THE STATE OF M&A
CONFERENCE 2023
BREAKOUT SESSION REGISTRATION
Breakout Session I (1:45 - 2:30 p.m.)*
The Income Hedge Strategy: It's not what you make, it's what you keep.
Michael Burwick & Kelly Carter, Beacon Retirement Planning Group
Selling your business or appreciated real estate can mean income – and income means taxes. At today’s rates, federal taxes can be up to 23.8%, and with many states adding taxes at an average of 6.4%, this means most business owners will face a top capital gains tax rate of 30% or higher. What if you could sell your business and transition to retirement while avoiding the immediate tax obligations? If it seems too good to be true, please join us to learn how The Income Hedge Strategy can help you take control of your financial future.
Michael Burwick
Partner, Armstrong Teasdale
Michael Burwick has nearly 30 years of experience as a tax, corporate and securities lawyer, focusing on tax deferral, mitigation and minimization.
Michael has developed and successfully implemented numerous tax strategies taken directly from heretofore sparsely used sections the Internal Revenue Code (IRC). In employing these
Kelly J. Carter
CEO, Beacon Retirement Planning Group, Inc.
Kelly Carter is the CEO and co-founder of Beacon Retirement Planning Group, Inc. (BRPG) with
more than 30 years of experience as a financial retirement advisor with emphasis on estate and tax planning, life insurance, annuity programs, and retirement strategies.
Kelly has worked directly with pre-retirees and retirees, business owners, and professionals,
providing them with alternative, safe solutions for their retirement needs. A nationally recognized expert on Structured Installment Sales, he helps business owners and their advisors implement an IRS-compliant tax deferral strategy to achieve maximum tax efficiency while planning their business exit strategy.
Prior to BRPG, Kelly was responsible for the formation of an estate planning team that focused on wealth transfers and tax saving strategies for high-net-worth clients. This team, comprised of lawyers, CPAs, tax, insurance, and investment specialists provided the necessary strategies for ensuring the protection and efficiency of each client’s “wealth transfer” plan. Over the next several years, Kelly expanded this approach to offices in the Chicago and New York regions as he grew this segment of the business, nationwide.
Mr. Carter has headed up the forum for hundreds of wealth preservation seminars and has spoken to thousands of retirees. The result has been the development of an extensive network of clients from coast to coast with individualized and customized retirement plans that provide peace of mind wealth preservation solutions.
Very early in his career, Kelly was recruited to serve as an independent Registered Representative, appointed through Bear Stearns and First Allied Securities, Inc.
strategies, Michael has helped businesses of all sizes, ranging from several million dollars to several hundred million dollars in annual revenue, as well as high-net-worth individuals, families and trusts, navigate the timing and payment of both capital gains and ordinary income taxes. He consistently saves his clients a great deal of money and helps them put capital that would have otherwise been paid in the form of taxes at the time of sale to work for them.
Michael serves clients across many different industry sectors. In the sports, media and entertainment area, he collaborates with professional sports agents and advisors in working with athletes on tax minimization and deferral, often with respect to their outside businesses and investments that were acquired from their career earnings and endorsement income.
With a plethora of clients from the agricultural sector, Michael focuses on harnessing the power of specific provisions in the IRC that provide tremendous, but rarely used, tax benefits. These agricultural subcategories include timber, livestock, fisheries, nurseries and many other businesses that fall within the broad IRC definition of agriculture.
A frequent author and speaker, Michael covers the topics of tax law, sports law and other legal and business issues. As the father of three children, one severely disabled, Michael is an active philanthropist and children’s advocate. He serves on boards of directors and in other philanthropic capacities of organizations devoted to childhood welfare, combatting diseases afflicting children and other causes relating to children’s health and well-being.
Economic Risk of Boomer Exits - What Business Owners, Advisors, and Community Leaders Can Do to Mitigate the Potential Impacts
Jayne McQuillan, Journey Consulting
Did you know baby boomer owned businesses represent at least 40% of a city’s economy? Whether you are a business owner on the cusp of retirement or just starting out, a trusted advisor, or a community leader, it is essential to understand the significant threat baby boomer business owner exits pose to our local economies.
