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Establish Your Own Independent M&A Advisory Office

Summary
About Strategic Merger & Acquisition Advisors (SM&AA)
Mission Statement
Our Target Markets
Positive Trends in the Business Brokerage Industry
The Opportunity
Your Next Step

About SM&AA
SM&AA specializes in the confidential acquisition, sale and valuation of lower mid-market privately held businesses (5M-50M). Our clients include owners of privately held corporations, private equity groups, family offices and high wealth individual investors.

Mission Statement
Our mission is to build SM&AA into the most trusted Lower Midmarket M&A Advisory firm in the Tri-State market. We are achieving this goal by demonstrating that we are a team of consummate professionals who can consistently deliver value to all parties in the transaction, while strictly adhering to the highest ethical standards in the industry.

The Lower Mid-Market is the Primary Target Market for SM&AA
Lower Mid-Market:
Typically businesses with reasonability solid management structure, clean financial records, scalable with annual sales from $5 million-$50 million. These businesses will normally be acquired or sold using multiple marketing channels including: Private Equity Groups, Family Offices, National and International M&A Advisory networks via the Alliance of Merge & Acquisitions Advisors, and the M&A Source as well as comprehensive direct marketing platforms including:  Direct mail, Print advertising, E-mail blasts, Internet web marketing and telemarketing . These transactions require a substantial amount of data collection in order to create a complete OM (Offering Memorandum aka Deal Book) and a solid, defensible value proposition.

These transactions also require a detailed review of the financial statements so that the true financial condition of the business is understood and properly explained to the potential acquirer/ seller.

We only accept these engagements with an upfront retainer. The financial participation by the seller (via retainer) demonstrates the seller’s commitment to making the deal happen. Having a truly motivated seller from the start is a key factor in our high success rate for deals of this size. Average sales cycle
for lower mid-market businesses is between 7-12 Months with success fees in the 5%-9% range.
Your Average success fee per transaction in this market segment runs from $50,000 to $250,000.

Positive Trends in the Business Brokerage/ Lower Mid–Market M&A Industry:
Much has been written about the up-coming Baby Boomer wealth transfer that is about to occur. The following perspective on this market trend is quoted from an article taken from the highly respected, Association of Certified Merger and Acquisitions Professionals (ACMAP).

“To put the real middle market baby boomer business transfer opportunity into perspective, consider this. The US Census Bureau estimates there are 5,697,759 businesses in the United States with one or more employees (usually many, many more) with sales totaling in excess of $22 trillion. Assuming a conservative 50% value to revenue ratio, that equates to a market value of $11 trillion.

While Census data indicates that many of these are small mom-and-pop businesses (79% of them in fact with under $1 million in sales), almost 21%, or 1.2 million, are middle market firms with sales of $1 million to $1 billion annually. Collectively these 1.2 million firms had sales totaling $9.8 trillion and carry a conservative market value of $4.93 trillion. Most of these, based on population data, will be sold or otherwise disposed of by the baby boomers who own about 67% of those middle market businesses.

In fact, based on the assumption that most of these will be disposed of by their owners at around age 65, there could be over 800,000 middle market businesses with an estimated total value of $3.3 trillion disposed of between 2011 and 2029 and that is just the baby boomers and . . . just the middle market.”

The Opportunity
Joining SM&AA as an Independent Affiliate will provide you with a great opportunity to establish operate and grow your own M&A advisory office. By leveraging our identity, proven track record of successful business sales, training programs and in-house technical resources you will be well positioned to earn lucrative fees on the acquisitions and sales of privately held businesses.

Additionally SM&AA provides Associates the opportunity to earn significant fees on commercial properties that are sold along with a business, through our sister company, NYBB Commercial Real Estate.

The market for selling businesses is improving and is expected to dramatically heat up as baby boomers continue to retire over the next 20 years. New York’s economy, one of the richest in the nation, continues to attract buyers of every type from other areas of the U.S. and abroad, making profitable well
managed New York businesses a valuable commodity.

Helping people sell their businesses and working with business owners to expand their companies through Corporate Acquisitions is exciting and lucrative. We are always on the lookout for promising candidates who want to enter the field and open their own M&A advisory office.

WHO ARE WE LOOKING FOR?
While there is no specific background or educational achievement that defines a successful M&A advisor, generally top producers have an very strong entrepreneurial nature, have a proven track record of sales success, have owned their own business, or come from families who have owned their own businesses. A relentless desire to succeed financially, a willingness to learn, and direct sales experience are the primary traits we look for in applicants.

We are particularly interested in adding talented individuals who have sales or sales management experience in a variety of industries, such as finance, manufacturing, distribution, information technology, insurance brokerage, and any type of business service.

All candidates must demonstrate that they have the financial capacity to fund the opening of an Independent M&A Advisory office, which would include monthly affiliate fees paid to SM&AA, funds to finance an aggressive ongoing Marketing Action Plan and the ability to self-fund personal expenses/income during the startup period (generally 6 to 9 Months).

As an Independent Affiliate you will have complete freedom to direct your own full time work schedule; however certain productivity goals will be encouraged in order to maximize the effectiveness of each Affiliate.

 

INITIAL IN-HOUSE TRAINING
Initial training includes, but is not limited to:

  • Properly qualifying buyer prospects
  • Analyzing and normalizing financial statements
  • Valuation of businesses
  • Negotiating skills and techniques
  • Completion of forms and contracts
  • Sales and marketing techniques
  • Developing your referral network
  • Closing documentation requirements
  • Accessing and positioning pre-qualified lending
  • Intensive training on our state-of-the-art CRM system
  • How to effectively market for prospects
  • How to generate leads using our Power Point presentations
  • Researching and writing compelling Offering Memorandums ( Deal Books)

FIELD TRAINING (MENTORING PROGRAM)
Following the initial in-house training, usually about 2-3 days, the associate is assigned to a Managing partner, who acts as their “mentor” and provides hands on experience in dealing with the entire business buy/sell process. The mentor will assist the new associate in developing goals and implementing a marketing program tailored to the new associate’s experience and marketing strengths.

To ensure the success of the new associate, the mentor will monitor the new associate’s activities for a period of up to 6 months, participating in joint interviews with sellers and buyers, providing assistance in the proper completion of forms and contracts, and providing advice regarding negotiations and techniques for completing successful transactions.

At SM&AA, we require all associates to continue their training by taking courses offered by the Alliance of Mergers and Acquisitions Advisors (AM&AA), the Mergers &Acquisitions Source (M&A Source) or International Business Brokers Association (IBBA). We believe that education is not a goal, but rather an ongoing requirement which is necessary to keep SM&AA on the leading edge of the ever changing and dynamic industry of business sales and acquisitions. Additionally all associates are required to obtain a New York State Real Estate License.

YOUR NEXT STEP
This is an opportunity to build and operate your own business as an SM&AA Independent Affiliate. The revenue share as a Full Time SM&AA Independent Affiliate provides one of the richest revenue splits in the industry with an 80% share of the revenue going to the Affiliate. This opportunity requires a full time commitment by the affiliate as well as an ongoing monthly financial commitment. For a confidential interview please send your resume by mail, fax, or e-mail to:

Tony Calvacca, CBI
Strategic Merger & Acquisition Advisors
138 West 25th Street, 10th Floor
New York, NY 10001
Phone: 631-390-9650
Fax: 866-515-6773
tony@strategicmaadvisor.com

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