SELECTING A BUYER
Buyers Goals vs Sellers Goals
Protecting Business Value
Life after the letter of Intent
Avoid Selling Pitfalls
Discover M&A from the eyes of a buyer! The most successful transactions begin by knowing how to select a buyer, learning what their goals, are and preparing for what they will ask for.
During this session leading government contractor executives along with financial and legal experts will share the attributes larger contractors look for when purchasing a SMB, pitfalls that impact the value of your business, and what to expect after the Letter of Intent is executed.
You’ll walk away with best practices that narrow the gap between buyer and seller perceptions including:
- Selecting a buyer
- Knowing what the buyer is looking for
- What impacts the value of your business
- Life after the Letter of Intent
- Buying trends today and in the near future
Nicole Geller former CEO of GCS, Inc. and currently a Senior Director with Springer Lawson
Scott Meza, M&A Attorney with Greenberg Traurig, LLP
Larry A. Davis, Managing Partner of Aronson, LLC: Investment Banking
Robin L. Portman, President and CEO of Atlas Research
Wednesday, June 12, 2019
Registration & Networking: 1:00-1:45
M&A Panelist Discussion: 2:00-3:30
Reception & Networking: 4:15–5:30
The Tower Club
8000 Towers Crescent Dr.
Suite 1700, Vienna, VA 22182
Meet The Panel
As a Senior Director for Springer Lawson & Associates, Nicole provides strategic advisory services to middle market CEOs. She serves as an extension of a Company’s management team to strategically optimize enterprise value by growing revenue, increasing profit, driving down costs and identifying all available exit alternatives. Nicole and the SLA team have hands-on CEO/founder/operator middle market experience helping CEOs with strategy and maximizing growth for successful exits.
Ms. Geller currently serves on four technology-focused private company boards providing expertise on strategy, business development, and growth, M&A and operations. In addition, Nicole is Chair of the Nomination and Governance Committee for the George Mason University (GMU) Foundation Board of Trustees.
Prior to joining Springer Lawson, Ms. Geller was the founder and CEO of Government Contract Solutions (GCS), a professional solutions firm for intelligence and civilian federal markets. GCS managed highly visible and mission-critical IT programs for federal agencies around the globe. including war zones. Nicole led the Company’s pivot from commercial services to highly classified customer-centric solutions, and then to a successful exit in late 2014. GCS employed more than 450 highly skilled professionals that delivered award-winning, quality-based solutions to its long-term customers. GCS was a Washington Technology Fast 50 Company, and Inc. 5000 recognized company for five years running. Nicole was also a 2014 Ernst and Young Entrepreneur of the Year Award Finalist.
Nicole has been a frequent panel speaker providing the entrepreneur perspective on “Planning to Exit your Business”, “Iceberg View: What it is really like to Run a Business?”, “Selling your Business”, “What to Expect when Growing your Business”, and “CEO Lessons Learned from Selling your Business”.
Nicole holds a BS in Economics from George Mason University, Fairfax, VA, is an avid golfer.
Larry Davis is managing partner of Aronson LLC and partner of Aronson Capital Partners. During his 35-year career, Larry has built a strong track record in launching new service areas, developing people, and helping his clients accomplish their business goals. His unique background in accounting and corporate finance combined with his keen business acumen equips him to lead Aronson LLC, while acting as a trusted advisor to business owners and senior executives.
As Aronson LLC’s managing partner, Larry provides strategic planning and direction for the firm. He is passionate about recruiting, retaining, and developing people. He believes talent development is the key to providing valued service to the firm’s clientele and achieving the firm’s strategic objectives. Active in the community, Larry promotes Aronson LLC as the leading independent accounting and business consulting firm in the most thriving economic region in the country.
As partner of Aronson Capital Partners, Larry helps buyers and sellers execute M&A transactions to accomplish their goals. He has more than 25 years of experience in mergers, acquisitions, divestitures, and financings. He has worked on more than 40 transactions involving middle market defense and government services companies. Notable transactions include the sales of Force 3 to Sirius Computer Solutions, Proteus Technologies to Polaris Alpha/Arlington Capital Partners, Texeltek to TASC, Atlantic Coast Telesys to SAIC, AEPCO to VT Group, PLC, and Capital City Technologies to Ernst & Young. Larry is widely recognized as an industry expert and is a frequent speaker at industry events and a sought after advisor to owners of emerging growth companies.
Before joining Aronson, Larry was VP of Finance at DynCorp where he participated in 15 strategic acquisitions constituting the nucleus of DynCorp’s professional services business. Prior, Larry was CFO of a middle market information technology services company that was acquired by DynCorp.
Scott Meza has more than 25 years of experience assisting businesses in complex transactions such as mergers, acquisitions, spin-offs of public and private companies, and sophisticated equity and debt financings and recapitalizations. Scott’s broad industry experience includes managing transactions for technology-based companies as well as companies operating in highly regulated environments like government contracting, telecommunications, and health care. Representative transactions include stock-for-stock combinations, cash-out mergers, tender and exchange offers, management buyouts, stock and asset purchases, distressed company acquisitions (e.g., bankruptcy auctions), corporate spin-offs and divestitures, and corporate governance matters.
Scott regularly represents venture funds and emerging growth companies in a variety of financing transactions, ranging from preferred stock sales, subordinated debt lending and licensing, and other strategic alliances.
Scott has also been a leader in organizing networks of accredited “angel” investors, which actively invest in emerging growth companies around the country. Scott also advises senior management and boards of directors on executive employment and compensation issues and equity incentive plans.
– Public and private company mergers, acquisitions, divestitures and recapitalizations
– Venture capital and private equity investing
– Executive employment/compensation counseling
Robin L. Portman is President and Chief Executive Officer of Atlas Research. She exercises executive oversight for all aspects of the firm, including strategy development and business expansion, service delivery, and day-to-day operations. A recognized thought leader and government services industry veteran, she leads ground-breaking client engagements and speaks to audiences nationwide about the future of the industry and mission-supporting innovations in healthcare and technology.
Prior to Atlas, Ms. Portman was Executive Vice President for Booz Allen Hamilton, where she led the firm’s corporate growth function, including business development, corporate development, and marketing and communications. Her organization served clients by identifying and building strategic third-party relationships, understanding and analyzing market shifts and trends, and identifying expertise and resources for proposal development and contract support.
Ms. Portman is active in the greater Washington, DC, community. She currently serves on the Board of Trustees for Easter Seals of MD, DC, and VA, which focuses on Veteran and Wounded Warrior employment and community reintegration (in addition to providing services to individuals with disabilities). Ms. Portman is the Vice-Chair for Service Source Inc., which is a national nonprofit focused on employment and services for individuals with disabilities of all types. She also serves as the Chair for the Elizabeth Dole Foundation’s National Advisory Board, which focuses on issues and champions causes for military caregivers and families. In recognition of her business and community leadership, Ms. Portman was named to the Washington Business Journal’s prestigious list of “Women Who Mean Business” (October 2012).
Ms. Portman has a Bachelor’s degree in education and a Master’s degree in management information systems, both from the University of Maryland.