Join us for an eye-opening discussion as Jayne McQuillan shares how business owner unpreparedness is predicted to impact the state of Wisconsin. Be part of the solution as you learn the steps business owners must take now to prepare for a successful future exit, and how each of us can help ensure the long-term viability of these businesses for the employees, families, and communities that we serve
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Jayne M. McQuillan CPA, MBA, CEPA
President, Journey Consulting, LLC
Jayne McQuillan founded Journey Consulting with one mission – to Change Lives by Transforming Businesses. A Certified Exit Planning Advisor (CEPA), she has 30+ years of expertise in succession and transition planning, strategic planning, organizational development, budgeting and business planning, and leadership development.
Her firm’s holistic approach engages the business, financial and personal to achieve strategic outcomes for family owned and privately held businesses. Jayne’s unending passion and energy come from a desire to accelerate growth by developing people and organizations to their fullest potential. A respected thought leader, Jayne educates and equips business owners and advisors locally and nationally through speaking engagements, her monthly blog, Owner Roundtable Workshops, Financial Acumen Training, and CEO Roundtables.
With clients in manufacturing, construction, distribution, service, and health care, Jayne’s experience uniquely positioned her to serve as a value-driver and key contributor on the Board of Directors for multiple companies and not for profit agencies over the years.
Prior to starting her own entrepreneurial journey in 2007, Jayne served in various executive roles in privately owned and family held businesses, as well as working as an M&A advisor for a large public accounting firm.
Learn more about Jayne McQuillan and Journey Consulting: www.journeyconsult.com
Taking Due Diligence to the Next Level
William S. Woodward & Nick M. Lubenow, Von Briesen
Bill Woodward and Nick Lubenow, attorneys in Von Briesen’s Green Bay office, will walk you through taking your due diligence to the next level. This session will provide attendees on the latest in the following areas of due diligence:
-
New LLC law in Wisconsin
-
State of the recent FTC announcement on banning non-competes
-
Update on Representations & Warranty insurance
-
Top reasons for pre-sale planning
-
Tips for time-saving = money-saving
Nicholas M. Lubenow
Attorney, von Briesen
Nick Lubenow is a member of the Business Practice Group. He focuses his practice on business and transactional matters including contracting, corporate governance, business structuring and succession planning. Nick grew up watching his father operate and grow a closely-held business and uses this experience to assist clients. In addition, Nick enjoys working with manufacturers where he can utilize his studies in Operations and Supply Chain Management.
Prior to joining von Briesen, Nick clerked for the Hon. William C. Griesbach of the United States District Court in Green Bay.
William S. Woodward
Attorney, von Briesen
Bill Woodward is a Shareholder in the Green Bay office and chairs the firm’s Manufacturing Section. He serves as general counsel for business clients in a wide range of corporate and business matters throughout Wisconsin, including business planning and successor
leadership issues; organizing, acquiring or selling businesses; contract review and drafting; risk analysis and planning; and, general business advice. Bill has represented both buyers and sellers in connection with the purchase or sale of businesses with issues ranging from transfers
resulting from family succession to multi-million dollar deals. In addition, Bill represents several automobile dealers in all corporate matters, but with particular emphasis on those matters specific to the automotive industry.
Bill also has a significant real estate practice, assisting clients in all of their real estate matters including negotiating and drafting documents for the acquisition, sale, lease and development of real estate along with financing issues. Bill has extensive experience in condominium law that ranges from the drafting of condominium documents to representing condominium associations in a variety of ongoing matters. He has conducted numerous CLE seminars on condominium law.
Bill is an active member of the NEW Manufacturing Alliance, a group that promotes manufacturing in Northeast Wisconsin. In addition he is on the Board of Directors and is the Legal Advisor for the Door County Triathlon, a non-profit that supports charities in Door County, Wisconsin, including the YMCA and Friends of Murphy Park. He has served on the Board of Directors for the Notre Dame of De Pere School Board, Libertas Foundation, Green Bay Area Chamber of Commerce and NEW North, Inc.
Earned Media = Building Business
Cole Buergi & Katie Flanigan, Leonard & Finco
Learn how generating earned media builds credibility, provides valuable social media content, heightens brand awareness and creates an authentic feel versus paid advertising.
Cole Buergi
Vice President, Leonard and Finco Public Relations
Cole Buergi is Vice President of Leonard and Finco Public Relations and has more than 25 years of wide-ranging experience in PR and marketing and excels at putting together strategic communications campaigns which have been given awards of excellence by his industry peers. He is especially adept at shaping and implementing comprehensive communication plans including messaging, communicating with multiple target audiences and reaching stakeholders in a variety of geographic areas.
