show episodes
 
Get the insiders’ take on mergers and acquisitions. M&A investment bankers Gina Cocking and Jeff Guylay of Colonnade Advisors discuss the technical aspects of and tactics used in middle market deals. This podcast offers actionable advice and strategies for selling your company and is aimed at owners of middle market companies in the financial services and business services sectors. Middle market companies are generally valued between $20 million and $500 million.
 
Middle Market Growth Conversations feature in-depth #interviews about trends impacting midsize companies and M&A. Guests include CEOs, #economists, private equity #investors and other influencers who discuss what they’re seeing in the market. Interviews address topics such as industries experiencing disruption, public policy, operational strategies, #macroeconomic #trends, financing and more. The podcast is part of Middle Market Growth, the Association for Corporate Growth’s official publica ...
 
It’s about inspiring middle market CEOs and other c-suite leaders and business owners to take a leadership leap and open a new chapter of growth for their middle-market companies. We know that by learning from the failures, Ah-ha! moments, and successes of others, middle market business leaders can take inspired action.
 
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show series
 
Organizations are waking up to the call for greater diversity, equity and inclusion (DEI), and middle-market companies and financial services firms are no exception.In this episode, Cornelia Cheng, managing director of Western region investments for Brightwood Capital Advisors, and Rich Grant, director of business development for Northlane Capital …
 
Paul Carbone, president and managing partner at Pritzker Private Capital, a family investment firm based in Chicago, joins the podcast to talk about his firm's investment activity over the past year, the opportunities and risks created by the pandemic, and the benefits of flexible capital.Carbone also discusses several new initiatives from Pritzker…
 
In this episode, Jeff Guylay focuses on the best practices to maximize after-tax proceeds from a transaction. Jeff is joined by featured guest Raj Rathi, co-founder of Rathi Singh Private Wealth Management, to share his insights from helping his clients understand the nuances of how best to manage their wealth. Jeff and Raj discuss the importance o…
 
In this episode, Gina Cocking and Jeff Guylay discuss the different types of auction processes we use in a sale transaction, including a negotiated deal, a small process, a targeted auction, and a broad auction. Gina and Jeff talk about each approach's pros and cons and why Colonnade advises clients on selecting one versus the other, recognizing th…
 
This is a special episode discussing how to build successful business relationships. In this episode, Gina Cocking, is joined by featured guest Willard Bunn, a managing director at Colonnade Advisors. Willard has previously served as chairman, chief executive, and director of several commercial banks. He has held numerous board positions and has ex…
 
This episode is part of ACG's Family Office content series, brought to you by RSM US LLP, a leading accounting, tax and advisory firm dedicated to the middle market. ***In this episode, Michael Beduze, managing partner of Da Vinci Global Consulting, and Tom Stewart, chief knowledge officer at AchieveNext, discuss the family dynamics that can impact…
 
Kevin Depew, RSM US LLP's deputy chief economist and leader of the firm's national industry eminence program, returns to the podcast to discuss the state of the U.S. economy in the fourth quarter and his outlook for 2021.Depew discusses RSM's forecast of 4% GDP growth next year and the upside risk to those projections, and whether the sentiment of …
 
This fall, Middle Market Growth magazine announced its first-ever awards and recently extended the application deadline to December 15. On this bonus episode of the podcast, Middle Market Growth Editor-in-Chief Katie Mulligan gives a brief overview of the awards categories, who's eligible, the recognition for winners, and how to apply.Thanks to Cam…
 
In this episode, Gina Cocking and Jeff Guylay focus on valuation - determining what your company is worth. Key takeaways from this episode are: The right valuation methodology depends on the industry and the company Valuation should not be overly focused on the multiple. It also depends on what you to apply the multiple to Market price discovery th…
 
This episode is brought to you by Twin Brook Capital Partners, a direct lending finance company focused on providing cash-flow based financing solutions for the middle-market private equity community.***Rich Christensen, a senior partner with Twin Brook Capital Partners, joins the podcast to discuss how his firm has been working with private equity…
 
