Shows
Middle Market Mergers and Acquisitions by Colonnade AdvisorsMM M&A - 030: Why Hire an Advisor In this episode, host Jeff Guylay is joined by guest Mark Achler, co-author of Exit Right, to explore the critical decision of whether—and when—to hire advisors during the M&A process. Drawing on lessons from the book and real-world experience, Jeff and Mark outline how CEOs can maximize value by assembling the right team of experts, while still retaining control over strategy, relationships, and execution. From bankers and attorneys to financial planners and tax professionals, this episode offers actionable insights on selecting advisors who align with your values and contribute meaningfully to successful outcomes.
2025-04-1526 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsQuestions Sellers Should Ask Potential Buyers In this episode, we discuss the key questions sellers should ask potential buyers when considering a sale. Understanding a buyer's strategic goals, cultural alignment, and team integration plans is crucial for ensuring a smooth transaction and long-term success. Hosts Gina and Jeff dive deep into the due diligence process and provide sellers with a roadmap to evaluate fit beyond just price and terms. What You’ll Learn in This Episode: How to assess potential buyers during management meetings The three critical categories of questions sellers must ask: Strategy: What are the buyer’s long-term goals? Team & Inte...
2025-02-2029 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsStrategic Exit Planning for Equipment Leasing and Finance CompaniesIn this episode, we discuss strategic steps for Equipment Leasing and Finance companies as they grow and evolve. The leadership of some of these businesses may decide to remain a certain size and complexity and be “ lifestyle businesses”, providing healthy cash flow to the owner(s) while they continue to run the business. However, other options exist, and exiting the business for a favorable multiple to a bank or other buyer can be an excellent strategy, the dream plan for many entrepreneurs. In this interview, we interview Bob Rinaldi and discuss the potential to grow and l...
2022-10-1030 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsStart Early & Exit Right with Mark Achler and Mert Iseri Before you sell your company, even the odds. This episode features guests Mark Achler and Mert Iseri, authors of the recent book, Exit Right: How to Sell Your Startup, Maximize Your Return and Build Your Legacy. Exit Right demystifies how to conclude the startup journey, a perfect complement to our podcast, which focuses more on the exits of larger middle-market companies. As Brad Feld states in the Foreword, “Mert and Mark set the roadmap for how entrepreneurs and business owners can proactively manage the process of getting to a successful exit along the way”. As...
2022-06-0141 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsIndustry spotlight – F&I Agencies & Payment Plans This episode continues with our “industry spotlight series” where we focus on specific trends and opportunities in middle-market M&A transactions. Our previous episodes have covered four industries in which Colonnade has played a significant role as an M&A advisor to both buy-side and sell-side clients. We add F&I Agencies & Payment Plan Providers as industries where we deeply know the dynamics and players so as to provide exceptional service to clients who hire us to assist them in a transaction. Colonnade has studied the F&I Agencies and Payment Plan Provider markets for the last 20+ years. We have...
2022-05-0234 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsDatarooms - Get your Ducks in a RowIn this episode, Gina Cocking and Jeff Guylay pick up their discussion around the due diligence process related to the sale of a company. This episode is a great add-on to the previously released four-episode series exploring the due diligence process: EP003: Business aspects of due diligence EP004: Legal aspects of due diligence EP005: Accounting aspects of due diligence EP006: Technology aspects of due diligence As we explore the organizational aspects of a due diligence data room, you’ll hear the reminiscing of both Gina and Jeff as they remem...
2022-04-0529 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsMinority Stakes – Read the Fine PrintThis episode is an excellent continuation of our discussion in E023 about the pros and cons of partnering with a financial sponsor. When a company is considering an M&A transaction, there’s a range of alternatives. On one side of the spectrum, there’s selling 100% of the company and exiting. On the other side of the spectrum is no transaction at all (“stay the course”). In the middle are the options to sell various amounts of a company’s equity. When considering raising capital, more often, we see our clients sell a majority stake, in which an...
