Friday, October 16 - From Search to Valuation: Building the Acquisition Thesis

 

8:30 AM - Opening Breakfast

 

9:00 AM - Program Orientation: The ETA Playbook

An integrated overview of the core frameworks that guide effective searching, evaluation, and decision-making throughout the acquisition process.

 

9:30 AM - Designing Your Search Strategy

How disciplined buyers define what they are looking for—and why—before ever seeing a deal.

Personal and professional acquisition criteria

Product, industry, and market characteristics that matter

Practical deal-sourcing channels and intermediaries

 

10:30 AM - Break

 

10:45 AM - Due Diligence as Risk Management (Part I)

Understanding diligence as a decision-making tool, not a checklist.

Financial statement analysis and cash-flow realities

Business model durability and unit economics

Organizational structure and management capability

 

12:15 PM - Lunch

 

1:15 PM - Due Diligence as Risk Management (Part II)

Deepening diligence to uncover hidden liabilities and assess deal quality.

Quality of earnings and sustainability of profits

Tax posture and compliance considerations

Human capital: contracts, benefits, and obligations

Customer and vendor reference checks

 

2:15 PM - Lessons from the Search and Acquisition Journey

A candid discussion with an entrepreneur who has navigated the ETA process, highlighting real tradeoffs, surprises, and mistakes.

 

3:00 PM - Break

 

3:15 PM - Valuation in the Real World

Moving beyond formulas to understand how buyers and sellers actually arrive at price.

Buyer versus seller valuation lenses

Core valuation metrics and assumptions

Comparable transactions and market benchmarks

Data sources

 

4:15 PM - Expert Panel: Interpreting Value Under Uncertainty

Practitioners discuss how valuation, risk, and deal structure intersect in live transactions.

 

5:00 PM - Evening Reception

Informal networking and continued discussion.

 

 

Saturday, October 17 - From Deal Structuring to Ownership and Growth

 

8:30 AM - Opening Breakfast

 

9:00 AM - Assembling the Deal

How transactions come together—and where they most often fall apart.

Understanding seller motivations and constraints
Building credibility and trust through transparency
Structuring the deal: price, terms, and contingencies
Negotiation dynamics and crafting a compelling offer

 

10:30 AM - Break

 

10:45 AM - Financing the Acquisition

Evaluating capital structures that align incentives and manage downside risk.

Debt versus equity tradeoffs
Typical financing terms
Equity partners
Seller financing

 

12:00 PM - Lunch

An applied discussion focused on capital, control, and early ownership decisions.

 

1:00 PM - Creating Value After the Close

Shifting from buyer to operator

Identifying and prioritizing value levers
Growth strategy options and sequencing
Risk analysis, focus, and capital allocation

 

2:00 PM - Transition Management: From Owner to Leader

A practitioner’s view on taking control of an existing organization.

Leadership transition and stakeholder alignment
Cultural integration and communication challenges

 

2:30 PM - Break

 

2:45 PM - Legal & Accounting Roundtable

A practical discussion of transaction mechanics and post-close realities.

Key legal documents and deal protections
Tax structuring considerations
Ongoing reporting and compliance obligations

 

4:00 PM - Synthesis and Closing Discussion

Key takeaways
Decision frameworks
Getting started: A Roadmap for the next 90 days