Murphy Business & Financial Corporation LLC in partnership with The National Association of Certified Valuation & Analysts will offer a three-day Middle Market M & A Nuts & Bolts Workshop. This interactive course, specifically designed for Murphy brokers, offers a practical study of how to manage, structure and negotiate mergers and acquisitions transactions with a particular emphasis on middle market companies. The course will cover topics from both seller and buyer perspectives and includes topics involving the process, analysis, negotiation and structuring of M&A transactions.
The overall objective of this course is to enable our brokers who desire to get involved in larger deals to enhance their understanding of the various strategies, analytical models, financing instruments and best practices used in structuring middle market M&A transactions.
Attendees who successfully complete this course and meet the MBFC requirements will be awarded the designation of Certified M&A Intermediary (CMAI).
Dates and Locations
Reno, Nevada - May 15-17, 2016
Price
$1,250.00 includes lunch
Course Agenda
DAY ONE
Sell-Side M&A
The M&A Landscape
Sale-Side Process
Main M&A Documents
Preparing a Business for Sale
Valuation in M&A (Sale Side)
Managing the Due Diligence Process
Evaluating Offers
The Balance Sheet and Deliverable Targets
Marketing M&A Services
DAY TWO
Buy-Side M&A
Buyer Types and Motivations
The Acquisition Process
Acquisition Planning
Price vs. Value Considerations
Valuation in M&A (Buy Side)
Analyzing the Balance Sheet
Synergies (Identification & Valuation)
Deal Structuring (Tax and Financial)
Post-Transaction Integration
DAY THREE
Negotiation
Negotiation Principles
Habits of Successful Negotiators
Strategies and Tactics
Negotiation Exercises (Learning by Doing)
Sale-Side Negotiation
Buy-Side Negotiation
M&A In Action
Simulated Transaction
Positioning the Seller
Dealing with Company Weaknesses
Structuring Offers by Type of Buyer
Transaction Objectives and Constraints
Negotiating a Better Deal
Eligibility
We realize that this specialized course would be optimal for all Murphy Brokers to take in that having completed it; the Broker would be better prepared in the main street brokerage. However, for this course we are using the following experience requirements to enroll. We also understand there are circumstances within your Region that may qualify a candidate to attend. Please just forward an email to the program directors in those situations.
• Minimum 2 years full-time experience in business brokerage
• 4 closed transactions with aggregate selling price of at least $2M
• A detailed resume and letter explaining why you should be considered
• Brokers with BCI/CBI designations
• Exceptions - send email to program directors
Program Directors
Roger Murphy and Richard Gadberry
Instructor
Robert M Stutz II, Managing Director, Western Reserve Valuation Services
Mr. Stutz’s entire career has been dedicated to the valuation industry. After graduating from Butler University with a degree in Finance, Mr. Stutz joined Goelzer Investment Banking in Indianapolis, Indiana where he had previously completed a two year internship focused on business valuation. Mr. Stutz spent five years with Goelzer as a valuation analyst and eventual Vice President of Valuation Services. Most of his time was spent on estate / gift tax valuation and ESOP valuation. He worked on over 100 projects during this five year period.
Mr. Stutz relocated to Columbus, Ohio, his hometown, in late 1999. He joined GBQ Partners as Director of Valuation Services and was tasked with building a valuation division for the Columbus based CPA firm. Over the next ten years, Mr. Stutz built the practice to be the largest in the Columbus market, also leading the growth of the litigation department and merger and acquisition department. He oversaw the acquisition of several valuation practices including his former employer, Goelzer Investment Banking. Mr. Stutz was responsible and signed off on hundreds of valuations during his time at GBQ. He was promoted to equity partner in 2007 and named to the firm’s Executive Committee (one of three elected members) in 2009.
Along the way, Mr. Stutz has received a number of awards and accolades for his dedication to the valuation industry. He is a frequent lecturer on numerous valuation topics and is the leading national instructor for the largest credentialing organization in the valuation field, the National Association of Certified Valuation Analysts (“NACVA”). Mr. Stutz has trained over 1,000 NACVA members over the last ten years and has received the Instructor of the Year award as well as the coveted Circle of Light award from this organization. He currently serves as Chairman of NACVA’s Executive Advisory Board (“EAB”) and previously served on their Valuation Credentialing Board from 2007-2009. Mr. Stutz continues to instruct new members with NACVA today and is now a nationally recognized instructor on the merger acquisition topic as well.
Mr. Stutz holds the ASA credential from the American Society of Appraisers. This valuation credential is highly coveted due to the 10,000 hour experience requirement and its intense training program led by many national experts. He won multiple GBQ awards during his career there, as well as Columbus Business First’s “40 under 40” Award, recognizing up and coming business leaders in Columbus under 40 years of age. Mr. Stutz won this when he was twenty seven.
Mr. Stutz’s valuation experience is across many industries. He has worked on, reviewed and signed hundreds of projects for ESOPs, estate / gift tax, financial reporting, corporate matters and fairness opinions. The majority of Mr. Stutz’s experience is with mid-sized private companies and small-cap public companies. He has been involved in many small-cap public company opinions and transactions.
