Mergers and Acquisitions Academy: Laying the Foundation (Fundamentals)

Co-Sponsored by the National Association of Certified Valuators and Analysts®  (NACVA®) 

	Program Descriptions		Who Should Attend
	Understanding the Middle-Market Landscape		Schedule and Registration
	Developing a Successful Mergers and Acquisitions Practice		Pricing and CPE
	Mergers and Acquisitions Process Overview
	Mergers and Acquisitions Valuation Fundamentals

Program Descriptions

Understanding the Middle-Market Landscape
For senior executives operating in the M&A space, understanding the dynamics of the middle market is essential for identifying strategic opportunities and minimizing deal risk. This presentation is tailored to leaders who guide transactions, shape strategy, and oversee execution; whether from the buy-side, sell-side, or advisory role.

The course begins by defining the middle market; not just by size, but by structure, capital access, and growth trajectory. You will examine how these businesses differ from large-cap companies in complexity, valuation, leverage, and deal process. From private equity sponsors to family-owned sellers, the presentation explores the unique motivations driving middle-market M&A today.

The discussion extends to various transaction types—including roll-ups, consolidations, MBOs, and LBOs—with a focus on strategic alignment, integration challenges, and financing realities. Participants will gain clarity on how to assess readiness, avoid common pitfalls, and structure deals to maximize post-close value. We will also explore key participants—from corporate development teams to financial sponsors—and how each player shapes deal dynamics.

Whether you are leading a corporate development function, managing advisory engagements, or evaluating acquisition targets, this course provides the strategic insights you need to navigate the middle-market landscape effectively.

How You Will Benefit
After completing this course, attendees will be able to:

• Define the middle market and identify key industry sectors and company characteristics
• Analyze differences between middle-market and large-cap M&A transactions
• Evaluate the strategic rationale for various M&A types (e.g., mergers, roll-ups, MBOs, LBOs)
• Identify risks and success factors tied to cultural integration and operational alignment
• Assess deal complexity and financing structures in roll-ups and leveraged transactions
• Distinguish between strategic and financial buyers and their motivations
• Evaluate the role of key advisors and intermediaries in the M&A lifecycle
• Apply critical success factors (CSFs) for middle-market investment banking deals

Take Aways

• Understand how middle-market companies differ from large-cap firms in structure, strategy, and deal dynamics
• Gain practical knowledge of common M&A transaction types and when each is most effective
• Learn how to identify key players, risks, and integration challenges unique to the middle market
• Walk away with a framework for evaluating middle-market deals and advising clients with greater clarity and confidence

Course Dates and Registration

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Developing a Successful Mergers and Acquisitions Practice
Building and leading a high-performing M&A advisory practice requires more than transactional expertise; it demands strategic clarity, operational discipline, and market positioning. This course is designed for senior advisors, managing partners, and firm leaders responsible for growing and sustaining a M&A platform. Whether you are launching a practice, scaling a team, or refining your market presence, this presentation delivers practical frameworks for success.

The course begins with a comprehensive look at the M&A advisory landscape; key players, service types, and how top firms differentiate themselves. You will gain insight into business development strategies that consistently generate qualified deal flow; from networking and referrals to industry specialization and effective positioning.

The course also covers the mechanics of practice management: essential documents, tech stacks, outsourcing models, and resource allocation. We will explore how to pitch and win mandates by aligning with client priorities, structuring compelling proposals, and negotiating fees effectively. Finally, we will address the leadership side: team structuring, managing client expectations, and overcoming common roadblocks like deal fatigue, uneven workflows, and salability issues.

How You Will Benefit
After completing this course, attendees will be able to:

• Evaluate the structure and competitive dynamics of the M&A advisory market
• Differentiate between advisory service types and define your firm’s positioning strategy
• Design and implement systems for pipeline development and lead qualification
• Apply frameworks for scoring opportunities and assessing salability
• Develop and tailor pitch materials that align with client needs and engagement readiness
• Structure and manage high-performing M&A teams, from analysts to MDs
• Apply tools and tactics to manage client expectations and reduce deal fatigue
• Integrate financial modeling and forecasting best practices to support deal credibility

Take Aways

• Gain a roadmap for launching or scaling a sustainable M&A advisory practice with a clear market focus
• Learn how to consistently generate quality mandates and manage relationships through every deal stage
• Understand how to build and lead a multidisciplinary team aligned around client outcomes
• Walk away with strategies to improve deal quality, reduce execution risk, and grow firm revenue predictably

Course Dates and Registration

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Mergers and Acquisitions Process Overview
For senior executives involved in M&A, whether leading corporate development, managing advisory engagements, or investing capital, execution discipline can make or break a deal. This course provides a strategic, end-to-end view of the M&A process, with a focus on middle-market dynamics. It is designed for professionals who must not only understand each stage but lead teams, manage stakeholders, and drive outcomes.

