In this episode, Ned Miller and Jim Huerth dive into the strategic approaches M&A advisors can use to leverage the banking world for client acquisition and collaboration. They share insights on how to build strong, value-driven relationships with bankers. Discover the keys to successful networking, including focusing on bankers' needs, providing valuable education and insights, and understanding their target market.

Miller and Huerth discuss the power of referrals and the crucial role M&A advisors play in connecting bankers with the right clients. Learn how to position yourself as an asset, not a threat, and build a team of influencers to enhance your network. This episode is packed with practical advice on staying engaged with bankers, managing risk, and ultimately becoming an indispensable part of the banking world in the M&A industry.

Tune in now and elevate your understanding of M&A dynamics with the podcast that delivers actionable insights and unlocks the door to new possibilities. To learn more about M&A trends and insights, please like, subscribe, and rate our podcast. New episodes go live every Thursday at 9 am CST.

Some Key takeaways include:

• Developing relationships with bankers is crucial for M&A advisors to succeed.

• M&A advisors should focus on the needs of bankers and provide value through education and insights.

• Understanding the banker's target market and identifying the right bankers to target is essential.

• Referrals play a significant role in building relationships with bankers.

• M&A advisors can help bankers find suitable clients and add value through their expertise. M&A advisors should view themselves as educators and focus on educating bankers

• Stay engaged with bankers by regularly sharing information and meeting in person

• Develop a team of influencers to provide specialized assistance

• Be mindful of managing risk and offer solutions to help banks mitigate risk

About the show:

The M&A Mastermind Podcast is your go-to source for the latest industry trends and strategies to level up your M&A practice.

The show features thought leaders who specialize in the lower middle market space and share their experiences and expertise across key areas of execution, such as: market analysis, lead generation, deal management, strategic partnerships, buyer access and much more.

With host Nick Olsen, each episode's "mastermind" will share ways in which they have found success in navigating the M&A industry to best support the small-to-medium sized private business owners they focus on serving.

Chapters:

00:00 Introduction and Background of Guests

02:05 Sales Strategies in the M&A World

04:05 Leveraging and Networking with Banking Executives

05:01 Identifying the Right Bankers to Target

09:14 Networking Tactics for M&A Advisors

12:42 Building Relationships with Bankers

14:28 Assessing the Reputation of Bankers

23:59 The Importance of Referrals

26:12 Evaluating Bankers for Long-Term Relationships

27:30 The Importance of Intimacy and Face-to-Face Interactions

29:44 Evaluating Rainmakers and Their Market Approach

33:42 The Role of Visionary Commercial Bankers

38:35 Being an Asset to Bankers and Managing Fear

44:25 Takeaways and Conclusion

Keywords: Mergers and Acquisitions, M&A, Investment banking, corporate finance, Sell-side, Valuation, Due diligence, how to sell my business, M&A market trends, M&A advisors, banking world, client acquisition, collaboration, relationships, trusted advisor, networking, value, education, insights, target market, referrals, relationships, bankers, value, engagement, risk management

In this week’s episode, join host Nick Olsen as he sits down with Joe Blackburn, founder of Lion’s Eye Coaching as they dive deep into the importance of influencers in our lives. Discover how cultivating strong, authentic relationships with both traditional and non-traditional influencers can catapult your M&A strategies to new heights.

Joe introduces the concept of "pillars"—those ideal clients who not only provide exceptional service but also pay optimally. He underscores the crucial elements of likeability, active listening, and the power of unsolicited referrals in fostering these invaluable connections. Blackburn shares his expert framework for engaging in meaningful conversations that prioritize serving over selling. He offers practical tactics for working with influencers, such as making courtesy introductions, offering unparalleled service, and adding a memorable wow factor to every interaction.

Tune in now and elevate your understanding of M&A dynamics with the podcast that delivers actionable insights and unlocks the door to new possibilities. To learn more about M&A trends and insights, please like, subscribe, and rate our podcast. New episodes go live every Thursday at 9 am CST.

Some Key takeaways include:

• Building relationships with influencers is crucial in the world of M&A
• Pillars are ideal clients who pay you ideally and provide great service
• Likeability, listening, and unsolicited referrals are key in influencer relationships
• Non-traditional influencers, such as luxury jewelers and barbers, can have a significant impact on referrals
• Use the F.O.R.M. framework (Family, Occupation, Recreation, Money) to have meaningful conversations and understand others
• Create a think of me when statement to stay top of mind with influencers
• Make courtesy introductions to influencers and offer service to them
• Provide meaningful touches and a wow factor in relationships
• Connect with influencers on a personal level and understand their values

About the show:

The M&A Mastermind Podcast is your go-to source for the latest industry trends and strategies to level up your M&A practice.

