possible deal. Here’s what you need to know about cost, risk and liability when preparing for a merger.
March 22, 2019
BlueTree's big 2018: A unicorn, strong exits and new investors
It’s been an exciting and unprecedented year for Catherine Mott and BlueTree Capital, including her venture fund's first unicorn holding.
March 22, 2019
Driving foreign investment in Northeast Ohio: What’s next for EB-5?
The immigration/investment program that brought more than $250 million to Northeast Ohio to finance real estate projects faces an uncertain future,
March 21, 2019
2019 Dealmaker of the Year Awards
Recognizing the top deals and dealmakers in the Pittsburgh region.
March 20, 2019
Budd Dairy Food Hall: Finding the next Cameron Mitchell
The new venture, backed by Cameron Mitchell Restaurants, will help chefs grow their concepts and build their businesses.
March 15, 2019
There is no ‘exit’ for restaurant investors
Investing in a restaurant sounds glamorous, doesn’t it? And that’s become truer as TV depicts chefs as rock stars. Veteran restauranteur Craig Barnum, who raised capital for his first restaurants more than 20 years ago, paints a different picture — one where there are no clear assets or exit timelines.
March 15, 2019
How to plan for a liquidity event
Whether you’re thinking about a liquidity event before you’ve launched your company, or the thought comes much later, there’s a lot to consider before you cash out.
March 15, 2019
Venture for America taps Cleveland for accelerator
Venture for America has selected Cleveland to host its national business accelerator targeting entrepreneurs that are recent college graduates, netting out competing proposals from Columbus and
March 14, 2019
Irwin Car’s Bill Baker: Find synergies in your acquisition strategy
After doing nearly 60 deals throughout his career, Bill Baker knows himself. He’s a niche strategist who looks to buy companies where one-and-one makes three.
March 14, 2019
Is a dividend recap right for you?
Greenwich Capital Group's Andrew Dickow shares his thoughts on dividend recapitalization strategy and how to find the right path to meet your needs.
March 12, 2019
RPM’s Jim Karman: Skip the drama and avoid turnarounds
Retired RPM International COO Jim Karman reflects on the fateful deal that convinced him to steer clear of turnaround acquisitions and shares lessons learned from his dealmaking career.
March 11, 2019
Aspire dealmakers conference coming to Detroit April 11
The Aspire middle-market dealmakers conference will be at the Westin Book Cadillac on April 11. This conference features an all-star lineup of entrepreneurs, investors and adviser.
March 8, 2019
UH Ventures seeks every opportunity for innovation
Through UH Ventures, University Hospitals Health System hopes it can become a powerful force to enable the next generation of health care.
March 8, 2019
Atlas Oil founder Sam Simon: How to maximize your deals
The master dealmaker talks about his humble beginnings, his approach to investment opportunities and the importance of being a disciplined dealmaker.
March 7, 2019
vitalxchange's Charu Ramanathan: survival skills trump MBA thinking
The co-founder and CEO at vitalxchange talks about the value of following your instincts and the real skills entrepreneurs need to succeed.
March 7, 2019
IAM Robotics’ Joel Reed: Finding capital and talent in a competitive robotics industry
The robotics industry remains in flux, especially as methods for fulfilling consumer orders continue to evolve. But Pittsburgh — and companies like IAM Robotics — is at the center of it all.
March 6, 2019
Gilbert part of Detroit's first angel investor group
Membership in Woodward Angels requires a minimum investment of $25,000 per calendar year in Detroit-area startups.
March 1, 2019
Forward-thinking investors are monetizing the movement of people, products
As self-driving cars become a force on American roadways, Blue Victor Capital's Sherwin Prior is already looking ahead at new ways to leverage autonomous vehicle technology.
March 1, 2019
Michael Canty: How to navigate the tricky waters of turnaround investing
Turnaround maven Michael Canty offers his tips for investing in troubled companies and shares the strategy that got Alloy Bellows & Precision Welding back on its feet.
February 28, 2019
Integrating acquisitions isn’t one size fits all for L.B. Foster
CEO Bob Bauer breaks down L.B. Foster's unique integration approach to three different acquisitions.
February 27, 2019
Dan Manges: Root Insurance's journey to unicorn status
Dan Manges shares Root's high-speed capital raising journey and meteoric rise to unicorn status.
February 25, 2019
Understand the risk profile of your target company
Oswald's Jeff Schwab explains how he helps clients identify and forecast risks in their deals — and why it’s worth the effort.
February 20, 2019
M&A Outlook: Making moves in a seller's market
Western Reserve Partners' Dave Dunstan shares key takeaways from Citizens Commercial Banking's eighth-annual Middle Market M&A Outlook.
February 19, 2019
Seeking a buyer?
5 metrics that buyers will ask about, and the ways you can leverage them to create a more attractive acquisition target.
February 18, 2019
Market Garden's Sam McNulty
Sam McNulty talks about his approach to dealmaking, the value of strong partnerships and his keys to success.
February 15, 2019
How Lincoln Electric picks its deals
Last year, Lincoln earned a 20.7 percent return on invested capital – up 4.5 points from 2017. CFO Vince Petrella shares how the manufacturer approaches acquisitions to drive continued earnings growth.
February 14, 2019
Be decisive with your time, money and expertise
R. Louis Schneeberger and other top dealmakers share their advice for navigating negotiations to a successful outcome.
February 7, 2019
TruWest Cos.: Innovators wanted
Matt Kennedy and Wendy Jarchow explain how TruWest Cos. and River SaaS Capital identify promising investment opportunities and position them for growth. “We’re looking for industries that are ripe for innovation,” Jarchow says.
