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March 17, 2023

Selling means more than just money

By Adam Burroughs

Marcum LLP Senior Partner Greg Skoda on why money might not be the most important part of a deal.

March 17, 2023

Andrew Bennett on Provide's Sale To Fifth Third Bank

Provide Chief Business Officer Andrew Bennett spoke on the Smart Business Dealmakers Podcast about Provide's sale to Fifth Third.

March 17, 2023

How preparing to sell your company is like a bike ride with friends

Justine E. Tobin, founder and managing partner of Tobin & Company Investment Banking Group, on how starting with the end in mind can maximize a sale opportunity and speed up the process.

March 10, 2023

Data, Transparency Play Large Rolls In A Deal

Highwood USA CEO and Founder John Quarmley talks through the company's recent sale process.

February 24, 2023

Sellers Be Ready

Summit Fire & Security Regional VP Steve DeJohn on the signs that a company is ready for a sale.

February 24, 2023

Earn Out Can Be A Dirty Word

Paul Stillmank, former CEO of 7Summits, on earn outs — when they're useful and when they should be avoided.

February 17, 2023

Are You Emotionally Prepared To Sell?

Windsor Advisory Group Partner Jon Eesley on the personal toll an M&A sales process can take, how to emotionally prepare for an event, and where to get objective advice.

February 3, 2023

Tom Goodmanson On Calabrio's Two Transactions

Tom Goodmanson, former CEO of Calabrio, spoke on the Smart Business Dealmakers Podcast about the KKR transaction and the Thoma Bravo transaction that would follow, what each was like, how he prepared and what the future holds for the business.

January 13, 2023

Preparing For A Sale When You're A Social Entrepreneur

Founder and former CEO of Union Packaging Michael K. Pearson on selling his company and preparing for life after a sale.

January 13, 2023

With SmartWitness, Business Liability Tool Turns Into $200M Return For Nick Merchef

Nick Mirchef and his son-in-law, Chris Pflanz, went through the trails and tribulations of early-stage capital raises with their company SmartWitness and found a big payday at the end of it all. Today, they’re offering others advice using their experience as a guide.

December 16, 2022

The Importance To Buyers Of High Probability Of Close

Mereo Capital Partners Co-Founder Leo Helmers on the indicators of a high probability to close and why those matter to buyers.

December 9, 2022

Chris Whelan On Selling Health Express Urgent Care

Health Express Urgent Care Owner Chris Whelan on selling his business to South Shore Health System.

December 9, 2022

Value Proposition Tops List In Battery Solutions' Deal Prep

Battery Solutions CFO Craig Fishel on preparing for his company's sale earlier this year to Retriev Technologies.

December 9, 2022

Reasons To Consider A Family Office

Walnut Ridge CEO and Managing Partner Mike Moran on the pros and cons for sellers partnering with a family office, how family offices differ from other options, and what life is like for owners post-transaction.

December 9, 2022

Plenty Of Prep Helps Updox Accelerate Sale Timeline

Former Updox CEO Mike Morgan on building up Updox, the process of selling to EverCommerce, and why he chose to leave the company after the sale.

November 18, 2022

Revolutionary Security's Race To The Finish Line

Former Revolutionary Security CEO Rich Mahler on the sale of the company to Accenture — the period leading up to the deal, COVID's effect and more.

November 4, 2022

The Value Of Preparation Before Liquidity Events

JBC Technologies' Joseph Bliss, Proformex's Lou Schneeberger, BNY Mellon Wealth Management's Ronald Ambrogio and BDO's Robert Berdanier on the value of preparation before liquidity events.

October 21, 2022

Begin With The End In Mind

MATH Venture Partners' Mert Hilmi Iseri and Mark Achler, along with UBS's James Jack and Michael R. Gatewood, share valuable personal lessons learned over several successful M&A exits.

September 15, 2022

Finding alignment in a family business

AchieveNEXT's Christin Cardone McClave, and UBS’s Bianca Benedetti-Fang and Julie Fox on how McClave’s family managed through being business partners over the years, why they ultimately decided a full sale was a path they wanted to pursue, and how they have adjusted back to being a family, after the transaction.

