This program was produced by XPX NE in January 2017

Effective communication is an essential part of successful business transitions. While not a “magic bullet” for achieving a warm reception and successful post-merger integration, effective communications throughout the deal process helps set stakeholder expectations from the onset, without which many deals fail. From the first conversation between buyer and seller, to the eventual post-transaction integration, poor communication at any stage can derail even the best-intentioned deals, and hamper long-term success.

Join us for Communicating Through Change with moderator Linda Varrell of Broadreach Public Relations, Sean Sinclair of Baker Newman Noyes, Jennifer Harnish of Baker Newman Noyes and Janey Bishoff of Bishoff Communications.

Sean and Jennifer represent a firm re-created as the result of a transaction. They will provide an "insider's view" of the role communications played.

XPX Members: Click to view the full program 

This program was produced by XPX NE in December, 2016

Join Us as XPX celebrates its 10 year anniversary in Boston with “Exit Palooza”… Holiday networking with a fun and informative twist at a beautiful venue.

At Exit Palooza, selected XPX members will tell their favorite exit story, in 5 minutes or less. These stories might be about just about any aspect of the Exit process and the results our talented members deliver to their clients. The audience will vote on Best Story, prizes will be awarded, other surprises are planned, and collectively we’ll close the XPX calendar for 2016 on a high note!

This year, it’s more important than ever to spread the word, and bring a guest. As we enter our 10th year as an organization, we’re excited to open membership up to business owners, as well as business transaction professionals. We feel this will increase the value of your membership, and add to the rich community we have built. Exit Palooza is a great way to introduce prospective members to the group in a fun, casual atmosphere.

XPX Members: Click to view the full program 

This program was produced by XPX Tri-State CT in December, 2016

The owners of HiTech, our case study company, are looking for ways to create additional value in their business in pursuit of a profitable exit. Transforming their operations will be a key driver of their ability to grow revenue, increase margins, and create a more sustainable company. By using operations as a driver of growth rather than a cost center, HiTech can make both their current business and their future roadmap more appealing to strategic and private equity buyers.

Steve Ronan will discuss how to transform HiTech's operations from a successful small business to a scalable, sustainable, and more profitable company. We will look at how to evaluate the maturity of their operations and systems, identify priorities for investment, and look at how to improve their management structure so they can successfully execute these changes. In doing so, we will see how operations can support (or hinder) other areas of focus including strategic planning and sales, and how embracing a digital mindset will allow them to both improve execution and portray HiTech as a forward-looking company with a clear niche in the modern economy.

Steve Ronan is a published expert in the theory, strategy, and execution of using modern process improvement techniques and enterprise systems to create profitable, scalable businesses. He has developed long-term strategies and run board-sponsored transformation programs for companies from the Fortune 100 to the middle-market resulting in over $100M in top-line growth and bottom-line savings. As founding partner of The Ronan Consulting Group, Steve and his teams bring the methods and frameworks of the Fortune 500 to middle-market companies in a way that reduces risk, increases adoption, and leverages the new digital ecosystem to dramatically transform how they create value. Steve is a former Senior Manager at Deloitte Consulting and a graduate of Boston College.

XPX Members: Click to view the full program

This program was produced by XPX Tri-State CT in December 2016

The owners of HiTech, our case study company, want to grow the business to make it salable in a few years. The sales organization will be a key area of focus. The company needs a sales organization that can accelerate growth prior to sale and continue to succeed after the owners exit the business. How can the owners create an effective organization that is not dependent on them?

Peter Helmer and Dave Wallace will discuss building a sales organization that potential buyers will consider an asset, not a liability. To make the company salable, the owners will need to shed their day-to-day sales responsibilities. They must recruit a sales leader, develop a sales team, and create the necessary tools and systems to support the sales effort. This is usually a multi-year process. The speakers will identify opportunities and pitfalls in achieving this goal.

XPX Members: Click to view the full program

Produced by XPX New York in November, 2016

Human Capital is one of the most important, if not the most valuable asset that most businesses possess. This maxim is especially true for those businesses preparing a for a sale. Key employees need to be properly incentivized to remain with the business and to expend that extra effort to improve the bottom line in anticipation of the sale.

In the presentation, Harvey Katz will discuss the types of incentive arrangements available to HiTech, together with the tax attributes. and the advantages and disadvantages of each of them. He will go through a typical process that should be utilized by employers to design and implement a compensation program likely to attract and retain key employees. This will involve a methodical process to understand the character its workforce, by age, demographic and position, and then to select to the programs that are suitable for each identifiable group.

Harvey Katz, Partner, Co-Chair Employee Benefits & Compensation Department, Fox Rothschild LLP

Click here for the Case Study.

Members: Click to view the full program

Produced by XPX Connecticut in October, 2016

HiTech owners have asked two critical questions, "How do we get started (to organize and prepare for sale)? What should our priorities be?" Developing strategy long before beginning the exit process is an important step toward answering these questions, because strategy will set priorities and provide the road map for achieving success.

In this presentation Dick and Rob will explain the value of the strategy management framework and how it will help HiTech get organized. They will share strategy tools that will help HiTech assess opportunities and establish priorities. They will explain the role of a well-articulated strategy (HiTech’s story) and implementation plan and how it can help prove to potential acquirers that HiTech has the capability and capacity to execute their strategy and get results.

Dick Albu, President and Founder, Albu Consulting LLC

Rob Krist, Managing Director, Albu Consulting LLC

Click here for the Case Study.

XPX Members: Click here to view a video of the full program

Program produced by XPX New England in November, 2016

Three business owners, representing companies of varying size and circumstance, will describe the paths they took in selling or transferring their ownership interest and what they learned along the way. Each took a different path, but all have real life experiences to share.

Panelists:
Bruce Wilson, Founder of Cellular Specialties participated in a private external sale.
Gerardine Ferlins, President and CEO of Cirtronics Corporation will give her personal insights into transitioning to an Employee Stock Ownership Plan (ESOP).
Albert Miltner of Miltner’s Shoes, Inc. (Bootleggers Footwear stores) will share his experiences with a management buyout (MBO) transition.
 
Moderator: Gerri King, PhD, of Human Dynamics Associates

Preview: Understanding Cyber Risk to Your Business 

The National Cyber Security Alliance has estimated that 60% of small businesses hit by cyber-attacks end up going out of business, AND current research shows that 70% of cyber-attacks occur due to activities by Authorized system users!

Panelists:

Keith Graham is the Chief Technology Officer at SecureAuth Corp
Brian Kelly is VP Engineering at Conjur
Stewart Rose is Founder and President of ThreatReady Resources
N. MacDonnell Ulsch is a Senior Managing Director at PricewaterhouseCoopers LLP
Moderator: David Wilson is the Managing Director of Newport Board Group

View the full members-only program here

Program produced by XPX New England in September, 2016

People who acquire or invest in businesses have unique viewpoints of value and valuation. But there are no sounder insights than those of business owners who left and later reacquired their companies!

The rare experiences they share are lessons that we can learn from no other resource.

Panelists:

Robert Bolton, Arden Engineering
Jim Dandeneau, Putnam Plastics Corporation
Mike Mosse, Mosse & Mosse Associates
Moderator: Chris Bond, Murphy Business

XPX Members: View the video of this entire program

The ExitMap® is an exit planning client engagement system designed exclusively for professional Advisors who work closely with business owners.  Get a free assessment!

ExitMap Intro from John F. Dini on Vimeo.