February 6, 2019
The rise of corporate venture funding
Pittsburgh’s old industrial companies are paying attention to startups and Idea Foundry CEO Mike Matesic thinks the surge in corporate venture funding bodes well for local M&A activity. We spoke with Matesic about how corporations and startups are working together to grow Pittsburgh’s economy.
February 5, 2019
You can’t fake passion
Passion is an authentic emotion. That’s why it’s the first trait Pete Martin looks for in Votem Corp. employees. Martin talks about building on market opportunities, the role of resilience and going all in on your vision.
February 4, 2019
No business is perfect
Every business has problems, and it is well-nigh impossible to keep them secret. Wise sellers frame how the problems will be disclosed. Managing this disclosure maintains credibility, while not making the problems seem bigger than they really are.
January 30, 2019
Sweat the details
Howard L. Lewis isn’t usually a micromanager. But that changed when he prepared to sell his business.“You can’t be a bystander or a passive viewer of this transaction,” says Lewis, founder and
January 30, 2019
Embrace fear and uncertainty
If there’s not something wrong with the business you’re investing in, you’re probably paying too much, says Umberto P. Fedeli.“You take a great company, great quality and great growth, but the value
January 24, 2019
Alan Homewood: Saying no was more important than saying yes
Founder Alan Homewood discusses the growth and sale of 2Checkout. "I made pretty much every mistake it’s possible to make. If there’s a checklist of the mistakes an entrepreneur can make, I made about all of them.”
January 24, 2019
Adam Kaufman
Last year, Adam Kaufman studied an estimated 500 early-stage companies to assess their long-term viability. Helping startups refine their message and pursue their goals brings the entrepreneur great
January 24, 2019
Elements of an effective M&A strategy
John Ensign doesn’t have much downtime. But that comes with the job at MRI Software.Since he joined the real estate software solutions provider in 2010, MRI has made more than 20 acquisitions,
January 22, 2019
Lazear Capital’s Ted Lape on transparency, creativity and the rise of ESOPs
Ted Lape talks about transparency in dealmaking, when ESOPs make sense and his most memorable deals.
January 17, 2019
Provariant’s Murad Beg
Provariant's Murad Beg talks about how he stays objective to make the right deals for his clients.
January 17, 2019
JumpStart’s Jerry Frantz
JumpStart’s Jerry Frantz knows he’s in a risky business. “Any way you cut it, deploying capital into young companies is an inherently risky proposition,” he says. Frantz talks about the role of early-stage capital in economic health and managing risk as a startup investor.
January 15, 2019
Business Pulse – January 2019
Add-on acquisitions continue to increase as an overall percentage of M&A buyouts. Strategic buyers remain active and able to pursue add-on acquisitions. Private equity is also making more add-on acquisitions.
January 9, 2019
Flashstarts' Charles Stack
Entrepreneur and early-stage investor Charles Stack talks with Smart Business Dealmakers about the role of confidence in dealmaking and how changemakers can use it to spark investment in Cleveland.
January 9, 2019
August Carlino on negotiating, risk and preserving a legacy
August Carlino talks about what gets his blood pumping, the Rivers of Steel's acquisition of RiverQuest and his advice for other dealmakers.
January 8, 2019
Do you need reps and warranties insurance?
A way to reduce or eliminate deal escrow -- and keep more of the purchase price -- is representation and warranty insurance. BakerHostetler Partner Pete Van Euwen takes a look at the topic in this Insider column.
January 3, 2019
StartInCLE’s Ed Buchholz
Ed Buchholz about some of the challenges faced by Cleveland’s startup community and how the region can attract and empower quality startups.
December 28, 2018
2019: Feeling the pressure
Private equity firms and public companies have a stash of cash – and it’s time to do something with it. In our Dealmakers Look Ahead, we talk with local dealmaking experts about what to expect in 2019.
December 28, 2018
Next Sparc’s Len Pagon Jr.
Len Pagon talks about his approach to making the right moves at the negotiating table.
December 20, 2018
ChromoCare’s Hugh Cathey learns from success — and failure
Master Dealmaker Hugh Cathey talks about what’s changed in M&A, one of his biggest deals and the importance of learning from career wins and losses.
December 19, 2018
Will past performance predict next M&A downturn?
Greif's Matthew Leahy sees a disconnect between public and private market valuations. Public markets value businesses based on forward earnings, whereas private transactions are generally trailing. "Public market investors could be too bearish, but at the same time, it creates an interesting nuance,” he says.
December 19, 2018
2018: Has the market peaked?
In our Dealmakers Year in Review, Mansour, Manna and other M&A experts weigh in on the past year in dealmaking — including lessons learned, trends to watch and the biggest under-the-radar deals of 2018.
December 19, 2018
FALCON's Rob Huxtable
FALCON Managing Partner Rob Huxtable talks about his tips for finding leaders who can thrive under pressure, rise to a challenge and help PE firms maximize their investments.
December 19, 2018
Best practices to follow and pitfalls to avoid with your next acquisition
So, you think you know what it takes to buy a business? With the range of available financing options and a red-hot M&A market, there’s a lot to consider. Finance-minded experts and entrepreneurs share their experiences at ASPIRE 2018.
December 19, 2018
Business Pulse – December 2018
MelCap Partners' Matt Roberts looks at next year: "As we look toward 2019 deal activity, we believe the prepared will win."
December 12, 2018
LeafFilter’s Matt Kaulig
LeafFilter founder Matt Kaulig explains how to show your value to potential investors and position your company for a sale.
December 12, 2018
Bring it home
When you have the right team in place to make a deal, everything else tends to work itself out.
