Category: Education

The Evolution of Investment Banking in M&A Strategies with Paul Carleton (Ep. 29)

The Evolution of Investment Banking in M&A Strategies with Paul Carleton (Ep. 29)

Private equity firms have evolved since they first started growing in the eighties. What role do they currently play in M&A procedures and business planning?

Listen in as Mark Dorman and his guest Paul Carleton, founder and managing partner of Carleton McKenna, share stories from Paul’s initial steps in the field. Explore how investment banking has evolved and become more specialized, and reflect on the burgeoning world of private equity. Paul highlights the critical role of storytelling in drumming upmarket competition and sheds light on how investment bankers play a key part in getting businesses ready for sale.

Mark and Paul discuss: 

  • The evolution of the investment banking industry
  • How does an investment banking firm establish its value and create competition in the marketplace
  • What approach does Carleton McKenna take when working with clients
  • Why is continuous learning important for both clients and advisors
  • And more

 

Resources:

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About our Guest: 

Paul H. Carleton is Managing Partner of Carleton McKenna & Co., LLC, which was founded in 2001 to provide strategic and financial consulting services to corporations with a focus on healthcare, technology, and consumer products.

From 1978 to 1988, Paul held various titles at McDonald & Company and achieved the position of Managing Director in charge of the Investment Banking Group of the firm. In 1988 he formed the Carleton Group which in 1993 was transitioned to Carleton, McCreary, Holmes & Co. He held the position of Senior Managing Director at CMH, a position he maintained through the firm’s acquisition by KeyCorp in 1996. 

Addressing Emotions When Exiting Business with Jerome Myers (Ep. 28)

Addressing Emotions When Exiting Business with Jerome Myers (Ep. 28)

Are you ready to exit your business? Maybe you are financially, but what about emotionally?

Join Mark Dorman and his guest Jerome Myers, host of the Dreamcatchers Podcast, in discussing how he transitioned from engineering to real estate and coaching. Jerome dives into the challenges that founders often face after exiting their businesses, stressing the need for emotional preparation during this phase and how to navigate the complexities that arise.

Jerome explores: 

  • Where founders face challenges and emotions during the post-exit phase
  • The “Eight Exits” of a founder
  • The importance of addressing the emotional and identity-related aspects of exiting a business
  • How can we normalize feelings of dissatisfaction and the desire for more fulfillment
  • Defining the “founder’s exit paradox” and 
  • What resources are available to assist in navigating the exit transition
  • And more!

 

Resources:

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Connect with Jerome Myers:

About our Guest: 

An award-winning engineer turned business strategist, Jerome uses his rich experience and innate understanding of human emotions to ensure that your journey from the corporate world to entrepreneurship is a fulfilling one.

At the helm of a division of a multibillion-dollar Fortune 550 company, Jerome created a thriving $20M operation with 175 dedicated team members. Now, he employs that expertise to advise leaders across diverse industries, from real estate to healthcare, guiding them to double their revenue, harmony in their work-life integration, and ramp up their charitable contributions.

Tanya DiSalvo’s Journey in Manufacturing and Leadership (Ep. 27)

Tanya DiSalvo’s Journey in Manufacturing and Leadership (Ep. 27)

Ever wondered how a family business navigates leadership transitions? 

In this episode, Mark Dorman speaks with Tanya DiSalvo, CEO of Criterion Tool, on the history of Criterion Tool, a family business focused on precision manufacturing started by her grandfather, and her own unexpected journey into the manufacturing industry. She shares how the business transitioned from her father to her, why it took several years, and the evolution the business has achieved since it was first established.

Tanya discusses: 

  • What precision manufacturing is and what her company produces
  • How her family business started
  • Why she chose to join the family business after initially heading in a different direction
  • The growth of women within the manufacturing industry
  • And more

 

Resources:

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About our Guest: 

Tanya DiSalvo has been a CEO and Owner at Criterion Tool for over 25 years, as well as working as a Performance Coach at Full Focus since 2020. As an experienced leader in the manufacturing sector, Tanya was a 2014 STEP Aware Honoree for being among the outstanding women in the fields of science, technology, engineering, and production.