He is a member of the Greater Green Bay Chamber board or directors and also on the Chamber Economic Development Board. He previously served on the boards for the UWGB Phoenix Fund, Habitat for Humanity and the On Broadway Main Street program.
Katie Flanigan
Account Executive, Leonard and Finco Public Relations
Katie Flanigan is an account executive and has a passion for content creation and learning about new online technologies and skills. With the ever-evolving world of social media, she loves helping clients create attention grabbing content for their accounts as well as websites. When not scrolling the news feeds, Katie enjoys reading, writing, music and movies, as well as spending time with her husband, son and their two dogs.
Breakout Session II (2:40 - 3:25 p.m.)*
Delivering Performance Through The Power of TRIPLE E: Empowerment*Engagement*Execution
Brian Van de Water, SPL Consulting, LLC
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What is leadership?
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How we lead affects our team members lives
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Does your company accomplish all your objectives?
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The Power of Triple E in improvingperformance and profitability
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Use Triple E to harness the power of Lean Enterprise
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The Leadership Pledge
Brian Van de Water
President, SPL Consulting, LLC
Brian Van de Water is a proven business leader with over 35 years industry expertise in Printing, Packaging, Labels, Converting, and Co-Extruded Film, Robotic Systems and Microbiology. He now leads SPL Consulting, LLC. SPL Consulting specializes in Strategic Planning, Lean Implementation and Leadership Development. Brian has been in executive level positions since 1996 with companies like WS Packaging, REXAM Medical Packaging, and
James River Corporation and led or sponsored hundreds of Kaizens resulting in millions of dollars of bottom-line improvement. He received extensive training throughout his career in Lean Methodologies including Certification through Shingijutsu Top Japan Training. SPL has generated over 100,000 hours of capacity for clients.
His unique approach to Leadership, Strategic Planning and sustaining results achieved through Lean Methodologies, allows him to quickly engage and impact any business looking to improve.
Client industries successfully served span Packaging, Offset, Rotogravure, Flexo, Wide Web Printing, Label Manufacturing, Converting, Shrink Film Seaming, Food Microbiological Testing, Agricultural Chemicals, Nutraceuticals, Medical Insurance, Frozen Pizza, Hospitals, Automotive and Marine Locks, Tool & Die, Industrial Pumps, Large Component Fab Welding and Assembly, Safety and Security.
The Income Hedge Strategy: It's not what you make, it's what you keep.
Michael Burwick & Kelly Carter, Beacon Retirement Planning Group
Selling your business or appreciated real estate can mean income – and income means taxes. At today’s rates, federal taxes can be up to 23.8%, and with many states adding taxes at an average of 6.4%, this means most business owners will face a top capital gains tax rate of 30% or higher. What if you could sell your business and transition to retirement while avoiding the immediate tax obligations? If it seems too good to be true, please join us to learn how The Income Hedge Strategy can help you take control of your financial future.
Michael Burwick
Partner, Armstrong Teasdale
Michael Burwick has nearly 30 years of experience as a tax, corporate and securities lawyer, focusing on tax deferral, mitigation and minimization.
Michael has developed and successfully implemented numerous tax strategies taken directly from heretofore sparsely used sections the Internal Revenue Code (IRC). In employing these
strategies, Michael has helped businesses of all sizes, ranging from several million dollars to several hundred million dollars in annual revenue, as well as high-net-worth individuals, families and trusts, navigate the timing and payment of both capital gains and ordinary income taxes. He consistently saves his clients a great deal of money and helps them put capital that would have otherwise been paid in the form of taxes at the time of sale to work for them.
Michael serves clients across many different industry sectors. In the sports, media and entertainment area, he collaborates with professional sports agents and advisors in working with athletes on tax minimization and deferral, often with respect to their outside businesses and investments that were acquired from their career earnings and endorsement income.
With a plethora of clients from the agricultural sector, Michael focuses on harnessing the power of specific provisions in the IRC that provide tremendous, but rarely used, tax benefits. These agricultural subcategories include timber, livestock, fisheries, nurseries and many other businesses that fall within the broad IRC definition of agriculture.