December 7, 2018
Tecum Capital’s Stephen Gurgovits Jr.
Tecum Capital Managing Director Stephen Gurgovits Jr. talks about Tecum's evolution as an investment firm, it's appetite for risk and one of his most memorable deals.
December 6, 2018
Kelsheimer, Ferkovic join forces at Medic Management
A look at the approach Jerry Kelsheimer and Tom Ferkovic used to negotiate the purchase of Medic Management Group, and what’s next for the business.
December 6, 2018
North Coast Angel Fund’s Todd Federman
The angel investor talks about common mistakes entrepreneurs need to avoid to beat the odds and monetize their ideas.
November 30, 2018
TownHall’s Bobby George
Bobby George consults his list of dealmaking principles on a weekly basis – and uses them to inform his decisions. He talks with us about how he evaluates acquisitions to seize opportunity when it strikes.
November 30, 2018
Learn from your mistakes
Growing your business through acquisition is a highly complex process. One misstep can cost you everything. Our team recently managed through a significant oversight that almost forced us to shut down operations.
November 21, 2018
Strategic acquisitions can jumpstart your product development
President and CEO Dave Ciesinski talks about how Lancaster Colony uses M&A as a component of development and innovation.
November 20, 2018
A look at the present — and future — of Columbus’ economy
Columbus Partnership President and CEO Alex R. Fischer shares his insights into the next steps for Columbus’ economic development and economy.
November 20, 2018
TechGrit’s Anthony Margida
Anthony Margida talks about key differences between business accelerators in Ohio and Silicon Valley and his thoughts on speeding up the flow of funding for startups.
November 20, 2018
Liquidity events aren’t just about money
After Arnie Burchianti sold a majority stake in Celtic Healthcare to Graham, he used the capital to supercharge his business. It grew from $30 million to more than $200 million in five years.
November 20, 2018
Business Pulse – November 2018
Roughly 50 percent of the deals tracked in Northeast Ohio during October involved acquisitions or exits by private equity groups.
November 16, 2018
BGL’s Andrew Petryk
Investment banker Andrew Petryk shares his thoughts and observations about how best to prepare for the M&A process and maximize the result.
November 16, 2018
Lou Schneeberger's advice to first-time buyers
The master dealmaker talks about the best approach to beginning a deal negotiation and key items that experienced dealmakers know to check off their list when making a transaction.
November 16, 2018
Reading people is critical to acquisitions
Greg Skoda examines the risk of not fully exploring the wants and needs of the seller when pursuing an acquisition.
November 16, 2018
Negotiated deals
Resilience Capital Partners' Bassem Mansour offers five reasons why a negotiated deal can make sense for companies looking to sell themselves.
November 9, 2018
Choosing a strategic buyer pays off for Walsh Equipment family
It was bittersweet for Charles Walsh to no longer see his family’s name on their construction equipment dealership. But by all accounts, the sale to Stephenson Equipment Inc. in 2017 has been a success.
November 9, 2018
Explorys co-founder Charlie Lougheed
Charlie Lougheed looks at the importance of clarity, the value of embracing opportunity and why a great idea alone isn’t enough to capture the excitement of potential investors.
November 8, 2018
Blue Point Capital's Jim Marra
BluePoint's Jim Marra about the challenge of competing in today’s private equity market and the best strategy to minimize risk with your investments.
November 2, 2018
Mark A. Filippell
Mark Filippell talks about important points to consider before you put your company on the market and a pivotal moment for M&A advisory firm Western Reserve Partners.
November 2, 2018
LaunchHouse’s Todd Goldstein
LaunchHouse' s Todd Goldstein talks about the evolution of Cleveland’s entrepreneurial community and the value of looking at a deal from different points of view.
November 2, 2018
Carveout transactions
Scott Becker has been involved with his fair share of acquisitions. And while all come with a level of complexity, a carveout can be the most challenging.
October 26, 2018
A big payday for FacilitySource
CEO Bill Hayden was upfront with his FacilitySource team when it came time to discuss the firm's sale by PE firm Warburg Pincus. He asked them to judge him by his actions because he is confident there would be growth ahead.
October 26, 2018
Douglas J. Sibila
Peoples Services CEO Doug Sibila talks about his methodical approach to dealmaking and the role networking plays in his company’s M&A strategy.
October 26, 2018
Buckingham, Doolittle and Burroughs' Michael A. Ellis
Attorney Michael Ellis talks about when noncompete agreements come into play and how to avoid a prolonged legal confrontation.
October 26, 2018
Business Pulse – October 2018
In an optimistic economy that seems to churn out favorable economic indicators on a weekly basis, the continued decline in deal activity on the local and national level may seem startling.
October 25, 2018
A look into the wild world of raising capital
Three dealmakers with different experiences raising capital came together in a panel discussion at ASPIRE 2018 to discuss the ins and outs of funding.
October 19, 2018
Jon J. Pinney
KJK Managing Partner Jon Pinney talks about the need for speed in closing transactions, his passion for learning and the role Blockland can play in facilitating more business activity going forward.
October 19, 2018
Chas Withers: Build a strong, consistent narrative for your deal
The Dix & Eaton CEO talks about how to tell a consistent narrative that ties together everyone's interests and conveys the value being created.
October 12, 2018
Advanced Robotics in Manufacturing Institute’s Suzy Teele
Entrepreneur Suzy Teele has helped at least 50 companies grow into market leaders, either as a consultant, adviser or executive. In this Q&A, she talks about how entrepreneurs can build relationships to create partnerships or find investors to grow their companies.
October 12, 2018
Richard R. Hollington III
CapitalWorks CEO Dick Hollington talks about the role preparation plays in developing an effective acquisition strategy and what private equity firms do to make sure they stay on top of their game.