The show features thought leaders who specialize in the lower middle market space and share their experiences and expertise across key areas of execution, such as: market analysis, lead generation, deal management, strategic partnerships, buyer access and much more.

With host Nick Olsen, each episode's "mastermind" will share ways in which they have found success in navigating the M&A industry to best support the small-to-medium sized private business owners they focus on serving.

Chapters:

00:00 Introduction and Overview

02:26 Building Relationships with Pillars

06:08 The Importance of Likeability and Listening

10:02 Non-Traditional Influencers: Expanding the Network

27:22 Building Relationships with Influencers

28:13 The F.O.R.M. Framework for Meaningful Conversations

29:41 Finding the Impact Point and Pivoting to Business

35:55 Creating a Think of Me When Statement

42:11 Making Courtesy Introductions and Offering Service

45:00 Providing Meaningful Touches and a Wow Factor

48:32 Connecting with Influencers on a Personal Level

Keywords:

Mergers and acquisitions, M&A, investment banking, corporate finance, sell-side, valuation, due diligence, how to sell my business, M&A market trends, influencers, pillars, relationships, referrals, conversations, serving, selling, introductions

In this week’s episode, join host Nick Olsen as he sits down with Nick McLean, Co-Founder of Four Pillars Investors as they discuss the importance of transparency in the M&A process. Nick reveals how honesty and openness can transform the dynamic between buyers and sellers.

Nick shares compelling stories from his own experiences, illustrating how transparent practices build trust, set realistic expectations, and foster positive relationships. He doesn't shy away from the tough conversations, highlighting why M&A advisors must be candid with their clients—even when delivering unwelcome news.

Tune in now and elevate your understanding of M&A dynamics with the podcast that delivers actionable insights and unlocks the door to new possibilities. To learn more about M&A trends and insights, please like, subscribe, and rate our podcast. New episodes go live every Thursday at 9 am CST.

Some Key takeaways include:

• Transparency is crucial in the M&A process as it builds trust and sets realistic expectations between buyers and sellers.
• M&A advisors should be upfront and honest with their clients, even if the news is not what they want to hear.
• Open communication and addressing potential issues early on in the deal can help prevent misunderstandings and build a positive relationship.
• Transparency is important for both buyers and sellers to ensure a successful and mutually beneficial transaction.
• Being transparent about valuation, customer concentration, and deal structure can help align incentives and create a win-win situation for all parties involved.

About the show:

The M&A Mastermind Podcast is your go-to source for the latest industry trends and strategies to level up your M&A practice.

The show features thought leaders who specialize in the lower middle market space and share their experiences and expertise across key areas of execution, such as: market analysis, lead generation, deal management, strategic partnerships, buyer access and much more.

With host Nick Olsen, each episode's "mastermind" will share ways in which they have found success in navigating the M&A industry to best support the small-to-medium sized private business owners they focus on serving.

Chapters:

00:00 Introduction and Background

03:15 The Importance of Transparency in M&A

08:05 Go Ugly Early: Addressing Potential Issues

14:26 Transparency in Valuation and Deal Structure

25:28 The Impact of Transparency on Stakeholders

32:44 Advice for M&A Advisors: Be Transparent and Realistic

41:14 Conclusion and Contact Information

Keywords:

Mergers and acquisitions, M&A, investment banking, corporate finance, sell-side, valuation, due diligence, how to sell my business, M&A market trends, transparency, trust, expectations, relationship, communication

In this week’s episode, join host Nick Olsen as he sits down with Kyle Griffith, Managing Partner of The NYBB Group as they discuss factors to consider when deciding if it’s the right time for a business owner to sell their company. Together, they delve into the crucial factors business owners need to weigh when making this big decision.

Kyle and Nick explore a comprehensive range of internal factors, such as cash flow, growth strategy, key management teams, profitability, customer concentration, and predictable revenue. They also examine external influences like market conditions, industry trends, the economic climate, political environment, competition, and industry drivers.

Tune in now and elevate your understanding of M&A dynamics with the podcast that delivers actionable insights and unlocks the door to new possibilities. To learn more about M&A trends and insights, please like, subscribe, and rate our podcast. New episodes go live every Thursday at 9 am CST.