A frequent author and speaker, Michael covers the topics of tax law, sports law and other legal and business issues. As the father of three children, one severely disabled, Michael is an active philanthropist and children’s advocate. He serves on boards of directors and in other philanthropic capacities of organizations devoted to childhood welfare, combatting diseases afflicting children and other causes relating to children’s health and well-being.
Kelly J. Carter
CEO, Beacon Retirement Planning Group, Inc.
Kelly Carter is the CEO and co-founder of Beacon Retirement Planning Group, Inc. (BRPG) with
more than 30 years of experience as a financial retirement advisor with emphasis on estate and tax planning, life insurance, annuity programs, and retirement strategies.
Kelly has worked directly with pre-retirees and retirees, business owners, and professionals,
providing them with alternative, safe solutions for their retirement needs. A nationally recognized expert on Structured Installment Sales, he helps business owners and their advisors implement an IRS-compliant tax deferral strategy to achieve maximum tax efficiency while planning their business exit strategy.
Prior to BRPG, Kelly was responsible for the formation of an estate planning team that focused on wealth transfers and tax saving strategies for high-net-worth clients. This team, comprised of lawyers, CPAs, tax, insurance, and investment specialists provided the necessary strategies for ensuring the protection and efficiency of each client’s “wealth transfer” plan. Over the next several years, Kelly expanded this approach to offices in the Chicago and New York regions as he grew this segment of the business, nationwide.
Mr. Carter has headed up the forum for hundreds of wealth preservation seminars and has spoken to thousands of retirees. The result has been the development of an extensive network of clients from coast to coast with individualized and customized retirement plans that provide peace of mind wealth preservation solutions.
Very early in his career, Kelly was recruited to serve as an independent Registered Representative, appointed through Bear Stearns and First Allied Securities, Inc.
Baby Boomer Business Owner Exits Threaten Your Community’s Economy
Jayne McQuillan, Journey Consulting
Did you know baby boomer owned businesses represent at least 40% of a city’s economy? Whether you are a business owner on the cusp of retirement or just starting out, a trusted advisor, or a community leader, it is essential to understand the significant threat baby boomer business owner exits pose to our local economies.
Join us for an eye-opening discussion as Jayne McQuillan shares how business owner unpreparedness is predicted to impact the state of Wisconsin. Be part of the solution as you learn the steps business owners must take now to prepare for a successful future exit, and how each of us can help ensure the long-term viability of these businesses for the employees, families, and communities that we serve
Jayne M. McQuillan CPA, MBA, CEPA
President, Journey Consulting, LLC
Jayne McQuillan founded Journey Consulting with one mission – to Change Lives by Transforming Businesses. A Certified Exit Planning Advisor (CEPA), she has 30+ years of expertise in succession and transition planning, strategic planning, organizational development, budgeting and business planning, and leadership development.
Her firm’s holistic approach engages the business, financial and personal to achieve strategic outcomes for family owned and privately held businesses. Jayne’s unending passion and energy come from a desire to accelerate growth by developing people and organizations to their fullest potential. A respected thought leader, Jayne educates and equips business owners and advisors locally and nationally through speaking engagements, her monthly blog, Owner Roundtable Workshops, Financial Acumen Training, and CEO Roundtables.
With clients in manufacturing, construction, distribution, service, and health care, Jayne’s experience uniquely positioned her to serve as a value-driver and key contributor on the Board of Directors for multiple companies and not for profit agencies over the years.
Prior to starting her own entrepreneurial journey in 2007, Jayne served in various executive roles in privately owned and family held businesses, as well as working as an M&A advisor for a large public accounting firm.
Learn more about Jayne McQuillan and Journey Consulting: www.journeyconsult.com
The Key to Finish Strong: How to Sell Your Business on Your Terms
Scott Bushkie, Cornerstone Business Services
Finish Strong and exit your business on your own terms. Most business owners build one business in their lifetime. It is truly their life’s work. They get one chance to exit successfully and move on to the best next chapter of their life, one with the gift of both time and money.
However, national studies show that only 20-30% of business owners successfully sell, and most owners do little or no planning to prepare their company for their exit.
For most owners, this will be the largest financial transaction of their life. Defy the odds and exit on your own terms so you can truly enjoy your best next chapter.