October 12, 2018
MRI's John Ensign on strategy, due diligence and 10,000 rats
John Ensign talks about his acquisition strategy and the importance of making in-person visits to potential acquisition targets.
October 5, 2018
Baiju R. Shah
BioMotiv CEO Baiju Shah talks about his approach to building a team that can get deals done and the opportunity that health care innovation presents to other industries.
October 5, 2018
Thogus' Matt Hlavin: Why I take dealmaking slow and steady
The CEO talks about the drive he had to become more entrepreneurial and factors that have kept him from being more active on the deal scene.
October 5, 2018
The unwritten rules of M&A
Retired RPM President Jim Karman shares the “unwritten rules” that defined the acquisition negotiation and preparation strategy he used for his family-owned furniture manufacturer.
September 28, 2018
Tony Ciepiel
Step2Discovery CEO Tony Ciepiel talks about his strategic approach to dealmaking and the importance of reaching beyond M&A as a means of completing deals that can benefit your business.
September 28, 2018
Tom Chema: Getting Gateway done and the value of taking risks
Tom Chema played a lead role in overseeing the public/private partnership that brought downtown Cleveland a new ballpark for the Indians and an arena for the Cavaliers.
September 28, 2018
Austin Capital Partners' Darrell Austin
Darrell Austin talks about the effect that rising purchase prices have had on M&A players who used to be a lot busier.
September 27, 2018
Managing the six stages of the sale process
Ideally, there are six stages to selling a business. When a deal isn’t successful, one of those stages was likely derailed. Four experts take a look at those six stages, including their advice on best practices and avoiding pitfalls.
September 19, 2018
Paul Smucker Wagstaff
Paul Smucker Wagstaff shares his dealmaking strategy, the role that his team plays in M&A transactions and some key lessons he learned from his time at J.M. Smucker.
September 19, 2018
Steve McHale on flawed deals and knowing when to pivot
Steve McHale shares his thoughts on deals he has made and the approach that leaders take when things don’t go according to plan.
September 19, 2018
Business Pulse – September 2018
For the Northeast Ohio market, August was filled with deal activity by local private equity and corporate buyers.
September 14, 2018
Dan T. Moore III
Dan Moore reflects on his career in business, his skill as an innovator and how dealmaking has helped bring it all together.
September 14, 2018
Team NEO’s Bill Koehler
Bill Koehler talks about one of the most gratifying moments of his dealmaking career and the value that a formal M&A strategy can bring to your business.
September 14, 2018
EY’s Chris Smyth
We catch up with EY's Chris Smyth to talk about his principles of effective dealmaking.
September 7, 2018
Cascade Partners’ Ken Marblestone
Ken Marblestone explains why he’s always concerned about something and why there are times when you should not take the advice of your financial adviser.
September 7, 2018
Don’t be caught unprepared
4 ways to improve the sale process and achieve the highest possible price in the transaction.
August 31, 2018
Jon W. Park
Westfield Bank's CEO talks about how to build an effective M&A strategy and common pain points that arise when looking to make a deal.
August 31, 2018
Signet's Tony Manna: Why I'm always ready for a deal
Tony Manna talks about his readiness to examine deals and some great advice he got in his youth from Worthington Industries founder John McConnell.
August 31, 2018
Beth Haas
Cyprium Partners' Beth Haas shares her thoughts on how to find the right vehicle to obtain the necessary capital for your business and how to work through any anxiety you may have over working with an outside firm.
August 28, 2018
The whys and hows of buying a business
When growing through acquisition, it’s imperative that the acquisition is the right company at the right price with the right integration strategy. That way you can make sure the company strengthens your existing business and accelerates your business goals.
August 24, 2018
Ron Weinberg
Ron Weinberg talks about the origins of today’s active private equity market and his hands-on approach to creating opportunities that lead to profitable deals.
August 24, 2018
Independence Excavating's Victor DiGeronimo Jr.
Vic DiGeronimo talks about taking risks and his key to finding happiness when making a deal.
August 24, 2018
Business Pulse – August 2018
July continued many of the M&A trends that we’ve seen over the first half of 2018.
August 17, 2018
McCarthy Lebit’s Kenneth B. Liffman
Ken Liffman about the difficulties that often arise when you’re looking to sell your business and three critical questions that can help inform your decision.
August 17, 2018
JPMorgan Chase’s Rudy Bentlage
Rudy Bentlage explains the value of transparency in M&A activity and talks about how to know when it’s the right to time to consider selling your business.
August 10, 2018
Metz Lewis’ Chris Brodman
Metz Lewis partner Chris Brodman talks about deal-killing issues and the principles of successful dealmakers.
August 10, 2018
SCA has its eye on $300M
Christopher Valerian talks about Sweeping Corp. of America's acquisition strategy and the key steps his team followed to execute on aggressive growth goals.
August 10, 2018
Michael Siegal: How I approach acquisition targets
The Olympic Steel CEO talks about being a chameleon, assessing culture and spending your time well.
August 10, 2018
Create a viable plan
Jeremy Eberlein, managing director of investment banking, offers four steps to creating a viable plan.
August 3, 2018
Fred Nance
The global managing partner at Squire Patton Boggs talks about the craft of dealmaking and shares the lessons he has learned to get things done under difficult circumstances.
August 3, 2018
Flashstarts’ Charles Stack
How poker shaped his approach to dealmaking, the problem with risk in Cleveland’s investor community and the one thing entrepreneurs get totally wrong when making a pitch to potential investors.
