Save the date for the 2014 IBBA Fall Conference!

Event Details
Monday, November 17, 2014 – Saturday, November 22, 2014

Registration Information

IBBA Conference Rates Member Non-Member
Early Bird Registration $650 $900
Regular Registration $750 $1,000
Onsite Registration $875 $1,125

If you would like to attend the M&A Source Fall Conference, you can purchase a joint registration at a discounted rate. To view the combined IBBA and M&A Source schedule, click here.

Courses are not included in the conference registration, and are purchased separately. You do not need to purchase a registration in order to purchase and attend a course. Please be aware there will be a $25 course on-site registration fee if you decide to register for a course while on-site at the conference.

IBBA and M&A Source
Full Conference Rates
Member Non-Member
Early Bird Registration $1,200 $1,300
Regular Registration $1,400 $1,500
Onsite Registration $1,650 $1,750


Course Pricing Member Non-Member
4-hour course $250 $350
8-hour course $450 $630

Registration will soon be available on the IBBA Website.  If your payment is by check, please print the confirmation page once you have completed the registration, and mail it with payment (made payable to the IBBA) to:

IBBA Headquarters
c/o Meeting Expectations
3525 Piedmont Center
Building Five, Suite 300
Atlanta, GA 30305
ATTN: Darnette Holbert

Cancellations received in writing on or before October 20 will be refunded, less a $150 administrative fee. Cancellations received in writing on or before November 3 will be charged a 50% processing fee. No refunds will be issued for cancellations received after November 3. Course registrations are not refundable; a credit towards future IBBA course attendance is applicable up to one year. All cancellation requests must be made by sending an email to [email protected].

If you have any questions regarding your registration, please email [email protected].

Conference Location
Hyatt Regency Austin
208 Barton Springs Rd
Austin, TX 78704

(512) 477-1234

Group Room Rate

$195 + 15% taxes (a total of $224.250 per night)
Please make your hotel reservations directly with the hotel by using the provided link, The hotel will allow you to cancel your reservation without penalty up to forty-eight (48) hours prior to your scheduled arrival date. Failure to cancel within this timeframe will result in a one night’s charge, plus tax, to your credit card. The hotel accepts Visa, MasterCard, American Express, Discover and Diners Club.
The hotel group rate is available through October 17, 2014 or until the room block is full.


In-room high speed internet access is included in the room rate.

Travel to Austin

When making your airline reservations, book your flight into the Austin Bergstrom International Airport.

Ground Transportation

Click here to find detailed ground transportation options from the Austin Bergstrom International Airport. If using SuperShuttle is a ground transportation option for you.

Driving Directions from Austin Bergstrom International Airport

The hotel is approximately 8 – 10 miles from the airport. Exit the airport on Presidential Boulevard and turn left on to TX-71. Turn right on to E. Riverside Drive and then turn right on to Barton Springs Road. The hotel will be on the left.


Self-Parking Day Rates:
0 – 4 hours: $6.00
4 – 7 hours: $13.00
7+ hours: $19.00
Overnight Self-Parking: $19.00 with unlimited access for guests only
Daily Valet: $15.00 with no in and out privileges
Overnight Valet: $24 with unlimited access for guests only (Uncovered)

2014 Fall Conference Schedule

All events that appear in the following schedule are included in purchasing a Fall Conference registration except courses. Courses are priced separately, and do not require conference registration in order to purchase and attend.

To view the combined IBBA and M&A Source schedule, click here.

Monday, November 17
8:00am – 5:30pm NEW Course #222:
Advanced Valuation –
The Discounted Cash Flow Method
8:00am – 12:00pm IBBA Course TBD TBD
1:00pm – 5:00pm Course #208:
Managing the Due Diligence Process
6:00pm – 8:30pm Happy Hour Reception TBD

Tuesday, November 18
8:00am – 5:30pm Course #158:
Managing the Transaction
8:00am – 12:00pm NEW IBBA Course TBD TBD
1:00pm – 5:00pm Course #251:
Broker Financial Analytics for Smoother, Quicker Closings
6:30pm – 8:30pm Opening Reception TBD

Wednesday, November 19
8:00am – 5:30pm Course #104:
Legal Aspects of Business Brokerage
8:00am – 12:00pm NEW Course #550:
Preparing for a Successful Seminar
1:00pm – 5:00pm NEW Course #551:
Hosting a Successful Seminar:
A Hands-on Training
Thursday, November 20
8:00am – 5:00pm Mastermind Sessions TBD
9:30am – 5:30pm Main Street Marketplace TBD
5:30pm – 7:30pm Happy Hour with Main Street Marketplace Exhibitors TBD