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Scott Bushkie
Managing Partner & Founder, Cornerstone Business Services
Scott Bushkie is the Managing Partner and Founder of Cornerstone Business Services. With more than 20 years in the M&A industry, Scott is a recognized thought-leader in the field, providing exit strategies, sell- and buy-side transitions, and valuation services in the lower middle market.
Over the years, Scott has successfully executed hundreds of transactions, domestically and
internationally, working with private equity firms, family offices, and strategic buyers, both public and private.
He is a sought-after expert on the M&A market and has been quoted by the New York Times, the Chicago Tribune, and the Associated Press. He writes for regional business papers, including a monthly syndicated column for Gannett. As a keynote speaker, he has engaged audiences from national organizations to local trade groups and international delegations, with a key focus on helping professional advisors and their clients prepare for future business transitions.
Value of a Sell-Side Quality of Earnings
Brady Paschke & Travis Tilque, CLA (CliftonLarsonAllen LLP)
Selling a Company, or a division is a significant event in the lifecycle of a business. The stakes are extremely high because a successful deal is likely to yield great financial rewards. One way to diminish surprises is to know how potential investors may gauge the financial health of your business, and to understand how it matches or differs from your own measurement. Sell‐side due diligence is a proactive way for you and your advisors to present the Company in the best possible way so that you enhance the likelihood of a successful deal. It can also reduce the risk of the potential investors’ diligence going awry, reducing the time to close the transaction.
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Brady Paschke, CPA, CMA
Financial Due Diligence Manager, CLA (CliftonLarsonAllen LLP)
Brady is a manager in CLA’s Deal Services group, and provides services to private equity, privately held clients primarily in the manufacturing, distribution, and technology industries, which includes companies with domestic and global operations.
Breakout Session III (3:35 - 4:40 p.m.)*
The Missing Link to Increasing Valuation: Leader Standard Work
Brian Van de Water, SPL Consulting, LLC
At the conclusion of this presentation, Leaders will be able to:
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Understand the importance of Leader Standard Work (LSW) in Increasing Valuation and Performance
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Explain the four elements of a Lean Management System
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Implement LSW within their organization
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Link Strategy to LSW together
Brian Van de Water
President, SPL Consulting, LLC
Brian Van de Water is a proven business leader with over 35 years industry expertise in Printing, Packaging, Labels, Converting, and Co-Extruded Film, Robotic Systems and Microbiology. He now leads SPL Consulting, LLC. SPL Consulting specializes in Strategic Planning, Lean Implementation and Leadership Development. Brian has been in executive level positions since 1996 with companies like WS Packaging, REXAM Medical Packaging, and
James River Corporation and led or sponsored hundreds of Kaizens resulting in millions of dollars of bottom-line improvement. He received extensive training throughout his career in Lean Methodologies including Certification through Shingijutsu Top Japan Training. SPL has generated over 100,000 hours of capacity for clients.
His unique approach to Leadership, Strategic Planning and sustaining results achieved through Lean Methodologies, allows him to quickly engage and impact any business looking to improve.
Client industries successfully served span Packaging, Offset, Rotogravure, Flexo, Wide Web Printing, Label Manufacturing, Converting, Shrink Film Seaming, Food Microbiological Testing, Agricultural Chemicals, Nutraceuticals, Medical Insurance, Frozen Pizza, Hospitals, Automotive and Marine Locks, Tool & Die, Industrial Pumps, Large Component Fab Welding and Assembly, Safety and Security.
Five Cultural Factors and Insights to Leverage the M&A Process
Stephen Utech, Illumyx
Each company’s culture is unique, yet all companies go through common stages in their growth and decline. Knowing these developmental stages allows sellers to shore up their weaknesses and truly showcase their culture as an asset to potential buyers. For buyers, they can make better buying decisions to minimize disruption when driving integration and growth. This presentation helps simplify the concept of company culture and how it can be best leveraged (and measured) as an asset. Participants will learn and understand:
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Key culture and company characteristics and how they relate to an organizations developmental stages of growth and decline
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The top cultural factors leaders need to consider to best position their company for sale
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The top cultural factors for buyers to consider in their acquisition strategy
Steve Utech
President, Illumyx
Steve’s life mission is to unlock the mysteries of complex human interactions to make people’s work and personal relationships more meaningful, productive, and satisfying. All things niche and complex are food for his ADHD brain. He’s a geek at heart with irreverent humor, but also has a deep love of people. An experienced leader in the areas of culture optimization, M&A culture integration, organizational effectiveness, and team development, Steve is the visionary and founder of illumyx. His background in both the hard sciences and the art of family
dynamics allows him to take a behavioral and systematic approach to organizational change and transformation. He has worked with Fortune 1000 organizations and executives in a variety of sectors to help them optimize their culture and achieve results. Steve holds a Master of Social Work from the University of Denver in Colorado and a Bachelor’s degree from the University of Minnesota.