September 15, 2022

Value Creation In The M&A Lifecycle

Congruity 360's Mark Shirman, ARK Behavioral Health’s Peter McLoughlin and Twelve Points Wealth Management’s David Clayman on value creation in the M&A lifecycle.

September 9, 2022

What to consider when considering minority investments

Broadview Group Holdings' Clay Hunter, LoanNEX's Eloise Schmitz, Lewis & Clark AgriFood's Tim Hassler, PNC's Tim Brady and BDO USA's Meg Kellogg on what minority control sales look like, and how planning in advance can lead to multiple bites at the apple.

September 9, 2022

Accelerating growth through private equity

Schill Grounds Management's Jerry Schill on the company's deal with Argonne and how it will help accelerate the business's growth.

September 2, 2022

Ilya Bodner on Bold Penguin's Acquisition

Bold Penguin Founder Ilya Bodner on the company's acquisition, how it decided that was the best choice and the benefits the deal offered.

August 26, 2022

Pre-transaction must-dos for sellers

Kreischer Miller's Brian Kitchen on maximizing your deal success with pre-transaction tax structuring.

August 19, 2022

Finding a sale at a crossroads

Fab Fours CEO Greg Higgs on his company's sale to Warn Industries and his post-deal plans.

August 11, 2022

When there's more than money to a deal

Orbus Past Chairman & Owner Simon Perutz on his former company's acquisition

August 11, 2022

When (and when not) to call an investment banker

Christopher Riley, CEO, United Cutwater, has more than 30 years’ experience owning and operating more than a dozen businesses in numerous industries. He discusses the current M&A landscape and what business owners should be doing if they’re considering selling.

August 5, 2022

Evaluating your sell-side options in an exit

RiverGlade Capital's Kevin McGrath, Council Capital's Nick Cooper, Pinnacle Financial Partners' Tyler Morgan, Capital Alignment Partners' John Pontius, Whistler Capital's Darshan Prabhu and Bass, Berry & Sims' Tatjana Paterno discuss what goes into a successful exit beyond a liquidity event, including when a private equity firm sells one of its portfolio companies.

August 5, 2022

Lessons learned selling the same company twice

What John Blyzinskyj learned from selling Elemica twice.

August 5, 2022

Transition strategies within family businesses

Jergens Inc.'s Jack Schron, Ahola Payroll & HR Solutions' Jeff Ahola, Peoples Services Inc.'s Darin Haines, The Reserves Network's Neil Stallard and UBS's William Murphy on the tough conversations and lessons learned from transitions in a family business.

July 29, 2022

When selling, get answers before the deal closes

Ten35's Sherman Wright on preparing to sell a business and the liquidity event that follows.

July 29, 2022

Seeing a deal as more than money

Ouroboros Group's Samantha Ory, Nelson Mullins Riley & Scarborough LLP Boston's Brian Moore, Dr. Dental's Alex Faigel, Mirus Capital Advisors' Brendan Kiernan and Cambridge Savings Bank's Stephen Leonard on financing business in the lower middle market.

July 22, 2022

An offer that can't be refused

Dawson's' David DeCapua on the deal with Aya Healthcare and how he personally came to terms with selling.

July 22, 2022

Price Taker vs. Price Maker and the effect on value

BMO Harris Bank's John Chalus and Tecum Capital's Matt Harnett on the economic factors that are affecting deals and how buyers and sellers can adjust.

July 22, 2022

Diligence is a two-way street

Foundation Wellness' Sean Williams, Aon's Perry Papantonis, and Gridiron Capital's Joe Saldutti and Sean Kelley on maximizing value in a sell-side transaction.

July 14, 2022

Making Deals with Unprepared Participants

Charlie Saponaro, CEO, Medical Record Associates, is a long-standing veteran of the Boston M&A world, with more than 30 deals to his credit. In several of those transactions, Saponaro had to make it happen even though the sellers were not quite as sophisticated in the common practices of the M&A world.

July 6, 2022

Revolutionary Security struck while the iron was hot

Revolutionary Security's Rich Mahler discusses the company's 2020 sale to Accenture.

July 6, 2022

BioDot's quick (and unexpected) second deal

BioDot's Tony Lemmo on the company's two significant deals in the last two years, including a leveraged buyout through Artemis Capital Partners back in 2020.

