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Session B

Sell-Side Trends and Strategies

Presented By: Saul Ewing LLP / Schneider Downs

Selling a company isn’t just about the deal—it’s about mastering the art of preparation for both the company and the CEO or owner. Learn game-changing insights for maximizing valuation and streamlining the sales process from deal-minded executives and M&A advisors to help you better understand how to navigate today's sell-side environment.


Tom Springer
Schneider Downs

Tom is an experienced professional with over 20 years of expertise in providing strategic planning, business development, interim management, and technical advisory services to private equity firms, portfolio companies, and public and private enterprises. He has been involved in more than 30 transactions, including mergers and acquisitions at the enterprise level. 

Tom is recognized for his ability to solve complex business problems by aligning technology with business and operations. As a former C-Level leader, he brings invaluable perspective to his management advice, particularly in maximizing enterprise value, preparing owners for liquidity events, transferring ownership, and navigating complex transactions. 

Tom's approach involves creating productive sales and service teams, developing new business lines, and building strong client relationships, which ultimately drive enterprise value. He has extensive knowledge in telecommunications, systems integration, software development, and network management, which he leverages to support private equity and operating companies to drive growth.

Before coming to Schneider Downs, Tom was a managing partner at his firm and supported international work assignments in Spain, Finland, Denmark, Sweden, Germany, the UK, Ireland, Ethiopia, and Costa Rica.



Bryan LeBaron
COO & Co-Founder

Bryan LeBaron serves as the Chief Operating Officer at VES LLC, where he is tasked with guiding the daily operations, overseeing the company's financial planning and budgeting, and formulating strategies to enhance operational efficiency and profitability.

Before establishing VES, Bryan held the position of Staff Systems Engineer at VMware Inc. There, he was instrumental in fostering and maintaining client relationships, as well as promoting the integration of VMware's solutions. Prior to his tenure at VMware, he started his career with the US Army Communications Electronics Command as a civilian, leading the engineering efforts for the Battle Command Common Services (BCCS).

Bryan earned a Bachelor of Business Administration degree in Computer Information Systems from James Madison University and a master's degree in systems engineering from the Stevens Institute of Technology.


JB Osborne
Senior Vice President & General Counsel
Johnson, Mirmiran & Thompson

JB Osborne is Senior Vice President and General Counsel of JMT-- a nationally recognized 100% employee-owned engineering, architecture, information technology, and related consulting services firm. As SVP and General Counsel, JB is responsible for the management and oversight of JMT’s legal affairs and plays a key role in the firm’s governance and corporate transactions. Since 2015, JB has managed dozens of successful M&A transactions for JMT, both as a buyer and seller, in all phases -- LOI through closing, as well as post-closing integration and ongoing business operations support.


Marshall Paul
Saul Ewing LLP

Marshall Paul focuses his practice on counseling businesses, health care concerns and professionals with respect to limited liability company matters, general corporate matters, joint ventures, acquisitions and sales, fiduciary duty issues and financings. His clients include large-scale health care providers, technology companies, distributors, service providers and manufacturers of various sizes, as well as individual health care professionals and other professionals.

A co-author of the Maryland Limited Liability Company Act, he served on the American Bar Association committee that drafted the ABA's original Prototype Limited Liability Company Act. Marshall has lectured both locally and nationally regarding limited liability companies and other legal matters. He has co-authored numerous articles on limited liability companies and other legal matters, as well as a widely-used book on limited liability companies. 

Conference Location

300 Woodholme Avenue
Pikesville, MD 21208
Tel: (410) 486-3700