This episode is brought to you by QBE North America, part of QBE Insurance Group Limited, one of the largest insurers and reinsurers worldwide.***Eric Sanders, QBE North America's head of claims, joins the podcast to discuss the role of an insurance claims department as an "economic first responder," and he offers ways that businesses can tap into …
 
In this episode, Gina Cocking and Jeff Guylay continue their discussion on deal structuring. Today, the focus is on roll-ups. Key takeaways from this episode are: • Highly fragmented industries are ripe for roll-ups • A roll-up is an attractive exit alternative for companies that are subscale or have an incomplete management organization • Transpar…
 
In this episode, Gina Cocking and Jeff Guylay continue their discussion on deal structuring. Today, we explore reps and warranties ("R&W") insurance. In this episode, we cover: · What is R&W insurance? · What is the pricing of R&W insurance? · What is the process to obtain R&W insurance? Key takeaways from this episode: · R&W insurance is a tried a…
 
Michael Ewald, the global head of private credit at Bain Capital Credit, joins the podcast to discuss how private credit has fared during the pandemic and emerging trends he's watching within the asset class, including a shift toward greater protections for lenders.Ewald, who serves as portfolio manager for the Middle Market Credit and Senior Direc…
 
This episode is brought to you by QBE North America, part of QBE Insurance Group Limited, one of the largest insurers and reinsurers worldwide. ***John Beckman, QBE North America's chief underwriting officer, joins the podcast to discuss the risks to businesses posed by liability and litigation. Together, they represent the top risk facing midsize …
 
In this episode, Gina Cocking and Jeff Guylay continue their discussion on deal structuring. Today, we explore rollover equity, a form of contingent consideration in which the seller takes a portion of its proceeds as equity ownership of the new or acquiring company. In this episode, we cover: Why is rollover equity important? How often is it used?…
 
Two co-founders of Vertical Bridge, Alex Gellman and Bernard Borghei, join the podcast to discuss the pandemic’s impact on telecommunications infrastructure and on their company, which owns and manages 288,000 sites nationwide, including wireless and broadcast towers, rooftops, land parcels and billboards.A privately held company based in Boca Rato…
 
Kevin Depew, RSM's deputy chief economist and leader of the firm's national industry eminence program, returns to the podcast to discuss the state of the U.S. economic recovery, one that has revealed an underlying K-shaped economy. Depew also explains the impact of recent policy changes from the Federal Reserve, along with the top concerns weighing…
 
In July, law firm Katten published a report about private equity activity in the animal care sector, based on survey responses from private equity investors and animal care operators. Kimberly Smith, a partner and co-chair of the Mergers & Acquisitions and Private Equity practice at Katten, joins the podcast to walk through those survey findings an…
 
In this episode, Gina Cocking and Jeff Guylay continue their conversations around deal structure.  Today we explore earn outs, a form of contingent consideration in which the buyer and seller share both the risk and upside/reward based on the future performance of the business. Other episodes in our series about deal structure include price and ter…
 
The economic crisis caused by COVID-19 has led many businesses to focus on challenges related to working capital, supply chain, or the accelerated shift from brick-and-mortar to e-commerce. Yet alongside these urgent priorities, talent planning continues to be important, particularly as companies position themselves for the post-pandemic future.Bob…
 
In an M&A transaction, price is generally the most important part of the deal structure. However, there are several other essential components. In this episode, Gina Cocking and Jeff Guylay discuss various aspects of a deal structure, including deal form, transaction consideration, contingent consideration, the importance of the employee issues and…
 
This episode is brought to you by QBE North America, part of QBE Insurance Group Limited, one of the largest insurers and reinsurers worldwide. ***Tom Fitzgerald, president of QBE North America’s Specialty & Commercial business, joins the podcast to discuss a recent survey that explores the risks and concerns facing midsize companies in 2020.Commis…
 