July 6, 2022

A shifting M&A market

Fifth Third Securities' Matt Francati, Cyprium Investment Partners' Beth Haas, Signet Enterprises' Anthony Manna and Oswald Companies' Jeff Schwab on mitigating risk and navigating current trends in today's volatile sell-side environment.

June 30, 2022

The Advantage of Strategic Planning in M&A Transactions

Huntington's Dan Griffith and Jim Altman, Loretta Benec (formerly with The ExOne Company), IPEG Industrial Group's John Erkert and McGuireWoods' Penny Zacharias on the power of strategic planning in M&A.

June 29, 2022

Liquidity Lessons From Selling a Fourth-Generation Family Business

Lewisburg Printing Company's Kirk Kelso, Troutman Pepper's Daniel McDonough, and BNY Mellon's Bryan McGrath and Marty Babitz on the preparation and exit phases of a well-structured transaction.

June 29, 2022

Relationships, communication smooth MedPilot, Vytalize deal

Vytalize Health's Kevin Murphy and Matt Buder Shapiro on the deal, how it came to be and where the combined companies go from here.

June 22, 2022

Build a good business and investors will find you

HYCU's Simon Taylor, Mintz's Kurt Steinkrauss, Health Express Urgent Care's Chris Whelan and First Republic Investment Management's Julie Rousseau on what you need to know about the personal and corporate side of readying your company for whatever tomorrow brings.

June 22, 2022

The importance of multiple plans

Capital Plus' Renee Tyack, Roetzel & Andress' Erika Haupt, Matesich Distributing Co.'s Sarah Schwab and AB Bernstein's Kara Lewis on how they navigated the most difficult questions regarding what to do with the family business.

June 22, 2022

Internal, external factors to consider ahead of a deal

Malachite Innovations Inc.'s Michael Cavanaugh, Barnes Wendling CPAs' Laurie Gatten, Protegis Fire & Safety's Steve DeJohn and Ulmer & Berne's Ilir Pipa on how to analyze your company’s deal readiness and determine the best course for your company’s future.

June 17, 2022

How ITS Logistics' Scott Pruneau Proved His Company's Uniqueness

In the last quarter of 2020, ITS Logistics launched an almost entirely virtual sales process that ultimately ended with its acquisition by GHK Capital Partners in mid-2021. CEO Scott Pruneau says navigating the process without bringing anybody under the tent was a challenge.

June 16, 2022

LPi’s Niche Market Clientele Proves Valuable

We Share and We Gather started as LPi's closed social network for churches. It quickly morphed into an online donation tool for nonprofits. Joe Luedtke spoke about LPi’s carveout of its financial tech arm.

June 10, 2022

How Reps & Warranties Is Increasing Deal Efficiency

Waller Lansden Dortch & Davis' Tyson Bickley, LFM Capital's Chris Lin, Resource Label Group's Hunter Rost and LBMC's Brian Marynowitz on how to evolve your buy-side strategies in 2022 and beyond, and key mistakes you can avoid.

June 10, 2022

How labor challenges are affecting M&A

Calaway Habeck Talent Consulting's Jaynanne Calaway-Habeck, Denim Social's Douglas Wilber, CliftonLarsonAllen's Adrian Nohr, PFI Holding Co.'s John Dolan and BMO Harris' Robert Harrod on the factors impacting today's M&A transactions.

June 10, 2022

How WeCare Medical Got Sophisticated Ahead of Its AdaptHealth Deal

WeCare Medical Joda Burgess, along with Footprint Capital's Josh Curtis, GBQ Partners' Wade Kozich, MAD Capital's Jim Baich and Oxer Capital's Michael OBrien discuss WeCare Medical's sale to AdaptHealth, and how sellers can maximize their understanding of the deal phases to achieve a successful transaction.

June 2, 2022

Seller Considerations Beyond Price

Capital Partners' Olly Forrer, HUB International's Marc Mingolelli, Goulston & Storrs' John Cushing, Stellex Capital Management's Irina Krasik and Copley Equity's Sean Sullivan on what truly differentiates winning buy-side transactions beyond the price.

