The schedule times listed below are in Pacific Time (PT).
This course explores a new approach to negotiation based on building relationships and thereby getting more of what you want. The course debunks old approaches that relied on power and influence and teach participants how to focus on establishing trust, gaining the confidence of others, and achieving your goals subtly and incrementally. Participants will have a chance to put their new skills into action through a hands-on exercise.
Presented by J. Larry Stevens
J. Larry Stevens is currently consulting with middle-market companies on acquisition and divestiture strategy and is the Executive-In-Residence and Part-time Professor at Kennesaw State University where, as a member of the faculty of the School of Accounting of the Coles College of Business, he teaches courses in mergers and acquisitions, financial strategy, and accounting in the MBA program. Additionally, he is the Founder and Co-Director of the Coles College M&A Academy, an executive education program in the Coles College for senior executives focused on M&A issues including strategy, valuation, negotiation, financing, and post-deal integration.
Mr. Stevens retired in 2007 as a Partner with PricewaterhouseCoopers LLP, an international accounting firm, where he led a team of transaction specialists involved in all aspects of buy-side and sell-side mergers & acquisitions, financial due diligence, valuation analysis, financial and tax structuring, and transaction advisory services. He was previously a Partner in the Corporate Finance Group in Atlanta, where he was a member of the legacy Price Waterhouse National Corporate Finance Executive Committee, and the Partner-in-Charge of Corporate Finance for the Southeast Region. In this role, which he held from 1989, Mr. Stevens led a team of investment banking and transaction specialists involved in all aspects of selling businesses, raising capital, IPO's, valuation analysis, financial and tax structuring, and corporate finance advisory services.
The popular panel discussion is back again - three experienced “deal friendly” legal counsel lead an interactive session covering a wide range of legal topics relating to California Business Brokers and their deals. Gain insights and perspectives, while also learning ways to avoid the ever-present potential challenges and land mines which often lie hidden in the transaction landscape. The attorneys will also discuss real-life “war stories” to illustrate both the “do’s” and “don’ts” for a Broker as you work toward a successful closing. As always, a major focus of the session will be the attorneys addressing your questions and concerns, so be sure to bring your tough questions for the chance to “ask” the attorneys!
Presented by
 Thomas D. Georgianna, Esq. Managing Litigating Attorney at Boyd Law (Orange County) |
 Romin P. Thomson, Esq. Shareholder at Sweeney, Mason, LLP (Bay Area) |
 William F. Ziprick, Esq. Business Law Firm of William F. Ziprick (Inland Empire) |
Attorney Thomas D. Georgianna is the Managing Attorney of the Civil Litigation and Chapter 11 Bankruptcy Division of Boyd Law. He practices in the area of general business litigation and commercial arbitration. Attorney Georgianna is a graduate of the Brooklyn Law School (J.D. 2001)
Attorney Romin P. Thomson, Shareholder at Sweeney, Mason, LLP, has been representing businesses in the Silicon Valley since obtaining his law degree from the Santa Clara University School of Law in 1997. He regularly assists clients with capital transaction, mergers and acquisitions, securities law issues, intellectual property issues, and general corporate matters.
Attorney William F. Ziprick’s practice focuses on representing clients in business sales and purchases, contract negotiations, real estate transactions and counseling both for-profit and non-profit business entities. Attorney Ziprick is a graduate of the UCLA School of Law (1980).
- Managing the due diligence process
- If I knew then what I know now
- Best practices/questions for PEGs
- Creating efficiencies in your practice
This course explores a new approach to negotiation based on building relationships and thereby getting more of what you want. The course debunks old approaches that relied on power and influence and teach participants how to focus on establishing trust, gaining the confidence of others, and achieving your goals subtly and incrementally. Participants will have a chance to put their new skills into action through a hands-on exercise.
Presented by J. Larry Stevens
J. Larry Stevens is currently consulting with middle-market companies on acquisition and divestiture strategy and is the Executive-In-Residence and Part-time Professor at Kennesaw State University where, as a member of the faculty of the School of Accounting of the Coles College of Business, he teaches courses in mergers and acquisitions, financial strategy, and accounting in the MBA program. Additionally, he is the Founder and Co-Director of the Coles College M&A Academy, an executive education program in the Coles College for senior executives focused on M&A issues including strategy, valuation, negotiation, financing, and post-deal integration.
Mr. Stevens retired in 2007 as a Partner with PricewaterhouseCoopers LLP, an international accounting firm, where he led a team of transaction specialists involved in all aspects of buy-side and sell-side mergers & acquisitions, financial due diligence, valuation analysis, financial and tax structuring, and transaction advisory services. He was previously a Partner in the Corporate Finance Group in Atlanta, where he was a member of the legacy Price Waterhouse National Corporate Finance Executive Committee, and the Partner-in-Charge of Corporate Finance for the Southeast Region. In this role, which he held from 1989, Mr. Stevens led a team of investment banking and transaction specialists involved in all aspects of selling businesses, raising capital, IPO's, valuation analysis, financial and tax structuring, and corporate finance advisory services.
Because a business broker’s “time” is really their “inventory,” not their listings, successful business brokers consistently find ways to use their time more efficiently. In the first part of this webinar, we will discuss practical methods and forms you can use to minimize the time it takes to convert a listing meeting into a listing. A critical part of that conversion is your ability to overcome objections typically raised by listing prospects. Over a ten-year period, Len has identified 44 of the most common objections (aka “Impediments to Listing”) that we all encounter. These fall into the following 8 categories: personal, listing, fees, experience, financial, buyer, price, and terms. We will discuss specific responses to each objection, including fallback positions, which will result in increased listing conversion percentages, now, or in the future. That, in turn, will generate a much higher potential utilization of your time and increased fees.