Closing a deal in 2020 can be challenging, particularly when the parties involved operate in different countries. Yet HKW announced in July that its portfolio company Fresh Direct Produce, a fresh produce importer in Western Canada, had acquired Mike & Mike's Organics, a distributor of fresh certified organic fruits and vegetables headquartered in …
 
In this episode, Gina Cocking and Jeff Guylay conclude their discussion around the due diligence process related to the sale of a company. This episode is part of a four-episode series exploring the due diligence process that began with 003 on the business aspects of the due diligence process. EP003: Business aspects of due diligence EP004: Legal a…
 
The COVID-19 outbreak has wreaked havoc on the consumer products industry, prompting apparel and beauty brands to find ways to remain relevant. Meanwhile, many food brands and grocery retailers have seen unprecedented demand from customers who are now eating more meals at home.In this episode of the podcast, Robert von Furth, a managing director in…
 
In this episode, Gina Cocking and Jeff Guylay continue their discussion around the due diligence process related to the sale of a company. This episode is part of a four-episode series exploring the due diligence process that began with 003 on the business aspects of the due diligence process. EP003: Business aspects of due diligence: https://colad…
 
Due diligence is a crucial component of any M&A transaction. In this episode, Gina Cocking and Jeff Guylay discuss the second topic in our due diligence series--legal due diligence. Jeff is joined by featured guest, Will Turner, a partner at Steptoe & Johnson, to discuss lessons learned and pitfalls that sellers can avoid as they think about gettin…
 
Fewer than one-third of companies that come to market end up selling successfully. Deal-makers have long sought to improve the odds by adding to their contact lists, but Denise Logan argues that establishing deeper relationships is a better solution.Logan is the author of "The Seller's Journey," a book she wrote based on her work advising business …
 
In this episode, Gina Cocking and Jeff Guylay discuss business due diligence. Due diligence is so important in any M&A transaction that we're devoting four episodes to the topic. Please stay tuned for upcoming episodes 004 through 006 about Due Diligence. In addition to business due diligence, we'll cover financial, legal, and technology-related as…
 
In this second episode of the Middle Market Mergers & Acquisitions podcast, Gina Cocking and Jeff Guylay continue their discussion of the four phases of selling your company. The process of selling your company can be neatly categorized into four phases, taking place roughly over a period of 16 weeks. The four phases are:1) Pre-Marketing2) Go to Ma…
 
The process of selling your company can be neatly categorized into four phases, taking place roughly over a period of 16 weeks. The four phases are:1) Pre-Marketing2) Go to Market3) Management Presentations / Buyer Due Diligence, and4) Exclusivity / Documentation. In this inaugural episode of the Middle Market Mergers & Acquisitions podcast, Gina C…
 
Melissa Mounce, a managing director focused on leadership talent at private equity firm GTCR, discusses human capital management and recruitment strategies, and why this is an area where more and more private equity firms are focusing. During the conversation, Mounce describes GTCR's approach to talent within its portfolio, and she points to the at…
 
This episode is brought to you by RSM US LLP, a leading accounting, tax and advisory firm dedicated to the middle market. Last week, the Labor Department published a jobs report that showed stronger employment numbers than expected. Yet soon after the report's release, it became clear that the unemployment rate was likely much higher than official …
 
This episode is brought to you by RSM US LLP, a leading accounting, tax and advisory firm dedicated to the middle market.It features an extended interview with Anthony DeCandido, a partner in RSM's financial services practice, and Michael Fanelli, a transaction advisory services partner with RSM.Originally broadcast as a video interview on ACG's Gr…
 
Mitch Cahn, president of Unionwear, a maker of custom branded accessories, spoke with ACG Global CEO Tom Bohn about the new sales strategy that prompted ACG New Jersey to honor Unionwear with a Corporate Growth Award. Unionwear's business, like many others, has changed over the past few months, including a shift to producing personal protective equ…
 
Tyler Brennan, founder and CEO of RaceDayQuads, spoke with Middle Market Growth about how he started his e-commerce business, which sells components for drones, with a focus on the first-person-view drone racing market.Brennan founded the company five years ago while he was a 21-year-old college student, and he's managed its warehouse in Florida re…
 