June 2, 2022

The Battle For Seller Attention

Candid Partners' John Peak and Merrick Olives, along with LLR Partners' Michael Pantilione, Citizens' David Dunstan and Blank Rome's Louis Rappaport, on preparing for a transaction.

May 26, 2022

How market changes helped Ascend ascend

Christine Nicodemus spoke on Ascend's acquisition by Aperture Education.

May 26, 2022

Step back before answering every request for information

David Gollob, along with BKD's Thomas Murtagh, Orbus' Simon Perutz, and Levenfeld Pearlstein's David Solomon on how uncertain times have dramatically impacted how to understand the strategic goals of strategic and financial buyers, and what that means for sellers.

May 19, 2022

The rise of cyber diligence

Aon Risk Services' William Shortt, along with Ice Miller's Reena Bajowala, Guaranteed Rate's Darin Hurd, Chicago Bears' Justin Stahl and Aon Risk Services Che Bhatia, on the rising importance of cyber diligence in M&A transactions.

May 19, 2022

Unexpected snags that can trip up sellers' deals

BDO's Scott Balestrier and Eureka Equity Partners' Jonathan Chou, along with Murphy McCormack Capital Advisors' Bob McCormack and BDO USA's Eric Fahr, on the many issues sellers should consider before heading to market.

May 11, 2022

Get your priorities straight before a sale

Aegis Advisors' Fred Vorys, along with Oxer Capital Inc.'s Dan Phlegar, BMO's Lowell Jacobson and Tiller Corporation's Steven Sauer, on the decision making that precedes a liquidity event.

May 11, 2022

What to look for in an investor

Kanbrick Co-Founder Tracy Britt Cool on what to look for in an investor.

May 11, 2022

Determining the future of a family business

Robison Energy's Daniel Singer, along with Arent Fox's David Barbash, Hubbard-Hall's Molly Kellogg, R. Klein Consulting's Ruben Klein, and BankProv's Brent Mathews on determining the future of a family business.

May 6, 2022

Understanding the letter of intent

Signet Enterprises' Anthony Manna talks about the letter of intent. He breaks down a deal at this very early stage, discussing some of the key choices sellers need to make as they take their company to market.

May 6, 2022

Factors that can trip-up a deal

Conco Systems Ed saxon, along with Babst, Calland, Clements and Zomnir's Kevin Wills, Stellex Capital's Mike Livanos, and BDO USA's Robert Berdanier, spoke at this year's Pittsburgh Smart Business Dealmakers Conference about the factors that impact a deal and how to address them.

April 28, 2022

Lou Schneeberger on the COVID backlog

Proformex Chairman Lou Schneeberger talks about the COVID pause, where companies are today that were negatively affected by the pandemic, and how they move forward to a successful transaction.

April 13, 2022

TTG Imaging Gets Deal Done Despite Supply-Chain Hiccup

Matt Mastarone, president and CEO of TTG Imaging Solutions, spoke on the Smart Business Dealmakers Podcast about brokering a deal despite supply-chain issues. Hit play above to catch the full conversation.

April 1, 2022

Perimeter Manages Merger in Virtual World

Edward Goldberg, CEO of Perimeter Solutions, talks about securing $1.15 billion of development capital and, concurrently, merging with EverArc Holdings.

March 18, 2022

Tony Montanaro on what exactly a Q of E means for a seller

Tony Montanaro, a partner with Louis Plung & Company, spoke on the Smart Business Dealmakers Podcast, about Q of E reports, and offers a look at deals from a buyer's perspective: what they like to see in diligence that speeds a deal to close, and what they don't like to find — problems that could mean they walk away.

February 18, 2022

Prepare as if a sale could happen at any time

Environmental Partners' Paul Gabriel, Goodwin Procter LLP's Josh Zachariah, McCarthy Capital's Bob Emmert, and Gray, Gray & Gray's Derrick Rebello and James DeLeo on getting your business ready to sell, knowing the key areas that impact valuation, and putting your personal exit strategy into motion.

February 18, 2022

The value and risk of relationships

BCD CEO Jeff Burgess, along with BMO Harris' John Chalus, BDO Consulting's Robert Berdanier and Tecum Capital's Matt Harnett, discuss the nuances of selling and buying a company, and how to conduct due diligence and successfully negotiate deal terms in this new normal.

