Standing Out: Relationships, Risk Mitigation, and Strategy in a Crowded Buy-Side Market
Presented By: Venable / Wintrust
The middle market is increasingly competitive, with infinite information and AI tools standardizing the early stages of deal origination. This session explores how successful buyers are separating themselves from the pack by prioritizing genuine connection and creative problem-solving. From establishing trust to navigate seller skepticism, to structuring around complex red flags like customer concentration and family succession gaps, learn how experienced deal teams are aligning incentives, evaluating risk, and standing out in a crowded field to get deals done.
Moderator:
Group Executive Vice President
Wintrust Commercial Banking
Adam Fuchs is a Group Executive Vice President and hub leader for the west suburban middle market banking hub for Wintrust Commercial Banking. Adam works with many privately held middle market businesses that are family founder owned as well as sponsor owned. In his 15 years with Wintrust he has helped many businesses by providing access to capital to support working capital, equipment, real estate and construction financing needs. In addition, he works closely with the many great niche businesses in Wintrust including the banking specialists supporting ESOP’s, sponsor finance, private banking, international banking, contractor banking and leasing to name a few.
Panelists:
Partner
Venable LLP
Tom Hughes is a seasoned transactional attorney with extensive experience advising public and private companies, private equity firms, and family offices on complex U.S. and cross-border deals. His practice spans mergers and acquisitions, leveraged buyouts, joint ventures, and strategic investments. With a strong background in corporate governance and securities compliance, Tom serves clients across sectors that include consumer goods, healthcare, and industrials. He brings over two decades of experience delivering creative legal solutions in high-stakes transactions.
Founder & Managing Partner
N3 Capital Management, LLC
Neal Nath is the Founder and Managing Partner of N3 Capital Management, LLC, a Chicago-based private investment firm focused on making majority and minority investments in lower middle market companies. Mr. Nath has two decades of institutional investing, transaction, and operational experience. Mr. Nath has led successful investments in various industries including industrial, consumer, business services, and real estate.
Prior to founding N3, Mr. Nath was a Managing Director at Aves Capital Management, L.P., where he originated, structured, and executed bespoke middle market debt and equity financing transactions. Mr. Nath also served as a member of the firm’s Investment Committee and Valuation Committee.
Previously Mr. Nath was a Managing Director and senior member of the private equity investment team at Z Capital Group, where he made control private equity investments and oversaw value creation initiatives across several middle market portfolio companies. Mr. Nath was also an investment banker with Houlihan Lokey and a management consultant with The Keystone Group.
Mr. Nath received his Bachelor of Science in Industrial Engineering from Purdue University. He is a member of the board of Advance Switchboard Distribution and previously served on the boards of Factor75, Premier Thermal Solutions, Twin-Star International and Carillon Miami Wellness Resort.
Partner
High Street Capital
Brian has 25 years of private equity investing and investment banking experience. As a Partner with High Street Capital focused on industrial services, distribution and manufacturing companies, his responsibilities include originating new investment opportunities, executing transactions, and working closely with the management teams of existing portfolio companies.