Some Key Takeaways include:

• Internal factors to consider when deciding to sell a business include cash flow, growth strategy, and having a key management team in place.
• External factors such as market conditions and industry trends also play a role in determining the right time to sell.
• Staying connected with industry peers and joining organizations like Cornerstone International Alliance can provide valuable insights and opportunities for collaboration.
• Selling a business when cash flows are on an upward trajectory is generally more appealing to buyers.
• Proper valuation, benchmarking, and estate planning are important steps in preparing for a sale and maximizing value.
• Business owners should stay informed about industry trends, participate in trade associations, and continuously assess their business to identify growth opportunities.

About the show:

The M&A Mastermind Podcast is your go-to source for the latest industry trends and strategies to level up your M&A practice.

The show features thought leaders who specialize in the lower middle market space and share their experiences and expertise across key areas of execution, such as: market analysis, lead generation, deal management, strategic partnerships, buyer access and much more.

With host Nick Olsen, each episode's "mastermind" will share ways in which they have found success in navigating the M&A industry to best support the small-to-medium sized private business owners they focus on serving.

Chapters:

00:00 Introduction and Guest Introduction

03:19 The Value of Staying Connected and Joining Industry Organizations

08:20 Factors to Consider When Deciding to Sell a Business

12:39 Selling at the Right Time: Upward Cash Flow and Transition Planning

23:44 The Role of External Factors: Market Conditions and Industry Trends

26:16 External Factors and the Economic Climate

30:49 Competition and Growth Opportunities

35:46 Understanding Personal Motivations

38:10 Valuation, Benchmarking, and Estate Planning

43:41 Staying Informed and Identifying Growth Opportunities

Keywords:

Mergers and acquisitions, M&A, investment banking, corporate finance, sell-side, valuation, due diligence, how to sell my business, M&A market trends, internal factors, external factors, cash flow, growth strategy, key management team, industry trends, staying connected, political environment, competition, industry drivers, personal motivations, valuation, benchmarking, estate planning

In this week’s episode, join host Nick Olsen as he sits down with Trever Acers, Managing Director of Objective Investment Banking and Valuation for an enlightening deep dive into the world of mergers and acquisitions. Acers unveils a unique client-centric approach that sets the stage for successful deals. Discover the spectrum of tactics to captivate buyers and the art of nurturing long-term relationships with business owners.

Trever shares his expert knowledge on proactive strategies and maintaining confidentiality, shedding light on the crucial role of post-acquisition economics in determining purchase prices. This conversation unpacks the complexities of M&A transactions, highlighting the strategic decisions that can make or break a deal. Learn about the significance of transparency, the educational journey through the M&A process, and the critical importance of avoiding distractions to maximize business value.

Tune in now and elevate your understanding of M&A dynamics with the podcast that delivers actionable insights and unlocks the door to new possibilities. To learn more about M&A trends and insights, please like, subscribe, and rate our podcast. New episodes go live every Thursday at 9 am CST.

Some key takeaways include:

1. The importance of tailoring a strategy to maximize the outcome for each client
2. The impact of proactive strategies on achieving client objectives
3. The significance of confidentiality and transparency in the M&A process
4. The role of education and relationship-building in developing successful client-advisor partnerships
5. The importance of strategic decision-making in M&A transactions
6. The impact of distractions on business performance

About the show:

The M&A Mastermind Podcast is your go-to source for the latest industry trends and strategies to level up your M&A practice.

The show features thought leaders who specialize in the lower middle market space and share their experiences and expertise across key areas of execution, such as: market analysis, lead generation, deal management, strategic partnerships, buyer access and much more.

With host Nick Olsen, each episode's "mastermind" will share ways in which they have found success in navigating the M&A industry to best support the small-to-medium sized private business owners they focus on serving.

Chapters

00:00 Introduction to Objective Investment Banking and Valuation

03:15 Maximizing Client Outcomes through Tailored Strategies

07:02 Proactive Strategies for Achieving Client Objectives

13:35 Confidentiality and Transparency in M&A

29:37 Strategic Decision-Making in M&A Transactions

33:10 Navigating Distractions and Maximizing Value

37:24 The Role of Advisors in M&A Transactions

41:30 Post-Acquisition Economics and Value Creation

Keywords

Mergers and acquisitions, M&A, investment banking, corporate finance, sell-side, valuation, due diligence, how to sell my business, M&A market trends, proactive strategies, confidentiality, post-acquisition economics, transparency, education, strategic decision-making, distractions, maximizing value, business performance, sophisticated advisor

In this week’s installment, join host Nick Olsen as he sits down with Rob Margeton, Co-Founder of Ryco Advisors as they delve into the dynamic world of M&A transactions and unveil the game-changing benefits of sell-side reps and warranty insurance policies.