February 18, 2022

The growing concern of cyber security in deals

Moore & Van Allen's Todd Taylor, along with Aon's Michael Laskowitz, Greg Draddy and C.J. Dietzman, explore cyber security in M&A: asking the right questions, protecting data and IP, and making sure your company is ready for dealmaking.

February 4, 2022

When selling, get advisers who know your niche

Hy-Tek's Sam Grooms, along with Thompson Hine's Sarah Chambers, Smile Doctors' Dale AnneFeatheringham and Sequoia Financial Group's Norm Cook peel back the curtain and share the secrets of their successes, as well as the pitfalls you should try to avoid when approaching the sale of your business.

February 4, 2022

Timing is everything when selling a business

Cornerstone Business Services' Scott Bushkie explores the importance of timing in the sale of a business, and offers both his insight and advice on how sellers can leverage timing to their advantage.

February 4, 2022

Duck Donuts' Betsy Hamm, Russ DiGilio, on their capital raise process

Duck Donuts' Betsy Hamm and Russ DiGilio on what they learned through the process of selling their business to NewSpring Capital.

January 27, 2022

What To Do With The Family Business

HBM Holdings' Mike DeCola, along with Clayton Capital Partners' Kevin Short and First Bank Center for Family-Owned Businesses' Joe Ambrose discuss options for family businesses, look at the macroeconomic factors that are influencing owners' decisions to sell or stay put, and explore case studies from those who have developed successful solutions.

January 21, 2022

Strong supply chains help sellers stand out

Woodforest National Bank's Julie Dargani, BDO's R.J. Romano and Chad Rash, along with Flywheel Greenville's Peter Marsh, discuss how supply chain and logistics issues affect such factors as valuations, the performance of portfolio companies, due diligence, negotiations, and even post-acquisition integration.

January 14, 2022

The pros and cons of three types of sale transactions

Fifth Third Securities' Joseph Carson, Val-Matic Valve & Manufacturing Corp.'s (retired) John Ballun, Oswald's Jeff Schwab and Provariant Equity Partners' Murad Beg explore the pros and cons of different types of sell-side transactions.

January 14, 2022

Selling is painful, so be sure you know why you're doing it

Slate Capital Group's Erik Ginsberg, along with BDO's Dan Wahlberg, Jamie Benoit, and Saul Ewing Arnstein & Lehr's Andrew Segall, discuss choosing a buyer for your company.

January 14, 2022

Preparedness leads to best outcome when selling a family business

JAWOOD Founder Lynn Mustazza, along with PNC Bank's Jacob Taylor, PNC Wealth Management's Daniel Hoops and UHY Corporate Finance's Dan Sporka talk about plotting the future of a family business.

December 2, 2021

Why the seller’s story is critical to achieving value

Four dealmakers reveal ways to strengthen the foundation of your business by addressing common challenges faced by companies looking to sell.

November 24, 2021

How reading and research helped Andrew Bartels sell Medical Packaging Inc.

Medical Packaging Inc.'s Andrew Bartels along with McCormack Capital Advisors’ Bob McCormack, and Herbein + Company’s Tom Bakaitus, Jr. and Beth Bershok, break down the deal and the obstacles sellers faced during COVID to get transaction done.

November 24, 2021

DYOPATH CEO Rob Koch Offers His Sell-Side M&A Perspective

DYOPATH CEO Rob Koch, along with WILsquare Capital's Drew Caylor, CIBC's Greg Gorlinski and Polsinelli's Paul Klug talk about what sellers should consider when dealmaking during the pandemic.

November 17, 2021

Factors Influencing Transactional M&A

KPMG’s Stephen Guy, along with Venable’s Charles Morton, Robert W. Deutsch Foundation’s Mac MacLure and Sachs Capital’s Andrew Sachs look at state of M&A, factors influencing the buy-and-sell-sides, and what you need to do to ensure a closed deal in this new normal.

November 5, 2021

Buyers tread carefully through COVID uncertainty

RSM US LLP's Kyle Petch, along with BMO Harris’ Robert Harrod, Go Riteway Transportation Group’s Bob Zanotti and Johnsonville Holdings’ Dan Scalia on preparing for transactions in a post-COVID world.