2022-03-0131 min
2022-02-0338 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsIndustry Spotlight – Home WarrantyThis episode continues our series of "industry spotlights," in which we focus on specific trends and opportunities in middle market M&A transactions.
2022-01-0625 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsIndustry Spotlight – Automotive ReconditioningThis episode continues our series of "industry spotlights," in which we focus on specific trends and opportunities in middle market M&A transactions. This episode focuses on the automotive reconditioning industry, a $5.4 billion industry that is highly fragmented and ripe for consolidation. Colonnade has extensive transaction experience in the automotive services industry and has been the sell side or buy side M&A advisor on many of the automotive services industry transactions that have taken place over the last decade. Colonnade has insider-level mastery of the drivers of valuation, competitive positioning, business trends, relevant metrics...
2021-12-0724 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsIndications of Interest and Letters of Intent: Narrowing the FieldIn previous episodes, Colonnade Advisors has outlined our unique 16-week sales process timeline in four phases: pre-marketing, go to market, management presentations/buyer due diligence, and exclusivity/documentation. In this episode, we will be doing a deep dive on indications of interest ("IOI"), which take place at the end of the go to market phase, and letters of intent ("LOI"), which take place at the end of the management presentations/buyer due diligence phase.
2021-11-0831 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsIndustry Spotlight: Vehicle Service Contract AdministratorsThis episode continues our series of "industry spotlights," in which we focus on specific trends and opportunities in middle market M&A transactions. This episode kicks off several episodes around the finance and insurance ("F&I") products industry, estimated at $80+ billion in size at the retail level. Specifically, this episode is all about vehicle service contract ("VSC") administrators. Colonnade has extensive transaction experience in the automotive F&I products industry and has been on the sell side or buy side M&A advisor on many of the significant F&I products transactions that h...
2021-08-1030 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsIndustry Spotlight: Insurance Premium FinanceThis episode kicks off a series of “industry spotlights” in which we focus on specific trends and opportunities in middle market M&A transactions. Our first episode in this series is all about an exciting niche industry ($35 billion) that Colonnade has dominated in the role of advisor to both buy-side and sell-side clients. This industry focus has allowed us to deeply know the industry players and provide exceptional service to clients who hire us to assist them in a transaction.
2021-07-1936 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsPick Your Partner - The Exclusivity PhaseWe are excited to focus today’s episode on the final phase of our unique 16-week sales process. Today we are focused on phase four: exclusivity/documentation. We invite you to listen to episode 001 for more information about phase one (pre-marketing), episode 002 for more information about phase two (go to market), and episode 0016 for more information about management meetings: https://www.coladv.com/podcasts/002/ Other episodes dive deep into technical aspects and tactics used in middle market and mergers and acquisitions. We also invite you to download our 16-week sales process timeline for more information on...
2021-05-2539 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsManagement Meetings - Seller and Buyer’s First DateIn previous episodes, Colonnade Advisors has outlined our unique 16-week sales process timeline in four phases: pre-marketing, go to market, management presentations/buyer due diligence, and exclusivity/documentation. Today’s episode focuses on phase three: management presentations/ buyer due diligence. We invite you to listen to episode 001 for more information about phase one (pre-marketing) and episode 002 for more information about phase two (go to market). Other episodes dive deep into technical aspects and tactics used in middle market and mergers and acquisitions. We also invite you to download our 16-week sales process timeline for more inf...
2021-04-2730 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsHow to Prepare for Wealth and Preserve Your Family LegacyIn 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 of diligently working to articulate one's long-term personal and financial goals and utilize the wealth created in a transaction to achieve those goals. Key takeaways from this episode are: • Planning matters; and the sooner business owners start thinking about these important topics, the be...
2021-03-0135 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsAuction Processes - Get the highest priceIn 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 that each situation is unique and calls for a customized approach to the market. This episode concludes with a case study of a negotiated process, a broad auction, and a hybrid between a small and targeted auction. In this episode...