This week's podcast episode features Jane Miller, CEO of Lily's, a maker of sugar-free chocolate. Originally broadcast on ACG's GrowthTV, Miller speaks with ACG CEO Tom Bohn about leading Lily's through the disruption caused by COVID-19 and the support the business has received from its private equity backer, VMG Partners.Although the company is in…
 
Terry Graunke, chairman and CEO of Erie Street, an independent advisory firm based in Chicago, spoke with Middle Market Growth last week about how he's leading his firm through the economic disruption caused by the coronavirus outbreak.Graunke launched his first business in college. He has gone on to found 11 startups and has been involved with 43 …
 
Today's episode is brought to you by RSM US LLP, a provider of audit, tax and consulting services focused on the middle market. It features Kevin Depew, RSM's deputy chief economist and leader of the firm's national industry eminence program.Depew provides an overview of the monetary and fiscal policy response to the coronavirus outbreak, and how i…
 
After the ACG Chicago Middle Market Manufacturing Conference, Middle Market Growth sat down with Craig Smith, an enterprise executive with Plex Systems, to talk about cloud-based systems, leveraging data and the skills gap facing midsize manufacturers today.In this episode, Smith describes how Plex’s solutions can help manufacturers cope with suppl…
 
During the ACG Chicago Middle Market Manufacturing Conference, Middle Market Growth sat down with Jon Walker, business development manager at EOS North America, a provider of 3D printing solutions that include systems, software, materials and services.Walker explains how 3D printing and additive manufacturing differ from traditional manufacturing t…
 
Jennifer Fondrevay, founder and chief humanity officer of Day1 Ready, describes her research into why so many mergers and acquisitions fail, and how acquirers and investors can address workforce considerations earlier in the M&A process.Fondrevay has interviewed a number of C-level leaders, HR professionals and PE investors, and she's written on th…
 
This week's episode features Chris Voss, the FBI's former lead international hostage negotiator and CEO of The Black Swan Group, which advises Fortune 500 companies on performing complex negotiations.Voss addressed the key elements that all negotiations share, from a middle-market M&A transaction to a high-stakes hostage crisis. He also suggested s…
 
During the Toronto ACG Capital Connection, Middle Market Growth sat down with Elmer Kim, who has spent more than 25 years working with family offices. He currently serves as chief investment officer for the Hyatt Bangia Family Office. In this episode, Kim describes how he works with families to craft their investment strategy. He also spoke about h…
 
Kevin Depew, deputy chief economist and industry eminence program leader for RSM US LLP, spoke with Middle Market Growth about recent trade developments and the underlying issues impacting U.S. economic growth.The U.S. recently agreed to a "phase one" trade deal with China and signed the USMCA with Canada and Mexico to replace the North American Fr…
 
Jim Owen, a managing director and head of engineering and construction in Stout’s Investment Banking group, recently sat down with Middle Market Growth to discuss industry trends. Owen outlined three primary areas driving interest from buyers in the construction and engineering space: aging infrastructure, demand for resilient construction that can…
 
During the Association for Corporate Growth's Strategic Acquirer Summit, Middle Market Growth sat down with two corporate development leads to talk about their roles and how they approach M&A.The first interview explores corporate development in the tech space and features Kate Anissimov, who recently joined Google, having previously worked in corp…
 
Olympic swimmer Ryan Lochte is trying to repair his reputation after two suspensions that cost him valuable sponsorship endorsements and hurt his chances of qualifying for what would be his fifth Olympic games in 2020.To try to fix the damage, the 35-year-old swimmer signed on to CNBC's "Back in the Game," in which former baseball player Alex Rodri…
 
During the Toronto ACG Capital Connection conference, Middle Market Growth sat down with leaders from two technology-focused growth equity firms. The first interview in this episode features Scottie Wardell, managing partner and co-founder of Integrity Growth Partners, a firm based outside of Los Angeles that invests in software and tech-enabled se…
 
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