Taking Due Diligence to the Next Level
William S. Woodward & Nick M. Lubenow, Von Briesen
Bill Woodward and Nick Lubenow, attorneys in Von Briesen’s Green Bay office, will walk you through taking your due diligence to the next level. This session will provide attendees on the latest in the following areas of due diligence:
-
New LLC law in Wisconsin
-
State of the recent FTC announcement on banning non-competes
-
Update on Representations & Warranty insurance
-
Top reasons for pre-sale planning
-
Tips for time-saving = money-saving
Nicholas M. Lubenow
Attorney, von Briesen
Nick Lubenow is a member of the Business Practice Group. He focuses his practice on business and transactional matters including contracting, corporate governance, business structuring and succession planning. Nick grew up watching his father operate and grow a closely-held business and uses this experience to assist clients. In addition, Nick enjoys working with manufacturers where he can utilize his studies in Operations and Supply Chain Management.
Prior to joining von Briesen, Nick clerked for the Hon. William C. Griesbach of the United States District Court in Green Bay.
William S. Woodward
Attorney, von Briesen
Bill Woodward is a Shareholder in the Green Bay office and chairs the firm’s Manufacturing Section. He serves as general counsel for business clients in a wide range of corporate and business matters throughout Wisconsin, including business planning and successor
leadership issues; organizing, acquiring or selling businesses; contract review and drafting; risk analysis and planning; and, general business advice. Bill has represented both buyers and sellers in connection with the purchase or sale of businesses with issues ranging from transfers
resulting from family succession to multi-million dollar deals. In addition, Bill represents several automobile dealers in all corporate matters, but with particular emphasis on those matters specific to the automotive industry.
Bill also has a significant real estate practice, assisting clients in all of their real estate matters including negotiating and drafting documents for the acquisition, sale, lease and development of real estate along with financing issues. Bill has extensive experience in condominium law that ranges from the drafting of condominium documents to representing condominium associations in a variety of ongoing matters. He has conducted numerous CLE seminars on condominium law.
Bill is an active member of the NEW Manufacturing Alliance, a group that promotes manufacturing in Northeast Wisconsin. In addition he is on the Board of Directors and is the Legal Advisor for the Door County Triathlon, a non-profit that supports charities in Door County, Wisconsin, including the YMCA and Friends of Murphy Park. He has served on the Board of Directors for the Notre Dame of De Pere School Board, Libertas Foundation, Green Bay Area Chamber of Commerce and NEW North, Inc.
Earned Media = Building Business
Cole Buergi & Katie Flanigan, Leonard & Finco
Learn how generating earned media builds credibility, provides valuable social media content, heightens brand awareness and creates an authentic feel versus paid advertising.
Cole Buergi
Vice President, Leonard and Finco Public Relations
Cole Buergi is Vice President of Leonard and Finco Public Relations and has more than 25 years of wide-ranging experience in PR and marketing and excels at putting together strategic communications campaigns which have been given awards of excellence by his industry peers. He is especially adept at shaping and implementing comprehensive communication plans including messaging, communicating with multiple target audiences and reaching stakeholders in a variety of geographic areas.
He is a member of the Greater Green Bay Chamber board or directors and also on the Chamber Economic Development Board. He previously served on the boards for the UWGB Phoenix Fund, Habitat for Humanity and the On Broadway Main Street program.
Katie Flanigan
Account Executive, Leonard and Finco Public Relations
Katie Flanigan is an account executive and has a passion for content creation and learning about new online technologies and skills. With the ever-evolving world of social media, she loves helping clients create attention grabbing content for their accounts as well as websites. When not scrolling the news feeds, Katie enjoys reading, writing, music and movies, as well as spending time with her husband, son and their two dogs.
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