Friday, November 21
8:30am – 10:00am Effective Negotiations with
Andy Cagnetta
8:30am – 10:00am Entering
M&A with Rob Firestone
10:15am – 11:45am Prospecting for Listings with
Pat McDonald
10:15am – 11:45am Talking the Private Equity
Talk Panel
11:45am – 1:30pm Keynote Luncheon TBD
1:30pm – 3:00pm Marketing Panel TBD
1:30pm – 3:00pm Listing Speciality Businesses
3:15pm – 4:45pm The 12 Keys to Success with
Len Krick
3:15pm – 4:45pm Working Capital for Different
Business Types with Monty Walker

Saturday, November 22
8:00am – 11:00am CBI Exam TBD

New Conference Format: Mastermind Sessions

Closing Deals with A-rated Clients

Time and again, we hear the reason that attendees keep coming back to our conferences are the trade secrets that they are able to pick up by interacting with their fellow intermediary. Rather than gaining this information during the breaks in between formal workshops and classes, imagine an entire day dedicated to intense conversations around the issues that matter most to business intermediaries.

The IBBA 2014 Fall Conference with open with “Mastermind” sessions on Thursday, November 20. This full day of discussion-based breakout sessions aims to connect attendees and ideas on a more personal level.

Join us as we build the day’s agenda in real-time to find the best sessions from which participants can learn and contribute the most.

This Mastermind event, also known as Open Space Technology, is a powerful peer-to-peer sharing forum that focuses on a specific and important purpose or task. Beginning without any formal agenda, beyond our overarching theme of closing deals with A-rated clients, the Mastermind sessions will outline issues and opportunities associated with this
theme. Attend the session you have the most interest in. If the session is not what you thought it was–get up and join another one. If there is a topic of interest that you’d like to be covered–add it to the discussion board. Take an active role in your own education and gain relevant information through spontaneous interactions with passionate and experienced colleagues.

Learn from peers and industry veterans alike as discussion of new ideas increases your deal pipeline and attracts better clients with the highest likelihood of selling. Whether you are a broker with 20 years of experience or someone new to the field, you will be able to participate in an open-forum unlike any other industry event.

This day will ensure attendees leave the conference with concepts and connections that will make them more money in 2014. Learn how to work smarter and take full advantage of the current intermediary market.

Workshops at the 2014 Fall Conference

Friday, November 21

“Fast Track to Success”

“The Next Level”

8:30am – 10:00am Negotiation Tactics to Save Your Commissions Entering M&A
10:15am – 11:45am Prospecting for Listings Talking the Private Equity Talk
1:30pm – 3:00pm Marketing Panel Listing Speciality Businesses Panel
3:15pm – 4:45pm The 12 Keys to Success Working Capital: Its Importance and Impact on Business

The 2014 fall conference will offer two workshop tracks: “Fast Track to Success” for new brokers and “the Next Level” for experienced brokers. Feel free to join the sessions from which you will learn the most! These sessions will be presented by veteran intermediaries and IBBA members; check the schedule above and see their descrptions below.

Negotiation Tactics to Save Your Commissions with Andy Cagnetta

There are a few times in the deal process when you need to defend your commission.
Learn several of these negotiation tactics and how to use them to save you thousands of dollars!

Prospecting for Listings with Pat McDonald

Description coming soon!

Marketing Panel



Description coming soon!

The 12 Keys to Success with Len Krick

Veteran business intermediary Len Krick will cover the primary questions every buyer asks, such as the true value of valuations and client flexibility, and how to pre-screen seller prospects, package the business, rehearse the client, and control the process. This workshop will show attendees some shortcuts to identify the deal influencers, tax issues, impediments to closing, how to view the business from the buyer’s viewpoint, and keep the pipeline full. Techniques to excel as a business broker in your market will be presented that will allow you to make money as soon as you return to your office!

Entering M&A with Rob Firestone

Description coming soon!

Talking the Private Equity Talk



Often times the companies business intermediaries work with are far too small to bring to private equity groups – or are they? This panel will be composed of three private equity professionals who specialize in working with small companies as “platform investments” and even smaller companies as “add-ons.” Learn from these experts why it makes sense to be able to talk the private equity talk, build a relationship with a private equity group, and understand what they’re looking to see in an investment candidate. The panel will cover how to work with private equity groups and what that first phone call sounds like, how to pitch private equity as an option to a potential (but most certainly fearful) seller, and what private equity groups like to see in a pitch book. No prior experience working with private equity is needed to attend this workshop.

Listing Speciality Businesses Panel

Moderator: TBD
Panelists: TBD
Description coming soon!

