When Deals Go Sideways: Protecting Value in the Sell-Side Process
Presented By: Citrin Cooperman / Merrill Private Wealth - HNH Group
Even attractive businesses can encounter problems once a sale process begins—and issues that appear manageable to an owner can quickly become leverage for a buyer. Drawing on perspectives from advisers, an active acquirer and an entrepreneur who has personally been through the process, this discussion examines what can go wrong before and during a sale. From customer concentration and financial or data-room deficiencies to diligence surprises, management distraction and buyer concerns, panelists will share real-world lessons about what can reduce value, change deal terms or derail a transaction—and what sellers can do before going to market to avoid those outcomes.
Moderator:
Vice President, Wealth Management Advisor
Merrill Private Wealth (HNH Group)
Joe is a Vice President and Financial Advisor with Merrill Lynch Wealth Management. He works with families to help grow, preserve and transition assets to the next generation. Joe works with each client to build a personalized plan based on their needs and priorities.
Prior to joining Merrill Joe built a wealth management practice at Charles Schwab where he worked for eleven years. Before Schwab he worked in wholesaling and institutional sales with Bond Wave and First Trust portfolios. He has been in the business for more than eighteen years.
Joe received a B.A. in Finance and Investment Consulting from DePaul University. Joe and his family live in the North Center neighborhood of Chicago.
Panelists:
Vice President of M&A
Lyra Technology Group
Jack serves as Vice President of M&A at Lyra Technology Group. Jack joined Lyra Technology Group in 2022 and is responsible for evaluating investment opportunities, leading due diligence for global acquisitions, and leading post-close value creation initiatives across the Lyra family of companies. Before joining Lyra Technology Group, Jack worked as a strategy consultant at KPMG. Jack earned a Bachelor’s degree in Economics from Vanderbilt University. Outside of work, Jack enjoys spending time with family and friends, cooking, playing golf, and rooting for his favorite sports teams – the Chicago Bears and the Miami Heat.
Lyra Technology Group is a holding company that invests in industry leading technology-services businesses. As a part of Evergreen Services Group, Lyra approaches every investment with a long-term approach and our companies continue to operate independently post-acquisition. Since 2022, Lyra has completed over 100+ acquisitions across the US, Canada, Europe, Australia, and New Zealand.
Partner, Transaction Advisory Services
Citrin Cooperman
Thaddeus (Todj) Gozdeck is a Partner in Citrin Cooperman’s Transaction Advisory Services practice with more than 25 years of financial advisory experience. He advises financial sponsors and strategic buyers and sellers on mergers, acquisitions, divestitures, growth acquisitions, strategic mergers, and carve-outs. Previously, he held similar roles at Deloitte and other advisory firms before joining Citrin Cooperman.
Private Wealth Advisor
Merrill Lynch
Peter specializes in advising business owners through liquidity events and managing their wealth after the sale of their businesses. Throughout his career, he has been directly involved in dozens of M&A and financing transactions while serving in the investment banking divisions of UBS, Citigroup, and Credit Suisse. Today, he co-leads the Business Owner Practice within the HNH Group at Merrill Private Wealth, where he and his team advise high-net-worth entrepreneurs and business owners on preserving, growing, and transferring wealth following a successful exit.
Founder
Headsail
As a Founder, CEO, Board Director, Investor, and Growth Advisor, I have spent over 30 years building, scaling, acquiring, and exiting category-defining companies in global tech-enabled event and marketing services.
I am committed to life long learning, strategy, empathetic leadership, and impact through inflection points. I have led operational transformations that deliver sustained profitability and positive EBITDA across both founder-led and private equity-backed businesses.
My experience spans more than 36 buy-side and sell-side acquisitions and strategic partnerships, generating over $900M in enterprise value and expanding global reach across the US, UK, Europe, APAC, and the Middle East.
Today, I continue to guide organizations through inflection points as the founder of HeadSail, a consultancy which supports founders, CEO's, brands, investors, and boards.