EPI Members $20 *Members must log into the EPI Member Center to receive the member pricing.
Non-Members $30Non-Member Registration
What Financial Buyer’s Want
A business, in most cases, is the shareholder’s single largest asset. The net proceeds when they sell will fund a great majority of their retirement planning, estate planning, gifting to family and their favorite non-profit, and cash flow needs. In order to optimize their post-sale wealth and lifestyle, they need to focus on maximizing the salability and value of their business. Institutional buyers including: private equity investors, family offices, and wealthy individuals have become significant acquirers of private enterprises in the US. There are now thousands of various sizes and types participating in various niches of the market. Private equity firms especially serve an important role in bringing growth capital, best practices, and rejuvenated leadership to smaller businesses that lack access to these various resources.
This session will focus on what steps the business owner needs to take and how long it will take to prepare to attract the most desirable financial/institutional buyers. Advisors to business owners will learn that selling a business is not an all-or-nothing proposition. A business owner can retain some ownership and remain involved in the business while turning over day to day operations and financial risk to their acquirer. Advisors to business owners will better understand what is expected of them, the pitfalls their clients face, and needs and expectations of the investors. Further, advisors will learn how to help their clients view their business from a prospective buyer’s viewpoint, and help them to manage expectations. Thus, owners should seek outside perspectives that have merger and acquisition experience.
- What is a financial/institutional buyer
- The various types of financial/institutional investors
- What are the financial/institutional buyers’ criteria
- How the seller can prepare to attract them
Ryan Shultz, CPA, Evolve Capital
Joined Evolve in October 2006. Worked approximately five years with Glass & Associates prior to Evolve. Duties included advising the boards of directors and other stakeholders of middle market companies on divestiture opportunities, equity and debt issuance, short-term and long-term cash flow management, operations initiatives, valuation analysis, and business model and plan development. Worked as interim CFO during tenure at Glass & Associates. Previously worked at Ernst & Young’s Mergers and Acquisition practice and with Ernst & Young’s audit group. BBA and Master of Professional Accounting degrees from the McCombs School of Business at University of Texas at Austin. Certified Public Accountant.
Thomas B. Hoyt, Independent Bankers Capital Funds
Tom Hoyt has been involved in the private capital business for more than 30 years, serving as founder or primary operating officer of multiple investment funds in New York, New Orleans and Dallas. Since 2001, Tom has been a managing member of Independent Bankers Capital Funds (IBCF), investment capital partnerships headquartered in Dallas focused on purchasing equity and mezzanine securities issued by established lower middle market companies. Mr. Hoyt was a founding principal of a New York based, Japanese cross border investment and acquisition consortium comprised of 35 industrial and technology companies, was a managing director of a NYSE investment bank and managed Prudential Investment Company’s New York private securities office. Tom currently serves on the board of six privately owned companies and is a Trustee of the Mary Crowley Cancer Research Center.
CEPAs receive 1 CE credit
CPAs receive a certificate for 1 CPE credit