The Opportunity for Value Growth Services How can one differentiate oneself? Scale production or services? Whether you’re an M&A advisor, a business valuator, a CPA, a transition planner, or a turnaround consultant, you would probably be very successful if you could consistently execute this simple growth strategy. For most people, the challenges of differentiating and scaling often seem to prevent success. However, once you know the secret to differentiating, landing the highly profitable new client becomes exponentially easier. In this article, Kenneth Sanginario shares his views on how to unlock client value and unleash firm growth.
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In an optimistic prediction from Reuters, middle market M&A activity should carry lots of opportunities throughout 2014. The positive outlook comes after a combination of more certainty with respect to Fed tapering and fewer concerns about government stalemates. The prediction also relies heavily on the observation that companies previously focused on cost savings have begun to shift their attention to strategic growth opportunities. This transition is taking place at a time when there is a large amount of capital in the pockets of both debt and equity investors. At the same time, demand for floating-rate credit assets is at record…
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Earnout Variables Often Account for 15 to 25 percent of Purchase Price in many Middle Market Acquisitions. Here are Tips for Structuring Them Carefully Earnouts typically appear in a large number of middle-market deals, usually accounting for 15 to 25 percent of the total purchase price. While an earnout can to be an elegant solution to “close the gap” between seller and buyer, the fact is earnouts are complicated and subject to a number of limitations. Ron Stacey explains some issues surrounding earnouts, including their appeal, shortcomings, possible structures, appropriate metrics, duration, tax treatment, and value.
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Stakeholders Discuss Greater Institutional Investor Makeup, Governance Structures, Greater Regulatory Scrutiny Deloitte Insights contributes a piece to the CFO Journal on the Wall Street Journal site, part of a series designed to provide financial executives a customized resource to help them address the strategic, operational and regulatory issues they face in managing their finance organizations and careers, with top-line digests, research, perspectives and technical analyses. This Deloitte Insight reports on the Third Annual Hedge Fund Symposium Series held in New York recently. There, Joseph Fisher, who leads the Hedge Fund Audit practice for Deloitte & Touche LLP in New York, commented on how…
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MidasFund Will Not Acquire Distressed Companies; However, it Will Buy Stable Divisions of Bankrupt Companies. Here’s Why. “Last week’s announcement that MidasFund had started acquiring zombie companies caused a flurry of emails,” writes Rob Slee on the MidasMoments blog of the MidasNation site. “Many of you asked about the differences between acquiring distressed, zombie and healthy companies. Let’s dig into this.” Here’s an excerpt:
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U.S. Middle Market Leaders Express Preferences re: Spending, Debt, and Fiscal Cliff The National Center for the Middle Market (NCMM) recently (early December 2012) conducted a survey of 1,000 U.S. middle market business leaders across all industry sectors and geographic regions to gauge their preferences for the outcome of the negotiations. Here’s what they found:
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There’s Lots We Know about Private Capital. There are Things We Don’t Know, too—and Need to Be Aware of. Robert T. Slee explains in this excerpt several key macro insights—and related themes—that his recent book Private Capital Markets is based on. The macro insights are that corporate finance theory doesn’t predict behavior in private capital markets, and valuation, capitalization, and transfer are not discrete and unrelated areas. Themes include insights on the differences between public and private markets, compliance, relative value, and more.
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Of an Estimated $72B Raised by U.S. Buyout Sponsors Through Mid-Year, 43% Has Gone to Mega-Funds PE Hub opines that while many LPs claim they favor small- to mid-sized business investments, that this year the numbers are beginning to tell a different story. There is increased investment in buyout funds doing deals of $1 billion or more in size. It may be that mega-funds while less are simply the only place public pensions and other big institutions can deploy the large slugs of the capital needed to keep their GP stables a manageable size:
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Most consultants, business owners, and attorneys understand that a good expert witness needs to meet core criteria of giving an independent opinion, being able to support that opinion under a vigorous cross examination, and communicate with and persuade a jury. But what else is important? Joe Epps explains.
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Competitive Intelligence is Key to Smart Acquisitions Part of growth is acquisition. To do smart acquisitions, you need insight into a business owner’s thoughts—specifically, her concerns vis-à-vis selling the businesses. These are not questions with simple yes or no answers; it’s more critical to figure out what an owner thought was missing in previous acquisition overtures. What, aside from price, will it take an owner to sit down and discuss a sale? The McLean Groups’s Zane Markowitz offers a case study and blow-by-blow analysis.
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Myths about Middle Market Valuation Multiples Sometimes it seems as if the only requirements to be an investment banker are the ability to multiply two, usually single-digit numbers together and write your name. Hence, upon finishing the second grade, everyone is qualified. For example, take an EBITDA (earnings before interest, taxes, depreciation, and amortization) of $10MM and the median lower middle market valuation multiple of five, which incidentally has nothing to do with the number of fingers on your hand.
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Why PE and the Middle Market Tied the Knot Robert Teitelman at The Deal explains: . . . This is the first of six special issues The Deal magazine will dedicate to the middle market in 2012, with a particular emphasis on a participant that, over the past four decades, emerged from that vast and diverse pool of midmarket companies: private equity. The current political debate tends to overlook the fact that private equity was gestated within the middle market for a very good reason: Midmarket companies, unlike large-cap corporates, have long been relatively starved for capital. Family-owned companies wanted…
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The Bankruptcy Files: A Big Start to 2012 At AM Law Daily, Brian Baxter reports: Signs that the economy is improving notwithstanding, the number and size of large corporate bankruptcies could double in 2012, according to a new Fitch Ratings report covered by CNNMoney. Fitch predicts that corporate bond defaults will hit 3 percent this year—more than double last year’s 1.4 percent and 2010’s 1.3 percent. Middle market companies valued between $200 million and $1 billion are at particular risk because of the difficulty they face in trying to refinance and restructure outside of court, according to the ratings agency.
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M&A Will Likely Pick Up in New Year An Ernst & Young survey indicates longer term appetite for deals has increased, reports Anthony Noto at Mergers & Acquisitions. Private equity firms are more confident in the worldwide economy, suggesting an increase in M&A activity for the New Year, according to a report Ernst & Young released Wednesday. In the longer term, the appetite for M&A increases as companies are less likely to feel inhibited by the volatile economy and political unrest in Washington DC, the survey said, with 68 percent of larger cap respondents believing credit availability is either stable…
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Visualizing the Middle Market The Middle Market not only accounts for a third of private sector GDP and jobs, but over the last four years it’s been leading the way in terms of viability, resilience and growth, according to a new study from GE Capital. When it comes to economic development and employment growth, people tend to focus on either small local businesses or large multi-national corporations. But what about the gap in the middle? To learn more, GE Capital partnered with The Ohio State University Fisher College of Business to conduct the largest-ever study of American mid-market businesses. A new…