The course walks through both the sell-side and buy-side processes from pre-deal planning and target identification to due diligence, negotiation, and integration. We will examine how to position a business for sale, manage auctions, run a data room, and handle post-closing matters. For acquirers, we explore how to define acquisition strategy, source and evaluate targets, structure deals, and plan integration from day one.

In addition, you will gain a working knowledge of capital formation; how to assess capital needs, evaluate financing alternatives, and engage investors. We will also highlight common pitfalls in execution and how to navigate deal complexity with confidence.

Whether you are managing a one-off transaction or scaling a repeatable M&A capability, this course equips you with the frameworks and tactics to lead deals from start to finish.

How You Will Benefit
After completing this course, attendees will be able to:

• Define and break down the M&A lifecycle into key phases and identify success factors for each
• Plan and execute a structured sell-side process, including grooming, buyer outreach, and auction strategy
• Create a buy-side approach from strategic rationale to post-merger integration
• Apply due diligence best practices using financial, legal, and operational lenses
• Evaluate deal structures (asset vs. stock), tax implications, and transaction terms
• Assess capital needs and select appropriate financing sources for different deal types
• Prepare marketing materials and manage investor interactions during capital raises
• Identify and mitigate execution risks and common failure points in middle-market transactions

Take Aways

• Gain an end-to-end understanding of how M&A deals are structured and executed on both sides of the table
• Learn how to manage the timeline, data flow, and decision-making process across stakeholders
• Develop a capital formation strategy to support acquisitions or fund growth
• Leave with tools and checklists to drive disciplined execution and reduce closing risk 

Course Dates and Registration

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Mergers and Acquisitions Valuation Fundamentals
Valuation lies at the heart of every M&A decision; it informs strategy, shapes negotiations, and ultimately drives return on investment. This course is designed for senior professionals who need to assess value quickly, credibly, and in alignment with deal goals. Whether you are advising clients, evaluating targets, or managing internal investment decisions, this presentation will sharpen your valuation judgment and toolkit.

The course begins with the foundations of M&A valuation, understanding the difference between price and value, and the drivers that influence multiples, such as growth, risk, and leverage. From there, we cover how to normalize EBITDA, build reliable free cash flow projections, and assess capital efficiency across key metrics like capex and working capital.

Participants will learn to apply both the income and market approaches, including DCF analysis, pro forma modeling, and comparable transaction benchmarking. We will also cover how to reconcile gaps between intrinsic value and market price, particularly in the middle market where synergies, buyer type, and process quality can influence outcomes. The course concludes with guidance on structuring and communicating valuation findings through professional-grade reports.

If you are involved in pricing deals, advising clients, or preparing for exit, this presentation will help you develop valuation strategies that are technically sound and strategically persuasive.

How You Will Benefit
After completing this course, attendees will be able to:

• Differentiate between intrinsic value, price, and fair market value in an M&A context
• Define EBITDA and adjust for non-recurring or discretionary items
• Calculate free cash flow and perform sensitivity analysis
• Determine benchmark valuation metrics across comparable companies and transactions
• Apply income-based valuation methods including DCF and capitalization of earnings
• Employ market-based methods and refine multiples using regression analysis
• Analyze balance sheets for capital efficiency and working capital needs
• Explain valuation conclusions effectively in reports and client briefings

Take Aways

• Master the key components of middle-market M&A valuation and how they influence deal terms
• Learn how to apply both market and income approaches to support your valuation opinion
• Use modeling tools to pressure-test assumptions and assess downside scenarios
• Walk away with valuation strategies that support negotiations, drive decisions, and manage client expectations

Course Dates and Registration

Who Should Attend

Delivery Method Group Internet-Based Program Level Basic Advanced Preparation None Prerequisites Previous training or experience with the fundamentals of accounting, finance, economics, and business writing. These individuals are often at the staff or entry level in organizations, although such programs may also benefit a seasoned professional with limited exposure to the area.   Business Management and Organization 4   Finance 4 Total CPE Hours   8

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