How to Exit Like a Boss with Dr. Craig West, Founder of Succession Plus (Ep. 26)

How to Exit Like a Boss with Dr. Craig West, Founder of Succession Plus (Ep. 26)

Are you planning your business exit for yourself or your potential buyers? That small shift in perspective could increase your chances of a successful exit.

In this episode, Mark Dorman speaks with Dr. Craig West, founder and executive chairman of Succession Plus, on his nine-step exit plan and how he helps business owners achieve their optimal exit strategy. Dr. West shares how Capitaliz revolutionized exit planning and what entrepreneurs should look for when exiting their businesses.

Dr. West discusses: 

  • How he entered the exit planning space
  • The growth of Succession Plus as a business and how it helps clients
  • His nine steps to successful exit planning
  • The importance of reducing risk to attract potential buyers 
  • The creation of Capitaliz, a software solution that streamlines the exit planning process
  • What is the process and approximately how long it takes to address gaps and issues in a business to increase its value
  • And more

 

Resources:

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Connect with Mark Dorman: 

 

About our Guest: 

Craig West is a strategic accountant with over 20 years of experience advising business owners. His background as a CPA in public practice has provided invaluable experience in the key issues of concern to business owners.

Following 6 years of study to gain two master’s degrees, Craig focused on Capital Gains Tax (CGT) for business sales advising on strategic management of taxation issues. This experience formed a strong view that most business owners (and often their advisers) were unprepared and unaware of the steps required to prepare for an exit.

Maximizing the Value of Your Business in the Lower Middle Market with Diane Thomas, President of Premier Sales (Ep. 25)

Maximizing the Value of Your Business in the Lower Middle Market with Diane Thomas, President of Premier Sales (Ep. 25)

One of the key strategies to exit planning is selling a business. But how can business owners ensure they get the best return while their business has the best value?

In this episode, Mark Dorman is joined by Diane Thomas, President and designated broker at Premier Sales, Inc., in discussing the importance of strategic planning and value maximization for businesses. Diane shares success stories of businesses that significantly increased their profitability and were sold for millions of dollars.

Diane focuses on: 

  • How she entered the business brokerage arena
  • Why market dynamics are changing and their impact on exit planning
  • Success stories she witnessed of business owners maximizing their exit
  • How she analyzes the future potential of business consulting for potential clients
  • And more

Resources:

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About our Guest: 

As President of Premier Sales, Inc., a 30 year old business brokerage firm in Arizona, Diane Thomas manages business sales transactions and engagements with privately held companies with revenue from $2 to $40 million. The Premier Transactional Team achieves a 75% success ratio, which is well above the industry average of 30%.

Diane believes planning is essential to success. Together with her value creation affiliate companies, Legacy Advisors Arizona and Legacy C-Suite, a client centric approach is developed. This includes: Value Enhancement; Business Continuity & Succession Planning; and, Business Exit Strategies to achieve stakeholder objectives. By designing a strategy first, Diane and her team are aligned with clients on goals and priorities. 

How Rising Interest Rates Impact Business Valuations with Robert “Brant” Hammer, Assistant Professor at West Virginia University (Ep. 24)

How Rising Interest Rates Impact Business Valuations with Robert “Brant” Hammer, Assistant Professor at West Virginia University (Ep. 24)

Preparing to exit your business starts with understanding where your business’s value currently sits and how that value will impact your exit. How could market shifts impact that valuation?

In this episode, Mark Dorman speaks with Robert Brant Hammer, a finance professor at West Virginia University, on the current economic environment, focusing on interest rates, inflation, and growth. Brant explores how understanding what impacts business valuation relates to exit planning and what current business owners should review as the market shifts.