2021-02-0126 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsBuilding RelationshipsThis 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 extensive experience as an investment banker. Willard has the ability to build deep relationships with potential clients and industry professionals, resulting in seemingly effortless marketing. One of the key takeaways from this episode is that trust is a critical factor in building a successful business relationship.
2021-01-1529 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsWhat is my company worth?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 through a competitive process will drive the highest valuation In this episode, Colonnade Advisors addresses the following questions as related to valuation: What are the different valuation methodologies used? (00:48) Gina: "There are comparable...
2020-12-0224 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsEmpire Building Through a Roll-Up StrategyIn 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 • Transparency from both the buyer and the seller leads to the most successful outcomes Other episodes in our series about deal structuring include price and terms, earn outs, rollover equity, and reps and warranty insurance. Later in this episode, Gina is joined by our guest Ro...
2020-11-1626 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsEscaping escrow: Reps & Warranty InsuranceIn 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 and true product, and securing it will not slow down the pace of a deal · Smaller deals, down to $10 million in size, can still get R&W insurance · R&W insurance is a great way for a seller to get...
2020-10-3037 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsSecond Bite at the Apple: Aligning Interests through Rollover EquityIn 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? How is it structured? What happens in platform investments vs smaller add ons? How does it differ from management incentive pools and from taking stock as consideration in a publicly traded company? We talked about how the math works...
2020-10-1537 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsEarn outs - Sharing the Risk and RewardIn 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 terms, roll over equity, R&W insurance, and roll ups. Earn outs have been used in about 20% to 25% of middle-market M&A deals in the last few years, and the use of this financial tool is expected to...
2020-09-2327 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsStriking a Deal - Price & TermsIn 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 the certainty of close. Jeff is joined by featured guest, Vernon Rew, partner at Whitaker, Chalk, Swindle & Schwartz, to share his experience advising both buyers and sellers on M&A transactions. In this episode, Gina and Jeff's discussion highlights four key to...
2020-09-1436 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsHow Scalable and Secure are Your Systems?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 aspects of due diligence EP005: Accounting aspects of due diligence EP006: Technology aspects of due diligence Gina is again joined by our featured guest, Rob Humble, Senior Vice President of Strategy and Corporate Development at IAS. Rob shares his insights as a buyer...
2020-08-2423 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsIt's All About Your NumbersIn 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://coladv.com/podcasts/003/ EP004: Legal aspects of due diligence: https://coladv.com/podcasts/004-due-diligence-deep-clean-and-hygiene/ EP005: Accounting aspects of due diligence (today’s episode) EP006: Technology aspects of due diligence (coming soon) In today’s episode, we invite our feat...
2020-08-1136 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsDue Diligence - Deep Clean and HygieneDue 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 getting ready to go to market, from a legal due diligence perspective. Later in the episode, Gina is joined by our second featured guest, Rob Humble, Senior Vice President of Strategy and Corporate Development at IAS, who shares his insights as a...
2020-07-2123 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsDue Diligence- Uncovering the Skeletons in Your ClosetIn 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 aspects of due diligence. Here are two key points from the discussion on business diligence in today's episode: 1) Organization is crucial in this process; every document will be requested, every question will be asked. 2) Prepare so that th...
2020-07-0343 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsIn the Market- The Next Three Phases of Selling Your CompanyIn 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 Market3) Management Presentations / Buyer Due Diligence, and4) Exclusivity / Documentation. In Episode 001, Gina and Jeff focused on the Pre-Marketing phase. In Episode 002, the focus is now on the subsequent phases, two through four, from Go to Market to...
2020-06-3035 min
Middle Market Mergers and Acquisitions by Colonnade AdvisorsPre-Marketing - The First of the Four Phases of Selling Your CompanyThe 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 Cocking and Jeff Guylay focus on the first of the four phases: Pre-Marketing. To conclude the episode and to hear the perspective of a CEO who has recently been through the sales process, we are joined by Elizabeth Davies of Stonemark.Please stay tuned f...
2020-06-3031 min