Unlock the secrets of how these policies, steeped in historical significance, revolutionize deal timelines and empower sellers to navigate the complex landscape of negotiations with confidence and finesse.

Rob sheds light on the strategic advantages, unravels the mysteries surrounding policy costs and the application process, and unveils the transformative impact on deal negotiations. Learn more about risk mitigation and discover why educating clients and stakeholders is paramount for harnessing the full potential of these invaluable tools.

Tune in now and elevate your understanding of M&A dynamics with the podcast that delivers actionable insights and unlocks the door to new possibilities. To learn more about M&A trends and insights, please like, subscribe, and rate our podcast. New episodes go live every Thursday at 9 am CST.

Some of the key takeaways of this episode include:

1) Sell-side reps and warranty insurance policies are beneficial for mitigating risk and expediting M&A transactions.

2) Educating clients and stakeholders about the benefits of these policies is crucial for their successful implementation.

3) The cost of these policies is relatively low compared to the potential benefits, making them a valuable tool for sellers in M&A transactions.

About the show:

The M&A Mastermind Podcast is your go-to source for the latest industry trends and strategies to level up your M&A practice.

The show features thought leaders who specialize in the lower middle market space and share their experiences and expertise across key areas of execution, such as: market analysis, lead generation, deal management, strategic partnerships, buyer access and much more.

With host Nick Olsen, each episode's "mastermind" will share ways in which they have found success in navigating the M&A industry to best support the small-to-medium sized private business owners they focus on serving.

Chapters:

00:00 Introduction to M&A Mastermind Podcast and Guest Introduction

03:26 Impact of Reps and Warranty Insurance on Deal Timelines

05:38 Benefits of Sell-Side Reps and Warranty Insurance for Sellers

08:19 Educating Clients and Stakeholders on Sell-Side Reps and Warranty Insurance

15:12 Coverage and Claims of Sell-Side Reps and Warranty Insurance Policies

20:50 Buyer Acceptance and Resistance to Sell-Side Reps and Warranty Insurance

25:27 Threshold and Cost Considerations for Sell-Side Reps and Warranty Insurance Policies

27:20 Conclusion and Contact Information

Keywords:

Mergers and acquisitions, M&A, investment banking, corporate finance, sell-side, valuation, due diligence, how to sell my business, M&A market trends, reps and warranty insurance, transaction, deal timeline, risk mitigation, policy cost, deal negotiations, client education

Check out all of our episodes at: https://cornerstoneia.com/podcast/.

In this episode Nick Olsen sits down with Ben Mackay from Evolve Capital. Together, they discuss the essence of the perfect business or opportunity in the M&A landscape. Unraveling the complexities of acquisitions, they uncover the key attributes and components that transform a business into the holy grail of acquisition targets.

Some of the key takeaways of this episode include:

• The importance of relationships in the M&A industry
• Key attributes and components that make a business an ideal acquisition target
• The significance of trust and effective communication in the deal process

Keywords

M&A, acquisition, business opportunity, Evolve Capital, holy grail, relationships, deal structure, communication, critical services, business dynamics, trust

In this episode of the M&A Mastermind podcast, host Nick Olsen interviews Bob Dunn from GF Data about the latest trends in lower and middle market M&A. They discuss the GF Data reports, which provide valuation information across different transaction sizes and industries.

Some key takeaways from the conversation are:

1) Deal volume is recovering, with a significant increase expected in the coming quarters, driven by private equity exits.

2) Interest rates are stabilizing, which is positive for the market.

3) Manufacturing has been hit hard on the debt side, while business services and retail are showing signs of recovery.

Chapters

00:00 Introduction and Background

02:37 Overview of GF Data and Reports

05:35 Insights from the M&A Report: Deal Volume and Valuations

10:33 Deal Structures and Creative Financing

21:33 Analysis of the Leverage Report and Debt Coverage

27:20 Predictions and Projections for the Future of the Market

30:11 Closing Remarks and Call to Action

Keywords M&A, trends, GF Data, reports, valuation, deal volume, interest rates, manufacturing, business services, retail