Mergers & Acquisitions: An Insider's Guide to the Purchase and Sale of Middle Market Business Interests - Hardcover

Roberts, Dennis J.

Hardcover

ISBN 10: 0470262109 ISBN 13: 9780470262108

Publisher: Wiley, 2009

Synopsis

This book was designed not only for owners and managers of middle market businesses but as a training text for middle market M&A investment bankers and consultants. It discusses the art and science of middle market M&A as well the all-important psychology and behind-the-scenes negotiations pursued with a particular emphasis on obtaining the absolute highest value when selling a business. Subjects addressed include valuation, taxation, negotiations, M&A conventions, among many others from the buy-side and sell-side perspectives.

Subtitled “Tales of A Deal Junkie,” this serious but occasionally irreverent book tells it like it is, including anecdotes to provide a “feel” for what really goes on in middle market transactions. The author, a former practicing CPA and a business valuation expert, is a veteran M&A investment banker with years of real life experience. He also is a widely-acclaimed instructor in the M&A field and a nationally-respected practitioner who has trained thousands of investment bankers. No comparable book on the market today provides this degree of comprehensive and invaluable insight.

About this title

About the Author

Dennis J. Roberts,  CPA, CVA, ABV, is Chairman of The McLean Group, LLC, a national M&A firm whose primary focus is on Middle Market businesses. He lectures, teaches, and writes on M&A, business valuation, and corporate finance to national audiences, having more than thirty-five years of accounting and investment-banking experience involving a multitude of transactions across a wide variety of industries and markets. He is a regular contributor to various journals, including Thomson's Valuation Strategies and the Journal of Accountancy. He testifies frequently as an expert witness and was the chief valuator of the Nixon Watergate Tapes.

From the Back Cover

Praise for Mergers & Acquisitions

An Insider's Guide to the Purchase and Sale of Middle Market Business Interests

"All I can say is WOW. It took the king of Middle Market M&A to finally write THE definitive book to Middle Market investment banking. This book is comprehensive, insightful, and entertaining all at the same time. A must-read for dealmakers."
―Andrew J. Sherman, M&A Partner, Dickstein Shapiro, and author, Mergers & Acquisitions from A to Z

"Dennis Roberts really hits a home run with his new book, Mergers & Acquisitions:An Insider's Guide to the Purchase and Sale of Middle Market Business Interests. This book is the definitive authoritative guide on the practice of Middle Market M&A. It answered all my questions, plus some, and gave me a complete frame of reference where I can now feel well informed. I would recommend this well-researched book, which draws on Mr. Roberts's substantial experience in the field, to anyone connected to or wanting to get into M&A."
―Parnell Black, CEO, National Association of Certified Valuation Analysts

"This comprehensive overview cuts through the jargon and alphabet soup to give the readers a highly informative new perspective on the large and extremely fragmented Middle Market! Only an accomplished industry veteran could author this comprehensive summary of thought-provoking ideas. Arguing for a whole new mindset to better understand the needs of both buyers and sellers in the 'no man's land' marketplace, Roberts does a masterful job separating hype from the reality."
―Michael R. Nall, CPA, CM&AA, founder, Alliance of Merger & Acquisition Advisors

"A true tour de force by one of the most savvy Middle Market investment bankers I've known. Dennis imparts a rare combination of tremendous substantive knowledge (even to someone like me who has been an M&A lawyer for years), keen insights into the inner workings of Middle Market investment bankers and their banking firms, and a dry wit sprinkled with apocryphal stories and more than a few sports analogies. This is a serious, worthwhile, and enjoyable read!"
―Steven L. Meltzer, Esq., Pillsbury, Shaw Pittman Former or current member or chairman of managing board, corporate/technology practice, and life sciences practice

From the Inside Flap

Mergers & Acquisitions

An Insider's Guide to the Purchase and Sale of Middle Market Business Interests

The first book on mergers & acquisitions (M&A) to authoritatively convey the unique issues and circumstances of Middle Market M&As―those companies valued between $5 million to $300 million with sales of $6 million to $600 million―Mergers & Acquisitions: An Insider's Guide to the Purchase and Sale of Middle Market Business Interests addresses the many challenges, pitfalls, and difficulties inherent in transactions involving Middle Market businesses.

Destined to become the guide every Middle Market M&A seller keeps by their side, this how-to resource presents real-world anecdotes and vignettes alongside the technical content to help sellers understand how deals can successfully take place most effectively for the greatest return on their investments.

Mergers & Acquisitions: An Insider's Guide to the Purchase and Sale of Middle Market Business Interests addresses the unique issues and circumstances of Middle Market M&As, including how to start, market, and run an M&A practice, as well as discussion on licensing and regulatory requirements, forms, and much more. Author Dennis Roberts shares his decades of M&A experience, with expert discussion of:

• How to find and understand buyers in the Middle Market

• How to run a Middle Market business while preparing it for sale

• Keeping confidentiality while doing the deal

• Informal and controlled auctions

• The psychology of M&A negotiations

• The basic art and science of valuation as applied to M&A transactions

• Confirmatory due diligence, the definitive agreement, and closing

• Does a sales-side client need an appraisal before going to market?

Rich with helpful guidance that covers the "feel" of the transaction as well as essential tips on technique, Mergers & Acquisitions: An Insider's Guide to the Purchase and Sale of Middle Market Business Interests examines a wide and disparate range of material to equip sellers to realize the greatest return on their investments.

Edition details

• Publisher: Wiley
• Publication date: 2009
• Language: English
• ISBN 10: 0470262109
• ISBN 13: 9780470262108
• Binding: Hardcover
• Edition number: 1
• Number of pages: 448