August 3, 2018
Evolution Capital Partners’ Jeffrey Kadlic
Jeffrey Kadlic about what could be done to open up private equity investment to more people, the common pain points he sees in the M&A process and one of his most memorable deals.
July 27, 2018
Risk International 'buys' a partner
Chairman Dave O’Brien takes us inside his approach to searching for investors and explains how he was able to execute the process seamlessly.
July 27, 2018
Stewart Kohl
The co-CEO of The Riverside Co. talks about how he got his start and mentors who guided him early in his career.
July 27, 2018
Broken deals can create real hardship
Think twice and understand all the ramifications before you commit to taking a seat at the negotiating table.
July 25, 2018
Two approaches to ownership change
Howard W. “Hoddy” Hanna III, chairman of Hanna Holdings Inc., has experienced ownership transfer amongst his family, and Audrey Dunning, senior vice president at CGI, facilitated the sale of the company she led. They share their perspectives on the process.
July 19, 2018
Howard W. “Hoby” Hanna IV
Hoby Hanna talks about what drove two pivotal transactions for his real estate company, the value he places on market share and his perspective on turnarounds.
July 19, 2018
Calfee’s Brent Pietrafese
The dealmaking attorney talks about recent trends in dealmaking and how to avoid legal headaches when involved in M&A activity.
July 13, 2018
XaTek raises $9M in under 90 days
John Zak talks about his work, his team and his ambitious strategy to take this project across the finish line.
July 13, 2018
Ancora’s Fred DiSanto
Fred DiSanto talks about his approach to dealmaking, his willingness to take risk and his partnership with Carl Grassi.
July 13, 2018
Business Pulse – July 2018
Despite lower middle-market deal volume, which is primarily the result of a scarcity of quality assets, the current M&A market is expected to remain favorable to sellers.
July 6, 2018
Len Pagon Jr.
Len Pagon talks about how he recovered and got a deal done to sell Brulant to Rosetta and the many twists and turns that come with being a successful dealmaker.
July 6, 2018
PWC Group’s Ansir Junaid
Ansir Junaid talks about principles of dealmaking strategy and how two trips led to pivotal business deals that made his business what it is today.
June 28, 2018
Mezu: New venture, old friends
How Yuval Brisker leveraged his success and relationships at TOA Technologies to raise $10 million and get Mezu up and running.
June 28, 2018
First National Bank’s Boyd Pethel
Boyd Pethel talks about why companies seek outside capital, the tools banks provide to help in this process and what Cleveland needs to do to take the next step in its own evolution.
June 28, 2018
How to create value when you sell
Each owner typically sells their business only once. The right advisers manage transactions every day. Use them.
June 25, 2018
A look at the Pittsburgh environment for raising capital
Four of Pittsburgh’s prominent business leaders share their experiences on the front lines of M&A in an environment of rising valuations. The higher prices are being driven in part by private equity-backed portfolio companies that buy strategically and do add-ons to other deals, as well as family offices with money to spend and a will to do direct acquisitions.
June 22, 2018
On the green
Master dealmaker Monte Ahuja talks about his plans to remake his newly acquired golf properties and the role golf has played in his success as a dealmaker.
June 22, 2018
How captive insurance can add value to your deal
Kelly Price about the challenges that business owners face when it comes to negotiating a deal, how captive programs can fit into the mix and what can happen when you sell to a buyer that hasn’t done the proper due diligence.
June 22, 2018
Cyprium Partners’ John Sinnenberg
John Sinnenberg talks about his evolution as a dealmaker and the lessons he’s learned from deals good and bad.
June 14, 2018
Michael E. Gibbons
Mike Gibbons talks about selling a business, his perspective on the growth of the international M&A market.
June 14, 2018
Transtar’s Neil Sethi
Transfer CEO Neil Sethi talks about what experience has taught him about the flow of deal activity and the important distinction between markets and micromarkets.
June 14, 2018
Business Pulse — June 2018
In 2018, a noticeable shift in corporate divestiture trends has taken place.
June 8, 2018
Behind the scenes of the Fairmount-Unimin merger
CEO Jennifer Deckard discusses the relationship of the two companies, the factors that finally enabled them to merge and the powerful role that external M&A advisers played.
June 8, 2018
Family Heritage Life Insurance’s Howard Lewis
Howard Lewis about his approach to selling his company, the critical importance of tax planning and the opportunity that exists after you sell your business.
June 8, 2018
IMCD’s John Mastrantoni
John Mastrantoni shares his advice on how to maximize results and minimize surprises by preparing — personally and financially — for the sale of your business.
June 1, 2018
Anthony Manna
Anthony Manna talks about his approach to dealmaking and the team he’s built to vet and often take the lead on potential opportunities.
June 1, 2018
Ganley Auto Group’s Ken Ganley
Ken Ganley talks about the value that experience can bring to dealmaking and his fondness for taking on challenges when making an acquisition.
May 25, 2018
Victor DiGeronimo Jr.
Vic DiGeronimo talks about how he got his start in the family business and first began to develop the entrepreneurial and dealmaking skills.
May 25, 2018
Kichler Lighting’s Dave Pamer
Dave Pamer discusses how preparation, delegation and communication can facilitate a smooth transaction.
May 24, 2018
A dive into today’s aggressive deal market
Four of Pittsburgh’s prominent business leaders share their experiences on the front lines of M&A in an environment of rising valuations.
May 18, 2018
Stewart Kohl
The Riverside Co. co-CEO talks about how curiosity fuels his passion for dealmaking, how he judges the success of a transaction and the factors that determine the ideal amount of a capital to provide a young business.
May 18, 2018
Rakuten OverDrive’s Steve Potash
Steve Potash talks about the challenges he faced launching OverDrive in the pre-digital world of the 1980s and the pros and cons of debt vs. equity investors.
