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Mergers & Acquisitions: An Insider's Guide to the Purchase and Sale of Middle Market Business Interests, by Dennis J. Roberts
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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.
- Sales Rank: #1064034 in Books
- Published on: 2009-02-03
- Original language: English
- Number of items: 1
- Dimensions: 9.37" h x 1.43" w x 6.42" l, 1.50 pounds
- Binding: Hardcover
- 413 pages
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:
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How to find and understand buyers in the Middle Market
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How to run a Middle Market business while preparing it for sale
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Keeping confidentiality while doing the deal
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Informal and controlled auctions
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The psychology of M&A negotiations
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The basic art and science of valuation as applied to M&A transactions
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Confirmatory due diligence, the definitive agreement, and closing
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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.
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
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.
Most helpful customer reviews
7 of 7 people found the following review helpful.
Roberts: Better than technical know-how
By kjodonnell
The vast majority of M&A activity is in the Middle Market, where enterprises are highly idiosyncratic. So, any author who hopes to illuminate this topic in any meaningful way faces several challenges. Dennis Roberts overcomes them all to produce a volume that owners of enterprises will find as useful and accessible as his professional peers.
The first challenge is credibility. Mr. Roberts is no unsullied academic, and he proves as much through his choice of real-world examples that every business owner will identify with. Another winner - for me, at least - is his use of the first person. Mr. Roberts makes more observations than declarations. Those observations are as instructive as his conclusions.
The second challenge is structure. Middle Market M&A is a massive topic. Any comprehensive treatment could easily run several volumes. Mr. Roberts constructs the book in a logical architecture of issues. To me, this reflects his experience working with the priorities of his clients. He knows what they're most concerned about, and how to lay out sequentially what they need to know.
That leads to the third challenge: Who is this book written for? Clearly the book is aimed at business owners who may be considering M&A activities. Suitably, it addresses issues to their point of view - especially in the case studies he chooses. But Mr. Roberts also balances that need against giving a broader view of other parties involved in M&A. Those same case studies are useful as cautionary tales to M&A professionals and other professionals who work around the edges of the field.
Mr. Roberts moves quickly through substance, saying little more than needs saying (perhaps less than this review), another concession to impatient business owners. All of which gives you a sense of just how much Mr. Roberts packed into 400 pages. That style allows us to digest key issues without wading through the metaphysical history of blah blah blah. Practical. Pragmatic. To the point. Move on.
One picayune complaint is the less-than compelling graphic layout of the text, a gripe directed at the publisher, not the author.
Sitting down with Mergers & Acquisitions is like having Mr. Roberts in the room as a friendly advisor. You may wish to skim some parts of lesser interest; while reading and re-reading other parts with a pad and pen. (My copy is marked up and tagged with post-it notes, like an undergrad's.) In the end, you'll feel like Mr. Roberts has shared more than his encyclopedic technical knowledge: He's shared much of his accumulated wisdom. Like most readers, I've never met Mr. Roberts. But it does seem like it would be time well-spent, if the book is any indication.
3 of 3 people found the following review helpful.
Excellet Guide to Middle Market Investment Banking
By The_Outlawz
This book by Dennis Roberts, who is an experienced Middle Market Investment Banker, definitely gives the ins and outs of Middle Market Investment Banking. I have been looking for a book exactly like this for the longest time, and Roberts seems to have answered most of the questions I have had on this topic. Robert's gave me the answer to questions that ONLY and experience Middle Market Investment Banker would know, from how to structure an LOI to setting up your fee structure; to the practicalities of setting up and running you own middle market investment banking practice. Roberts, touches upon some technical aspects of M&A, but his book is focused on deal making, and a "learn" by case methodology.
If you are looking for a book on valuations, and some of the technical aspects of M&A and Investment Banking I would recommend "Investment Banking" by Joshua Rosenbaum, Joshua Pearl and Joseph R. Perella, for technical aspects on deal structuring I would recommend Donald DePamphilis "Merger, Acquisitions, and Other Restructuring Activities," having studied both text, I would definitely encourage anyone trying to get into Investment Banking to purchase these books in addition to Dennis Roberts' book, as it IS the practical guide for running you own Middle Market practice. Good Luck!
3 of 3 people found the following review helpful.
the missing link of M&A
By Timothy J. Kruse
Have you ever found a book so helpful to your professional development that you found yourself saying: "Stop reading only at your own peril!" This book is such a book. Although I have lots to manage with my current buy and sell side engagements, I feel like I really owe it to my clients and myself to finish this book before I take another significant action on their or my own behalf. This book is absolutely fantastic, thank you! As someone new to the business and being a sole practitioner, this book is like having the personal coach/mentor I've wanted with me on/during my various engagements. I do alot of reading in the M&A field; this book is far and away the most helpful M&A advice I've read thus far. There are lots of M&A books out there but most are written from the perspective of Wall St. To get good information on main st, one can get lots of great stuff from IBBA. That leaves a big gap, a missing link if you will, for those of us wanting to make a living in the middle market. Roberts' book fits the bill perfectly. Thanks to Dennis for sharing his knowledge and experience through this book.
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