Presented by Len Krick
Prior to his retirement from actively representing clients in the sale of their businesses, Len Krick was the President and Corporate Broker of Sunbelt Business Brokers of Las Vegas from 2000 through 2015. Over those years, he completed nearly 1,000 transactions ranging from $50,000 to $32.6 million. While Len is still affiliated with the Las Vegas office, he is now the educational consultant for Sunbelt Business Brokers corporate office. In that capacity, to-date, he has: (a) developed and presented 52 monthly, 90-minute, educational webinars, (b) coaches all new franchisees in an 8-week training program, and (c) developed and instructs two of the nine modules in Sunbelt’s Certified Main Street Business Broker (“CMSBB”) professional designation series.
Mr. Krick has over forty years’ business experience with both privately held and publicly traded companies, which includes: consulting, negotiating, turnarounds, bond, and initial public offerings, operations, development, and business brokerage. Mr. Krick has exceptional expertise in operational analysis, business planning, and packaging businesses for sale. Len co-founded, took public on NASDAQ, and served as President for two very successful companies: Europa Cruises Corporation in 1989, and Casino Magic Corp. in 1992.
Due diligence is a vital though often misunderstood part of a business purchase transaction. Learn how to make due diligence as smooth and effective as possible for both buyers and sellers. This program will explore:
- How to help Sellers prepare for due diligence.
- How to manage the due diligence process.
- Key issues and problem areas in diligence, along with potential solutions.
There will be separate sections on legal and financial due diligence. The presentation is designed for small and mid-sized businesses.
Presented by
 David C. Burgess, Esq. |
 Tom Forrest |
David C. Burgess is a long-standing member of the CABB Forms Committee. He has over 30 years of experience in corporate and business law. He provides comprehensive legal services for both buyers and sellers of businesses. He also provides general business and corporate services. Mr. Burgess received his Bachelor of Arts degree, summa cum laude, Phi Beta Kappa, from Hamilton College and his Juris Doctor degree from Stanford Law School. He has been a partner in the Business Law Group since 1990. Mr. Burgess has written articles in various publications and is the author of three chapters of the book Drafting Business Contracts, published by the California Continuing Education of the Bar.
Tom Forrest, Managing Member of 125 Ventures, LLC, has more than 20 years of Operational and Transactional experience with companies from startup ventures to $600 million multi-nationals. As an intermediary, manager, or advisor he has completed more than $182 million of debt or equity transactions. As a CFO he has overseen the restructuring of 11 companies both inside and outside of the bankruptcy process. As a fund manager he oversaw $110 million of investor funds that created a 12% year over year return utilizing the SB2 and S-1 processes of taking companies public. As an advisor he has been involved with 5 separate startups, all of which are either still in business or have been sold to strategic buyers. Tom has a Bachelor of Science, Magna Cum Laude from the University of Redlands. He resides with his wife and 2 sons in Riverside, CA.
Assisting small business owners in the current environment requires advanced knowledge of business valuations, financial analysis and creative deal structures. Attendees will learn about various valuation topics including strategic buyouts and expansions (including fair market value versus investment value), the treatment of major non-business related cash flow add-backs, and which key company metrics impact valuation multiples. Additionally, attendees will learn why the forward-looking discounted cash flow method is being relied upon more than historical models in a post-COVID environment.
Presented by Neal Patel
Neal Patel, CBA, CVA is the Founder and Chief Appraiser at Reliant Business Valuation, a tech-enabled business valuation and equipment appraisal firm specialized in SBA related valuations nationwide. Neal has extensive experience with small business valuations and financing, as well as firsthand ownership experience of multiple small businesses.
Neal is a Certified Business Appraiser through the Institute of Business Appraisers (IBA) and a Certified Valuation Analyst through the National Association of Certified Valuators and Analysts (NACVA). Neal serves on the Board of Directors at the National Association of Government Guaranteed Lenders (NAGGL). Neal served on the Ethics Oversight Board of NACVA and is also the ex-Chair of the Board of Governors at the IBA.
- Overseeing closing adjustments
- Vendor exchange
- Working with outside counsel
- Marketing for new listings
Working capital is an important element associated with every business. A business may have assets ready to be deployed, capable people ready to deliver, and customers ready to be served but even a business with the greatest of potential will fail if funds do not exist to support its endeavors. A business may exist without making profits but it cannot survive without liquidity. This presentation will provide an overview of working capital, its components, and its impact on business transactions.
Presented by Monty Walker
Monty Walker is a Certified Public Accountant with a diversity of experience in the private closely-held business arena. Monty Supports Entrepreneurial Clients throughout the country. His practice focus is in the Business Transfer Industry providing support to Small Business Owners in the areas of Business Transactions, Business Structuring & Design, Business Tax Planning, and Business Exit Planning. He works with Business Sellers, Business Buyers, and their various advisors, such as business intermediaries, accountants, and attorneys, to manage the unique financial, tax, planning, and procedural matters associated with buying and selling a business. Due to his background in the area of business transfers and business transitions he is often referred to by his clients and colleagues as a – "Business Transition CPA". Additionally, Monty has also owned and operated several of his own businesses. Thus, his experience comes from being directly in the trenches.