May 17, 2018
Target identification
In the follow-up to his popular first column on how culture shapes his M&A strategy, Alliance Solutions Group founder Aaron Grossman explains how he takes the guesswork out of acquisitions by painstakingly finding the right acquisitions prospects
May 11, 2018
J.W. Sean Dorsey
Master dealmaker Sean Dorsey discusses how the dealmaking business has shifted through the decades and the insights he’s learned along the way.
May 11, 2018
Tucker Ellis’ Jayne Juvan
M&A attorney Jayne E. Juvan talks about what’s driving the increased scrutiny on corporate transactions and the points companies should consider before entering into their next deal negotiation.
May 11, 2018
AdCap Management’s Joel Adelman
Joel Adelman talks about the keys to raising capital, taking risks and doing business in the disaster recovery space.
May 11, 2018
Business Pulse — May 2018
M&A activity for the month of April followed the downward trend that was expected to occur during 2018. Total deal volume decreased 13 percent as compared to April 2017, and decreased 9 percent from March 2018.
May 4, 2018
Stephen J. McHale
Steve McHale about the evolution of Explorys, his altruistic approach to dealmaking and what he’s working on now.
May 4, 2018
How M&A strengthens the entrepreneurial economy
JumpStart's Ray Leach is excited about the potential that exists in Cleveland’s entrepreneurial economy to make huge strides in the years ahead.
May 4, 2018
Attorney Margaret W. Wong
Margaret Wong started her firm in 1978 and it’s only since 2000 that she became more active in dealmaking. She talks about the important deal she made with her godchild and her approach to making acquisitions.
April 27, 2018
Forward progress: The State of Technology in Pittsburgh
From material science, life science and data centers to energy technology and research on artificial intelligence and social ventures, Pittsburgh is on the cutting edge of technology in many sectors.
April 27, 2018
Raising startup capital
There are a few things that any entrepreneur considering raising capital needs to think about.
April 27, 2018
RPM's Frank Sullivan
RPM CEO Frank Sullivan talks about his approach to making acquisitions and how he balances M&A with his leadership of the business.
April 27, 2018
Gregory J. Skoda
Master dealmaker Greg Skoda talks about the philosophy of dealmaking, lessons learned creating CBIZ and why it’s so important to listen.
April 27, 2018
Fifth Third Bank’s Joe DiRocco
Joe DiRocco talks about what you should know about your business before you pursue your next M&A transaction.
April 20, 2018
Howard W. “Hoby” Hanna IV
Howard W. “Hoby” Hanna IV talks about negotiating deals with a key competitor, the value of developing an M&A formula and sticking to it, and how he responds to market pressure to keep pursuing more acquisitions.
April 20, 2018
ShurTech Brands’ John Kahl
ShurTech Brands CEO John Kahl talks about the importance of listening and the effort it takes to zero in on the right company to acquire.
April 20, 2018
Developer Scott Wolstein
Former Developers Diversfied CEO Scott Wolstein talks about how to know when to walk away, how to minimize mistakes and why you need a strong team to be an effective dealmaker.
April 13, 2018
What’s your exit strategy?
The top seven questions you should ask yourself before making the decision.
April 13, 2018
Umberto P. Fedeli
Umberto Fedeli is a prolific investor who has bought stock in hundreds, if not thousands of businesses, banks and other organizations over the years. We talk with him about his approach to dealmaking and investing, his read on the M&A sector today and the value of being really good at something.
April 6, 2018
Partners in growth
UroGPO CEO David Coury talks about his company's growth and why it was time to turn to private equity.
April 6, 2018
Transtar’s Monte Ahuja
Transtar's Monte Ahuja talks about the thrill of negotiating, why it’s important to know every detail and why you can’t be afraid to walk away.
April 6, 2018
Compass Self Storage’s Todd Amsdell
Todd Amsdell has relied largely on “good old-fashioned hard work and reputation” to build Amsdell Cos. into one of the premier operators of self-storage centers in the country. We spoke with Amsdell about his company’s unique approach to dealmaking.
March 29, 2018
PwC’s Mark Ross
When Mark Ross isn’t working with George Lucas or helping the NYSE buy Euronext, he’s leading transactions that range up to $10 billion.
March 29, 2018
LeafFilter’s Matt Kaulig
Matt Kaulig talks about the challenges he overcame to position LeafFilter for sale and the passion he has for making deals.
March 29, 2018
Meritech’s Mary Ann Bednar
Fresh off the acquisition of a competitor, Meritech's Mary Ann Bednar and Ken Vanden Haute talk about the importance of patience in dealmaking and the value of securing market share in a competitive business environment.
March 29, 2018
Business Pulse — April 2018
M&A volume remains strong on a historical basis, and average deal value trends continue to show that buyers are willing to pay full value for healthy assets.
March 23, 2018
Sign of the times
Tim Eippert is a man on a mission. Backed by the deep pockets of Bahrain’s Arcapita, the president and CEO of MC Sign Co. plans to triple revenue to $300 million over the next three to five years.
March 23, 2018
Jay Lucarelli: Don’t take on debt if you’re not ready
Jay Lucarelli talks about factors that must be considered when exploring a potential deal, why buying more space now will save you a lot of stress later and more lessons learned from his father.
March 23, 2018
PartsSource’s Philip Settimi
Dr. Philip Settimi about the approach he took to negotiate the sale and why he is more focused on organic growth right now than acquisitions.
March 16, 2018
Rocco Di Lillo
Rocco Di Lillo talks about his approach to dealmaking, the process he follows to learn about the business he’s looking to acquire and why being overly cautious can make it a lot easier to sleep at night.