Brant discusses: 

  • What the current economic environment looks like from a number of perspectives
  • How rising interest rates impact business owners
  • The challenges of finding good deals in the current environment
  • Why business owners need to understand the impact of the market on their business valuation when preparing to exit
  • And more

Resources:

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About our Guest: 

Robert Hammer earned his undergraduate degree in finance at West Virginia University and his M.S. Finance degree at West Virginia University. Prior to joining WVU full time, he spent 8+ years in industry, primarily banking and consulting, while also working as an adjunct finance faculty member for WVU. His specialties and areas of interest include business valuation, corporate finance, banking and disruptive financial technology, credit risk management, portfolio management system design, and bitcoin. He is a member of The Risk Management Association.

A Look Behind the Scenes at EPI with Scott Snider, President of the Exit Planning Institute (Ep. 23)

A Look Behind the Scenes at EPI with Scott Snider, President of the Exit Planning Institute (Ep. 23)

When you want to exit your business, you want to know you’re doing it right. Learning from someone who not only exited their own business successfully but also developed a strategy easily replicated for other business owners is a great step to exiting successfully.

In this episode, Mark Dorman speaks with Scott Snider, President of the Exit Planning Institute, on his entrepreneurial journey, starting from his first business shining shoes for his father as a child. They discuss the value acceleration methodology developed by his father and how it helps business owners successfully exit their companies. 

Scott discusses: 

  • How he started his entrepreneurial journey
  • What the Value Acceleration Methodology is
  • The benefit of exit planning institutes for business owners
  • How Covid changed their business method for the better
  • And more

Resources:

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About our Guest: 

Scott Snider is the President of the Exit Planning Institute (EPI) and the Operating Partner of Snider Premier Growth, a small family investment company. Scott is a nationally recognized industry leader, growth specialist, and lifetime entrepreneur. He launched his first business at the age of 17. At 24, he sold to a strategic buyer (his first “exit”) and joined his fathers, Chris Snider, private exit planning and M&A firm Aspire Management. At the time, the firm was looking to dominate Northeast Ohio’s exit planning space.

With their passion for business strategy and serving owners and advisors alike, Scott and his father Chris purchased the Exit Planning Institute (EPI), introduced the Value Acceleration Methodology, wrote an award-winning book called Walking to Destiny, and effectively increased the business size by 10x. 

Turning a Business into a Sellable Asset with Scott Duke, Founder of OpnRoad (Ep. 22)

Turning a Business into a Sellable Asset with Scott Duke, Founder of OpnRoad (Ep. 22)

When looking to exit a business, selling it can be a great option for some entrepreneurs. But how can you ensure your business is sellable? Is there an emotional aspect to selling your business?

In this episode, Mark Dorman speaks with Scott Duke, founder of OpnRoad, on his experience in building many businesses and selling them, discussing the challenges he faced and the lessons he learned along the way.

Scott discusses: 

  • The process of building his property management company, Revelstoke, and the challenges he faced
  • Importance of implementing systems, processes, and open book management to drive value in a business
  • The emotional impact of selling a business 
  • Why businesses struggle to sell when they are dependent on the owner
  • The purpose of his company, OpnRoad, and how they service the lower middle market
  • How they valuate a business to determine whether it’s sellable and transferable
  • And more

Resources:

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Connect with Scott Duke:

About our Guest: 

Scott Duke is the founder and lead advisor of OpnRoad. He has worked with hundreds of owners to  maximize the value of their businesses. Beyond leading the OpnRoad team, he serves as the Lead Advisor on their M&A transactions.

Scott is an active board member of the International Business Brokers Association® and regularly educates 250+ Realtors through the British Columbia Real Estate Association®. He also serves as the VP of Sales for Capitaliz – a fast-growing SaaS company servicing the global exit planning industry.

Some of Scott’s past experiences include:

  • Purchased and scaled Revelstoke Property Services 10x with Eve Duke, and sold to a private equity firm in 2018
  • Founded StokeFM radio station in 2011
  • Served on Revelstoke City Council for 4 years

Outside of work, Scott enjoys a good surf trip down south and fresh power days in the alpine in Revelstoke, BC.