October 15, 2021

Is ESG the next big thing for middle-market M&A?

Nick Fink and Amantia Muhedini, along with Michael Gatewood, discuss ESG and whether it's the next big thing for middle-market M&A

October 8, 2021

How family alignment helped Monticeto Medical Real Estate reach its BHAG

Monticeto Medical Real Estate CEO Chip Conk, along with Bass, Berry & Sims’ Frank Pellegrino and EY's Bobby Stover explore dealmaking, growth and communication within a family business.

September 24, 2021

How M&A needs change throughout the lifecycle

MyEyeDr's David Sheffer along Falfurrias Capital Partners’ Chip Johnson, Pamlico Capital’s Jay Henry, Moore & Van Allen PLLC’s Rick Bange, and Frontier Growth‘s Richard MacLean explore how M&A needs change at different stages of a company’s lifecycle.

September 17, 2021

Find sale success through those who know how to succeed

Guy Dandrea, Tim Hodge, Charles Maskell, and Franklin Staley talk about the importance of pre-diligence work.

September 17, 2021

Put your best foot forward in a sale

Charles McIlvaine, along with Dick Hollington, Chris Farmakis, and Patrick Fodale, offer a deep dive into how to make sure you’re checking the right boxes before you go to market — during the deal and post-close.

September 9, 2021

Chris Chandler on Radio Systems Corp.’s patient seller approach

Radio Systems Corp.' Chris Chandler on how the company was able to use past experience to maximize value when the company was sold.

September 9, 2021

Marshall Dahneke’s Sell-Side Best Practices

Marshall Dahneke outlines key considerations when you’re pursuing a sale.

August 27, 2021

Self-awareness is key when preparing to sell

As a business owner considers selling their business, the first thing they should do, according to Harvey Nelson, CEO of Main Street Gourmet, is consider themselves.

August 27, 2021

Creating a demand scenario through an auction

A discussion of companies’ sell-side prep and M&A options, including auctions, strategic buyers and risk mitigation.

August 27, 2021

How Jim Sramek came to sell Midwest Equipment Company to his employees

Midwest Equipment Company's Jim Sramek shares his story of transferring his company to and ESOP.

August 19, 2021

Sehrish Siddiqui talks ESG and private deals

Sehrish Siddiqui, Corporate and Securities Partner at Bass, Berry & Sims talks about how ESG matters have started to work their way from the public sphere and into private deal diligence.

August 19, 2021

Supply chain issues and the threats they present in M&A

David Iwinski, managing director at Blue Water Growth, talks about the supply chain issues between U.S. and Chinese companies, how they’re affecting M&A transactions and offers strategies for rooting out supply chain risk ahead of, and during, a transaction.

August 19, 2021

Look deeper for deal value

William Wennberg, today the CEO of Tactical Medical Solutions LLC, says when people become too focused on trying to get the best price for the company, they can lose sight of what value actually is.

August 13, 2021

How to secure a premium value for your company

Tom Zucker, Mark Jones and Art Anton discuss the factors that most often lead to securing a premium valuation.

August 6, 2021

Not all CEOs are enthralled by the red-hot M&A market

Vistage Columbus Chair Perry Maughmer spoke on the Smart Business Dealmakers Podcast about the CEO mindset in a time of incredible M&A activity.

August 6, 2021

Failure awaits sellers who don’t define their goals

Bryan Hollenbach, executive vice president of Green Bay Packaging, offers examples of where the failure to clearly define goals created problems for sellers.

July 29, 2021

Luke Cooper on how pluck and luck helped him sell Fixt to Assurant

Luke Cooper talks about Fixt’s sale to Assurant, strategies for fundraising as well as an initiative that’s underway to help connect African-American entrepreneurs with Fortune 500 companies.

July 29, 2021

How Wisr used pressure to distinguish serious investors

John Knific talks about fundraising and Wisr's deal with EAB.

July 21, 2021

Why Rich Dougherty bought LabRepCo twice

Rich Dougherty, president of LabRepCo; Michelle Rondinelli, president of Kitchen Kettle Foods; Steven Staugaitis, director of auditing and accounting at Kreischer Miller; and John Reed, partner at Barley Snyder; offer advice on figuring out the plan for a family business’s future.