March 16, 2018
Ring Beams President David Levine
David Levine and partner Michael Recker worked 10 years to build a $25 million business. But when their aspirations outgrew their capital, they knew it was time for a deal. In this Q&A, David talks about the complexity of selling and his approach to making it a manageable process.
March 9, 2018
R. Louis Schneeberger
Master dealmaker R. Louis Schneeberger talks about the critical first steps to take when looking to make an acquisition, the importance of understanding your industry and why you need to know who’s on your team before you close a deal.
March 9, 2018
Bobby George: The best dealmakers are the quiet ones
Corporate Management Group President Bobby George about what he needs to see in order to buy a business, the discipline to say no and the respect he has for Cleveland’s top dealmakers.
March 9, 2018
Zapis Capital Group's Lee Zapis
Lee Zapis has invested in more than 20 companies since 2003, but he knows it takes more than capital to build an outstanding business. That’s why Zapis Capital Group prefers to take an active role in its portfolio companies, providing strategic advice and resources.
March 2, 2018
JumpStart's Ray Leach
A critical part of Ray Leach’s role at JumpStart is his ability to ID strong business builders. Just as important, however, is his ability to engage with established business leaders who can help his startups.
March 2, 2018
Laudan Properties' Kevin Weidinger
Kevin Weidinger talks about the steps he follows to either make a good deal or gain the knowledge he needs to walk away from the table and get to work on the next opportunity.
March 2, 2018
How I find great deals
Scott Becker often buys businesses that aren't for sale. The key in initiating these discussions with owners is the opportunity it provides to spell out the strategic benefits available through the business combination.
February 23, 2018
RVshare shifts into overdrive
With $50M in capital and new CEO, the Airbnb of RVs is ready to roll. Joel Clark may be the hottest entrepreneur in Northeast Ohio you’ve never heard of.
February 23, 2018
Exodus Capital's Jerry Kelsheimer
Jerry Kelsheimer talks about his approach to making your business attractive to buyers and the value of viewing your company from the perspective of a shareholder.
February 23, 2018
Millcraft's Travis Mlakar
Travis Mlakar, who has led seven acquisitions to expand Millcraft, talks about getting people involved in acquisitions and leveraging their input to shape the success of a deal.
February 16, 2018
Family matters
You need to pay special attention to the personal impact of selling a business.
February 16, 2018
Loan Protector's Dennis Swit
Dennis Swit missed out the first two times his employer was up for sale. He wasn’t going to miss the third time. He talks about the challenges he faced buying the company and how he positioned the company to succeed under his ownership.
February 8, 2018
Edward F. Crawford
ParkOhio CEO Edward F. Crawford offers his thoughts on losing his first business, the value he places on people and dealing with rejection.
February 8, 2018
KeyBank's Kip Clarke
Sharing lessons from decades of dealmaking experience, KeyBank's Kip Clarke talks about his strategies for mastering the M&A game.
February 2, 2018
Chris Quinn: What I learned selling Step2
For InterDesign CEO Chris Quinn, dealmaking is all about trust. “Trust begins the very minute you decide to engage and go through the sale process."
February 2, 2018
How culture shapes our M&A strategy
Aaron Grossman shares how he focused on the culture he wants for Alliance Solutions Group, before finding companies to buy.
February 2, 2018
Directional Aviation Capital’s Kenn Ricci
Directional Aviation Chairman Kenn Ricci shares his company’s 16.6 Rule and why discipline and rigor — a commitment to a plan — are so important.
January 26, 2018
David vs Goliaths
When you compete with the likes of Eaton and Parker Hannifin, you better have a good growth strategy. David Carr, president of fittings manufacturer Brennan Industries, makes M&A a core part of his plan, like last November’s acquisition of Versa Fittings.
January 26, 2018
All Pro Freight's Chris Haas
Chris Haas spent a decade growing All Pro Freight Systems at a “grinding” pace until he realized that growth by acquisition could multiply his capacity more quickly.
January 19, 2018
A deal with heart
Who: Cleveland HeartLabWhat: Acquired by Quest Diagnostics to catapult CHL’s groundbreaking efforts to reduce heart attacks and strokesWhy it matters: At scale, CHL’s inflammation testing could
January 19, 2018
Resilience Capital’s Bassem Mansour
Resilience Capital Partners' co-CEO Bassem Mansour talks about the shifting entrepreneurial mindset, the value of an unbiased professional opinion and the state of today’s capital market.
January 19, 2018
ASW Global’s André Thornton
ASW Global CEO André Thornton speaks about how he lays the groundwork for acquisitions and then takes steps to ensure there is a fit before closing any deal.
January 19, 2018
Next Sparc's Len Pagon Jr.
Next Sparc CEO Len Pagon Jr. shares how he’s learned to be discerning and the importance of Warren Buffett’s rules for investing.
January 12, 2018
Ready to pop
We take a deeper look at how Paul Smucker Wagstaff used his experience at The J.M. Smucker Co. to guide his approach to dealmaking and what it all means for the continued growth of Eagle Foods.
January 12, 2018
Chris Adams: How to create a great M&A team
Park Place President Chris Adams shares the details of creating an M&A team and how it has helped drive the company’s push to continue growing.
January 12, 2018
Lubrizol’s Eric R. Schnur
Lubrizol CEO Eric R. Schnur talks about his approach to M&A and how his range of experiences at Lubrizol has made him a better dealmaker.
January 5, 2018
Cohen & Co. fills a void
A look at how Cohen's acquisition of Arthur Bell brings the firm closer to being a $100 million business, strengthens its position in the fund manager market and opens the door to future growth in the space.