Exiting from a Professional Services Business with David Shealy, CPA, CGMA (Ep. 21)

Exiting from a Professional Services Business with David Shealy, CPA, CGMA (Ep. 21)

When you think about exiting a business, you are planning for more than passing on a title and money. You need to consider the physical assets and your own personal goals as well.

In this episode, Mark Dorman is joined by David Shealy, managing principal of HW&Co., Mansfield OH, in discussing the challenges and importance of succession planning in the agribusiness industry, as well as the unique farming communities in small towns. They explore the importance of thinking like a buyer and finding the right fit when preparing for a business transition. 

David discusses: 

  • His journey through the business world before he started considering an exit strategy
  • Why he started his exit plan and with whom
  • How family businesses are the same and different from other companies, especially in the agricultural sector
  • The importance of considering a business sale from the buyer’s perspective
  • And more

Resources:

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About Our Guest: 

Dave Shealy is the managing principal of HW&Co.’s Mansfield office. His former firm, The Shealy Group, merged with HW&Co. in November 2021.

Throughout his career, Dave has evolved into a trusted consultant and advisor for his clients, integrating himself as a member of their teams to find solutions and help them reach their goals. He has had the opportunity to work with very successful entrepreneurs and their advisors, for which his focus has been on strategic planning, identifying and resolving operational inefficiencies, revenue cycle enhancement, and establishing a strong link between a company and its finances. His belief is that the better he knows and understands clients and their business, the better he can assist them with their needs.

A Journey of Acquiring, Growing, and Exiting a Business with Craig Kohrs, Founding Partner of Velocity Capital Partners (Ep. 20)

A Journey of Acquiring, Growing, and Exiting a Business with Craig Kohrs, Founding Partner of Velocity Capital Partners (Ep. 20)

Business owners are experts at running businesses. They aren’t experts at selling them and they most definitely aren’t experts at sourcing people who would want to buy the business.

In this episode, Mark Dorman interviews Craig Kohrs, one of the founding partners of Velocity Capital Partners. Craig shares his experience of selling his previous business, and how he and his business partner Ryan Mifsud are now involved in a mission-driven venture called “We are the Ripple”. He shares the importance of having a great team, trusting them to run the business, and giving them the tools to be successful. He also gives some advice for business owners who are looking to exit or grow their businesses.

Craig dives into: 

  • How he started his own family business
  • The story behind how his team acquired and built TMG Performance Products
  • How he ran his business before planning his exit
  • Why you should hire exit planning experts to help make your exit successful
  • The goal of “We are the Ripple” to provide funding and create clean water access for schools and communities in Africa
  • And more

Resources:

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Connect with Mark Dorman: 

About our Guest: 

Craig is a Founding Partner of Velocity Capital Partners. In his most recent role as Co-President of The Mifsud Group, Craig was focused on the execution of its long-term growth plan through the identification of potential acquisitions, both as new businesses and add-on opportunities for our existing portfolio, as well as supporting the leadership of our current holdings to execute on their strategic plans. Craig was also Chief Executive Officer of TMG Performance Products, charged with the successful growth and daily operation of the business, leading his management team in the development and execution of the consumer and eCommerce business strategies, as well as identifying acquisitions of brands and product lines to support that growth strategy. Prior to his role with TMG Performance Products, Craig worked at The Mifsud Group as Vice President of Business Development, driving the acquisition of CORSA Performance, now TMG Performance Products. Before joining The Mifsud Group, Craig led the North American Cookware product line for Calphalon Cookware, a premium consumer brand, part of Newell Brands.

His professional memberships have included the Specialty Equipment Manufacturers Association; Housewares Association; Association for Corporate Growth and WIRE-Net (now Manufacturing Works). Craig is a graduate of The University of Dayton with a bachelor’s degree in Business Administration and he earned his Masters of Business Administration with a concentration in Marketing from the University of Wisconsin – Whitewater in 2004.