Interviews | Goals | Letters of Intent | Upper Hand | Clueless Seller
August 2016
New Member Benefit: Opportunities Listserve

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The M&A Source has created "Opportunities," a listserve that provides members an easy way to communicate with all other M&A Source members.  This new email service is only available to current members and PEGs who have exhibited in the past 12 months. This service is intended to allow member to member communication on deals and buyers you're representing, as well as to share your success tombstones.
 
Be one of the first to share your success or advertise a listing.  Just email  opportunities@listserver.masource.org  with your content.  
 
This benefit is available exclusively to M&A Source members.
If you would like to join, click here. 
 
Employee and Customer Interviews
Joe Lindsey, M&AMI, CM&AP, CBI
Chairman: The M&A Source Board of Directors

Earlier this year I had the great pleasure of attending the  Certified M&A Professional Program  sponsored by  Michael J. Coles College of Business & The M&A Source at Kennesaw State University in the greater Atlanta area. This five-day program focuses on the unique aspects of middle market M&A activity. As one of the participants who attended the five-day program, I earned a Certified M&A Professional (CM&AP) certificate from Kennesaw State University's Coles College.
Why Setting Clear Goals Minimizes Value Gaps in a Sale Transaction
Gary W. Ampulski, PhD
Managing Partner of 

(This is the 2nd in a series of articles on how owners can identify and close the value gaps that exist in the sale of their businesses BEFORE entering into the actual sale process. Future articles will focus on the identification and options where gaps can exist and how to achieve alignment between perception and reality.)
 
When it comes to the sale of a business, determining its value can be a complex undertaking.
 
For a buyer, value is in the future and is almost always driven by financial considerations. It is represented by the likely return (discounted by the degree of risk of achievement) associated with the purchase investment.  
Letters of Intent: An Increasingly Valuable Tool in an Uncertain Economy
James P. O'Sullivan and May Lu


It was only a few years ago that many "Baby Boomer" business owners were beginning to strategically position their businesses for eventual sale. Unfortunately for many of these owners, the economic upheaval postponed their retirement schedules as caution pushed potential buyers to the sidelines. Navigating recent difficulties has left these business owners a bit older, hopefully wiser, and all the more eager for a targeted exit.

Dave Kauppi, Contributing Writer
Article reprinted courtesy of 

Takeaway: This article will identify the natural advantages that business buyers bring to the table before the transaction process even starts.

Unless your company is one of those must-have, breakthrough, technology companies with buyers crawling all over you, you are subject to a process that greatly favors the business buyer . This article will identify the natural advantages that business buyers bring to the table before the transaction process even starts. We will also focus on the marketing, due diligence and contract negotiation process. I will discuss the buyer's constant attack on transaction value and approaches you can use to hold your ground against this formidable opponent.

Retained Interest in a Leveraged Recap: the Case of the Clueless Seller
Ron Stacey
Managing Director of 

Aerospace Critical Components, Inc. (ACC or Company) is a thriving, precision manufacturer and distributor of close tolerance components to the global aerospace industry from two locations in North America. The Company is owned equally by its founders Bob Case and Tom Clore, business partners, college roommates and lifelong friends. 
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