January 5, 2018
Michael Feuer: How egos killed an OfficeMax/Staples merger
OfficeMax founder Michael Feuer talks about the times he let ego get in the way of a deal and how his approach to dealmaking has changed over the years.
January 5, 2018
BNY Mellon’s Ron Ambrogio
Ron Ambrogio explores the conversations that need to take place before a company goes on the market and common oversights that can make it harder to close a deal.
January 5, 2018
Why do you want to sell?
While some business owners put a lot of thought into the decision to put their company up for sale, others do not. In either case, there are a number of threshold questions that should be considered before discussing the actual sale process.
December 28, 2017
2017: The Year of the Seller
Much like the M&A climate nationally, Greater Cleveland had a strong year for dealmaking in 2017, as evidenced by the number and value of the transactions completed. We spoke with some of Cleveland’s M&A experts and gathered their perspective on the year that was in dealmaking.
December 28, 2017
2018: Let the good times roll
The corporate tax reform signed into law by President Donald Trump could spawn a new wave of dealmaking activity in the new year. Here’s a look at what local M&A experts had to say when asked what to expect in 2018.
December 15, 2017
Stark seeks $4 billion portfolio
We take a deeper look at Stark Enterprises’ growth strategy and the thoughtful approach the company takes to acquiring new properties.
December 15, 2017
BDO’s Bob Littman
Bob Littman talks about being ready to act, finding the right partner and how options have changed for dealmakers over the years.
December 15, 2017
Chris Hyland: Assume nothing
Hyland Software CFO Chris Hyland talks about the importance of asking the tough questions and why you can’t always trust sellers to paint a true picture of the culture at your new acquisition.
December 15, 2017
Stewart Kohl on the art of the deal
Stewart Kohl talks about how the art of the deal has changed over the last 30 years.
December 8, 2017
MRI: New tech growth star
How Patrick Ghilani crafted his plan to complete five rapid-fire deals to solidify MRI Software’s position as a leader in real estate technology.
December 8, 2017
Greg Muzzillo: Time makes sellers realistic
The Proforma founder shares his experience negotiating with sellers and the risk of veering away from your area of expertise in business.
December 8, 2017
Tony Mercurio: Bring more leaders
Tony Mercurio shares his thoughts on how to avoid falling victim to the ticking clock when making a deal and why becoming a regular dealmaker could be deadly to your business.
November 30, 2017
1 team, 6 deals, 12 months
An in-depth look at how Park Place Technologies' Chris Adams provided his M&A SWAT team with the tools it needed to complete six acquisitions in 12 months.
November 30, 2017
Brown Gibbons Lang's Michael Gibbons
Investment banker Mike Gibbons to talk about what CEOs need to know right now about selling their businesses.
November 30, 2017
Bob Campana: 'We have a lot of upside'
Bob Campana talks about the state of the current capital market, some tips that guide his approach to dealmaking and one of his most memorable deals.
November 22, 2017
Catching the PE wave
An inside look at how Mark Goldfarb and his SS&G partners sold to BDO USA, giving the firm a long-sought foothold in Ohio and Goldfarb the resources to drive his team forward into a new way of doing business.
November 22, 2017
Aaron Grossman: Study the data and match the core values
Aaron Grossman talks about how he looks at acquisition targets and why you can't neglect your core business.
November 22, 2017
Mutual Capital Partners’ Wayne Wallace
What sellers need to know to get top dollar for their companies when they go on the market.
November 17, 2017
Ken Ganley drives toward $2 billion
An inside look at how Ken Ganley finally bought Central Cadillac, an extraordinary dealership he had sought for years.
November 16, 2017
Sotera Health's Michael Petras
Michael B. Petras knows how to grow a business and he spoke with Smart Business Dealmakers about the best approach to take when negotiating deals with other companies.
November 9, 2017
How MacroPoint’s Bennett Adelson got two bites at the apple
An inside look at how Macropoint CEO Bennett Adelson crafted a strategy that earned him a second bite at the apple – and even a chance at a third – and his advice for other CEOs.
November 9, 2017
Monte Ahuja on coming back to Transtar
After Transtar filed for bankruptcy, founder Monte Ahuja reinvested in the company and returned as CEO. We sat down with him to learn why he was willing to take back the helm at Transtar and what he experienced on his return
November 9, 2017
UH’s Tom Zenty
University Hospitals CEO Tom Zenty III talks about his approach to dealmaking and explains why culture can make or break any transaction.
November 9, 2017
10 tips to sell your business the right way
10 lessons learned from more than 60 years of confidential family experience in acquiring and operating businesses.
November 9, 2017
Steve Demetriou's 3 rules of dealmaking
Jacobs CEO Steve Demetriou shares his three rules of dealmaking with the Aspire 2017 audience during a question and answer session with Smart Business CEO Fred Koury.
November 3, 2017
Hyland’s game-changing deal
It was the largest acquisition Hyland Software Inc. has ever made — by far, says President and CEO Bill Priemer. The deal to buy Perceptive Software and bring a key competitor under the same roof after more than two decades of battling for business is a game changer for Hyland.
November 3, 2017
Ed Crawford's 3 keys to success
A major part of ParkOhio's growth can be attributed to an eye-popping 86 acquisitions. We sat down with CEO Ed Crawford to talk about three keys to his dealmaking success.
November 3, 2017
Riverside Co.'s Stewart Kohl
Stewart Kohl leads a global private equity firm with more than $6 billion in assets under management and nearly 500 acquisitions under its belt. None of that would have been possible if Kohl had not taken the time to prepare for each negotiation.