Working Capital: Its Importance and Impact on Business Transactions with Monty Walker

Working capital is an important element associated with every business. Without adequate working captial, new acquisitions, startups, and existing business alike are not successful and oftentimes close. Working capital is a business value driver especially as the size of a business increases. There is a point where a seller keeping the cash and accounts receivable and paying off the liabilities does not apply. This workshop will review how to determine adequate working capital, how working capital impacts value, how it can be used in negotiations, and at what point working capital becomes a part the assets to be included in the transaction.

Courses Offered at the 2014 Fall Conference

Courses offered at the Spring Conference are priced separately, and do not require conference registration in order to purchase and attend. Please note there will be a $25 course on-site registration fee if you decide to register for a course while on-site at the conference.

NEW #222: Advanced Valuation – The Discounted Cash Flow Methon (8 credits)

Instructor: Warren Burkholder

MONDAY, NOVEMBER 17, 8:00 AM – 5:30 PM


Description coming soon!

#217: Choice of Business Entity (4 credits)

Instructor: Monty Walker

MONDAY, NOVEMBER 17, 8:00 AM – 12:00 PM


The type of entity from which a business is operated directly impacts every aspect of a business including asset protection, businesses expansion options, asset transfer options, ownership transfer options and taxation. The primary entity types, sole-proprietorship, C-corporation, S-corporation, limited liability companies (LLC) and partnerships will be reviewed in detail in this course. Learn how each entity is formed, operated and dissolved. Gain an understanding of the advantages, disadvantages and best use of each entity type. Review the tax elements of each entity type and how these elements impact taxation in a business transfer. There are no prerequisites for this course, but it is suggested that attendees have experience with the business intermediary process.

#208: Managing the Due Diligence Process (4 credits)

Instructor: Len Krick

MONDAY, NOVEMBER 17, 1:00 PM – 5:00 PM


In this course you will learn how to manage and control the complex closing process, enabling you to increase the number of closed deals and commissions. You will learn how to educate the seller and buyer about the closing and orderly turnover processes. You will learn how to identify impediments and critical items to closing, including contingencies that survive due diligence and third-party approvals, and to understand the purpose for the many closing documents. You will receive and complete an in-depth review of sample documents used when opening and closing escrow, as well as develop and navigate a typical two-week closing plan. You will then learn how to assist the buyer and seller in the design and implementation of a plan to ensure a smooth and orderly turnover of the business.

Prerequisites for this course include one of the introductory courses (#101, #301 or #380) or a good understanding of the Main Street process. It is recommended, but not necessary, that you take #206 before enrolling in this course.

REVISED #158: Managing the Transaction (8 credits)

Instructor: Lou Vescio

TUESDAY, NOVEMBER 18, 8:00 AM – 5:30 PM


Achieve success in Main Street business brokerage by focusing on the last four phases of the business brokerage process: navigating the sale, removing contingencies, closing, and following up on the sale. Learn how to work efficiently with offers and landlords. It is highly recommended that participants have taken courses #101, #150, and #155.

NEW #XXX: The Iron Triange of Business Sales – CPAs, Attorneys, and Brokers (4 credits)

Instructor: Bart Basi

TUESDAY, NOVEMBER 18, 8:00 AM – 12:00 PM


Description coming soon!

#251: Broker Financial Analytics for Smoother, Quicker Closings (4 credits)

Instructor: Debi Andrews

TUESDAY, NOVEMBER 18, 1:00 PM – 5:00 PM


Ever wonder why some businesses sell for more than others, even though they look the same? Or why some brokers and intermediaries make more money then you, and even earn money in a down economy? Learn how successful IBBA and M&A Source brokers and intermediaries use “Pre-Diligence” by analyzing their client’s financial metrics to help them uncover the good and bad, and can aid in the increase of the selling price, or ward off unsalable businesses. Discuss tips on working with financial statements and tax returns.

#104: Legal Aspects of Business Brokerage (8 credits)

Instructor: John Willems



Protect yourself and your commissions. Learn how to practice more profitably and with more informed regard for the law, by covering some of the most important legal issues related to contracts, listing agreements, letters of intent and offers to purchase and closing documentation. Discuss licensing issues and explain, through examples, the proper procedures for listing, marketing and closing. Review sample forms that can be used in most business sales transactions. No prerequisites.

