Smart Business Dealmakers: The Middle-Market M&A Podcast

The legal structure surrounding M&A continues to evolve as we climb out of the COVID crisis and begin to focus on 2021 and beyond. That means changes in contract language, structure and even deal terms. Michael Wilson, a partner at Locke Lord, discusses what to expect — and how to prepare.

Preserving wealth is a long-term initiative, and managing it through uncertainty is critical. Jim Benedict, senior vice president and senior wealth strategist at PNC Wealth Management, discusses how to stay the course in choppy waters, and the importance of remaining calm.

Carlton D. Dean III is seeing a lot of business owners looking for an exit in the wake of the pandemic. The president of Demarrt Building Services is also seeing deals that he might have foregone before look much better now. That's led him to adjust his approach to the acquisitions.

After Brookstone Capital Management founder Dean Zayed sold a majority share of his registered investment advisory firm to AmeriLife, he rekindled a conversation with the founder of another RIA, FormulaFolios. The result: the creation of a $6.5 billion business. We talked with Dean about both the AmeriLife and the FormulaFolios transactions, and how one deal informed the other.

David Woodburn, a shareholder at Roetzel & Andress, is seeing a lot of potential for M&A right now. Low interest rates and uncertainty over estate and income taxes have created an opportunity for owners to leverage their estate and gift tax dollars. But it's also an environment that's great for buyers looking to invest in a new business or expand their own.

As business leaders start to look ahead to 2021, balance sheet management and liquidity are top-of-mind issues. But when it comes to banking and finance, it will be relationships that could make or break deals in this new business reality. Brad Jones, Charlotte Regional President of First National Bank, discusses why strong relationships are the No. 1 factor moving forward — and why everything comes down to trust.

When you're looking to sell your company, maximizing value before the sale can ensure you have a successful liquidity event. Charles Robins, founder and CEO of Fairmount Partners discusses the keys to pre-deal preparation — and the secrets of his P5M process to drive value.

In a market affected like it is by the COVID-19 pandemic, volatility is the norm for investors rather than nuance. With all the shifts and uncertainty, Equity Trust Company CEO George Sullivan says the fundamental question on investors' minds right now is when will conditions be better? For Sullivan, that's the wrong question. Instead, it should be where are the opportunities?

If you lead a family-owned business, identifying when to exit and when to transition is never easy. Carolyn Meade, an attorney with Moore & Van Allen, takes a look at some post-COVID options for family-owned businesses, and how those who ultimately decide to sell can maximize value in a deal.

Stewart Kohl has seen a lot of dealmaking — some 650 investments at The Riverside Company, the $10 billion PE firm where he is co-CEO. In this wide-ranging conversation, he offers insight into the mood at his portfolio companies, Riverside's M.O. as it navigates through the choppy M&A market, his sense of what buyers and sellers are thinking at the moment, and how the pandemic and its market fallout compare to the Great Recession.