Structuring the Deal – How Strategic Buyers, Private Equity, and Family Offices Bridge Valuation Gaps Differently
Presented By: Brady Ware & Company / Kegler Brown Hill + Ritter
In today’s middle market, differing views of value make creative deal structuring essential. Strategic acquirers, private equity-backed platforms, and family offices each use unique approaches to earnouts, seller financing, equity rollovers, and post-closing incentives to bridge valuation gaps and manage risk. This session explores how these buyers structure transactions, the legal, tax, and diligence considerations behind their decisions, and the strategies helping them compete while increasing the likelihood of successful deals.
Moderator:
Director
Brady Ware & Company
Sam joined Brady Ware as partner in January 2006. He leads the firm’s Dealership Services team, working with dealerships to decrease their tax burden, maximize tax benefits, streamline processes and financial reporting, increase profits, prevent fraud, and expand operations to new markets. He links these services with overall tax, audit, and strategic planning initiatives to help his clients realize financial rewards across their businesses.
Panelists:
Managing Director
Kegler Brown Hill + Ritter
As Managing Director of Kegler Brown and chair of the firm's Emerging Business practice, Steve Barsotti advises growth-stage companies, entrepreneurs, and investors on mergers and acquisitions, capital raises, strategic transactions, and exit planning. He has extensive experience guiding founders, boards, and private equity stakeholders through complex business transactions and transformative growth opportunities.
In addition to his transactional practice, Steve leads the firm's strategic growth initiatives and long-term vision. He has been recognized by Chambers USA for his work in M+A transactions and capital raises, and was also named a 2025 Columbus Smart 50 Award winner for leadership in sustainability and organizational growth.
Director of Finance/Controller
Sermonix Pharmaceuticals, Inc.
Joe Guillory is the Controller/Director of Finance at Sermonix Pharmaceuticals, a pre-commercial, venture-backed & Columbus-based pharmaceutical start-up. Building on a background as a CPA and former corporate/transactional attorney, Joe has held finance and accounting leadership positions in the healthcare industry for more than ten years, with experience in large and small operations and significant exposure to private and public financing structures and traditional M&A deals, along with unique licensing and partnering transaction structures.
Co-Founder & CEO
Arise Industrial Manufacturing
Zac Guisinger is Co-Founder and CEO of Arise Industrial Manufacturing, a Midwest-based metal fabrication and stamping platform. He leads the company's acquisition strategy targeting sub-$5M EBITDA light-to-medium metals fabrication businesses across priority end markets including aerospace, defense, agriculture, and data center infrastructure. His operating foundation spans 30 years at Worthington Industries, including P&L ownership of a $200M segment with 900 employees.