NEW #550: Marketing to Baby Boomers with Seminars (4 credits)

Instructor: Pat McDonald

WEDNESDAY, NOVEMBER 19, 8:00 AM – 12:00 PM


Seminars are a low cost marketing tool used to reach potential clients, particularly baby boomers nearing retirement. Learn how best to identify these prospects, navigate obstacles, and find quality listings, while adding additional income streams from valuations and buyers looking to diversify and grow their companies. This course will outline proven steps to prepare for and host a successful seminar. Attendees will also be provided with sample forms and materials for hosting a successful seminar. It is recommended that participants have several years of intermediary experience, have taken three or more IBBA/M&A Source courses, or have equivalent professional background prior to enrolling in this course.

NEW #551: Presentation Skills for Professional Seminars – A Hands-on Training (4 credits)

Instructor: Pat McDonald



Baby boomers will be retiring over the next 10+ years, so naturally they are a substantial target market for business intermediaries wanting to acquire listings. This course will equip intermediaries with top notch presentation techniques for customized seminars for Main Street and middle market sellers. Professional presentation tips will also be provided in addition to a customizable seminar slide presentation. This is a participatory class with group exercises and mock presentations. It is recommended that participants have several years of intermediary experience, have taken three or more IBBA/M&A Source courses, or have equivalent professional background. It is recommended to take course #550 prior to enrolling in this course.

M&A Source Courses Offered at the Fall Conference

NEW M&A Source Course (4 credits)

Instructor: TBD

MONDAY, NOVEMBER 17, 1:30 PM – 5:30 PM


Description coming soon!

NEW M&A Source Course (4 credits)

Instructor: TBD

MONDAY, NOVEMBER 17, 1:30 PM – 5:30 PM


Description coming soon!

#370: Fundamentals of Service Business M&A (4 credits)

Instructor: Bill Loftis



The service sector in the U.S. accounts for more than 70% of GDP. Each year service businesses represent more than half of all M&A transactions. This relevant course is designed to acquaint attendees with basic principles and tools necessary to understand important value drivers, risk factors and other attributes of service businesses – regardless of the complexity of the business. M&A professionals should develop a greater level of confidence in representing service companies through the M&A process. It is recommended that participants have several years of intermediary experience; CBI or equivalent professional background; and completed Course #301, #307 or #380.

NEW #440: Private Equity Primer (4 credits)

Instructor: George Petrulis



This course provides practical insights on Private Equity Groups (PEGs) in the M&A mid-market deal-making arena– offering an overview of how PEGs work, including the administration of a typical PEG operation and the principal phases of a PEG fund’s life span. Additional topics include: investor fund raising; pricing acquisition targets; various capital components utilized in acquisitions; managing and creating value in the acquired target; and when timely, selling the target. In addition, the attendee will have gained practical knowledge on effectively negotiating with PEGs and ways to develop productive relationships with PEGs.

NEW #317: Financing M&A (4 credits)

Instructor: Tom Whipple

THURSDAY, NOVEMBER 20, 8:00 AM – 12:00 PM


This course will provide a comprehensive overview of various financing strategies employed by buyers and M&A professionals for structuring middle market company transactions. The attendee will gain insight into many of the capital structure options available and their impact on financial objectives and associated risks for clients, investors, and lenders. The session will review full, majority, and non-control recapitalizations and financing structures. The presentation will also provide the intermediary with ideas and strategies on negotiating financing transactions that result in fee enhancement. Participants should be familiar with the interrelationship between the income, balance sheet, and cash flow statements.

NEW #435: M&A Case Studies Master Class (4 credits)

Instructor: Walt Lipski

THURSDAY, NOVEMBER 20, 8:00 AM – 12:00 PM


In this course, the rubber meets the road! All the knowledge and skills learned in previous M&A Source courses, along with your M&A experience, comes together when analyzing three real mid-market case studies. In the first case study, you will demonstrate analytic and deal-positioning strategies to secure an engagement from a reluctant seller. The second case study will focus on successfully pitching an LOI received from a decent buyer to your seller client and getting his/her agreement. In the third case study, you will be representing the buyer on a buy-side deal and need to convince a seller that this is a good deal. To expedite this fast-paced class, review and become familiar with the case study scenarios and the baseline financial picture before the class. As a prerequisite to taking this course, you should have a good understanding of high-level financial concepts through experience and/or multiple M&A Source courses, and be comfortable working with the cash flow, balance sheet, and income statements. To facilitate the exercises and maximize your learning, registration for this course will be limited to 30 attendees.

Have questionsabout the 2014 IBBA Fall Conference?
Contact Scott Bushkie at [email protected]
Scott Bushkie, 2014 IBBA Under 40/40 Award Winner will be at the conference.
Learn more about Scott at Cornerstone Business Services

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A thought-leader in the industry, Scott developed the Cornerstone Process to offer investment banking M&A-level services to the lower middle market. The result is a closing ratio that’s more than double the national average.